Sales Hacker

MARCH 4, 2019

Dan talks about the key qualities of great sales leadership and how to be an effective executive in addition to being a great sales leader. Dan also discusses his deep background in enterprise sales and how closing $10M+ deals has informed his approach to forecasting. Accurate forecasting at both the commercial and enterprise level.

Leadership 62

Leadership Scale Sales Hiring Sales 62

SaaStr

AUGUST 10, 2023

They had open cores and created enterprise features around it to protect the business model until it got torpedoed by AWS early on. You’ll notice an evolution in how you approach customers, board meetings, and leadership. That would have been counterproductive. What are the benefits of building open source?

Scale 195

Scale Scaling Sales Hiring Cloud 195

SaaStr

SEPTEMBER 28, 2023

If you go back 10-15 years, when people ask about build vs. buy for the long-term, people would consider building their own data center if they were spending $100k/month on AWS. Now, the goalposts are constantly moving, and it’s challenging to forecast when making this kind of decision. The takeaway? And 99.99% of the time, it won’t.

Enterprise readiness 232

Enterprise readiness Payment Solutions Enterprise Payments 232

SaaStr

APRIL 24, 2020

How does John think about the role of leadership in a crisis such as this? Where does John believe many leadership teams go wrong in times such as this? How can leadership teams ensure that a crisis is not self-fulfilling and how can one prevent that mindset? You’ve got executive people who want thought leadership.

Scale 210

Scale Leadership Strategy Technology 210

Sales Hacker

OCTOBER 7, 2021

Bringing Sales & Leadership with Heart and Ladies Happy Hour to the sales community. I went through a VP of Sales Program with SaaSy Sales Leadership — the moment I realized I didn’t want to be a VP of Sales. which activities are classified as COGS vs. S&M), cash flow forecast, etc.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

ProfitWell

SEPTEMBER 25, 2019

One of the most famous lines from Citizen Kane is, “It's no trick to make an awful lot of money, if that's all you want is to do is make a lot of money.” With a revenue model, you can consolidate your target audience, figure out how to market to them, and forecast growth. If only that statement were as true as it seemed. Labor costs.

Payments 40

Payments Revenue Payment Methods SaaS Payments 40