OpenView Labs

MARCH 8, 2021

B2B sales involves one business selling its product to another business. Those with experience in both B2B and B2C sales know that B2B is a lot tougher—the deals are bigger, there’s often more than one decision-maker, and the competition is intense. 20 of the Best Interview Questions for Sales Hires.

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

Sales Hacker

OCTOBER 17, 2023

Chuck is the co-founder of Blueprint Expansion , a GTM roles recruiting firm that has helped over 50 VC-backed companies make amazing Sales, Marketing, & Customer Success hires. Our Sponsor Today’s episode is sponsored by DemandBase , Demandbase helps B2B companies hit their revenue goals using fewer resources.

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Sales Hiring Sales Recruiting Interviewing SMB 103

Sales Hacker

APRIL 23, 2024

Strategies for recruiting exceptional talent and building a customer-centric culture. 21:12 – Linda’s strategy for recruiting and retaining exceptional talent at Common Room. How Common Room unifies siloed data to enable a 360-degree view of the customer.

Sales Recruiting 67

Sales Recruiting Scale AWS Management 67

Point Nine Land

OCTOBER 23, 2023

P9 Panel on Hiring Sales Leaders — Founders Summit 2023 “You are going to fire your first sales manager!” — A lesson too many founders learn the hard way. The Founder isn’t willing to be the first salesperson Many of the best founders we work with don’t have a sales background and are either product or engineering focused.

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Sales Hiring Scale Technical Advisors Technical Cofounder 125

Sales Hacker

JANUARY 30, 2023

The first goal of sales at a startup isn’t to bring in revenue — it’s to get customer feedback. I’ve used our sales process to iterate our way to product market-fit and wanted to share what I’ve learned along the way. Use sales conversations as a tool to get product feedback. So how do you get there?

Sales Recruiting 88

Sales Recruiting Product Marketing Scale Sales Hiring 88

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)?

VP of Engineering 93

VP of Engineering Sales Hiring Sales Recruiting Sales 93

Tom Tunguz

NOVEMBER 24, 2018

You might have a few account executives and a sales leader in place; maybe some revenue and a handful of customers. The sales team costs real money, and the question before the company is: how do you know what quota plan to assign to the account executives? Stage 1: Management by Objectives.

Compensation 166

Compensation Sales Recruiting Sales Hiring Scale 166

Sales Hacker

OCTOBER 30, 2018

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.

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Sales Recruiting VP of Engineering Scale Sales Hiring 111

SaaStr

JULY 29, 2021

Someone great at something core you aren’t: Sales, Engineering, Marketing. Great at sales. It just takes that long in SaaS and B2B, nine times out of ten. If you hire someone to do the first sales, you’ll never understand it yourself. When you go to hire your first sales rep, hire 2. A bit more here. More here.

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Sales Hiring Sales Recruiting Interviewing Engineering 300

Buffer Resources

SEPTEMBER 11, 2023

I've built real friendships with the best B2B marketers in the world and I’m on a text-message basis with countless founders, CEOs, VPs, and executives. I’ve never created LinkedIn content with the “goal” of lead generation or immediate-term sales. These types of endorsements are priceless.

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Sales Recruiting Sales Hiring Scale Social Media 127

Sales Hacker

DECEMBER 19, 2022

As the president of Sales Xceleration, a firm specializing in assessing and implementing sales strategy , sales processes, and sales execution to drive growth, I’ve seen how job hopping can affect otherwise stable sales teams. Sales organizations experienced 58% higher voluntary turnover in 2021 than in 2020.

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Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 79

SaaStr

FEBRUARY 27, 2023

Storyblok started with a leadership-first hiring plan and a recruitment strategy that involved the following: A test to know how candidates handle different tasks and their expertise level. Their first step to achieving this was hiring a sales leader to build a sales team.

Scale 186

Scale Sales Hiring Sales Recruiting Scaling 186

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. Recruiting is easier, but the things that don’t change are customers don’t care.

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Sales Recruiting Sales Hiring Scale VP of Engineering 242

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

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VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. While most of us have settled into the new normal and the challenges that come with it, sales leaders are looking ahead with uncertainty. Best Sales Statistics to Know in 2021. Short on time?

Sales Recruiting 125

Sales Recruiting Sales Hiring Underperforming Technical Team Revenue 125

Sales Hacker

JUNE 7, 2021

Sales customer insights. This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales. Persona and market insights come in here – even though we’re at an early point in the sales process. But what are these insights that will transform the conversations salespeople have?

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Sales Recruiting Payment Services Payment Methods Sales 107

InsightSquared

AUGUST 14, 2019

For sales professionals, AI is not only impacting your personal life, but it will soon influence your professional work too if it hasn’t already done so. Many of today’s forward-thinking companies have already begun using AI in their sales strategies. Strengthens Communication With Sales Leads.

AI 91

AI Artificial Intelligence Sales Recruiting Forecasting 91

Sales Hacker

FEBRUARY 9, 2024

Wiza is the only B2B contact database that sources and verifies contact data in real-time, the moment it’s requested, using LinkedIn as its source of truth. That’s sales. Levelling Up: Cohort Course: Growth Marketing Strategy for B2B SaaS by Holly Chen. He’s been a B2B leader in businesses from pre-revenue to $600MM.

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Sales Recruiting AI Search AI B2B 67

Sales Hacker

SEPTEMBER 8, 2022

One of the oldest truisms in sales is that recruiting new clients costs more than retaining them ( five to 25 times more costly, depending on the industry). Companies targeting B2B buyers must work twice as hard to retain clients who may be looking to cut costs. Related: 12 Tips To Align Sales and Customer Success.

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Sales Recruiting Technical Review B2B Benchmarks 110

Sales Hacker

APRIL 17, 2018

Big announcement out of the Sales Hacker camp today. I’d dropped a note about a very exciting launch from Sales Hacker on our yearly recap and roadmap post last quarter. I’m thrilled to announce that the Sales Hacker Podcast is now live! Everything You Need To Know About the Sales Hacker Podcast.

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Sales Recruiting Sales Hiring Scale B2B 47

Sales Hacker

JANUARY 29, 2018

In this blueprint, we provide insights on how to structure your sales organization. The changes in SaaS require that we no longer look at salespeople as individual contributors, but rather a team that crosses disciplines, not just within sales but also across other parts of the organization such as marketing and product.

Sales Recruiting 74

Sales Recruiting Scale Sales Hiring Sales 74

SaaStr

JULY 14, 2022

Founders were able to recruit on-site. Fast forward to today, and there is an amazing amount of B2B-centric content out there, and many others have put together amazing events around the hard-learned lessons of scaling revenue and scaling SaaS companies. VPs were able to recruit and make new hires. 2020 SaaStr Annual At Home.

Scale 272

Scale Sales Recruiting CTO Hire New CTO 272

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. Then, the sales team went to work. When making a sales hire, Max pays attention to the way candidates approach getting the job.

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Sales Hiring Scale Sales Recruiting Technical Advisors 183

Sales Hacker

NOVEMBER 3, 2023

Recruiters are still reporting it as a challenging time to fill roles, with both employers and candidates being more gun shy than previously. We will be hosting monthly digital events, kicking off the series with none other than Lars Nilsson who coined the phrase account-based sales development himself. That’s it, that’s all.

Interviewing 87

Interviewing Sales Hiring Sales Recruiting Underperforming Technical Team 87

Sales Hacker

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity. Hiring guide.

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Sales Hiring Scale Sales Recruiting Payment Methods 81

Buffer Resources

SEPTEMBER 11, 2023

I've built real friendships with the best B2B marketers in the world and I’m on a text-message basis with countless founders, CEOs, VPs, and executives. I’ve never created LinkedIn content with the “goal” of lead generation or immediate-term sales. These types of endorsements are priceless.

Sales Recruiting 52

Sales Recruiting Sales Hiring Scale Social Media 52

SaaStr

APRIL 17, 2019

Prior to Harness, Stephen was VP of Marketing at Glassdoor, managing a team of 52 in product marketing, helping grow B2B revenue from $19m to $90m in just 2 years, leading to their $1.2Bn acquisition. Steve has previously said, “Sales and marketing must be one team.” Why does he believe this is so important? What works?

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

Point Nine Land

APRIL 9, 2021

What does it take to raise capital, in B2B marketplaces, in 2021? This year, we’re shaking things up with our first ever B2B marketplace napkin! Having invested in 9 B2B marketplaces and gathered data from 20+ different investors, here are our findings on what it takes to raise money in 2021 for B2B marketplaces.

Marketplace as a Service 59

Marketplace as a Service Payments B2B SaaS Payments 59

Sales Hacker

SEPTEMBER 27, 2022

In this episode of the Sales Hacker Podcast, we have Scott Barton , VP of Industry Solutions at Varicent. He’s an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the right behaviors within your sales team. powered by Sounder.

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Compensation Sales Recruiting Underperforming Technical Team Leadership 80

Natalia Luneva

NOVEMBER 11, 2021

How he founded Sales playbook. I founded SalesPlaybook after getting frustrated by the lack or absence of sales support for startup founders. A lot of these companies have never done outbound sales and they don’t have a repeatable process in place and they haven’t really nailed down their ideal customer profile.

Sales Recruiting 52

Sales Recruiting Sales Hiring Scale Sales 52

Sales Hacker

OCTOBER 6, 2020

Today on the show, we’ve got Eddie Baez, the co-founder of Career Pipe, a recruiting agency and SDR training program for underrepresented groups and minorities primarily in New York City. Eddie is bringing B2B sales to a group of people that may not be as aware of it. Subscribe to the Sales Hacker Podcast.

Sales Recruiting 63

Sales Recruiting Sales Hiring Scale Sales 63

Sales Hacker

DECEMBER 21, 2017

What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling. Technology.

Scale 87

Scale Sales Recruiting Sales Hiring Technical Review 87

Buffer Resources

JANUARY 18, 2024

I love creating content on the platform, plus I’ve just launched a podcast for B2B marketers that I’m keen to, well, market. The more expensive plans are targeted at salespeople and recruiters.  I landed several interviews thanks to the service and would highly recommend it to those looking for a new opportunity. 

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Technical Review Systems Review Sales Recruiting AI Search 103

Sales Hacker

JULY 3, 2018

We’ve been compiling this sales automation tools list for a while, trying to figure out the best way to get the information out there. There are a number of existing resources available on sales automation, but they don’t offer use cases and examples of how to put the tools to action. What Is Sales Automation?

Scale 65

Scale Outsourcing Services Sales Recruiting Outsourced Development 65

Incredo

NOVEMBER 21, 2019

If sounds like this topic can help you generate more SaaS sales with less risk, we are starting! In reality, creating collateral for affiliates, recruiting, training and motivating affiliates takes a lot of effort. And this is a B2B partner program. We provide sales copy, banners, keywords, etc.

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SaaS Payments Payment Methods Merchant Services Sales Recruiting 139

SaaStr

JUNE 4, 2019

I actually worked in sales for five and a half years and that’s probably why I have tended to gravitate to B2B marketing. Worked as an AE and then a sales manager. Decided to go to business school, did that for a little bit and then came out in management consulting, a company. So, they’re a B2B piece.

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Sales Recruiting Scale Underperforming Technical Team Pricing 164

Chart Mogul

SEPTEMBER 19, 2019

But sales is the one thing founders cannot oversee — without it your startup will die. But the one thing you must think about is sales. Without sales, your startup dies. Yet, sales is all too often a dirty word. They go for the sale without caring about what the customer needs in the first place. Coach regularly.

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Sales Hiring Scale Sales Recruiting Startup 93