Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. Who should be responsible for sales compensation planning?

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Compensation Sales Recruiting Sales Hiring Retention 98

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

Scale 105

Scale Payment Methods Sales Recruiting SaaS Payments 105

SaaStr

NOVEMBER 6, 2019

Over the years at Gainsight , we’ve spent a lot of time (and money) to help the world understand what Customer Success actually is. Many of our programs required two parallel work streams—positioning Customer Success (the category) and then also positioning Gainsight (the company and product).

Scale 121

Scale Sales Recruiting Marketplace as a Service Forecasting 121

Chart Mogul

MARCH 21, 2019

Defining the 'how' and 'why' of your early sales culture helps make the right thing easy to do. In this post, I discuss sales culture at ChartMogul and share two examples of how our team strives to articulate value in conversations with customers. Sales culture at ChartMogul. Back to buyer-seller basics. I was hooked.

Sales Recruiting 68

Sales Recruiting Sales Technical Review Software Review 68

ChurnZero

MARCH 6, 2020

Customer Success Starts Within: 6 Ways to Put Employees First. The Customer Success industry is obsessed with cracking the code on customer experience and loyalty. So, it’s easy to see how a fixation on the customer can overshadow the very people who make that success possible: the employees.

Customer Success 69

Customer Success Software Review Scale Sales Recruiting 69

Intercom, Inc.

APRIL 18, 2019

Anthony Kennada , the Chief Marketing Officer at Gainsight , has helped navigate these tricky waters and put the Customer Success category on the map. Over the past four years, the number of Customer Success Managers (CSMs) in the industry has increased 400%. They would have been like: ‘What is customer success?

Scale 112

Scale Sales Recruiting Marketplace as a Service Sales Hiring 112

Sales Hacker

OCTOBER 13, 2020

If you missed episode 130, check it out here: Turning Junior-level Talent into Top Sales Professionals with Eddie Baez. Subscribe to the Sales Hacker Podcast. Sales enablement is easy. REGIE uses artificial intelligence to create entire outbound inbound, and even follow-up sales campaigns faster. We’re on iTunes.

Marketplace as a Service 110

Marketplace as a Service CTO Hire Sales Recruiting Scale 110

User Pilot

MARCH 21, 2024

The Target Audience Customer Profile Template aids B2C companies in reaching individual buyers. The Buyer Persona Template focuses on the decision-maker’s pain points and goals, helping sales and marketing teams tailor pitches for closing deals. Send in-app messages with modals to recruit interview participants.

Sales Recruiting 105

Sales Recruiting Underperforming Technical Team Interviewing Social Media 105

OPEXEngine

JANUARY 13, 2021

Hiring—lessened requirements for in-person work expected even post-pandemic open up recruitment beyond physical locations, but competition for talent will remain tough in tech. New focus on Customer Success KPIs and productivity. More focus on building customer communities around product, services, and customers.

Sales Recruiting 52

Sales Recruiting Sales Hiring SaaS Benchmarks 52

SaaStr

NOVEMBER 19, 2019

In fact, we were below benchmarks for SaaS companies. Then I went over to the sales department. The demo is the sale and we close everybody in month. Truly understanding the customer means creating processes internally that meet your customer needs and demands. The first thing you bring in your playbook on sales.

Scale 178

Scale SMB VP of Engineering Leadership 178

ChurnZero

SEPTEMBER 26, 2019

“No longer can businesses assume their customers are happy and successful, they must work to keep them successful,” said You Mon Tsang, CEO and Founder of ChurnZero. SAAS CUSTOMER SUCCESS AWARD WINNERS. Promod Haque – Senior Managing Partner – Norwest Venture Partners. Inference Solutions.

Software Review 45

Software Review Sales Recruiting Technical Review Systems Review 45

Sales Hacker

MAY 31, 2018

The business case for sales development is built on flawless logic and verified by market data. The more time your closers spend taking moonshots, the less sales they actually make. That’s why the fastest growing B2B brands on the planet also run the largest and most sophisticated sales development teams in their class.

Sales Recruiting 57

Sales Recruiting Development Social Media Sales 57

ChurnZero

JULY 9, 2020

But if you’re like most companies, when it comes to attracting your customers, the only thing your marketing’s dropping is the ball. Sure, you won customers over to get the initial purchase, but what about your post-sale courting? If you teach a customer how to use your product to fix a problem, you’re in the game.

Retention 64

Retention Strategy Scale Sales Recruiting 64

OpenView Labs

JUNE 10, 2019

Inner Workings of Product Management at Product Led Growth Companies. At product led growth (PLG) companies like Atlassian and Intercom, product management may look very different from a ‘traditional’ SaaS company. These companies have fewer sales reps (or none at all), meaning more resources get invested into product and engineering.

Management 75

Management SaaS Scale Sales Recruiting 75

SmartKarrot

NOVEMBER 8, 2022

Role: Director of Customer Success Location: London, England, United Kingdom (Hybrid) Organization: Law Business Research As a Director of Customer Success, you will develop the people, process, and tooling needed to drive meaningful outcomes in the division (GRR, NRR, renewals, customer health, customer advocacy).

Customer Success 19

Customer Success Sales Recruiting Sales Hiring Benchmarks 19

Valuize Consulting

OCTOBER 23, 2024

While acquisition remains important, customer retention and expansion have proven equally vital to sustainable growth and competitive advantage. Having mentored leaders in customer success (CS) and customer experience (CX) for over a decade, Ive seen some of these professionals move into C-level roles.

Underperforming Technical Team 52

Underperforming Technical Team Scale Technical Review Customer Lifetime Value 52

Chart Mogul

JULY 1, 2020

They decided to ask their previous clients whether they also find recruitment and scheduling customer interviews a problem they face in their research, and if more than 50% say yes, to proceed with their idea. You learn your customers’ language. I recommend you film or take voice recordings during your customer interviews.

Interviewing 76

Interviewing B2B Marketing Underperforming Technical Team 76

SmartKarrot

MARCH 21, 2023

Role: Director, Customer Success Strategy Location: Seattle, WA, United States (Remote) Organization: CommerceIQ As a Director, Customer Success Strategy, you’ll create and implement customer success strategies that promote effective onboarding, adoption, retention, value creation, and customer satisfaction.

Customer Success 19

Customer Success Sales Recruiting Consulting Benchmarks 19

SmartKarrot

MARCH 9, 2023

Role: VP, Customer Success Location: Alpharetta, GA, United States (Remote) Organization: Varicent As a VP of Customer Success you’ll boost renewal rates and decrease attrition and downselling. By new goods and expansion prospects, increase income in accounts.

VP of Engineering 19

VP of Engineering Customer Success Sales Recruiting Leadership 19

Chart Mogul

JULY 1, 2020

They decided to ask their previous clients whether they also find recruitment and scheduling customer interviews a problem they face in their research, and if more than 50% say yes, to proceed with their idea. You learn your customers’ language. I recommend you film or take voice recordings during your customer interviews.

Interviewing 52

Interviewing B2B Marketing Underperforming Technical Team 52

SmartKarrot

MARCH 4, 2021

Role: VP, Customer Success – SaaS Location: Remote, Boston, MA, US Organization: Blue Signal Search As a VP of Customer Success, you will manage and provide executive leadership to all facets and members of the customer success department. We can only improve what we can measure.

Customer Success 10

Customer Success Sales Recruiting Cost optimization & reporting Leadership 10

SmartKarrot

APRIL 23, 2020

Why is this question important? – “What are the other names for customer success manager?”. Customer Success is a relatively new and evolving function, therefore, there is fair bit of overlap in terms of roles, functioning and goals with other teams. Building incentives for customer loyalty and customer referral.

Customer Success 10

Customer Success Sales Recruiting Scale Management 10

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Scale 136

Scale Sales Recruiting Sales Hiring VP of Engineering 136

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.

Sales Recruiting 226

Sales Recruiting Scale Underperforming Technical Team Pricing 226

SaaStr

JULY 30, 2020

356: Pete Kazanjy is the Co-Founder @ Atrium, the startup providing proactive, always-on insights for sales operations, managers, and leaders. Alongside Atrium, Pete is also the Founder of Modern Sales Pros, a community of 15,000 focused on sales operations and sales management. Stop asking questions.

Part-Time VPE 270

Part-Time VPE Sales Recruiting Scale Sales Hiring 270

OpenView Labs

NOVEMBER 30, 2021

In 2021 the ‘ Rule of 40’ died, according to our latest 2021 Financial & Operating Benchmarks report that launched last week. . The game has changed when it comes to recruiting. Pro-tip: churn isn’t just a customer success problem; it’s a business-wide responsibility that requires contributions from each function. .

Payment Services 98

Payment Services Benchmarks SaaS Payments Merchant Services 98

Chart Mogul

SEPTEMBER 19, 2019

But sales is the one thing founders cannot oversee — without it your startup will die. Between hiring, training, and helping new employees excel, iterating on customer feedback, building brand awareness, et al., Between hiring, training, and helping new employees excel, iterating on customer feedback, building brand awareness, et al.,

Sales Hiring 93

Sales Hiring Scale Sales Recruiting Startup 93

SaaStr

MARCH 1, 2019

* Assisted vs unassisted: What does Tom believe are the leading benchmarks for both? What one question must all founders be asking in the sales process? * How should comp plans differ when comparing AEs to customer success? Where should the responsibility for upsell lie, customer success or sales?

Scale 148

Scale SMB Sales Recruiting Sales Hiring 148

SaaStr

JANUARY 3, 2020

* Assisted vs unassisted: What does Tom believe are the leading benchmarks for both? What one question must all founders be asking in the sales process? * How should comp plans differ when comparing AEs to customer success? Where should the responsibility for upsell lie, customer success or sales?

SMB 28

SMB Sales Recruiting Sales Hiring Scale 28

OpenView Labs

DECEMBER 21, 2020

“The prevailing go-to-market structure for SaaS companies in the last decade is through an inside sales team. Virtually all inside sales teams were forced to go remote in mid-March and haven’t been back in the office since. Teams are starting to ramp back up, and the next chapter of inside sales is a little wild.

SaaS Payments 98

SaaS Payments Payments Payment Services Payment Solutions 98