Sales Hacker

JULY 1, 2019

Sales forecasting is a crucial business exercise. Accurate sales forecasts allow business leaders to make smarter decisions about things like goal-setting, budgeting, hiring, and other things that affect cash flow. As a result, they may not be aware of any problems the sales pipeline in time to fix them.

Forecasting 62

Forecasting Sales Hiring Sales Software Review 62

Clouded Judgement

APRIL 11, 2024

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., In theory, any growth rate is possible with an unlimited budget to hire AEs.

Cloud 177

Cloud Software Azure AWS 177

SaaStr

MARCH 17, 2020

Hired talked about how they’re giving companies unprecedented flexibility for tech hiring. Go to Hired’s website to learn more about their news. With their proactive and predictable revenue management tools, CS teams can manage their revenue cycle from new to renew. Predictable Revenue. com/matched.

Sales Hiring 188

Sales Hiring Scale Payment Features Marketplace as a Service 188

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?

Compensation 88

Compensation Sales Recruiting Sales Hiring Retention 88

Kellblog

MAY 19, 2020

In prior posts I have discussed how to make a proper sales bookings productivity model and how to use the concept of ramped rep equivalents (RREs) in sales analytics and modeling. When it comes to setting drivers for both, corporate leaders tend to lean towards benchmarks and industry norms for the values.

Sales Hiring 94

Sales Hiring Sales Forecasting Benchmarks 94

Clouded Judgement

DECEMBER 21, 2023

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., In theory, any growth rate is possible with an unlimited budget to hire AEs.

Cloud 177

Cloud Software Benchmarks Retention 177

ChurnZero

NOVEMBER 22, 2021

Have you ever been in a position where you’ve had to beg to hire more resources? We’re behind on our sales projections. In this article, we cover: Budgeting Benchmarks: Do They Cause More Harm than Good? Budgeting Benchmarks: Do They Cause More Harm than Good? Your team is stressed and ready to walk away.

Customer Success 98

Customer Success Sales Hiring Headcount Benchmarks 98

Clouded Judgement

SEPTEMBER 12, 2023

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., In theory, any growth rate is possible with an unlimited budget to hire AEs.

Cloud 169

Cloud Software Benchmarks Retention 169

Clouded Judgement

APRIL 12, 2023

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., In theory, any growth rate is possible with an unlimited budget to hire AEs.

Cloud 161

Cloud Software Benchmarks Retention 161

Clouded Judgement

JUNE 20, 2023

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., net retention and CAC payback). This makes it an “easier” comp.

Cloud 161

Cloud Software Benchmarks Scale 161

OpenView Labs

OCTOBER 7, 2019

To help out, we crunched the burn rate figures from OpenView’s 2019 Expansion SaaS Benchmarks study. They don’t tell you the incremental return from spending more, whether on sales & marketing or research & development. Freeze your hiring or institute a RIF as needed. One quick caveat before getting into the data.

Benchmarks 41

Benchmarks Sales Hiring Finance Forecasting 41

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

AUGUST 28, 2020

367: Hilary Headlee is Head of Global Sales Operations and Enablement @ Zoom. Prior to joining Zoom, Hilary was VP of Global Sales Operations and Productivity @ MindBody and before that enjoyed similar roles with Alteryx, Invoca and Lynda.com. How does lead management and onboarding alter the question of sales ops vs revenue ops?

Scale 158

Scale Sales Hiring Sales Technical Advisors 158

Clouded Judgement

DECEMBER 20, 2022

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., In theory, any growth rate is possible with an unlimited budget to hire AEs.

Cloud 130

Cloud Software Review Software Benchmarks 130

Baremetrics

NOVEMBER 10, 2019

This means that you need to be able to add individual forecasts, such as a marketing funnel, in a way that doesn’t require re-building the entire model. A modular structure will also enable you to bring in your team leads to own pieces of the overall forecasts. Forecasting Model. A Modular Financial Model. Operating Model.

Deferred Revenue 111

Deferred Revenue SaaS Payments Sales Hiring Payment Services 111

OpenView Labs

SEPTEMBER 17, 2019

This week we released our third annual Expansion SaaS Benchmarks report. But benchmarks alone are not enough. We’ve got to make the leap from benchmarks to action. Here’s our advice on how to use the benchmark data to grow even faster in 2020. If we just build this one feature, we could sign up this major account.”.

Benchmarks 41

Benchmarks Underperforming Technical Team Scale SaaS 41

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 99

Scale Payment Methods Sales Recruiting SaaS Payments 99

OPEXEngine

JANUARY 30, 2020

On the other hand, there’s the oft predicted forecast that the longest running economic expansion has to hit a down cycle, sparked by US domestic or international tensions, or disasters or other some other factor outside of a company’s control and growth will slow. Labor & Hiring. 2020 Benchmarking. billion in 2019.

Sales Hiring 49

Sales Hiring Benchmarks SaaS Acquisition 49

Sales Hacker

NOVEMBER 19, 2020

Intent data can change how you prospect, manage the sales cycle, and close deals. More and more sales professionals are using commercial real estate data to determine these buying windows for their prospecting strategy, and, in doing so, they ensure that their outreach is timed perfectly. Commercial Real Estate Data.

Data 110

Data Construction Software Review Sales Hiring 110

Chart Mogul

SEPTEMBER 15, 2023

You can think of Horizontal SaaS as broad-based tech that is industry agnostic; a sales person at a Cybersecurity company can use HubSpot the same way a sales person at a Health Supplements company might use it. Benchmarks across the PLG user journey The hardest part of PLG might actually be… marketing?! Forget about Threads.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

SaaSOptics

MAY 6, 2022

Invest in budgeting and forecasting tools. Whereas an accounting system displays the current status of your business, forecasting systems let early-stage companies see where business is heading. Access to clear KPIs, financials, and forecasts at your fingertips. Delay hiring a CFO for 1-2 years.

SaaS 76

SaaS Scale Underperforming Technical Team Forecasting 76

Baremetrics

APRIL 1, 2021

In reality, the only reason a business will choose Shopify Payments is that they're already using Shopify to process their eCommerce sales in a seamless checkout experience. Shopify) so that you don't have to worry about hiring developers or designing your storefront. Stripe) with an eCommerce platform (i.e.,

Payment Methods 98

Payment Methods Payment Services Merchant Services SaaS Payments 98

OpenView Labs

JUNE 15, 2020

A new, scaling startup sales team requires hyper-attention under the best of circumstances. If you’ve been struggling with leading your remote sales team remotely, you’re not alone—it requires a lot of different skills and adaptability. This transparency around activity and outcomes is important for a new sales team.

Scale 54

Scale Sales Hiring Sales Communication 54

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 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

OPEXEngine

MARCH 15, 2022

Gartner forecasted that global spending on SaaS applications is easily going to exceed $1Trillion by the end of the decade—if not sooner – and expanding SaaS markets around the world is a big part of that growth. OPEXEngine benchmarking data reveals an interesting trend. Local Hiring. One salesperson cannot do it all.”

Payment Services 40

Payment Services SaaS Payments Merchant Services Payments 40

Sales Hacker

AUGUST 12, 2019

This week on the Sales Hacker podcast, we speak with Jonathan Sherry , Co-Founder and COO at CB Insights. How to set goals and forecast revenue. How to manage executives. Subscribe to the Sales Hacker Podcast. Leadership, Culture, and Managing Executives [09:12]. Setting Goals and Forecasting Revenue [13:19].

Scale 55

Scale Sales Hiring Management Forecasting 55

Sales Hacker

JUNE 20, 2019

Well, in a previous life, I spent six years selling to, and thereby studying, Sales Operations. Want a quick debrief on what I learned about Sales Ops ? 1) Sales Ops gets hired too late , from everyone’s point of view. They come after a VP Sales, but before Sales Enablement. A Little Background.

Sales Hiring 70

Sales Hiring Sales Enablement Scale Technical Review 70

OPEXEngine

FEBRUARY 13, 2020

A Couple SaaS Generations Ago… Traditional software companies managed sales, product development, finance and HR in siloed organizations by function. Cross functional management was attempted but often not effective. In the early SaaS days, management structure was essentially the same.

Part-Time CTO 69

Part-Time CTO CTO CTO Hire Management 69

Baremetrics

FEBRUARY 19, 2018

Proper expense categorization improves your visibility into your company’s spending while enabling more accurate metrics and forecasting. As a result, we typically spend the first couple of weeks with a new startup helping their bookkeeper to re-categorize their expenses before we can even begin forecasting or calculating metrics.

Startup 81

Startup DevOps as a Service Customer Lifetime Value SaaS 81

OPEXEngine

OCTOBER 23, 2020

Weaker demand, slower sales cycles, and customer insistence on pricing concessions and payment deferrals have conspired to cloud the outlook for many tech companies’ growth. Forecasting Growth in a Pandemic: A Difficult Job Just Got Harder. For certain businesses, COVID-19’s impact on revenue was immediate. Republished with permission.

Technical Review 52

Technical Review Scale Payment Services Marketing 52

Sales Hacker

OCTOBER 17, 2019

Real Sales Plays is a Sales Hacker series featuring real salespeople sharing their playbook for achieving amazing results. As background, our revenue is driven by high-quality authors who launch book campaigns with us, each of them onboarded through personalized sales-driven outreach. . We had so far earned about $1.1M

Scale 45

Scale Sales Hiring Sales Revenue 45

ChurnZero

MAY 29, 2020

For instance, ChurnZero can help Customer Success slow their hiring rate by increasing the bandwidth of their existing team. Why it matters: Your ratio of CLTV to customer acquisition cost (CAC) tells you how profitable a customer will be over their lifetime compared against the marketing and sales costs spent to acquire them.

Metrics 64

Metrics Customer Lifetime Value Sales Hiring Churn 64

ChurnZero

MARCH 18, 2022

I would take each book of business and forecast what’s going to happen to it. Then, I’d measure you off the forecast. I could imagine doing a forecast off the surveys where you use the intent-to-renew survey to say, “We think your book of business at renewal is worth this, go beat that.” Is that fair, Dave?

Customer Success 98

Customer Success Metrics SaaS Banking 98

Neil Patel

DECEMBER 1, 2020

Tableau – Best for Enterprise Infogram – Best For Collaboration Plecto – Best for Sales Teams Datawrapper – Best DIY Visualization Tool Highcharts – Best for Interactive Visualizations. Also, be sure to walk your sales team through your desired deployment to make sure it’s going to work as planned.

Data 141

Data Software Review Scale Technical Review 141

Kellblog

JANUARY 2, 2024

Some found themselves blown up (aka Slootmanned ), often in hasty lose/lose transactions leaving customers dissatisfied with reduced attention levels and sales unhappy with additional work without additional resource or pay. In sales, you can find maps like this : These things are everywhere. There’s plenty of it. You should be.

AI Search 108

AI Search Technical Review Technical Advisors ChatGPT 108

OPEXEngine

MAY 12, 2020

The majority of SaaS companies, including many that are transitioning from on-prem to cloud models, still put new sales at the center of their business model. Sales is an outcome. Management teams obsess over adoption and activity metrics. Young startups often hire Customer Success Managers BEFORE they employ salespeople.

Technical Review 59

Technical Review SaaS Software Review Sales Hiring 59

ProfitWell

FEBRUARY 11, 2020

Although sales, marketing, and customer success teams are hitting their goal, it doesn’t always mean the business is. Scott’s background is in customer-facing roles from sales, marketing, and customer success—the perfect candidate for RevOps. Scott harkens back to the day of managed-hosting services. Scott White.

Scale 40

Scale Sales Hiring Engineering Revenue 40