SaaStr

NOVEMBER 7, 2023

Only the very best reps that have sold sales or marketing tools, which are very similar to the tools they use every day already, can sell vertical saas or developer tools. Sales reps mostly know how to sell sales and marketing tools. Sales is always hard, but it’s just very different at a top brand. A related point.

Sales Hiring 180

Sales Hiring Sales SaaS SMB 180

Predictable Revenue

AUGUST 6, 2020

How to run a large sales team virtually - from your cadence as a leader, to the difference between coaching and training, and keeping the sea of faces on your team zoom calls engaged. The post Manage a large sales team virtually and build a kick-ass discovery process appeared first on Predictable Revenue.

Management 264

Management Sales Engagement Revenue 264

SaaStr

JULY 17, 2023

Too many reps do too many lame cadences and break things. Here’s the fundamental flaw in SaaS sales, that as founders and executives you need to try to address: SaaS sales is seen as way, way too transactional. SaaS sales reps see everything as a “deal” It’s not to customers.

Sales 206

Sales compliance Enterprise Pricing 206

SaaStr

OCTOBER 1, 2022

And especially, a new VP of Sales comes in without real outbound experience. That generic sales script often doesn’t work well selling to developers. The “grab 5 minutes of your time” mass cadence to 5,000 hardly works when no one has heard of you. They don’t know outbound, they haven’t done it, they don’t get it.

Sales Hiring 251

Sales Hiring Scale Sales Startup 251

SaaStr

DECEMBER 7, 2023

Focus on the customer and drive revenues – sales solve all issues. Deals are still happening, but the cadence is significantly slower than in previous years. In today’s market investors are keen on companies that can be incredibly capital efficient and have significant runway to get to break even. #4.

Development Team Review 230

Development Team Review Management Technical Review Social Media 230

SaaStr

AUGUST 13, 2022

The Cadence: How to Turn Your SaaS Startup into an Army with Craft Ventures General Partner David Sacks. #23. Parker Conrad & Sam Blond (Zenefits): Hyperscaling Inside Sales. #17. Top 5 Ways to Scale a Sales Team with Zoom CRO Ryan Azus and SaaStr VP of Sales Bryan Elsesser. #10.

Scale 202

Scale AI Innovation Scaling 202

SaaStr

FEBRUARY 24, 2022

. * Hire a great VP of Sales that has worked in a “hybrid” self-serve and inside-sales environment. They’ll know the cadence, how to mine the free base for paid customers, how to staff up, etc. For now, find that expertise in your VP of Product, Marketing and Sales. Probably in that order.

Sales Hiring 230

Sales Hiring Scale SMB Acquisition 230

SaaStr

JUNE 13, 2021

“Bottom Up vs. Top Down Selling in the Enterprise with ThoughtSpot’s CEO” A really great session on how to combine the two sales motions. #2. “The Cadence: How to Turn Your SaaS Startup into an Army” With David Sacks” David will be back at 2021 SaaStr Annual and take a look at this epic session. #6

Scale 226

Scale Interviewing Enterprise Engineering 226

SaaStr

FEBRUARY 1, 2021

Come up with a cadence, and see how it goes. Force marketing and sales and product to sign up to do their fair share of them (maybe this is all 1 or 2 people in the early days). And upcoming webinars are a great thing to add to both your sales and marketing drip campaigns. A new feature update, for example.

Branding 307

Branding Marketing Sales SaaS 307

SaaStr

FEBRUARY 3, 2021

But the sales cycles are often the longest, and the close rates the lowest. Given the relatively low intent signals, I’m not sure non-personalized cadences will work. I’m not sure. Why I do know is they do general real leads, leads that do close. But there is still gold in these leads. See what they do.

SaaS 263

SaaS Sales Marketing 263

SaaStr

MARCH 25, 2022

Yet, it’s crucial to understand how to set the right goals for your sales teams to ensure optimal growth. Initially, you will want to set your targets at a monthly cadence. Invest in Sales Ops and/or Finance: This is the time to move the art of sales to a repeatable, more measured science.

Sales Hiring 270

Sales Hiring Revenue Finance Startup 270

SaaStr

JUNE 7, 2021

If a sales rep closed a deal, A customer success manager should take it over. I’d suggest a few basic thoughts and rules: If you have sales involved, then you need customer success, too. But it’s not too many to reach out to proactively with regular cadences. Find a way to fund both, even with SMBs.

Customer Success 322

Customer Success Scale SMB Sales 322

Buffer Resources

APRIL 22, 2024

The social media challenge for solopreneurs Even those with limited social media experience understand that neglecting this marketing channel is a missed opportunity for sales and growth. For example, if you create a blog post, flip the same content into a 10-tweet thread covering the biggest takeaways from the article.

Social Media 103

Social Media Scale Growth Hacking Headcount 103

SaaStr

JULY 8, 2022

Top 5 Ways to Scale a Sales Team with Zoom CRO Ryan Azus and SaaStr VP of Sales Bryan Elsesser. Another recent session that 32,000 of you watched on how Zoom has gone upmarket and evolved its sales strategy at scale. #7. How to Scale Outbound Sales with the CROs of Outreach, Malwarebytes, HubSpot, Seismic.

VP of Engineering 240

VP of Engineering Scale Outbound Sales Team SMB 240

SaaStr

NOVEMBER 22, 2020

Determine if your growth is product-led, sales-led, or marketing-led. Determine if your company is direct vs. indirect sales-led for tech alliances, channels, and Student Information Systems. The go-to-Market team has an Evangelist sales leader with scrappy sales and customer success members. Late-stage.

Scale 319

Scale Scaling Technical Review Systems Review 319

Buffer Resources

APRIL 11, 2024

Startup strategies to steal When it comes to nonprofit marketing, channel your inner tech exec: Leverage data, technology, and digital content so your people can focus on strategy, sales, and growth. What’s your most popular newsletter or blog? Helpful blogs and resources to share stories, events, and news. Rev (from $0.25/minute):

Technical Review 112

Technical Review Startup Social Media Marketing 112

SaaStr

JUNE 21, 2020

2: “The Cadence: How To Turn Your SaaS Startup into an Army” with David Sacks, Craft Ventures and ex-CEO Yammer and ex-COO of PayPal. 5: “Jyoti Bansal and The AppDynamics Story: From Idea to $3.7B” The inside story of Cisco buying AppDynamics for $3.7b, and Jyoti learning to love sales as an engineer.

Scale 245

Scale PayPal Cloud Startup 245

SaaStr

MARCH 27, 2021

There can be nothing more frustrating in the middle-early days than when sales closes some great deal for say $125,000 a year … but you “knew” they could have gotten $200,000 if they just held the line on discounting. So they use discounts strategically to both bring down sales cycles and increase the # of deals that close.

Pricing 310

Pricing Enterprise Sales Management 310

Totango

APRIL 6, 2023

With budgets being cut, staff being laid off, and sales cycles getting longer, many businesses are feeling the pressure, especially in the tech sector. You no longer have to wait for a QBR cadence: VBRs can be sent out through your Totango campaigns at any time or point in the customer journey.

Innovation 88

Innovation Scale Revenue Technical Review 88

Sales Hacker

APRIL 18, 2023

Table of contents Joel’s background: 80% interview rate, 0 sales experience Burn your resume! Here’s why Statistics: Video pitches vs. resumes How to make a video pitch Video pitch + follow-up cadence Real success stories Hone your mindset My story: How I landed an 80% interview rate with 0 sales experience It was early 2020.

Sales Recruiting 80

Sales Recruiting Sales Hiring Interviewing Sales 80

SaaStr

AUGUST 17, 2022

Founder of Marketo, Phil Hernandez, and Marketo’s former EVP of Sales, Bill Binch, have had decades of experience tackling precisely these issues. These regular metrics provide a cadence and pace to your organization, and those twelve viewpoints per year can prove invaluable. Focus on logo acquisition. Culture of success.

Sales Hiring 194

Sales Hiring Sales SaaS B2C 194

SaaStr

JULY 5, 2020

That seemingly great sales leader, marketer, etc. You learn how things work, what resources can help you, what the cadence is, who to talk to, and often, who your mentor is. This will profoundly confuse BigCo folks, who need documented processes and systems in sales, in engineering, in product releases, etc. from Twilio?

Sales Hiring 225

Sales Hiring Scale Banking Branding 225

Sales Hacker

JULY 28, 2023

Setting up cadences / sequences Let’s talk about how we set up your cadences or sequences in your SEP (Sales Engagement Platform). Think of them as a mini cadence within the larger cadence, where the first e-mail drives the main value prop. Share The GTM Newsletter Diving right into pt.2 2 of cracking outbound w.

ChatGPT 52

ChatGPT Engagement Data Sales 52

SaaStr

SEPTEMBER 14, 2020

So two suggestions: Start this week with a Win-Loss Meeting with the sales team every week (or at least, every 2 weeks). Once you have the Win-Loss cadence going, force a rule in Salesforce to calculate Win-Loss-True Hold from every Opportunity. Even, and especially, when things are already pretty good.

Engineering 229

Engineering Sales Branding Software 229

SaaStr

FEBRUARY 16, 2021

Q: What are the common mistakes in B2B sales in the early-ish days? The list could be endless, and it can vary a lot based on type of customer, type of sale, etc. The list could be endless, and it can vary a lot based on type of customer, type of sale, etc. No prospect enjoys going through a sales process for fun.

Scale 204

Scale Sales Hiring Sales SaaS 204

Intercom, Inc.

DECEMBER 1, 2021

As a sales manager, the most impactful thing you can do is coach your team. Study any sales coaching blog, podcast, or book and you’ll find plenty of advice on the best ways to coach your sales reps: join their calls, listen to recordings, apply a framework … the list goes on. Why are emails crucial to closing the deal?

Communication 118

Communication Underperforming Technical Team Sales Technical Review 118

OPEXEngine

JULY 14, 2020

There is a ton of great customer success information out there—but nothing that’s “block and tackle” specific, like an actual on-boarding cadence example. What is an on-boarding cadence? An on-boarding cadence is the steps (and duration between each step) you take to onboard a new customer. And that starts in on-boarding.

Onboarding 52

Onboarding SaaS Customer Success Software Review 52

Totango

NOVEMBER 3, 2022

Hedgpeth noted that Sumo Logic does this by “shifting left,” meaning they shift their customer success assets to the left of the sales cycle rather than only utilizing them in the post-sales journey. Deliver business outcomes, not cadence calls.

Scale 62

Scale Scaling Technical Review Healthcare 62

SaaStr

MAY 30, 2020

1: “The Cadence: How to Turn Your SaaS Startup into an Army” With David Sacks. “Scaling up Sales Managers: 5 Mistakes New Leaders Make with CircleCI” This session from SaaStr Europa exceeded all my expectations. Really one of the better sessions from a sales leader at SaaStr in a long time. #10.

Scale 162

Scale PayPal Investment Scaling 162

Totango

APRIL 24, 2020

Your existing communication cadence is not direct or frequent enough. Your existing communication cadence is not direct or frequent enough. . Having a cadence of regular communication is key to supporting customers and making sure they don’t feel alone. Any and all engagement playbooks need to be re-tuned. we can move quickly.

Customer Success 62

Customer Success Scale Marketplace as a Service Cloud 62

SaaStr

MARCH 21, 2021

Then much later, you can move to a quarterly cadence. They are looking for the strapping ex-paratrooper at your VP of Sales, the perfectly pedigreed VP of Marketing. But longer everyone gets out of touch. Even every 8 week isn’t often enough until you are bigger (say $8m-$10m in ARR). But VCs also patten match.

Sales Hiring 246

Sales Hiring Forecasting Churn Metrics 246

OPEXEngine

APRIL 7, 2020

They engender an operational cadence to Salesforce and Tesla. Sales and support prepare their pitches. Product launches at Dreamforce and Tesla press days create an operational cadence and alignment because the entire business must be ready on a particular day. The company sustained this cadence for two years.

Startup 69

Startup Interviewing Innovation Engineering 69

SaaStr

NOVEMBER 16, 2022

.” So what are maybe one or two things you want to give as advice to founders who are doing sales in the very early stage, the first couple of million ARR, that you feel are super useful in that stage in kind of trying to develop that, I think that sales muscle, if you will. Talk with them. That was mine too. I love Joe.”

Sales Hiring 226

Sales Hiring VP of Engineering Payment Methods Scale 226

Sales Hacker

AUGUST 28, 2019

You just hired a new Sales Development Representative ! For many companies, the ramp-up time for new sales professionals typically is 6 months or more, but inside sales has changed. Sales automation tools like email and dialing technology have turned SDRs into revenue-generating machines. New trends in sales development.

Sales Hiring 68

Sales Hiring Onboarding Scale Social Media 68

Neil Patel

MAY 4, 2021

They don’t have the followings of a Kardashian, but they’re much cheaper and can still reach enough people to make a difference in product sales. What’s more: research shows they generate double the sales of paid ads and with a 37% higher customer retention rate. I’m not including my blogging and guest blogging efforts.

Social Media 145

Social Media Strategy Construction Branding 145

ChurnZero

DECEMBER 21, 2023

Designing a successful post-sale strategy requires choices, says CXology’s Tim Conder. You can find even more of Tim’s answers on the CXology blog here. You can find even more of Tim’s answers on the CXology blog here. Here’s the webinar in full. A: Try to narrow it down. A: First, it matters how you recruit.

Sales Recruiting 52

Sales Recruiting Scale Customer Success Sales 52

Buffer Resources

JANUARY 18, 2024

  InMail credits If you’re on the hunt for a new job or working in sales, LinkedIn’s InMail messages system has some pretty obvious use cases — talking to hiring managers or potential customers — though they’re less overtly useful for creators. Prices will depend on your region.    Yes!

Technical Review 108

Technical Review Systems Review Sales Recruiting AI Search 108