Intercom, Inc.

DECEMBER 10, 2020

Not only is it the name for his own interview series, it’s the evolution of his own thinking about the attributes that leaders need today. He’s also elaborated on this concept in a new book , written with Allison Pickens, called The Customer Success Economy: Why Every Aspect of Your Business Model Needs a Paradigm Shift.

Scale 223

Scale Customer Success Scaling B2B 223

User Pilot

MAY 30, 2024

Overlapping responsibilities and conflicting priorities are just a couple of the many friction points between product managers and product marketing managers – leading to inefficient workflows and potential product failures. Book a demo to learn about its engagement, feedback, analytics, and self-service features.

Product Marketing 73

Product Marketing Interviewing Management Scale 73

SaaStr

NOVEMBER 28, 2021

.” Nearly a decade and 500 episodes of the podcast later, we invited back our original SaaStr podcast host, Harry Stebbings of 20VC for a catch-up chat with Jason to discuss the world of venture today and how to scale a successful SaaS sales team from the bottom up. You never get to spend less time in sales as a SaaS CEO.

Scale 178

Scale Sales Hiring Sales Recruiting Scaling 178

Tom Tunguz

SEPTEMBER 8, 2022

That result alone should encourage rethinking of AE interviewing. It formed the basis for a career at HubSpot predicated on consistent quantitative analysis to scale the go-to-market, which he detailed in the Sales Acceleration Formula in 2015. Adam Grant delimited the types of interviews with the greatest predictive power.

Sales Hiring 341

Sales Hiring Sales Recruiting Scale Marketing 341

User Pilot

NOVEMBER 5, 2023

Wondering how to scale customer success in SaaS and drive product growth ? If you’re a leading SaaS company, you know that growth is directly tied to helping customers achieve their desired outcomes. This article discusses ten tips that can help you to effectively scale customer success teams in SaaS.

Scale 80

Scale Customer Success Scaling SaaS 80

SaaStr

FEBRUARY 11, 2021

In SaaS, #1 most common misfire, with a bullet, is the VP/head of sales. It goes something like “You’ve Got to Get Past the Carcass of Your First VP of Sales” or “It’s The Second VP of Sales When You Really Start Selling” or variants thereof. Because in SaaS start-ups, it seems like the majority of first VP Sales fail.

Sales Hiring 363

Sales Hiring Scale Sales Recruiting Sales 363

SaaStr

AUGUST 26, 2020

Founder-led sales generally stops scaling around $1m-$2m ARR. But you see growth start to decline in new bookings, that's a sign. A sign to hire a real sales leader. Over the years at SaaStr we’ve talked a lot about hiring a great VP of Sales, when it works, when it does, and how it moves the needle.

Sales Hiring 274

Sales Hiring Sales Recruiting Scale Sales 274

SaaStr

JULY 15, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling from $1M to $10M. We did a good AMA on this scaling at SaaStr Europa in Barcelona, a couple weeks back. That will scale, and then take those emails after four great pieces of content and do a weekly webinar and do a weekly get-together for them.

Scale 227

Scale Outsourcing Services Sales Hiring VP of Engineering 227

User Pilot

APRIL 30, 2024

Wes Bush , Founder and CEO of ProductLed and bestselling author of Product-Led Growth: How To Build a Product That Sells Itself, dives into this topic in an interview with Userpilot. Companies can determine the effectiveness of their PLG strategy by monitoring effortless annual recurring revenue, lean scale, and durable growth.

Interviewing 83

Interviewing Scale Strategy AI 83

Sales Hacker

MARCH 2, 2020

As a lifelong learner, I turn to books whenever I want to expand my thinking or improve my performance. And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Books that made the cut: Are on my own bookshelf.

Scale 141

Scale Sales Hiring Sales Recruiting Payment Methods 141

Sales Hacker

AUGUST 12, 2020

Scaling Your Personalization. This is the downside of the modern Sales Assembly Line — both buyer and seller feeling like a cog in the wheel. Instead we need to focus on using our own voices and words to send each prospect a unique message. AI can help scale this, but we need to be careful not to rely too heavily on it.

Scale 109

Scale Scaling AI Search AI 109

Intercom, Inc.

JANUARY 16, 2019

Growing a sales team isn’t as simple as putting a bunch of A players in a room and getting them to start selling your product. If you want to build a revenue engine that will fuel long-term growth, you need to build and scale your sales org with intention. 12 steps to build a world-class sales team. The “Why sales?”

Scale 156

Scale Sales Hiring Underperforming Technical Team Scaling 156

Tom Tunguz

FEBRUARY 16, 2020

One of the most consistent errors made in sales projections and planning is mismatching the ramp time to the sales cycle. If my startup has a 9 months sales cycle and the VP of Sales projects a six month ramp time, my startup is committing this error. Leads have been nurtured in that territory for a while.

Scale 255

Scale Forecasting Sales Interviewing 255

ChurnZero

JULY 22, 2022

As Donna Weber , the world’s leading expert in customer onboarding, knows, onboarding is about more than completing product training and filling out checklists. I recommend you interview customers. I would interview 5 to 10 customers and ask what ah-ha moment made them glad they bought your product.

Scale 98

Scale Onboarding Scaling Underperforming Technical Team 98

SaaStr

JULY 7, 2022

Incredibly, ZoomInfo has scaled to IPO with an entirely sales-driven motion. He breaks down how GTM efficiency drives their ability to scale with sales-driven motion and other insights you can apply to scale your SaaS business. A CFO’s job is not limited to doing the books and paying the taxes.

Scale 211

Scale Sales Hiring Interviewing Engineering 211

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. Where does Erica often see founders make mistakes with this scaling? How does the move to enterprise fundamentally impact the sales team? Where do many go wrong?

Scale 160

Scale Enterprise Scaling Sales Hiring 160

SaaStr

DECEMBER 5, 2023

As Managing Director of Salesforce Ventures, Nowi Kallen , shared at last week’s Workshop Wednesday, there are five main challenges of moving upmarket and tips to follow if you want to succeed at Enterprise sales in today’s macro environment. For many, moving upmarket makes sense to scale. We’ve already mentioned the why.

Scale 180

Scale Enterprise readiness compliance Enterprise 180

SaaStr

APRIL 2, 2019

She will share her top 5 lessons learned in building and scaling SaaS businesses from $1M to $500M in ARR including expanding to serve upmarket customers, moving from product to platform, and how to hire well to drive breakthrough customer experiences and business growth. Your upfront experience is key. Make that upfront purchase great.

Scale 192

Scale Sales Hiring Scaling Strategy 192

Sales Hacker

JUNE 12, 2018

”Tito, how do I go about building a sales team (especially the sales development function) from scratch?” ” It usually comes from founders, or the first sales hire at a company. 6) Trying to scale with only warm leads. ” “Thanks for your time, the interview is over.

Scale 75

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 75

CustomerSuccessBox

JUNE 21, 2022

Yet, it’s often easy said than actually done, especially, when you’re looking for Customer Onboarding at Scale. To help you, we have compiled a list of the top 8 strategies that will enable you to carry out customer onboarding at scale. 8 Best Strategies for Customer Onboarding at Scale. Partnership Kick-off meeting.

Scale 52

Scale Onboarding Scaling Strategy 52

SaaStr

MARCH 12, 2024

Not only do you have to pass the hiring interviews as a Founder, but everyone on your team does, too. Brett has seen deals where the founder and a couple of employees are great, but most of the team failed the initial interviews. People lie about usage and revenue, which leads to a failed acquisition. #2 Keep your books clean.

Software Review 212

Software Review Technical Review Acquisition Scale 212

User Pilot

JUNE 25, 2023

Which product management books do you have on your shelf (or Kindle)? Whether you’re a seasoned product management pro or just starting out on this thrilling journey, we’re pretty sure you’ll discover a book or two that will help you boost your product management game. Are you not sure what to add to it?

Management 79

Management Technical Review Leadership Innovation 79

Mucker Capital

SEPTEMBER 7, 2023

In one of the recent Mucker’s Growth Series Webinars, we proudly invited one of the previous MuckerLab Partners, Todd Emaus , a serial founder, author of the book Scale Without Losing Your Soul , and currently a partner at Evolution. This phase often involves interviews, focus groups, and keen observations.

Scale 52

Scale Company Culture Scaling Leadership 52

Totango

JANUARY 12, 2022

While some of these skills are apparent upon first meeting a person, interviewers will typically structure their Customer Success Manager interview questions around determining whether or not a candidate has these skills innately and/or has the ability and drive to learn them. 5 Key Customer Success Manager Interview Questions. .

Interviewing 96

Interviewing Customer Success Management Scale 96

SaaStr

FEBRUARY 25, 2020

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. We have heard a lot of sessions today around ramping up your lead gen, accelerating marketing. Want to see more content like this?

Scale 213

Scale Underperforming Technical Team Sales Hiring Software Review 213

SaaStr

JANUARY 11, 2021

The moment comes when it’s time to hire your first VP Sales. We’ve talked in the past about the 48 Different Types of VP Sales , What a VP Sales Really Does , and even given you a Script to Use When Interviewing a VP Sales. So at this stage, the VP Sales, while necessary, sure looks expensive.

Sales Hiring 196

Sales Hiring Scale Sales Interviewing 196

FastSpring

AUGUST 3, 2022

There are several things you can do to prepare your go-to-market teams for changes in your prospects’ and customers’ buying behaviors and priorities. Another place to get fresher takes are industry thought leader interviews and posts. Account-based sales companies are accustomed to defining sales regions.

Scale 130

Scale Revenue Sales Compensation 130

Sales Hacker

APRIL 20, 2021

This week on the Sales Hacker podcast, we speak with Lloyed Lobo , Cofounder at Boast.AI. Lloyed also co-chairs Traction , a community that brings leaders from the fastest growing companies together to share insights into building and scaling startups via weekly webinars, regular meetups, and an annual conference. powered by Sounder.

Scale 93

Scale Scaling Startup AI Search 93

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop. I was a local sales manager or regional manager.

Sales Recruiting 253

Sales Recruiting Sales Hiring Scale Sales 253

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.

Sales Hiring 125

Sales Hiring Scale Technical Advisors Technical Cofounder 125

SaaStr

SEPTEMBER 24, 2020

How to interview them and qualify them. Some classics here: How My VP, Sales Doubled Our Sales in 90 Days. If Your VP Sales Isn’t Going to Work Out — You’ll Know in 30 Days. Your VP of Sales Shouldn’t Be Perfect. 10 Crystal Clear Signs Your VP of Sales Just Isn’t Going to Work Out. No alignment with sales.

Sales Hiring 212

Sales Hiring Part-Time VPE Scale Underperforming Technical Team 212

SaaStr

FEBRUARY 4, 2020

So a playbook on scaling high performance organizations in 30 bit minutes. So big, big scale. I think over 25 years of working and leading teams and being on some that are high-performing and some that outright failed. Lexi explains the importance of team trust, driver and passenger mindsets, and much more. No big deal.

Scale 172

Scale Underperforming Technical Team Scaling Leadership 172

ChurnZero

JUNE 30, 2021

A CSM needs to be responsible for cultivating exceptional experiences and sustained value for your customers by acting as their trusted advisor and advocate from the point of sale through the renewal and throughout the rest of the customers’ lifecycle. 20 Interview Questions to Ask Your Customer Success Manager Candidates.

Interviewing 72

Interviewing Customer Success Sales Hiring Scale 72

Natalia Luneva

NOVEMBER 24, 2021

On this episode of the podcast, I interview Arthur Nobel and we discuss scaling SaaS companies. He is the author of the best-selling book Leaders of Growth and host of the Leaders of Growth Podcast. The inspiration behind his book. The structure of the book. Levers of scaling a SaaS company. Show Notes.

Scale 52

Scale Scaling Sales Recruiting SaaS 52

User Pilot

MAY 2, 2024

Educational webinars showcase new ways to leverage the product, fostering an engaged user community and generating new leads. Book the demo to learn how to use it to orchestrate your customer retention strategy. SaaS companies rely on recurring subscription revenue from customers rather than one-time sales. To prevent it.

Retention 88

Retention Metrics Strategy Scale 88

SaaStr

MARCH 24, 2020

When things get better — you will need everyone great you have now : You will need every scaled sales rep that hits quota. The leads will keep coming, and growing. Yes, sales cycles may lengthen a lot, and deals slow way down. You’ll want bookings then, too ??.

Scale 175

Scale Sales Hiring Interviewing Scaling 175

User Pilot

MAY 30, 2024

Book a demo to learn how. It is a 5-scale or 10-scale survey that asks questions like “How easy was it for you to solve your problem?” It consists of a standard 5- or 7-scale option, and the question “How satisfied are you with product/feature/interaction? Incorporate feedback into your product strategy.

Social Media 71

Social Media Interviewing Scale SaaS 71