Teamgate

JULY 10, 2023

This article delves into the world of sales literature, exploring the best sales books that can enhance your selling skills. From timeless classics to modern masterpieces and niche-specific guides, we cover a broad spectrum of sales knowledge.

Sales 75

Sales 75

SaaStr

AUGUST 16, 2022

So a number of folks including Mixmax to many others on LinkedIn picked up that SaaStr’s newest Partnership Manager (really an SDR with a different spin), Mike Wander, booked 90 meetings in his first 90 days. He has deployed to Africa, the Middle East, and Asia before making his career transition into Sales.

Scale 199

Scale Revenue Branding Sales 199

Intercom, Inc.

JULY 14, 2020

As an avid reader, I’m often asked by our Customer Success team to recommend books that I’ve found valuable. Below I share the three books that have most meaningfully impacted the way I work with customers and that I’d encourage every customer success manager to check out. 3 must-read customer success books (and a bonus ??).

Customer Success 249

Customer Success Management Technical Review Onboarding 249

SaaStr

FEBRUARY 20, 2024

Together they share the high-velocity techniques they use to maximize sales, including: Sell to SMBs Use round-robin to assign accounts, but you’re not sure if it’s optimal Are stuck in a world of geographic territories Spend a lot of time manually building territories Gusto thinks of the rev ops capability as the brain center and engine builder.

Scale 195

Scale Sales Marketing Construction 195

Tom Tunguz

JULY 10, 2022

Let me tell you a tale of two software sales processes. Take 1: An ambitious account executive engages a sales prospect and hustles to sell the customer a mega contract that consumes nearly the entirety of a budget. Smaller commission check, but a faster sales cycle. In both cases, the vendor is out. AEs are more effective too.

Strategy 301

Strategy Sales Compensation Retention 301

User Pilot

JUNE 20, 2023

Looking to level up your user onboarding knowledge with onboarding books? Onboarding books can offer you the knowledge and insights necessary to craft a remarkable onboarding process. In this article, we've compiled the 10 must-read onboarding books that'll enable you to transform your user onboarding strategies.

Onboarding 98

Onboarding VP of Engineering SaaS Consulting 98

Kellblog

MAY 30, 2022

There’s something in the Boston water that’s great for enterprise sales. A decade ago the phenoms were the Murphy Brothers , the Flying Wallendas of enterprise sales, not two, three, four, or five — but six brothers (Tom, Frank, Dan, Jeff, Joe and Bob) all of whom ended up with big careers in enterprise sales.

Forecasting 86

Forecasting Sales Software Review Startup 86

Neil Patel

AUGUST 10, 2021

Now you have to go to the next step: marketing your book. This entails getting your book “out there,” earning an audience, and generating sales. You just need to understand how to market a book. How to Market a Book. No matter how good a book is, no one will read it if it doesn’t have the right marketing.

Strategy 143

Strategy Social Media Marketing Technical Review 143

Tom Tunguz

MAY 15, 2017

How much revenue do you want to book for your SaaS startup next quarter? It’s another thing altogether to have the sales team staffed to close that amount of business. The bookings capacity of the business is the amount of business a sales team should book in a certain period. And in 12 months?

Sales Hiring 115

Sales Hiring Sales Recruiting Scale Sales 115

Nimble - Sales

JANUARY 10, 2024

In an era marked by rapid technological progress and […] The post The 10 Best Social Media Marketing Books to Read in 2024 appeared first on Nimble Blog. The new year offers businesses a valuable opportunity to reassess and update their marketing strategies, particularly within the ever-evolving social media sphere.

Social Media 109

Social Media Marketing Technology Strategy 109

Tom Tunguz

FEBRUARY 18, 2022

The most consistent sales leader I’ve worked with hit plan 27 consecutive quarters. How can a sales leader develop similar repeatability? Each business’s PQR funnel will differ depending on their sales cycle, ACVs, and overall motion. Will the sales leader attain plan? Demo/meeting: sales meeting.

Scale 319

Scale Sales Forecasting Outsourced Development 319

Tom Tunguz

JANUARY 31, 2021

It’s February 1st and many software startups herald the new fiscal year with Sales Kick Off (SKO). During SKO, leaders discuss the strategy of the company, discuss product advances, and share the financial plan highlights including changes to quota and accelerators for sales commissions. Let me show you why. Account Executive.

Forecasting 144

Forecasting Sales Hiring Headcount Finance 144

CloseSaaS

OCTOBER 9, 2022

Explore our picks for the best sales books of all time, including books from the world's most successful entrepreneurs. Our updated 2022 list.

Sales 80

Sales 80

SaaStr

MAY 23, 2023

So leading growth stage VC Iconiq has published its latest and very detailed Definitive Guide to Sales Compensation here. Corners were cut in the boom times of 2021, but we are back to sane sales models. Renewals, if they are done by sales, are paid out at about 40% of an initial commission. Everyone should have a read.

Scale 250

Scale Compensation Sales SMB 250

Tom Tunguz

JULY 25, 2022

In Deliberately Underselling as Sales Strategy , I wrote about the importance of sizing contracts below customer needs to ensure customer success. Since then, I’ve spoken to many sales leaders & Lee Kirkpatrick who originally surfaced the concept during Office Hours on how to do this well.

Compensation 311

Compensation Sales Customer Success Retention 311

Neil Patel

APRIL 7, 2021

A good way to learn from seasoned professionals is to check out some of the books they’ve written about different facets of marketing. If you’re on the hunt for a great marketing read that will stimulate you from start to finish, check out these 25 marketing books. It’s also available in audio format.

Marketing 128

Marketing Underperforming Technical Team Growth Hacking Social Media 128

Tom Tunguz

MAY 28, 2018

I’ve just read Why We Sleep , a book by Professor Matthew Walker, a professor of neuroscience and psychology at Berkeley. Despite the fact that’s we’ve not yet finished May, I’m convinced Why We Sleep is the most important book I’ll have read this year. He outlines the research supporting these claims.

Sales Hiring 197

Sales Hiring Software Engineering Investment Engineering 197

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 268

Sales Hiring Sales Recruiting Scale Sales 268

Intercom, Inc.

MARCH 30, 2018

Very few non-fiction books have had the long-lasting impact of Dale Carnegie’s 1936 classic, How to Win Friends and Influence People. So how has the book remained such a bible for sales and marketing professionals? So how has the book remained such a bible for sales and marketing professionals? Focus on sincerity.

Scale 206

Scale Sales Hiring Marketing Sales 206

CloseSaaS

APRIL 28, 2023

Quickly connect Calendly and Close directly so you can access more data, schedule meetings faster, and automate more of your sales process.

Sales 98

Sales Data 98

Intercom, Inc.

JANUARY 14, 2019

Between our staff book club, office library and the constant stream of books and articles being recommended and shared, the Intercom team is a pretty good resource when it comes to discovering new and interesting reads. We asked five Intercomrades to tell us about a book they have read that has had an impact on them.

Technical Review 150

Technical Review Marketing Advertising Entertainment 150

Baremetrics

JUNE 16, 2021

Since there are endless great books out there, we asked the Baremetrics Twitter community for their top recommendations. The Challenger Sale by Brent Anderson and Matthew Dixon. They offer a step-by-step guide to hiring the right sales talent, organizing an effective sales team, and executing their Cold Calling 2.0

Scale 97

Scale Startup Sales Hiring PayPal 97

Tom Tunguz

JULY 8, 2017

I’ve asked many VPs of Sales the same question. Which is the best book on the fundamentals of selling? ” The New Strategic Selling is an updated version of the original Strategic Selling, which was published in 1988, and describes the key activities of successful sales people. No discrepancy, no sale.

Sales 168

Sales Management 168

Tom Tunguz

AUGUST 30, 2020

How do you tell if your sales team and marketing team are working well together? Compare the slopes of marketing’s lead generation efforts to sales’ bookings trajectory. If the marketing slope is up and the bookings slope is up, the teams are aligned. If the slopes are identical, that’s fine too.

Marketing 307

Marketing Sales B2B Trends 307

SaaStr

FEBRUARY 18, 2022

Sales-driven SaaS startups end up with about half their headcount in sales and marketing. Sales doesn't. One thing that sneaks up on you in SaaS is just how many sales, marketing and revenue professionals you are going to need: First it sneaks up on you in the early days because the initial tiny team become so efficient.

Scale 327

Scale Sales Hiring Scaling Headcount 327

Crafty CTO

OCTOBER 17, 2023

A Book Encounter While browsing the lake house bookshelves, John stumbled across Bull Cook and Authentic Historical Recipes and Practices and was immediately hooked. I can recall my father’s enthusiasm for the book, along with its author George Leonard Herter and his catalog business Herter’s. What’s a Bull Cook?

Scale 52

Scale Compensation Startup Mobile 52

Intercom, Inc.

JUNE 27, 2018

We’ve just launched our latest book, The Growth Handbook. Available in PDF, Kindle or epub format, this book should be the first point in your journey to learn more about growth, not the last. The post Announcing our latest book – The Growth Handbook appeared first on Inside Intercom.

Acquisition 157

Acquisition Retention Metrics User Experience 157

Tom Tunguz

MAY 17, 2022

With all the talk of recession, changing market dynamics, and the importance of efficient growth, many teams will be looking to boost their sales efficiency. How can the company drive more sales with less expense? Let’s start with the formula for sales efficiency. Each strategy is viable.

Sales 241

Sales Startup Acquisition Pricing 241

SaaStr

NOVEMBER 2, 2023

So we’ve spent a ton of time over the years on SaaS talking about hiring a great VP of Sales. Not only because it really matters, but because hiring the wrong VP of Sales can set you back a year — or longer. So many VPs of Sales disagree with me here — at least at first when I make the point. Sales is hard.

Sales Hiring 213

Sales Hiring Sales Recruiting Sales Interviewing 213

Sales Hacker

JANUARY 12, 2024

The enduring truth of the statement “ people buy from people they know, like, and trust” remains a constant in the realm of sales. This principle has stood the test of time and continues to be a significant factor in the sales decision-making process. Sales authenticity” resonates with people in different ways.

VP of Engineering 90

VP of Engineering Sales AI Technology 90

Sales Hacker

FEBRUARY 20, 2024

Helping founders with GTM Strategies and teaching sales reps how to earn the right to ask questions, which questions to ask, and when is the primary driver for Richard Harris. He brings 20+ years of experience, having done all the roles – SDR, AE, Manager, Director, VP of Sales, and Director of Sales Ops – to the table.

Sales 91

Sales AI Pricing B2B 91

Nimble - Sales

APRIL 23, 2021

Today is the day to find the time to read your favorite book or to start the book you’ve wanted to read. It’s important to recognize how books have influenced our entire lives. They’ve inspired us and shaped who we are today, which is why World Book Day is more than a well-deserved holiday.

Business 128

Business 128

SaaStr

JULY 11, 2023

How do you win with a high-velocity sales strategy in a fast-moving, competitive market? In a special session of Workshop Wednesday, Gorgias Founder & CEO Romain Lapeyre and Gorgias VP of Sales & Partnerships Aasif Osmany share their learnings, advice, and hacks for optimizing your sales process. Sign up for free.

Sales Hiring 151

Sales Hiring SMB Sales Recruiting Payment Methods 151

SaaStr

JUNE 28, 2020

A debate so many start-ups go through is what to do about a Just OK VP of Sales they’ve hired. The VP of Sales turns out to be OK, but great. A Great VP of Sales has an immediate impact and closes much more than before she started. If not on a month-over-month basis, then at least on a bookings basis.

Sales Hiring 255

Sales Hiring Scale Sales Scaling 255

SaaStr

JUNE 8, 2023

Dear SaaStr: How Should I Design a Sales Reps Compensation Plan at Just $10k MRR ? Figuring out your very first sales comp plan when you don’t have a repeatable process or much revenue is confusing. So in the first 3 months, if she closes $10k a month in bookings/ACV, she hits her OTE and makes $10k. Then try it again (e.g.,

Compensation 189

Compensation Scale Sales Business Model 189

SaaStr

MARCH 11, 2021

Congratulations on finally hiring your VP of Sales! There are 3 general options: Your VP of Sales is responsible for net new revenue only. Post-sales, other than upsell which adds to net new revenue for this year, is someone else’s job. Your VP of Sales is responsible for the ARR target for the end of the year.

Sales Hiring 261

Sales Hiring Metrics Sales Churn 261