Sales Enablement, SaaS and Growth

MARCH 23, 2020

One of the biggest challenges businesses face when they grow is scaling effective , autonomous and quick decision-making. It has a compounding effect - the more good decisions a business makes, the better the results will be. OKRs are a useful mental model - they make it crystal clear what people and teams should be striving for.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

Intercom, Inc.

AUGUST 13, 2019

As the head of our Support Ops team, I work daily with my teammates to develop automated solutions that don’t frustrate customers, but empower them. They can also route customer conversations to the team best equipped to handle their questions and can even provide answers to simple customer questions like, “How can I add more users?”.

Underperforming Technical Team 279

Underperforming Technical Team Customer Support AI Headcount 279

Intercom, Inc.

NOVEMBER 3, 2022

Scaling a support team is challenging enough as it is. You’re investing resources in hiring and training the right people, tracking different metrics at different stages, adding more and more complexity with each increase in headcount, use cases, and customers. For Natasha, the answer is a resounding yes.

Scale 206

Scale Outsourcing Services Software Sales Hiring 206

Chart Mogul

JULY 15, 2021

High growth companies like Airtable, Figma, Notion, or Github all have revenue as a top of mind business milestone. For 35%, it’s the share of … High growth companies like Airtable, Figma, Notion, or Github all have revenue as a top of mind business milestone. As teams grow, it gets harder to rally around key goals.

Underperforming Technical Team 52

Underperforming Technical Team Revenue Scale Communication 52

Chart Mogul

JULY 15, 2021

High growth companies like Airtable, Figma, Notion, or Github all have revenue as a top of mind business milestone. For 35%, it’s the share of … High growth companies like Airtable, Figma, Notion, or Github all have revenue as a top of mind business milestone. As teams grow, it gets harder to rally around key goals.

Underperforming Technical Team 52

Underperforming Technical Team Revenue Scale Communication 52

ChurnZero

NOVEMBER 18, 2022

And yet, downplaying your team’s needs undermines CS’s current impact and future revenue-driving potential. According to our 2022 Customer Success Leadership Study, CS teams are already underfunded and under-resourced. This is something that I’m doing with fractional headcount allocation. Now we have a name for this.

Customer Success 98

Customer Success Sales Hiring Headcount Scale 98

Sales Hacker

MARCH 12, 2020

Add to that the dramatic pace of business, and it can be very difficult to put the right people in place. Business Moves at the Speed of Light. Business Moves at the Speed of Light. These factors can quickly derail a sales team. Some roles don’t work if you have a bad hire. Is it unrealistic sales quotas?

Sales Hiring 76

Sales Hiring Sales Recruiting Compensation Underperforming Technical Team 76

Intercom, Inc.

JULY 29, 2021

And so, Mark Rudden and his team had to figure it all out by themselves. Fortunately, Mark had quite a bit of experience working and scaling teams in demanding, hypergrowth environments. SaaS businesses are obsessed with renewing customers, so why wouldn’t they put the same effort into their employees? Putting people first.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

Sales Hacker

MAY 21, 2020

There isn’t a continual feedback loop between teams. They may or may not have developed a follow-up schedule but are not continually testing. Inbound sales and marketing is a strategy that attracts buyers to your business. Feedback loops and consistent team stand-ups are needed to keep Sales and Marketing on the same page.

Scale 132

Scale Underperforming Technical Team Headcount Technology 132

Sales Hacker

MAY 19, 2021

B2B businesses need to pivot their approach with a new metric to measure the success of outbound email sequences. This helps us with our prospecting strategies but it also helps our reps develop their skill set and become stronger in their role. They are the visionaries for their business. This is actually gold for us.

Data 81

Data Underperforming Technical Team Headcount Sales Funnel 81

Sales Hacker

SEPTEMBER 2, 2023

And with this, business’ want a consolidated rev tech stack with deeper capabilities infused with AI. Pipeline analytics: Offers sales managers a view of their teams’ pipelines that goes beyond what’s available in their native SFA applications. A couple of big challenges & trends. 1) Data/insights often lack.

AI 80

AI Revenue Scale ChatGPT 80

OpenView Labs

JANUARY 12, 2022

Take Stack Overflow , the world’s largest software developer network, community, and platform, serving close to 100 million monthly visitors. In fact, the team intentionally takes a non-dualistic approach that relies more on empathy, flexibility, and context than on the concept of right versus wrong. .

Leadership 76

Leadership SMB Underperforming Technical Team Scale 76

Intercom, Inc.

JULY 11, 2019

In a company’s early days as a lean, mean, business machine, it’s fairly easy for leadership to stay in sync with their users. But as the business becomes more successful – and there are resources to build a support team – additional layers begin to separate executives from their customers. Short on time?

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. How can you capture, qualify and convert the right leads for your business while working within your means? Short on time?

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

OpenView Labs

MAY 20, 2021

The same was true when I ran the People function at a software development consultancy that doubled its headcount to ~100 while reducing attrition from 40% to 5% voluntary in 18 months. The question becomes: “Who do I want on my team—and why?”. A final comment on purpose: It should come from your team. I kinda like it.

Scale 84

Scale Underperforming Technical Team Headcount Software Review 84

Sales Hacker

FEBRUARY 5, 2021

And you and your team won’t waste your time working on bad opportunities. The first question sales leaders and their teams need to answer is: who is our customer? If you stay too high-level, the pain could be misinterpreted by your team and the rest of the organization. No more convincing them to buy. No spray and pray.

Scale 109

Scale Sales Underperforming Technical Team Headcount 109

User Pilot

MAY 11, 2022

Are you aware that product user segmentation affects all stages of the user journey and the overall growth of a business? You can use product usage data to develop an effective marketing strategy, improve products, retain customers , as well as to accelerate customer adoption. Dropbox offers to try Dropbox Business. Job Titles.

SaaS 98

SaaS Underperforming Technical Team Onboarding Churn 98

The Angel VC

DECEMBER 12, 2018

While this is generally true for most companies, it’s particularly true for SaaS businesses, which invest heavily in product development, sales, and marketing upfront and get payments from customers over a delayed period of time, usually several years. The main reason is that your customer acquisition costs are highly front-loaded.

Sales Recruiting 106

Sales Recruiting SaaS Payments Sales Hiring Scale 106

Sales Hacker

NOVEMBER 27, 2019

Sales leaders have a bad habit of dumping people into a new job without properly preparing them to succeed. Although I went through two weeks of training with my team, they were underwater too. I’m going to share my top 20 sales onboarding secrets to help your team beat their 30-60-90 day plan. So tune in….

Sales Hiring 74

Sales Hiring Onboarding Sales Recruiting Outsourcing Services 74

Sales Hacker

FEBRUARY 19, 2020

It’s your secret to finding the diamonds in the rough when you need more qualified leads, without increasing headcount. SaaS companies, who often have complex sales cycles coupled with small but agile sales teams, can especially benefit from lead scoring, since it allows small teams to punch well above their weight class.

Sales 98

Sales Underperforming Technical Team Systems Review Headcount 98

Valuize Consulting

DECEMBER 13, 2021

91% of businesses have said that their Customer Success organization has grown significantly in the last year alone ( Totango , 2021). As Customer Success as a discipline has grown, it has also developed an accompaniment of misconceptions and myths, generating a lot of confusion about how to do it right and scale successfully.

Customer Success 52

Customer Success Scale Technical Review Underperforming Technical Team 52

OPEXEngine

FEBRUARY 2, 2021

Many founders and CEOs have seen their business plans upended by COVID-19. The question is if they can’t foresee how their companies will perform in the short term, then how can investors be expected to gauge the value of those businesses? Really robust forecasts rely on the drivers that matter most to the business.

Forecasting 40

Forecasting Underperforming Technical Team Headcount Scale 40

ChurnZero

OCTOBER 15, 2021

The rising prominence of Customer Success is the result of it being the central business driver of growth and profit. Businesses were forced to wise up to this fact during the pandemic when new sales shriveled. Because the way you get a seat at the table is by adding to the business. NRR is your “friend”.

Customer Success 97

Customer Success Benchmarks Scale Underperforming Technical Team 97

Intercom, Inc.

MAY 13, 2021

Although Linda started her career in sales, she has spent the past twelve years scaling post-sales teams and moving hyper-growth companies like Zendesk, Slack, and now Gong upmarket into the enterprise realm. So how do you create a strong, enterprise-ready team? Leveraging customer insights across your business.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

Intercom, Inc.

AUGUST 20, 2019

There’s no shortage of advice for SDRs online , so it’s easy to find nuggets of wisdom to help in your sales career, but unfortunately there’s also a lot of bad advice. At the time I didn’t fully value the SDR experience or the skill set I was developing. The virtue of patience. Why do SDRs (including me) fail to grasp this concept?

Sales Hiring 35

Sales Hiring Underperforming Technical Team Sales Headcount 35

BetterCloud

NOVEMBER 1, 2017

But we are passionate about helping IT contribute as much value to the business as they can. And if they buy (from a SaaS vendor, at that), they can devote more time to strategic initiatives that drive the business forward instead. According to IDC research , software purchases will surpass app development in a few years.

VP of Engineering 45

VP of Engineering Underperforming Technical Team Outsourced Development Engineering 45

OpenView Labs

JUNE 10, 2019

For proof, might I suggest the classic post Good Product Manager/Bad Product Manager , which presents a very different vision for the role of product manager than most of us have today). They know the immense value of user input and customer development. Team Alignment. Table of Contents. Best Practices. Creating a PM Function.

Management 55

Management SaaS Scale Sales Recruiting 55

SaaStr

DECEMBER 3, 2020

To date, they have raised over $73M from some of the best in the business including Sequoia, Kleiner Perkins, General Catalyst and Point Nine to name a few. In Today’s Episode We Discuss: * How Sam made his way into the world of SaaS with Dropbox and how that led to his leading the sales and success team today @ Loom.

Scale 177

Scale Sales Hiring Sales Recruiting Sales 177

Point Nine Land

DECEMBER 12, 2018

While this is generally true for most companies, it’s particularly true for SaaS businesses, which invest heavily in product development, sales, and marketing upfront and get payments from customers over a delayed period of time, usually several years. The main reason is that your customer acquisition costs are highly front-loaded.

Sales Recruiting 61

Sales Recruiting SaaS Payments Sales Hiring Scale 61

Intercom, Inc.

APRIL 4, 2019

The fastest growing software companies in recent years all have something in common – they started with little to no sales team. Yes, Slack started off with no sales team. Yes, Dropbox started off with no traditional sales team. billion in revenue) so it’s safe to say Jeanne and her team have helped do exactly that.

Scale 162

Scale Sales Hiring Underperforming Technical Team Payment Services 162

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. When done right, your sales team won’t just accelerate your company’s growth; they’ll enrich your company’s culture and help build a better product too. 12 steps to build a world-class sales team.

Scale 156

Scale Sales Hiring Underperforming Technical Team Scaling 156

Intercom, Inc.

JANUARY 20, 2022

In the race to win a customer’s business, it’s not really about how good your product is – it’s how fast you keep innovating. We surveyed and interviewed key people in our teams to understand how they worked and how they saw Intercom’s internal operations. After all, almost any product or service can be replicated by a competitor.

Underperforming Technical Team 249

Underperforming Technical Team Headcount Sales Hiring Scale 249

SaaStr

JULY 11, 2023

The press has tired of pseudo-companies – if you can’t prove that you’re a business, which should be a little easier if you’re selling software, you’ll be sniffed out (or, well, ignored). It sucks to admit, but you’re running a business and pitching business reporters. What it does is give your company a bad name.

Social Media 178

Social Media SaaS Underperforming Technical Team Headcount 178

ChurnZero

DECEMBER 2, 2022

Does your Customer Success team have the right structure, workload, and engagement model to hit its goals? Re-segmenting your customer base is a natural evolution of your company, product, and team’s growth. How to transition your CSMs’ book of business with Alli Tiscornia, CCO, ChurnZero. Would there be title changes?

Headcount 98

Headcount Underperforming Technical Team Scale Outsourced Development 98

FastSpring

JANUARY 31, 2023

What types of businesses and which industries can use each platform? Luckily, most developers find it easy to integrate Stripe with most other software (however, you have to pay for each software separately). Stripe: Nearly Any Business Stripe can be used by nearly any type of business in nearly any industry.

Payment Services 139

Payment Services Payment Methods Merchant Services Payment Features 139

OpenView Labs

MAY 5, 2021

While discussing some of my philosophies on open source with a friend recently, they asked me a great question: “When does open source make sense for a business?”. Open source can provide a number of different advantages for a business, on both the consumption and production end of the spectrum. That’s tough to answer.

Business 52

Business SMB Scale DevOps as a Service 52

SaaSOptics

MAY 2, 2022

In a sales-led model, sales processes and teams are the primary drivers of revenue growth. Each has its strengths and weaknesses, but neither is better or worse than the other. On the other hand, PLG companies are introducing sales teams and processes to deal with being pulled upmarket as their existing customers grow. .

Scale 97

Scale Sales Hiring Underperforming Technical Team Sales 97