SaaStr

MAY 31, 2021

I’ve also invested in 24+ next-generation SaaS companies, mostly successes, and had a chance to watch and learn from them as well, with a new lens. And paying a little more for a lot more experience can be one of the top investments you’ll ever make. Sales — Not Easier. I’m not. Perhaps, I am worse.

Sales Recruiting 339

Sales Recruiting Sales Hiring Scale Branding 339

SaaStr

MAY 6, 2021

A CRO owns and directs the strategy over a company’s revenue cycle, but there’s not a set standard for operational or management decisions: in addition to sales and sales development, they might be responsible for customer success, lead generation and pipelines, and even marketing and brand development. Is a CRO right for you?

Sales Hiring 259

Sales Hiring Sales Recruiting Interviewing Revenue 259

Sales Hacker

OCTOBER 17, 2023

Chuck is the co-founder of Blueprint Expansion , a GTM roles recruiting firm that has helped over 50 VC-backed companies make amazing Sales, Marketing, & Customer Success hires. By using the power of AI to identify and engage the accounts and buying groups most likely to purchase.

Sales Hiring 103

Sales Hiring Sales Recruiting Interviewing SMB 103

Tom Tunguz

FEBRUARY 2, 2021

Today, she advises and invests in companies on these topics and others. COOs have become more common in management teams as ways for founders & CEOs to build the management team to scale a business. In conversations with management teams, the concept of a COO remains murky. How does the role work with the CEO?

Scale 293

Scale Sales Recruiting Sales Hiring Customer Success 293

SaaStr

JANUARY 24, 2024

She was hired because they saw a bit of softening in new business growth, and she came to help diagnose what was going on and help scale the business. Suddenly, people’s calendars went from six calls to two calls a day, but because they added more time to focus on qualified accounts, activity and conversion increased.

Scale 246

Scale Sales Hiring Scaling Revenue 246

Sales Hacker

DECEMBER 5, 2023

Tips for recruiting the best possible team members and how patience factors into that. 14:11) How much attention the average business leader should spend thinking about AI and how much of a near-term impact AI will have. (25:17) 31:07) A consultative sales process and messaging considerations. (36:56)

Sales Recruiting 93

Sales Recruiting Enterprise AI Banking 93

Sales Hacker

JUNE 10, 2021

There’s one thing recruiters are unanimous about. It’s that sales representatives are one of the toughest positions to hire for. The demand for sales reps is one of the highest of any job. Our recruitment team at EASI has gotten really good at this. Sales courses are largely absent from college curricula.

Sales Hiring 103

Sales Hiring Sales Recruiting Sales Interviewing 103

SaaStr

JANUARY 18, 2023

It’s the most common objection you’ll get in SaaS sales … Not Right Now. No one needs another piece of business software. Every business is mostly running OK already with its tech stack, and it’s unlikely your little app, alone, is going to change the revenue/profits course of any customer. I Don’t Have Budget.

Sales Recruiting 276

Sales Recruiting Sales Hiring Technical Review Software Review 276

SaaStr

OCTOBER 3, 2023

It’s so, so easy to stand out in recruiting if you’ve actually done your homework. Invest those extra cycles. Then I’d let them know how I prepared for the meeting so they knew I invested my time to get ready. I ended the interview (politely) after 10 minutes and told him to watch the video. Now I see who they sell to!”

Interviewing 245

Interviewing Sales Hiring Sales Recruiting Consulting 245

SaaStr

FEBRUARY 27, 2023

They credit this growth to their global team, a switch to an enterprise business model switch, and flexible work operations. Storyblok started with a leadership-first hiring plan and a recruitment strategy that involved the following: A test to know how candidates handle different tasks and their expertise level. Self-service.

Scale 214

Scale Sales Hiring Sales Recruiting Scaling 214

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. And we were like less than 10 million ARR and business was doing very well.

Sales Recruiting 255

Sales Recruiting Sales Hiring Scale VP of Engineering 255

Sales Hacker

JANUARY 20, 2022

Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. Before we look at the data, it’s important to understand what exactly sales reps expect on the job and what will keep them from having a negative outlook and a desire to churn. What is a sales coaching platform?

Sales Recruiting 98

Sales Recruiting Scale Retention Sales 98

SaaStr

MARCH 18, 2022

When you have a customer-centric culture, your business has a greater chance of growing and thriving. But how can businesses create spaces for customers to engage in productive dialogue? . Then, decide how much time, money, and effort your company is willing to invest in the CAB. . Next, identify your most strategic customers.

Sales Recruiting 245

Sales Recruiting Enterprise Onboarding Investment 245

Intercom, Inc.

JULY 28, 2022

And for Intercom’s VP of Sales EMEA, Sanj Bhayro , scaling is just what you need to invest in to ensure growth becomes as constant and linear as it can be. Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

Buffer Resources

SEPTEMBER 11, 2023

This trend leverages social media platforms to build connections and establish meaningful relationships with potential business prospects — and when it comes to social selling, LinkedIn is the MVP. I’ve never created LinkedIn content with the “goal” of lead generation or immediate-term sales.

Sales Recruiting 125

Sales Recruiting Sales Hiring Scale Social Media 125

SaaStr

NOVEMBER 12, 2022

I’ve had the privilege to invest one way or another in about 35 SaaS companies, both as a VC and as angel. They understand why they got “No”s in the early, pre-traction days, and even, in the early-ish days when they had a handful of customers but wasn’t really taking off yet (my favorite time to invest).

Scale 340

Scale Sales Recruiting Machine Learning Artificial Intelligence 340

SaaStr

NOVEMBER 16, 2021

David Sacks: SaaS Background and Investments. In 2008, he founded Yammer, an enterprise software company that David grew to 500 employees and $60 million in sales. David Sacks has invested in over 20 unicorn companies, including Airbnb, Bird, ClickUp, Facebook, Slack, and Uber. Head of Sales. VP Sales (45 Employees).

CTO Hire 263

CTO Hire Sales Hiring Sales Recruiting CTO 263

SaaStr

JANUARY 5, 2021

1% equity considered low as a startup Director of Sales? What types of due diligence are undertaken by VCs before investing in a company? I’m Head of Product and I think our CEO is actively recruiting a VP of Product. He has met Adam Neumann for only 4 minutes and decided to invest $4.4 How do VCs vet businesses?

Software Review 283

Software Review CTO Coach Technical Review Sales Recruiting 283

Mucker Capital

APRIL 2, 2024

In this Mucker Growth session, Mike Genstil with ValueCore delves into the concept of value selling and its application in enterprise sales. As a founder, ideally you want your sellers, marketers, and product leaders aligned in transforming product features into value-based messages to accelerate sales cycles and secure corporate deals.

Sales Recruiting 52

Sales Recruiting Technical Review Enterprise Cybersecurity 52

Intercom, Inc.

MARCH 12, 2019

A little over a year ago, I got the opportunity to start a new team within our sales organization – a team of Relationship Managers dedicated to growing our current customers at scale. The opportunity emerged out of a shift in how we practice sales. Starting a new sales team is not unlike doing improv.

Sales Hiring 171

Sales Hiring Sales Recruiting Underperforming Technical Team Scale 171

Tom Tunguz

FEBRUARY 4, 2019

Every prospect championing a software purchase will be asked by the opponents of the sale and decision-makers : “Who else is using the software?” Software vendors are in the business of selling promotions. And the best way to fight the inertia in sales is to equip your champions. Logos confer credibility.

Sales Recruiting 207

Sales Recruiting Banking Branding Software 207

OpenView Labs

DECEMBER 8, 2020

According to First Round’s 2019 State of Startups report , sales leadership is the most difficult hire to make. And with sales being a top priority for founders…. …along with it getting harder to recruit top-quality talent… Image: State of Startups. See, hiring and sales aren’t dissimilar.

Sales Hiring 81

Sales Hiring Sales Recruiting Scale Sales 81

SaaStr

FEBRUARY 7, 2023

While Hugo is still early on, with three enterprise clients in five years of business, Bartlett has discovered five tactical tips for landing enterprise clients when you don’t have any to boast about. Before you rush in for the sale, you need to assess everything. Remember, not every conversation is a sale.

Enterprise 140

Enterprise Technical Review Sales Recruiting Scale 140

SaaStr

JANUARY 15, 2021

He gets what goes on in a developer’s brain and the detailed process of building software, but he understands that businesses are motivated to move quickly. Also, an all-time SaaStr fan-favorite, Jeff Lawson recently chatted with SaaStr CEO Jason Lemkin to discuss his thoughts on collaborating, managing and working with developers.

Sales Recruiting 170

Sales Recruiting Development Software Review Management 170

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 86

Compensation Sales Recruiting Sales Hiring Retention 86

Intercom, Inc.

NOVEMBER 17, 2021

“Researchers acknowledge and invest in the ‘ what’, but often forget to slow down and understand the ‘ why’ – the people behind the numbers and emerging trends”. They acknowledge and invest in the “what”, but often forget to slow down and understand the “why” – the people behind the numbers and emerging trends.

Sales Recruiting 156

Sales Recruiting Sales Hiring Interviewing Trends 156

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. One key lesson we’ve learned from the best founders we’ve worked with is that they don’t need to learn the hard way by risking their businesses and employees.

Sales Hiring 125

Sales Hiring Scale Technical Advisors Technical Cofounder 125

Intercom, Inc.

DECEMBER 16, 2020

Your sales team is integral to your business’s success: not only do your salespeople bring in the big deals, but they also represent your company and culture to every new and potential prospect. So why is sales team culture still an afterthought for so many organizations? Be collaborative, not cutthroat. Foster a team mindset.

Sales Hiring 143

Sales Hiring Sales Recruiting Scale Sales 143

Intercom, Inc.

OCTOBER 7, 2021

Having a clear mission and strong company values not only helps with recruiting but, more importantly, it unites everyone and helps them feel invested in the future of the company. Liam: Samira Alamudi is a Sales Development Manager in our Sydney office as part of the Asia Pacific or APAC team. A collaborative culture.

Sales Recruiting 118

Sales Recruiting Scale Sales Hiring Customer Support 118

OpenView Labs

MARCH 8, 2021

B2B sales involves one business selling its product to another business. Those with experience in both B2B and B2C sales know that B2B is a lot tougher—the deals are bigger, there’s often more than one decision-maker, and the competition is intense. For all those reasons, hiring and management must be on point.

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

InsightSquared

MAY 15, 2019

It’s one of my favorite questions to ask a fellow professional in sales operations. Insurance sales rep. Account Manager. Sales Operations is Still Developing. Sales operations as a profession is growing, yet it is a comparatively new function in businesses. Sales Ops is Many Disciplines in One.

Sales Recruiting 110

Sales Recruiting Scale Technical Review Sales 110

Tom Tunguz

MAY 15, 2017

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. They build a pipeline, learn the sales motion, and close a few accounts in the first few months.

Sales Hiring 120

Sales Hiring Sales Recruiting Scale Sales 120

Sales Hacker

DECEMBER 19, 2022

By now, most business leaders have had some kind of run-in with the effects of the Great Resignation. As the president of Sales Xceleration, a firm specializing in assessing and implementing sales strategy , sales processes, and sales execution to drive growth, I’ve seen how job hopping can affect otherwise stable sales teams.

Sales Hiring 79

Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 79

Neil Patel

FEBRUARY 17, 2021

In a nutshell, it’s any type of marketing that requires an immediate response with the primary goal of getting a return on your investment as soon as possible. Measurable : Breaking it down by return on investment (ROI), it’s easy to measure how much you spend to reach each customer. Direct Response Marketing for Job Recruiting.

Sales Recruiting 141

Sales Recruiting Marketing Social Media Branding 141

SaaStr

JANUARY 27, 2021

I probably will pass on investing in you if I don’t know you want money. We recently did a New New in Venture event and I asked the question of many top VCs including David Sacks, Keith Rabois, Aileen Lee and more. “Give the VP of Sales More Time” This is always terrible advice. In one sales cycle, or less.

Part-Time VPE 318

Part-Time VPE Sales Hiring Scale Sales Recruiting 318

InsightSquared

MARCH 6, 2018

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. Start building out your sales operations department by hiring someone to own your CRM.

Sales Recruiting 119

Sales Recruiting Scale Sales Hiring Sales 119

SaaStr

NOVEMBER 25, 2019

With power, snacks, and more, we’ll have lounges just for Founders; just for Sales + Marketing professionals; just for Builders (Dev + Product), and just for VCs to issue term sheets. Business-of-Commerce Day on Tuesday March 10. Recruiting Fair. We’ll kick off Day 1 with an amazing mini-event. It could be you!!

New CTO 267

New CTO Sales Recruiting CTO Coach Scale 267