Sales Hacker

FEBRUARY 17, 2022

They’re researching business products and services online, purchasing via websites as much as they can, and foregoing interactions with sales representatives whenever possible. Of course, the shift to digital sales tactics has been underway for years. What sales investments should you focus on in 2022?

Scale 91

Scale Investment Sales Forecasting 91

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Let’s dive into what’s making that hybrid model successful: PLG and Sales Led? Given this, you must understand the role that each facet of the business plays in promoting that product, from marketing and sales to customer service.

Scale 269

Scale Sales Hiring Sales Marketing 269

SaaStr

APRIL 25, 2023

In last week’s Workshop Wednesday , President Sales & Field Engineering Chris Donato and SVP Business Development & Ecosystem Shelli Vivona shared how to scale out a go-to-market org. He also started a public sector business, which did not previously exist. When Chris came to Celonis, they had one industry.

Scale 181

Scale VP of Engineering Sales Hiring Engineering 181

SaaStr

MARCH 20, 2023

Dear SaaStr: How Do You Become Successful at Enterprise Sales? If you haven’t done enterprise sales before, the biggest thing to understand: you can do it. That’s all great, and for self-service business, that’s most of it. You’re going to have to invest A LOT of time here. Really, really hustle.

Scale 261

Scale Sales Hiring Enterprise Sales 261

SaaStr

SEPTEMBER 19, 2023

So I’ve been doing SaaS for a while, and the costs of doing business have just gone up. based SMB sales positions. SaaS sales execs with even a little bit of experience at other SaaS companies are looking for higher and higher OTEs, often with lower effective attainment and high support costs. for non-enterprise sales.

SMB 279

SMB Scale Sales Hiring Sales 279

SaaStr

OCTOBER 20, 2022

In my own portfolio , more of my investments had a record month in October than a rough month. Sales tools seem under more pressure right now than infrastructure, for example. Sales tools seem under more pressure right now than infrastructure, for example. The post Gartner: Business Software Spend Still Forecast to Rise 11.3%

Forecasting 251

Forecasting Artificial Intelligence Software Business 251

Buffer Resources

APRIL 19, 2023

Many business owners assume that the quickest way to grow is to pay to get in front of potential customers (or to do tons of cold outreach). But I never even considered that approach, and I’ve still managed to grow a thriving business in less than two years.

Outsourcing Services 101

Outsourcing Services Investment Social Media Revenue 101

Intercom, Inc.

OCTOBER 7, 2020

But with customers expecting faster and more personalized experiences, providing great conversational customer support is no longer optional – it’s essential to business survival. But as SaaS businesses are treated as service businesses, COGS represent the costs of providing that service to your customers, such as: Hosting.

Customer Support 196

Customer Support Investment Scale Churn 196

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 217

Scale Sales Marketing Construction 217

Intercom, Inc.

JULY 25, 2022

Now, during this time of economic uncertainty and against a competitive landscape, effective customer engagement is business critical. The report Future-Proofing Businesses with Modern Customer Engagement reveals the top trends emerging in the customer engagement landscape in 2022 and beyond.

Technical Review 209

Technical Review Engagement Artificial Intelligence Systems Review 209

SaaStr

FEBRUARY 28, 2023

The economy is settling into a new normal (at least this year’s version of normal) and after two years of rocketing sales, some newer salespeople are experiencing their first sales cyles that aren’t influenced by the recent funding boom. Nicole has spent almost five years leading sales at Stripe.

Sales 214

Sales Management Operational efficiency. Forecasting 214

SaaStr

JANUARY 11, 2023

SaaS Founder and CEO Jason Lemkin and Atrium Founder and CRO Pete Kazanjy sit down to discuss the state of investing in 2023 and what founders should keep in mind for the year ahead. . Since 2016, he prefers to make about three or four investments per year, usually within the $1 – $4 million range. . The Backstory.

Venture Capital 181

Venture Capital Investment Sales Hiring Entrepreneurship 181

SaaStr

SEPTEMBER 9, 2022

Back in the day, premium comp for some software sales execs made simple and easy sense. Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year. Not a bad thing per se, but it also put a lot of pressure on business models. For a little while.

Scale 315

Scale Venture Capital Sales Hiring Sales 315

SaaStr

MAY 9, 2023

One of the most essential things SaaS founders need to get right is their sales strategy. From day one, it’s critical to drive results to impress your investors, acquire customers, and set your sales team up for success. As a founder, it’s vital for you to be a big part of sales, especially in the early stages of your company.

Sales 265

Sales B2B Consulting Investment 265

SaaStr

NOVEMBER 6, 2022

But a true solution to an enterprise-grade problem, almost by definition, usually requires business process change. In fact, my uber-learning is one of the Top 10 reasons customer success is so important is to make sure this business process change is implemented. And thus, customers are willing to invest the time.

Business 273

Business B2C SMB Customer Success 273

Andreessen Horowitz

FEBRUARY 22, 2022

In 2010, global ecommerce sales were $572 billion. trillion , and it’s expected to grow by $11 trillion between 2021 and 2025 – accelerated by the pandemic, which drove many businesses online even in … The post Investing in Alloy Automation appeared first on Andreessen Horowitz. In 2020, it was $4.2

Investment 110

Investment Sales Business Enterprise 110

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

CloudKettle

FEBRUARY 13, 2024

Purchasing Salesforce Unlimited is a significant investment in your day-to-day business operations. This post will dive into how you can make the most of your new investment (or one you’ve already made) and what makes Salesforce Unlimited stand out from Salesforce Enterprise Edition.

Investment 52

Investment Cloud Enterprise Sales 52

SaaStr

MAY 8, 2024

As a SaaS veteran who built and sold a software company for nine figures, invested in startups since 2013, 10x-ing his fund, and continues to build a powerhouse community of SaaStr fans, he offers some hot takes on the communities’ burning questions. Sales is much harder than in 2021. How Does That Impact Sales and Marketing?

Metrics 215

Metrics Scale Sales Hiring SaaS 215

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. but You don’t have the capital to invest here … the rep has to be accretive. And The business model does have to work.

Compensation 204

Compensation Scale Sales Business Model 204

Clouded Judgement

JULY 21, 2023

Subscribe now Are Software Companies Bad Businesses? Specifically Chamath said this: “From an OpEx perspective these businesses just suck. If we instead looked at FCF per share (FCF / fully diluted share count), that more accurately gives us a view on overall business health that factors in FCF growth as well as share dilution.

Cloud 130

Cloud Software Sales Hiring Scale 130

Intercom, Inc.

MARCH 28, 2022

How do you set your business up for consistent, continuous growth? It’s the million dollar question that businesses face every day. To answer it, we believe that there are three recurring trends that are shaping the future of business: First, businesses across all industries are facing pressure to become digital businesses.

Scale 228

Scale Engagement Technical Review Business 228

Andreessen Horowitz

FEBRUARY 18, 2021

The new world of business growth, not just enterprise growth, has been optimized, fine-tuned, and is driven by data, tremendous amounts of data. The enterprise go-to-market funnel used to be: marketing makes leads, leads turn into opportunities and sales gets … The post Investing in Census appeared first on Andreessen Horowitz.

Investment 104

Investment Enterprise Data Sales 104

SaaStr

APRIL 20, 2022

This famous quote from self-help author Robert Collier applies to every sales organization because excellent results come through repeatable activities, not one-off wins. Alice Katwan , SVP at Twilio , discusses how you can build a high-retention sales team while being remote. Invest in your team’s development.

Sales Hiring 219

Sales Hiring Scale Retention Sales 219

Andreessen Horowitz

OCTOBER 13, 2021

This is an all too familiar motion to analysts, sales reps, customer success managers, and more, preparing data-rich presentations for business reviews, product feature roadmaps, and … The post Investing in Matik appeared first on Andreessen Horowitz. Copy, paste, copy, paste… repeat 20x more.

Investment 87

Investment Customer Success Data Management 87

SaaStr

OCTOBER 30, 2021

I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. A mentor of mine suggested that I reframe my search to seek out companies that I would invest in, instead of the other way around. He told me, you can invest time, talent, or treasure. That left me with only one asset to invest, time.

Scale 268

Scale Sales Hiring Sales SMB 268

Buffer Resources

NOVEMBER 27, 2023

Financial transparency is especially close to our hearts, which is why we’re proud to share Open Books, a series of small business owners giving us a peek inside their books in the spirit of being open about finances as well. I pay myself a $60,000 base salary every year, plus bonuses when we have extra profit.

Development 104

Development Sales Hiring Scale Business 104

Sales Hacker

DECEMBER 20, 2021

The choices were simple: dive headlong into a decade’s worth of digital transformation , or go out of business. As a result, much of the evaluation, investment, and rollout of virtual training technology in 2020 was rushed, limited in scope, and poorly planned. And for 90% of customers, businesses are failing at onboarding.

Investment 96

Investment Technical Review Underperforming Technical Team Scale 96

Buffer Resources

JANUARY 3, 2024

My business started off as a small, experimental project nearly a decade ago. From there, my business growth snowballed, slowly and steadily at first and then very suddenly. And, in 2022, I finally decided to put aside my corporate career and go full-time on the business.

Sales Hiring 103

Sales Hiring Business Scale Social Media 103

SaaStr

MARCH 5, 2021

Flock Safety’s Founder and CEO, Garrett Langley, and its VP of Growth, Alex Latraverse, know a bit about sales. Enough to go from 0 to 100 sales reps in about 18 months — and they’re looking to be well beyond 100 by the end of this month. The three things that led to ramping up sales at Flock Safety were: Achieving product-market fit.

Sales Recruiting 181

Sales Recruiting Sales Hiring Scale Sales 181

SaaStr

DECEMBER 29, 2023

It can replace humans for those companies that can’t find someone to send emails, update the website, or do sales. If you haven’t been through an IPO live, there are not that many people who invest in IPOs outside of the frothy times. It’s a thin asset class, but it’s time to get back to business. The market wants it.

Scale 238

Scale Sales Hiring Customer Success AI 238

Buffer Resources

OCTOBER 12, 2023

Financial transparency is especially close to our hearts, which is why we’re proud to share Open Books, a series of small business owners giving us a peek inside their books in the spirit of being open about finances as well. The process of building the business hasn’t always been so delightful, though.

Sales Hiring 112

Sales Hiring Business Scale Consulting 112

SaaStr

JANUARY 12, 2021

The CEO basically is the VP of Sales and Revenue and Customer Success, with maybe a junior resource or two helping. And they realize, now that they’ve gotten here, that — it’s time to Go Bigger: That the CEO, not trained in sales, shouldn’t be the VP of Sales anymore. But it will take $2.5m-$3m gross.

Sales Hiring 271

Sales Hiring Scale Marketing Sales 271

SaaStr

FEBRUARY 23, 2021

I want to spend a few posts and some time on sales comp plans for early-ish stage SaaS companies (up to say $20m in ARR). Because almost all the sales comp plans you are going to read about, and learn about are great — for SaaS companies that are well post-Scale. That work great for Salesforce, or Box. Just the top rep.

Sales Hiring 321

Sales Hiring Scale Sales Business Model 321