SaaStr

JULY 10, 2022

A great VP of Customer Success in just a quarter or so decreases churn and increases account revenue growth. Sales growth slowly declines as she struggles to bring in enough reps. Sales growth slowly declines as she struggles to bring in enough reps. Churn slowly increases. Then, manage a small team.

Sales Recruiting 255

Sales Recruiting Sales Hiring Scale Churn 255

SaaStr

DECEMBER 28, 2019

Enough with the excuses for not having hired your real VP of Sales, or that VP of Engineering, or whatever. Hire a real recruiter. Hire more sales reps in the areas where they are profitable. Figure out what you can do with data. This will drive up your net retention, drive down your churn, and drive up NPS.

Part-Time VPE 325

Part-Time VPE Sales Hiring Scale Sales Recruiting 325

Tom Tunguz

OCTOBER 9, 2013

One number investors use to benchmark SaaS startups across sectors and industries is sales efficiency. There are a handful of variants of this metric, sometimes called the magic number, but ultimately they all aim to provide some sense of the incremental revenue returned by sales and marketing investment. The raw data is here.

Benchmarks 160

Benchmarks Sales Recruiting Startup Sales 160

SaaStr

JANUARY 24, 2024

How do you diagnose and solve churn? Sales reps were hosting 4-6 calls daily but most of these calls were early demos or top-of-funnel discovery calls Sales was closing really small deals on one end while talking to really large companies with hundreds of thousands of people on the other. Can you start and stop a PLG motion?

Scale 273

Scale Sales Hiring Scaling Revenue 273

The Angel VC

JUNE 25, 2015

For most SaaS startups, the VP of Sales (along with the VP of Marketing) is one of the most crucial hires they need to make. Unless you have a no/low touch sales model and you're growing virally (a.k.a. hunting rabbits or deer ) or a field sales team (a.k.a. hunting rabbits or deer ) or a field sales team (a.k.a.

Sales Hiring 185

Sales Hiring Sales Recruiting Scale Headcount 185

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

SaaStr

JULY 1, 2021

You can be like, “OK, our culture is we’re going to work super hard, and churn out a lot of features, and sell a lot of product.” I want to come be your VP of sales and, you’re going to meet me for the first time. Spencer : For me, the key things for a VP of sales is, “OK, tell me about your best reps.

VP of Engineering 293

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 293

Sales Hacker

JANUARY 20, 2022

Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success, but you can’t rely on those inputs to tell you if they are personally satisfied.

Sales Recruiting 114

Sales Recruiting Scale Retention Sales 114

SaaStr

NOVEMBER 12, 2019

I started a software company in college to make it easy to update websites called Content Management Software Now, and I had this idea for Pardot, I wanted to make it easy for marketers to run campaigns online and measure their results. SalesLoft, why was that Pardot, I tried to recruit this guy, Kyle Porter, to come run sales at Pardot.

Sales Recruiting 186

Sales Recruiting Scale Outsourcing Services Sales Hiring 186

SaaStr

JUNE 3, 2020

And this is data from Battery Ventures, but you can see that in the next eight years, we’re expecting industry to double, to be a trillion dollar global industry. On the left, you can see data on small and midsize companies, how much software are they buying? And even that’s really just the beginning.

Software Review 234

Software Review Scale Technical Review SaaS 234

Chart Mogul

JANUARY 9, 2025

So read on, and hopefully, your SaaS sales journey will be less about trial and error and more about steady progress toward success. Whats important to note is that each model targets a distinct customer persona and, therefore, has a unique approach to the customer journeyfrom brand awareness to sales and, ultimately, conversion.

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

Sales Hacker

APRIL 8, 2024

In the competitive arena of B2B sales, mastering the art of prospecting is key to ensuring a healthy sales pipeline, daily demos booked, and hitting your sales quota. Fortunately for you, we’ve sifted through the clutter and done all the legwork to bring you the top 10 sales prospecting tools. Wiza reviews 4.5/5

Scale 121

Scale Sales Recruiting B2B AI Search 121

The Angel VC

AUGUST 10, 2011

One could almost say that CAC and CLTV are for a SaaS company what wholesale price and sales price are for a retailer. So for a bigger SaaS player, sales and marketing costs are the driver of profitability. If CTLV is high, churn can't be that big. Provided that there is some data on these two metrics, that is.

Sales Recruiting 155

Sales Recruiting Startup Customer Lifetime Value SaaS 155

Sales Hacker

JULY 25, 2022

Here’s the thing about driving a car — and about running a sales org: Bumps in the road are inevitable. One of the best ways to ensure every part of your engine is running smoothly is to build sales performance dashboards for everyone on your team. What is a sales performance dashboard? What is a sales performance dashboard?

Sales Recruiting 114

Sales Recruiting Engineering Revenue Sales Enablement 114

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Meghan Gill | VP of Sales Ops @ MongoDB. FULL TRANSCRIPT BELOW.

Sales Recruiting 148

Sales Recruiting Sales Hiring Scale Sales 148

Sales Hacker

MARCH 10, 2021

As a sales leader, you want your sales reps to be the best they can be. However, if 100% of your sales reps are hitting their quota every single quarter, it may not be cause for celebration. A healthy sales organization should aim for about 60% of reps hitting their quota. Even as adults, we strive for 100%.

Scale 119

Scale Sales Recruiting Compensation Sales 119

Sales Hacker

OCTOBER 19, 2022

Sales compensation planning can be a tricky beast to tame — but know that you’re not alone. I asked 12 incredible sales leaders across the SaaS industry to share their biggest challenges with comp planning and how to overcome them. Related: New to sales compensation planning? Top 10 sales compensation challenges.

Compensation 120

Compensation Sales Recruiting Sales Finance 120

SaaStr

AUGUST 5, 2019

Rajesh is going to walk you through the key elements of winning the long game in SaaS – how to win customers, how to create long-term relationships, and how to avoid churn. We offer a comprehensive solution for customers to manage all their unstructured data. Churn management is a journey.

Sales Recruiting 188

Sales Recruiting Construction Scale SaaS 188

Totango

DECEMBER 13, 2022

But CS recruiting has its own special challenges as a nascent industry where job titles, reporting structures, and inter-departmental collaborations vary considerably from one company to the next. To make it easier, give recruiters more input on what CS is, the careers and paths to advancement it offers, and criteria for an ideal candidate.

Sales Hiring 99

Sales Hiring Sales Recruiting Scale Customer Success 99

InsightSquared

AUGUST 14, 2019

For sales professionals, AI is not only impacting your personal life, but it will soon influence your professional work too if it hasn’t already done so. Many of today’s forward-thinking companies have already begun using AI in their sales strategies. Strengthens Communication With Sales Leads.

Artificial Intelligence 91

Artificial Intelligence Sales Recruiting AI Forecasting 91

Baremetrics

NOVEMBER 25, 2021

Your marketing and sales budgets, and the personnel assigned to those teams, will also rise. A longer lead time for recruitment means higher quality recruits. Build a stronger team by using a hiring plan Get deep insights into MRR, churn, LTV and more to grow your business. It helps maintain consistent growth.

Sales Hiring 97

Sales Hiring Sales Recruiting Forecasting Finance 97

OPEXEngine

APRIL 12, 2022

Emboldened by this seeming endorsement, I dashed off what turned into a lengthy email on interviewing and recruiting, a topic about which I am passionate not because I think I am good at it but because I think I am not. Thoughts on The Recruiting Process. For a CFO, do you require an accounting or finance background?

Sales Recruiting 40

Sales Recruiting Sales Hiring Interviewing Finance 40

OpenView Labs

NOVEMBER 16, 2021

Data is vital, but unfortunately many founders and execs become obsessed with sifting through seemingly endless streams of analytics. This guide is meant to serve as high-level overview of the most common SaaS metrics, compiled from years of tips, best practices, first-hand knowledge, and data on the subject. Churn Rates.

Benchmarks 98

Benchmarks Scale Metrics Sales Recruiting 98

SaaStr

SEPTEMBER 13, 2020

They started in the point of sale market, and then as the company scaled, they rolled out new value props and modules for payroll, or Toast capital, or ways to manage your employee base. This is really founder-led sales. Byron gave a great example with Toast, one of my favorite portfolio companies. That’s your CAC.

Sales Hiring 219

Sales Hiring Scale Payments Cloud 219

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

Scale 105

Scale Payment Methods Sales Recruiting SaaS Payments 105

Stax

MARCH 18, 2025

Data cited by Statista shows that the software as service is expected to hit $299 billion by the end of 2025. This is what SaaS applications call “user churn,” and it can affect their monthly recurring revenue (MRR) , as well as their annual recurring revenue (ARR). Churn rate. Customer lifetime value.

Scale 117

Scale Payment Services Payments SaaS Payments 117

SaaStr

JULY 15, 2022

And do it importantly in a low risk way, in a low risk way, because all large enterprises want to firewall a new vendor in some fashion, either try it with a small department or try it with non-sensitive data. Jason Lemkin: I’ll answer it, but are you thinking more on sales or technology or broadly speaking in the question?

Scale 293

Scale Outsourcing Services Sales Hiring VP of Engineering 293

Sales Hacker

APRIL 21, 2020

When I first wrote this article, we were in a very different place, with unemployment at an all-time low and sales hiring a top priority. Part two of this scorecard series will help you create a sales interview scorecard to land that sales role you’ve been dreaming about. Sales chops. What sales system do we use?

Sales Hiring 119

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 119

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. Now, what does the data tell us, are there any (or many?)

Sales Recruiting 106

Sales Recruiting Sales Hiring SaaS Payments Scale 106

Sales Hacker

MAY 9, 2019

A great sales compensation plan needs to accomplish quite a lot. And of course, a strong sales comp plan needs to motivate reps to hit goals that grow the company while still maintaining a profit margin. The Process for Creating a Sales Compensation Plan. Know what to Include in a Sales Incentive Plan. Keep it Simple.

Compensation 110

Compensation Sales Hiring Development Team Review Sales Recruiting 110

yoursales

JANUARY 28, 2022

Sales Stack 2022 Sales Tools for Professional B2B Sales SALES STACK 2022: Sales Tools for. Professional Sales SALES STACK. 2021: Sales Tools. Sales W hich challenges would you like sales technology to solve for your sales team? What is sales technology here to do?

Scale 113

Scale Payment Methods Payment Solutions Sales Recruiting 113

User Pilot

JULY 27, 2023

Account Managers: They serve as the lead point of contact for all customer account management matters. Product Marketing Manager: This person is tasked with developing product marketing campaigns , crafting compelling marketing messages, and coming up with ideas to retain customers. Average salary: $46,035/yr.

Sales Hiring 98

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 98

User Pilot

SEPTEMBER 14, 2023

Customer data segmentation is based on grouping users according to their usage history. The next step is about gathering the data you need to build a clear understanding of customer segments. You can gather data via product usage (i.e., The choice of data you’ll gather depends on the priorities you set in the first step.

Sales Recruiting 105

Sales Recruiting Strategy Onboarding Churn 105

Totango

JULY 19, 2021

This leads to greater customer success, which reduces churn and increases renewals. . It may be wise to look for applicants coming from diverse backgrounds, such as those with customer relations, sales or other service-orientated backgrounds. Churn Reduction. 1: Recruit the Right People. Customer advocacy.

Customer Success 126

Customer Success Sales Recruiting Compensation Scale 126

User Pilot

JULY 25, 2024

TL;DR A customer experience (CX) manager is a professional responsible for improving interactions between a company and its customer base across different touch points. They play a key role in implementing a positive customer experience , improving user retention, and minimizing churn rates. What does a customer experience manager do?

Sales Recruiting 85

Sales Recruiting Sales Hiring Management Leadership 85

Neil Patel

OCTOBER 12, 2020

By using artificial intelligence like voice recognition and natural language processing (NLP) to understand requests and machine learning to collect data, identify patterns, and “learn” user preferences. Or the hours spent hunched over data trying to make sense of it? No complaining, recruiting, or training required.

Artificial Intelligence 145

Artificial Intelligence AI Search AI Social Media 145

ChurnZero

NOVEMBER 29, 2022

At the time, I was a sales engineer, and my job was to close deals and move on to the next prospect. However, I found there were two flaws in our customer management process. There were also a number of customers who turned us into shelfware or essentially churned. We had presales, and we had post-sales.

Customer Success 98

Customer Success Sales Recruiting Technical Review Compensation 98