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

SaaStr

NOVEMBER 9, 2019

To invest in you when there’s no logical reason to. But they are often just awful managers. This means more employee churn, friction, drama than you need. Manage People. Manage anyone you can, even if it’s not perfect. Being a CEO is tough. You have to convince people to join you. Especially in SaaS.

Sales Hiring 279

Sales Hiring Sales Recruiting AWS Churn 279

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? People all across the company are so proud of our sales team.

Sales Hiring 143

Sales Hiring Sales Recruiting Scale Sales 143

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 93

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 93

ChurnZero

MARCH 11, 2020

Churn Reasons: You’re Not Digging Deep Enough. This is a guest post by Jay Nathan , Founder & Managing Partner at Customer Imperative. Disappointed, but oddly satisfied, I hung up the phone from a call with a recently-churned customer. Eventually, these issues become deal-breakers which can lead to churn.

Churn 52

Churn Scale Sales Recruiting Sales Hiring 52

Valuize Consulting

JANUARY 25, 2024

Effective Cross-Functional Collaboration Your Digital CS program should be directed by Customer Success but also requires close partnership with Marketing, Product, Sales, and Revenue Operations. Strategic Resourcing Relying on traditional CSMs for fractional management of your digital program is not sustainable.

Customer Success 52

Customer Success Sales Recruiting Scale Strategy 52

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.

Benchmarks 120

Benchmarks Sales Recruiting Startup Sales 120

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.

AI 91

AI Artificial Intelligence Sales Recruiting Forecasting 91

SaaStr

MAY 8, 2020

* What does Jessica believe is the right way for sales reps to engage with new customers during this time? How should sales teams and CS respond to requests for discounts? What specific and deliberate things can startups do not just to prevent churn but also to increase usage and upsell? This podcast is sponsored by Guru.

Sales Recruiting 176

Sales Recruiting Technical Review Sales Hiring Outsourced Development 176

Natalia Luneva

NOVEMBER 11, 2021

How he founded Sales playbook. I founded SalesPlaybook after getting frustrated by the lack or absence of sales support for startup founders. A lot of these companies have never done outbound sales and they don’t have a repeatable process in place and they haven’t really nailed down their ideal customer profile.

Sales Recruiting 52

Sales Recruiting Sales Hiring Scale Sales 52

Baremetrics

SEPTEMBER 24, 2021

They may need cash to meet immediate financial obligations or have a longer-term objective and require capital to invest in their development. The amount of ownership provided to an investor is decided by the stage of business investment (series A, B, etc.). It is ideal to have a low churn rate and a high MRR/ARR.

Finance 98

Finance Venture Capital SaaS Payments Payments 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

Baremetrics

JUNE 30, 2021

All the data your startup needs Get deep insights into your company's MRR, churn and other vital metrics for your SaaS business. If you're past the investment stage, having fine-grained numbers is typical. For instance, do you have a certain number of sales agents or current customers or a specific marketing activity planned?

Startup 98

Startup Sales Hiring Sales Recruiting Deferred Revenue 98

Valuize Consulting

DECEMBER 7, 2021

In the subscription economy, there’s no debate about whether or not to invest in Customer Success (CS); 70% of rapidly growing businesses say that Customer Success is extremely important ( Hubspot , 2017). When it comes to budget, organizations often haven’t established where the investment is coming from to fund the CS team.

VP of Engineering 98

VP of Engineering Customer Success Sales Hiring Interviewing 98

Intercom, Inc.

JUNE 2, 2021

By failing to acknowledge the differences early, teams risk misallocating their focus and energy when solving problems, investing too much or too little in each one. “ Investment . Investment. If not, investment will be higher. That said, ranking investment shouldn’t be driven purely by estimating effort.

Innovation 251

Innovation Investment Sales Recruiting Strategy 251

Tom Tunguz

MAY 12, 2015

Over the course of the panel, we discussed the ways to recruit, structure, and manage vibrant customer success teams. In 2015, the company prioritize on-boarding to mitigate short-term customer churn by investing more time at the beginning of a relationship. Year Adoption Retention Expansion. 2014 20% 70% 10%.

Compensation 100

Compensation Customer Success Sales Recruiting Churn 100

SaaStr

JULY 12, 2022

One of the first what How to Hire a Great VP of Sales at the New York Enterprise Tech Meet-Up (thank you to John Lehr and Work-Bench for setting this up). The Number One Thing You Can Do to Accelerate Your Business Post-Initial Traction is Hiring a Great VP of Sales. Now, I just invest in SasS companies. SaaStr is Turning 10!

Sales Hiring 261

Sales Hiring Part-Time VPE VP of Engineering Sales Recruiting 261

SaaStr

JUNE 3, 2020

And we’re also pleased, now to have almost a hundred thousand different SaaS products listed there, and being backed by a hundred million dollars from LinkedIn and some great investors that do allow us to keep investing in this marketplace. And companies in general, are also right now, investing more in software and digital.

Software Review 181

Software Review Scale Technical Review SaaS 181

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 93

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 93

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. Since then, you’ve spent over 12 years in post-sales leadership. Going through all parts of the customer journey.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

The Angel VC

AUGUST 10, 2011

I recently wrote that investors (myself included) should do a better job of making their investment criteria transparent to founders. One could almost say that CAC and CLTV are for a SaaS company what wholesale price and sales price are for a retailer. If CTLV is high, churn can't be that big. along the way.

Sales Recruiting 155

Sales Recruiting Startup Customer Lifetime Value SaaS 155

OPEXEngine

OCTOBER 6, 2020

How quickly would customers churn? Taking stock of resources: The Salsify team didn’t want to create a self-fulfilling prophecy by laying off sales reps and then killing their sales pipeline, so they forecasted a best-case scenario based on a reduced sales team performing at full capacity to ensure rapid growth was still possible.

Sales Recruiting 40

Sales Recruiting Sales Hiring Payment Services Forecasting 40

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

Sales Hacker

AUGUST 4, 2020

This week on the Sales Hacker podcast, we speak with Matt Rizzetta , founder of North 6th Agency, which is a communications and PR firm based in New York City. Subscribe to the Sales Hacker Podcast. How to get better at sales [21:37]. Welcome to the Sales Hacker podcast. Welcome to the Sales Hacker podcast.

Scale 105

Scale Sales Hiring Sales Recruiting Outsourcing Services 105

ChurnZero

MARCH 6, 2020

Founder Annette Franz shares a quote from sales expert Zig Ziglar that shows how a people-first philosophy is your business growth strategy: “You don’t build a business. There’s a smorgasbord of studies that overwhelmingly prove the multi-faceted benefits of investing in a people-first culture. The good news is that….

Customer Success 69

Customer Success Software Review Scale Sales Recruiting 69

SaaStr

NOVEMBER 2, 2019

Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. Hear about the early days of Glassdoor; tactical lessons on scaling—from building a business model and recruiting an all-star management team to advice on building a compelling, innovative company culture; and learn whyGlassdoor’s $1.2

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128

ChurnZero

DECEMBER 18, 2020

Can we recruit hiring new team members from January to April, or from January to June this year, just to make sure that as we enter in the next year, we’re able to start off with some wins and not get upside down. You may not be able to get it from the sales ops team anymore. That’s a tall order.

Customer Success 87

Customer Success Sales Recruiting Finance Sales Hiring 87

ChurnZero

JULY 9, 2020

Sure, you won customers over to get the initial purchase, but what about your post-sale courting? We gift customers whenever they leave an online review, act as a reference for a potential customer, or refer a customer who connects with our Sales team as well as when the referred prospect becomes a customer.

Retention 64

Retention Strategy Scale Sales Recruiting 64

SaaStr

JANUARY 28, 2020

And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Maria : Yeah, I think, coming from a marketing side and thinking about that as a marketer, marketing is all about investments. And notice that I said investments, not cost or spend.

Sales Hiring 205

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 205

ProfitWell

DECEMBER 10, 2019

When companies put paid programs in place, everything changes—fostering a brand new revenue stream that they can use to invest in new customer-centric ideas. With this pay-for-loyalty model, “Instead of talking about margins and mark-ups,” Tien points out, retailers are “talking about membership churn and retention. Email Address Play.

Sales Recruiting 41

Sales Recruiting Subscription Payment Features Onboarding 41

ChurnZero

APRIL 26, 2019

Whether dealing with onboarding or recruitment, every HR department hopes for a smooth and well-defined employee experience. A successful HR manager leverages metrics to forecast, track and report on new employee onboarding. It also provides a visible signal that you are investing in the long-term success of your team.

Onboarding 58

Onboarding Sales Recruiting Scale Sales Hiring 58

SaaStr

FEBRUARY 22, 2019

Matt Turck talks with three hyper-growth stage Co-Founders and CEOs on three roadblocks when scaling past $15M ARR: hiring, culture, and sales. We invest all over the country and very much in Europe as well including Paris. So we decided to take you to know three specific topics which are hiring, culture and sales.

Sales Hiring 114

Sales Hiring Scale Sales Recruiting Company Culture 114

SmartKarrot

JUNE 9, 2022

As we grow, hire, coach, and mentor a customer success team passionate about helping customers get the most from their investments in Sync. Ensure their teams deliver efficiently in alignment with key partners in Sales, Product, and Engineering. Conduct customer health checks to identify risk and mitigate churn risk.

VP of Engineering 19

VP of Engineering Customer Success Sales Recruiting Sales Hiring 19

SaaStr

OCTOBER 5, 2020

There’s a common thinking that sales teams should be relatively high churn. That the bottom 15-20% of the sales team almost has to churn each year, because it’s survival of the fittest. At Salesforce, at Box, the bottom end of the sales team churns out each year. Usually – no.

Scale 281

Scale Sales Hiring Sales Recruiting Sales 281

SmartKarrot

JANUARY 21, 2022

Help set and track towards company-wide expansion, retention, and churn metrics. Work cross-functionally with sales to ensure successful deployments across Twingate’s largest deployments. Create and execute a talent strategy that recruits, onboards, and develops diverse talent.

Customer Success 19

Customer Success Sales Recruiting Sales Hiring Leadership 19

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. In Today’s Episode We Discuss: * How Kyle made his way into the world of SaaS and sales and came to be Head of Sales at one of the fastest-growing companies in Figma. What worked?

Sales Hiring 195

Sales Hiring Sales Recruiting Scale Technical Advisors 195