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 98

Sales Recruiting Scale Retention Sales 98

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 99

Sales Recruiting Engineering Revenue Sales Enablement 99

SaaStr

NOVEMBER 21, 2020

We’ve written a lot on SaaStr on how to increase the odds your first management team is a success. How to hire a great VP of Sales (tons on that here ). What a great VP of sales really does. How to manage customer success. About recruiting and helping you scale. When to hire her (more here ).

Sales Hiring 355

Sales Hiring Scale Sales Recruiting Engineering 355

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

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

SaaStr

SEPTEMBER 25, 2020

379: From how many reps to hire, to compensation models, here are the top 10 mistakes founders make when hiring their first sales teams and how to avoid them. Announcer: In today’s SaaStr Insider, SaaStr CEO and founder, Jason Lemkin, shared the top 10 mistakes founders make when hiring their first sales team.

Sales Hiring 178

Sales Hiring Sales Recruiting Scale Sales 178

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 Finance Forecasting 97

Valuize Consulting

JANUARY 25, 2024

While they touched on data strategy, tooling and metrics, all 3 experts emphasized that successful Digital Customer Success programs demand a holistic approach, embracing cross-functional collaboration and strategic adaptation. These roles should be complemented by professionals skilled in data engineering and systems infrastructure.

Customer Success 52

Customer Success Sales Recruiting Scale Strategy 52

User Pilot

SEPTEMBER 14, 2023

You can also use segmentation to help you identify and target at-risk users accordingly to reduce the churn rate. Segmentation has been proven to improve a vast range of product success metrics (not just sales efforts). This type of analysis is very helpful for product teams to quickly improve performance metrics.

Strategy 98

Strategy Sales Recruiting Onboarding Churn 98

ChurnZero

JANUARY 25, 2024

Skillset 1: Sales acumen In 2024, driving revenue is a primary responsibility of CS. This means that sales acumen is no longer just a bonus for CS professionals—it’s a new baseline for many companies. In 2024, tracking these metrics and demonstrating their impact are essential skills for CS professionals.

Customer Success 52

Customer Success Sales Recruiting Sales Hiring Scale 52

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

Sales Hacker

APRIL 5, 2021

In 2020 I was building my sales team at Livestorm , and at the time we were going through a big hiring boom. Over the course of time, I’ve interviewed and talked to hundreds of sales candidates. This was the case for me years ago when I started applying for sales positions in France, Ireland, and Luxembourg. Culture fit.

Sales Hiring 92

Sales Hiring Sales Recruiting Company Culture Interviewing 92

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

OpenView Labs

AUGUST 19, 2021

Sales recruiting is broken. The sad truth is that VP of Sales are turning over within 19 months —and that timeline is shrinking. . Not only that, the market has heated way back up and the VP of Sales is one of the most sought after roles. This isn’t linear and there are many shades of grey when it comes to sales. .

Sales Hiring 82

Sales Hiring Sales Recruiting Scale Startup 82

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. Creating a startup financial model helps you uncover key SaaS metrics and the assumptions you'll test as you implement your plans. For that, you need a financial plan with proper metrics.

Startup 98

Startup Sales Hiring Sales Recruiting Deferred Revenue 98

Baremetrics

OCTOBER 8, 2021

Indeed, to get the most out of customer data, SaaS businesses often rely on a third-party analytics dashboard for everything from basic SaaS metrics to financial forecasting and customer segmentation. One of the most important metrics is customer lifetime value ( LTV ). What is LTV?

Payment Services 94

Payment Services Payments SaaS Payments Payment Features 94

User Pilot

NOVEMBER 5, 2023

Overall, customer value management can make your product more competitive. Sales reps can use the knowledge to shift sales negotiations from price to value. You can do it by tracking metrics like churn rate or NPS and through qualitative surveys. How do you recruit your interviewees?

Management 99

Management Scale Customer Lifetime Value SaaS 99

CustomerSuccessBox

MAY 9, 2022

While your company can recruit additional Customer Success Managers and improve the customer experience, you’ll also need a Customer Success dashboard that provides revenue insights into every aspect of the customer journey. Customer success metrics you should track. Metrics for success that are more advanced.

Customer Success 52

Customer Success Sales Recruiting Outsourced Development Customer Lifetime Value 52

ChurnZero

JANUARY 10, 2022

Your onboarding process is a learn-or-churn, adopt-or-get-dropped situation. It has a long-lasting impact on your customer and deep ties to their likelihood to churn. If you’ve gotten customer feedback , for example, and you want to look over it to identify pain points, recruit a cross-functional team to help you review the data.

Onboarding 98

Onboarding Sales Recruiting SaaS Technical Review 98

Baremetrics

SEPTEMBER 24, 2021

Baremetrics is a business metrics tool that provides 26 metrics about your business, such as MRR, ARR, LTV, total customers, and more. Another financial factor to examine is the amount of churn a business suffers every month as this reflects the company's capacity to develop and retain connections — or to lose them.

Finance 98

Finance Venture Capital SaaS Payments Payments 98

ProfitWell

DECEMBER 13, 2019

The goal in SaaS sales is not to convince your customer to buy your product there and then—it’s to win that customer over to your product for a lifetime. We’ll tell you how to use your understanding of a prospect to turn them into a delighted customer, what metrics to lean on, and how to build the perfect SaaS sales team.

Scale 61

Scale Sales Recruiting SaaS Sales 61

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

Valuize Consulting

DECEMBER 7, 2021

Is it going to come from the Sales and Marketing budget, or General Administrative budget? Where does Sales, Support, Training & Education play and what does the handoff look like? Your charters must dictate how you hire as the skill sets you recruit need to align with, and complement, your charters.

VP of Engineering 98

VP of Engineering Customer Success Sales Hiring Interviewing 98

Chart Mogul

MARCH 26, 2018

Learn how InsureSign — an e-signing solution for the insurance industry — uses ChartMogul to better understand revenue and get a detailed picture of sales performance. For its first six years, the e-signature startup I founded, InsureSign, used only inbound sales efforts. What is the churn rate on those deals? Click, click.

Sales Recruiting 49

Sales Recruiting Outbound Sales Team Sales Healthcare 49

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

SaaStr

APRIL 30, 2022

Check out this 2018 Europa session with Guillaume Princen, Head of France and Southern Europe @ Stripe, where he talks about the metrics you need to be focused on in your startup. If you don’t have the time to watch the whole session, here are the main metrics you should be mindful of. One is your churn. MRR, obviously.

SaaS Payments 237

SaaS Payments Metrics Payment Methods Scale 237

User Pilot

MAY 21, 2023

Your options include: Feature requests Tracking user in-app behavior to identify friction points in the user journey Feedback received by the sales team and customer support team Monitoring what your competitors do Feedback widget for feature requests. You can also use them to recruit beta testers or to conduct fake door tests.

Underperforming Technical Team 86

Underperforming Technical Team Sales Recruiting Social Media Onboarding 86

SmartKarrot

OCTOBER 3, 2022

Recruit, hire, mentor and coach Customer Success team members. Assist with client marketing correspondence (newsletters, campaigns, sales print materials, welcome packets, surveys, etc.). Work with Account Director on potential target client list and sales strategies. Grow usage of BrightEdge within each account.

Sales Recruiting 19

Sales Recruiting Customer Success Sales Hiring Outsourced Development 19

OpenView Labs

NOVEMBER 30, 2021

The game has changed when it comes to recruiting. Hiring managers should prepare by putting together pitch materials (usually a 2-3 page deck) to give candidates a deeper look at your company and culture – beyond what’s on your website. Recommended resource: Let’s Stop Calling Churn a Customer Success problem.

Payment Services 80

Payment Services Benchmarks SaaS Payments Merchant Services 80

User Pilot

JUNE 28, 2023

Osano reduced delinquent churn with progressive billing popups. Stripo offers a pre-sign up interactive demo that brings prospects to their ‘Aha’ moment before they even create an account. Kommunicate drives sales-less product adoption through product experiments and tracking adoption rates with Userpilot.

Onboarding 86

Onboarding SaaS Payments Payment Services Payment Solutions 86

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

SmartKarrot

OCTOBER 18, 2021

Role: VP Customer Success Location: Irvine, CA, US (Hybrid) Organization: IntelligenceBank As a VP of Customer Success, you will achieve business targets for upsell, product usage and engagement, retention ARR and churn prevention for the North American region. set by your manager. Collecting referrals from businesses when possible.

Sales Recruiting 19

Sales Recruiting Customer Success Payment Services Payment Facilitation 19

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. Q: What key metrics can Customer Success share with product to help prioritize their goals? What are your metrics?

Customer Success 87

Customer Success Sales Recruiting Finance Sales Hiring 87

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

SmartKarrot

MARCH 15, 2023

Role: Director, Customer Success Location: Houston, TX, United States (Remote) Organization: Innovapptive Inc As a Director of Customer Success, you’ll ensure great client happiness, adoption improvements, retention, and expansion, you should lead and manage the customer success team of strategic accounts.

VP of Engineering 19

VP of Engineering Customer Success Sales Recruiting Sales Hiring 19

ChurnZero

MAY 10, 2019

This event brought together thousands of technology leaders from Customer Success, Services, Sales, Product and Marketing. – Learn more about customer health, the key health metric and how to use your customer scores to stay healthy in the long run. Is It Time Your Customers Got a Health Check Up?

Technology 74

Technology Customer Success Sales Recruiting Sales Hiring 74

SmartKarrot

MAY 6, 2022

Represent the voice of the customer to provide input into the core product, marketing, and sales process. Meet pre-defined metrics around churn reduction and revenue growth through engagement and driving deep product adoption. Develop both the long-term vision and strategy for the team, and drive progress toward key metrics.

Customer Success 19

Customer Success Sales Recruiting Scale Software Review 19