SaaStr

MARCH 20, 2020

318: The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Below, we’ve shared the transcript of Harry’s interview with Rachel. This episode is sponsored by TaxJar.

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SMB Scale Startup Marketplace as a Service 179

User Pilot

AUGUST 6, 2023

That is why companies use in-product communication , email newsletters, support calls, live chats, and social media channels to ensure that customers get a seamless experience. Following up on insightful customer feedback through email or interviews. Source: SMB Compass. Get your free Userpilot demo today!

Investment 97

Investment Banking Social Media Customer Lifetime Value 97

SaaStr

NOVEMBER 22, 2021

And then the fifth is this shared communication channels. And yet, people from this group hosted media interviews, did sessions, answered Q&A. So truly an extension of leveraging our community. And the fourth element is the surround sound of user content. And this is what compounds the previous one.

B2C 281

B2C Scale Consulting Software Review 281

CustomerSuccessBox

MARCH 4, 2022

Architecting the customer success organization and solutions to leverage and grow in support of our revenue goals, including finding the correct balance of services and support for our many customer categories – Large Enterprise, Mid-market, and SMB. Suggested Resource : Customer Success Interview Template.

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Customer Success Scale Customer Lifetime Value Interviewing 52

SaaStr

JUNE 21, 2019

243: Sara Varni is the CMO @ Twilio, the company building the future of communications allowing you to engage customers like never before on voice, SMS, WhatsApp or Video. How does the creative plan to get the message to the target customer change dependent on SMB vs enterprise? Where does Sara see most people go wrong here? *

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Scale Sales Hiring SMB Interviewing 138

Sales Hacker

MAY 15, 2018

Author’s note: When this interview was recorded, Andrea served as the CMO of Signpost. Her focus areas are demand generation, brand messaging, creative, marketing automation, marketing communications, marketing and sales alignment, PR, and customer retention. We’re more SMB and mid-market-focused. What You’ll Learn.

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Scale Sales Hiring Marketing Sales 68

Sales Hacker

DECEMBER 5, 2022

After analyzing thousands of Outreach instances from SMB to enterprise, I’ve noticed I end up giving similar advice to many users. Interview them, shadow them, ask them — whatever you need to do to find out what’s really going on. What will be your timeline and communication plan? Build a process diagram.

Scale 85

Scale Technical Review Systems Review Engagement 85

Sales Hacker

MARCH 19, 2020

Nextiva’s Business Communication Suite , for example, tracks every engagement your customer has with your company post-sale and scores their overall satisfaction with your platform using sentiment analysis. Affordable and integration-ready, these tools are equipping SMB and mid-market B2B companies with insane insights across all functions.

Customer Success 77

Customer Success Machine Learning Artificial Intelligence Sales 77

Sales Hacker

MARCH 18, 2019

This week on the Sales Hacker podcast, we interview Roger Scott , Chief Customer Officer at New Relic. How to build both SMB and Enterprise-grade CS teams and what tools to use to empower them. Outreach supports sales reps by enabling them to humanize communication at scale and by automating the manual work. Sam’s Corner.

VP of Engineering 69

VP of Engineering Sales Hiring Scale Technical Review 69

SaaStr

AUGUST 16, 2019

How did Justin communicate the situation to his bosses? What does Justin advise others in communicating burnout to their superiors? * What actions and communications must they adopt to ensure that this feeling of culture over performance is accepted by the team? What is the right way to approach them to discuss the situation?

Scale 139

Scale Underperforming Technical Team Sales Hiring Interviewing 139

Sales Hacker

SEPTEMBER 16, 2019

Instead of selling face-to-face, inside sales utilizes all the communication tools that modern salespeople have at their disposal: Phone. Inside sales focuses on SMB, mid-market buyers. Their preferred method of communicating with your sales team could even change throughout the same sales process. What Is Inside Sales?

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Sales Hiring Scale Sales Recruiting Payment Methods 83

SaaStr

MAY 8, 2020

Below, we’ve shared the transcript of Harry’s interview with Jessica. And I think the key takeaway and lesson here is really just to over communicate. What I will say is different than perhaps SMB is that, in the Fortune 500 with enterprise customers, your contracts are either churning, renewing at flat, or expanding.

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Sales Recruiting Technical Review Sales Hiring Outsourced Development 175

SaaStr

NOVEMBER 16, 2020

How can one determine a closer in the interview process? Below, we’ve shared the transcript of Harry’s interview with Andy. So my SMB reps, for example, are going to get many more at bats during their first quarter for maybe then one of my enterprise or global reps. So you lean on that a lot when interviewing salespeople.

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Sales Hiring Scale Leadership Technical Review 196

Sales Hacker

SEPTEMBER 30, 2019

Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best. Outreach has your back. Sam’s Corner.

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Sales Hiring Startup Scale Sales Recruiting 50

Intercom, Inc.

JUNE 21, 2018

There’s not really a lot of SMB, which is more like growth hacking rather than breaking into bigger deals. I think the actual hiring process is the best you’re ever going to see of the person you’re interviewing, so that’s kind of a sales process right there. A lot of my advising is actually around hiring.

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Sales Hiring Scale Sales Recruiting Technical Advisors 183

Sales Hacker

DECEMBER 13, 2017

We’ll lean on our panel of experts and start by sharing their unique perspective, followed by 7 very specific questions to ask when interviewing a sales consultant or trainer candidate. But what works for enterprise sales teams may not work for mid-market sales teams or SMB sales teams.

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Sales Hiring Consulting Scale Sales 91

Sales Hacker

SEPTEMBER 23, 2019

Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best. Outreach has your back. About Kevin Egan & Slack.

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VP of Engineering Sales Recruiting Sales Hiring Scale 52

Sales Hacker

JANUARY 14, 2019

Amy walks us through her background from being an SMB entrepreneur to leading large sales teams and why sales emerged as her true calling. Now, before we get to the interview, we’ve got some sponsors. Now, without further ado, let’s go to the interview. We’ve actually got a brand new sponsor.

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Scale Sales Hiring Sales Interviewing 55

Sales Hacker

APRIL 16, 2018

8) How to interview properly [30:00]. Individual contributor at Winstar Communications. I went to work for a company called Winstar Communications, which was a small local telecommunications company in the midst of the telecom deregulation of 1996. So Winstar Communications is the beginning. Show Agenda and Timestamps.

Sales Hiring 41

Sales Hiring Management Scale Sales Recruiting 41

SaaStr

JANUARY 21, 2020

It’s an SMB SaaS company in the healthcare technology vertical. Things like hiring the right people and being clear and communicative. We’re going to talk a little bit about being clear and communicative with goals and objectives. My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract.

Sales Recruiting 258

Sales Recruiting Sales Hiring Scale Sales 258

FastSpring

DECEMBER 8, 2022

I interviewed him for insights into how to build a global growth strategy, especially when it comes to localization. David Vogelpohl 02:42 We had some fairly large customers in my agency days, but the majority of them would be be what you would consider in the larger scale, like an SMB software company.

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Payment Methods Payment Solutions SaaS Payments Software Review 78

SaaStr

MARCH 12, 2019

How can founders know when is the right time to make the move from SMB to enterprise? With the scaling of departments and teams, what has Erica seen work really well when it comes to making cross-functional teams communicate really well? What are the inflection points where Erica often see communication or process begin to breakdown?

Scale 167

Scale Enterprise Scaling Sales Hiring 167

SaaStr

JUNE 10, 2020

Before founding BetterCloud, David was an early employee of Cloud Sherpas (acquired by Accenture), where he led the company to become the leading cloud services partner to SMB worldwide. How does one communicate that to them effectively? Below, we’ve shared the transcript of Harry’s interview with David. Harry Stebbings.

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Scale Cloud Sales Hiring Technical Review 165

SaaStr

JANUARY 28, 2020

I remember about three years ago, Marc Benioff gave some interview and he said his biggest regret was not continuing to hire sales professionals through 2009, his number one regret. It’s usually one way, but just help that more communication, right? You have to communicate to everybody so that they can be empowered to go do it.

Sales Hiring 205

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 205

Sales Hacker

JUNE 9, 2020

Leveraging the next generation of artificial intelligence, the platform allows sales reps to deliver consistent, relevant, and responsible communications for each prospect, every time enabling personalization at scale, previously unthinkable. Now, without further ado, let’s listen to this interview with Barrett Boston.

Leadership 79

Leadership Scale Sales Recruiting VP of Engineering 79

SaaStr

AUGUST 30, 2019

Finally, prior to HelloSign Whitney spent close to 5 years at Box where as SVP Global Marketing & GM Enterprise she took on all of marketing globally for Box and was responsible for reshaping the company brand from SMB to enterprise. Below, we’ve shared the full transcript of Harry’s interview with Whitney Bouck. Whitney Bouck.

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Sales Hiring Scale Technical Advisors Underperforming Technical Team 132

Sales Hacker

JANUARY 21, 2019

Outreach supports sales reps by enabling them to humanize communications at scale. Without further ado, let’s dive in and listen to this interview with Bill Binch. In 2016, his sales operation grew from targeting B2B to B2C, from SMB to enterprise, and from domestic to global with customers and offices all over the world.

Scale 13

Scale Sales Recruiting Sales Hiring Scaling 13

SaaStr

DECEMBER 12, 2020

As for Kate, prior to making the move to Notion just last month, she spent an incredible 8 years at Dropbox including holding roles such as Head of Sales Development, North America and Director of Global SMB Revenue and Operations. Below, we’ve shared the transcript of Harry’s interview with Kate. Harry Stebbings.

Scale 166

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 166

Sales Hacker

DECEMBER 30, 2019

Justin is the former SVP of sales at PatientPop and a current advisor to it, as well as a tremendous number of SMB SaaS companies. He then went on to help build PatientPop to over 60 million in recurring revenue and now he’s consulting to SMB businesses. Today on the show, we’ve got Justin Welsh. Outreach has your back.

Sales Hiring 52

Sales Hiring Revenue Scale Underperforming Technical Team 52

ChurnZero

APRIL 11, 2024

This is the part where I get on a soapbox about how digital is not just for SMB or your long tail of customers. This is a great place to start to better understand who you’re communicating with. This can be done either through interviews or surveys. How many segments do you have? Digital is for everyone!

Customer Success 52

Customer Success SMB Communication B2B 52

SaaStr

JUNE 24, 2020

Below, we’ve shared the transcript of Harry’s interview with Julie. So while I think the go to markets are very similar now in terms of the role of digital, what you’re trying to communicate to the customer is really a little bit different. I think you just need to communicate to the team that it is a stretch goal.

Scale 286

Scale Content Marketing B2C Sales Hiring 286

Intercom, Inc.

OCTOBER 29, 2019

Having grown to more than 300 people, communication between colleagues became complex , fracturing that crisp, shared notion of the customer we once took for granted. Sales: Be able to route prospects to our self-service flow or the most appropriate team within Sales, e.g. startups, SMB, MME, based on well-defined customer segments.

Business 184

Business B2C Scale Headcount 184

SaaStr

JULY 2, 2019

She may be running her own tech startup, and she may be looking for a better way to collaborate, ship product faster, communicate better across geographies, et cetera. Dannie : What we do then is we synthesize those interviews. Dannie : The way we specialized is we segmented, so SMB originally, enterprise, large enterprise.

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Enterprise Scale Sales Hiring SMB 146

Sales Hacker

JANUARY 21, 2020

SMB Sales & SDRs at (Smaller) Scale [18:20]. We’ve got an interview with Angus Davis. Now, without further ado, let’s listen to this interview with Angus Davis. It was a lot of fun to take what I’ve learned building an enterprise type business and applying it to SMB. Angus’ Approach to VC [23:59].

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Payment Methods Scale CTO Coach SMB 55

Unbounce

JUNE 16, 2020

especially for SMB SaaS startups. How will you communicate with partners, track their activity, and reward them? In trying to find a PRM solution for Unbounce, it was frankly hard to find a provider with a focus on SMB SaaS. I think channel distribution is one of the most promising and untapped acquisition channels for SaaS?—?especially

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

Sales Hacker

APRIL 29, 2021

With the advent of sales engagement platforms (SEPs) and other tools which make it easy to scale outbound sales communications, Rolodexes and spreadsheets are things of the past, with technology taking over many formerly manual steps. Your sales org is fundamentally different today than it was a year or two ago. Content Management.

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Scale Sales Hiring Sales Headcount 104

SaaStr

JULY 30, 2020

How does this differ between SMB and enterprise? Below, we’ve shared the transcript of Harry’s interview with Pete. This is why you see SMB focused sales organizations like Zenefits, or Yelp, or Yaxed, or what have you. It’s artistic behavior, persuasion, empathy, communication, that can be scientifically instrumented.

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Part-Time VPE Scale Sales Recruiting Sales Hiring 198