SaaStr

MARCH 22, 2024

After switching to SaaS, she started as an SMB sales leader with no prior management or SMB sales experience. She wanted to jump into a full cycle capacity as a sales leader, but she said yes. The decision to leave a fairly scaled role leading 200+ AEs at LinkedIn to join a smaller-stage startup.

Scale 249

Scale Underperforming Technical Team SMB Finance 249

Intercom, Inc.

APRIL 20, 2021

Here are three ways to know if it’s time to invest in customer support operations (if you’re looking to scale, it probably is), and a few simple things your organization can do to get started. You’re not scaling as quickly as you’d like. Map that, make your changes, show your improvements, communicate with customers, close the loop”.

Scale 156

Scale Customer Support Scaling Headcount 156

SaaStr

MAY 24, 2024

Lemkin expresses concern about the changing work ethic and loyalty of sales and marketing professionals, observing a trend of multiple job-holding and lack of commitment. Revenue per employee has doubled since 2021, leading to budget cuts and the necessity for leaders to achieve more with fewer resources.

Sales Hiring 195

Sales Hiring Outsourcing Services Technical Review Scale 195

SaaStr

MAY 17, 2024

Phase Three: Goal-Setting Stage three is about setting and creating strategy together with the leadership team. As you scale and need someone to prioritize your roadmap and build the organization, then you bring in the high-powered leader who can also build structure around how to strategize for a second, third, and fourth product.

Scale 244

Scale Technical Review Sales Hiring Artificial Intelligence 244

SaaStr

JUNE 27, 2019

Erica has led New Relic through massive growth, scaling the company’s enterprise business 10x since she joined the business pre-IPO. Erica will share the five critical steps (and some lessons learned along the way) for scaling in the enterprise. We operate at great scale. Want to see more content like this?

Scale 179

Scale Enterprise Scaling Sales Hiring 179

Intercom, Inc.

JULY 11, 2019

In a company’s early days as a lean, mean, business machine, it’s fairly easy for leadership to stay in sync with their users. If you’re a leader, he says, don’t try to scale your job. Here are five quick takeaways: Most sales and support teams talk about their jobs as a funnel. Michael Redbord has an answer for that.

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

SaaStr

DECEMBER 2, 2021

25 SaaStr 214: New Relic CRO Erica Schultz on What It Takes To Successfully Scale Into Enterprise & How The Very Best Reps Build Relationships With Their Leads. #24 Today, we’ll dive into 25-13. We’ll be back tomorrow with the Top 12. #25

Scale 251

Scale Benchmarks Enterprise Leadership 251

SaaStr

OCTOBER 10, 2022

From a venture capital perspective, there’s now a premium on driving efficient growth rather than growth at any cost. . “Sales and marketing alignment is a terrific place to figure out and improve efficient growth.” . From the get-go, ensure alignment between sales and marketing teams on goals and anticipated outcomes.

Scale 280

Scale Sales Hiring Marketing Venture Capital 280

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. On the sales side, people hired way too much. More salespeople do not equal more sales. Sam just finished 18 months at Founders Fund after joining in mid-to-late 2022.

Sales Hiring 264

Sales Hiring Sales Recruiting Scale Headcount 264

Intercom, Inc.

OCTOBER 26, 2021

Getting the team right is one of the hardest parts of scaling sales. But no sales team can afford to grow without intention. While building a sales team, we’ve focused a lot on our sales culture. Here’s how we went about growing a sales team that is both world class and culture-additive.

Scale 160

Scale Sales Hiring Sales Recruiting Sales 160

SaaStr

FEBRUARY 4, 2020

So a playbook on scaling high performance organizations in 30 bit minutes. So big, big scale. In addition to being good, it has to be well communicated to everybody in the organization and we’ll come back to that. You’re passionate about diversity and you hire an all white male leadership team. No big deal.

Scale 178

Scale Underperforming Technical Team Scaling Leadership 178

SaaStr

JANUARY 13, 2023

After scaling from $0 to $100,000,000 in two years, Jones has a fair share of experience with things breaking. Your people, communications, and a best-laid plan should be on your radar through hyper-growth. At Wiz, the leadership team thinks of the company as a child. Communications. but rather “what doesn’t break?”.

Scale 247

Scale Underperforming Technical Team Leadership Communication 247

Buffer Resources

AUGUST 16, 2023

However, scaling a business into a seven-figure enterprise is a completely different ball game altogether. So, how could these startups scale while others struggled to find their footing? So how did I scale my PR agency to a coveted seven-figure powerhouse? To scale and truly stand out, I needed to niche down.

Scale 52

Scale Scaling Strategy Social Media 52

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. Implement systems to attract great talent.

Sales Hiring 225

Sales Hiring Scale Retention Sales 225

ChurnZero

JULY 22, 2022

As Donna Weber , the world’s leading expert in customer onboarding, knows, onboarding is about more than completing product training and filling out checklists. If you have a really long sales cycle, let’s say 6 to 12 months, then you have about half of that time, say three to six months, to deliver value.

Scale 98

Scale Onboarding Scaling Underperforming Technical Team 98

SaaStr

DECEMBER 27, 2023

It’s essential that messaging doesn’t get confused when communicating with these different use cases. When a new sales leader comes in, they usually say the data is messed up, difficult to comprehend, and unclear about where leads are coming from. The bigger you scale, the harder this can be.

Sales Hiring 209

Sales Hiring Scale SMB Outsourced Development 209

SaaStr

FEBRUARY 8, 2023

In this week’s episode of CRO Confidential, Founders Fund Investor Sam Blond sits down with the SVP of Sales at Modern Health, Hannah Willson, to discuss how companies can adapt to the current sales environment and how to correct course when you don’t have a right-sized sales team. What Sales Team Size Is The Right Size?

Sales Hiring 130

Sales Hiring Scale Sales Strategy 130

Intercom, Inc.

APRIL 14, 2020

That sense of safety must come from the top – directly from your leadership team. Intercom’s Senior Customer Support Manager Ruth O’Brien says: “It’s important to strike a good balance between being honest about how you’re feeling and not pretending to be perfect, but also being calm and leading by example.

Scale 223

Scale Leadership Customer Support Healthcare 223

SaaStr

MARCH 26, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. In this talk, Claire will share these and other lessons for scaling high-growth organizations. Manual processes first. Names stick.

Scale 150

Scale Payment Services Payment Methods Scaling 150

Tom Tunguz

MARCH 19, 2023

That book, Scaling People : Tactics for Management & Company Building. The operating cadence describes how & how often the management team reviews progress & communicates with the team. Another segment emphasizes the importance of Stripe’s written internal communication.

Startup 209

Startup Scale Systems Review Compensation 209

SaaStr

FEBRUARY 23, 2022

In this special SaaStr Annual presentation, Thomas shares how async communication improves the work experience, enhances company culture, and builds a better business. To understand async (asynchronous) communication, it’s important to first define its opposite; synchronous communication. Communicate Publicly.

Scale 229

Scale Company Culture Interviewing Communication 229

Totango

NOVEMBER 5, 2021

Do you use Totango for CSM reps only or as a dashboard for everybody in the Sales/CSM and Customer Care team? . We have implemented forms and email communications to try and see if the right contact can be referred to us and we can update our contacts accordingly. . Well, if you’re Aruba, you go digital.

Scale 111

Scale Engagement Scaling Strategy 111

User Pilot

DECEMBER 10, 2023

Are you a product-led or sales-led kind of SaaS? Or perhaps you’ve managed to marry the two strategies and embraced product-led sales? Ben Williams talk on product-led sales. Ben Williams talk on product-led sales. In the sales-led model (SLG) , it’s the sales reps who nurture leads and close deals.

Scale 105

Scale Sales Software Review Retention 105

SaaStr

NOVEMBER 21, 2020

How to hire a great VP of Sales (tons on that here ). What a great VP of sales really does. But as I now work with 24+ scaling SaaS companies, all of whom, all of us, who struggle to build a great management team … I’ve learned to distill it all down to one thing. About recruiting and helping you scale.

Sales Hiring 356

Sales Hiring Scale Sales Recruiting Engineering 356

Intercom, Inc.

NOVEMBER 23, 2021

Former Google Cloud and Salesforce leader Sanj Bhayro has joined the company as VP, EMEA Sales. We’re serving as the crucial communication layer, allowing businesses to develop and maintain fruitful relationships with their customers, and we’re redefining how businesses and customers communicate online.

Scale 118

Scale Leadership Communication Sales Hiring 118

SaaStr

MARCH 31, 2020

I’m Guillaume Cabane and today I’m going to talk about The Playbook To Running Growth Experiments At Scale. That’s just not measurable on the revenue scale. Because you’re just not making profit from those leads anymore, okay? And that’s why we have a riff and conflict with sales.

Scale 133

Scale Scaling Sales Hiring Engineering 133

SaaStr

JULY 7, 2022

Incredibly, ZoomInfo has scaled to IPO with an entirely sales-driven motion. He breaks down how GTM efficiency drives their ability to scale with sales-driven motion and other insights you can apply to scale your SaaS business. Mistake 4: Not getting your product and engineering team on sales calls.

Scale 233

Scale Sales Hiring Interviewing Engineering 233

SaaStr

OCTOBER 26, 2022

AI-powered communication is helping people improve the quality and impact of their communication. For Grammarly, communication is a large market because it’s relevant to everyone. This fact made it clear to Grammarly that their technology will help enterprises save money lost to ineffective communication.

Enterprise 184

Enterprise Scale Sales Communication 184

Valuize Consulting

MAY 4, 2022

Rally Your Organization Around A Strong CS Scale Strategy. As revenue and customers grow, leaders quickly, and sometimes painfully, learn that they need to adopt a proactive approach to their customer engagement and lifecycle that enables their long tail customers through a powerful Scale strategy. Identify Your North Star Metric.

Scale 52

Scale Customer Success Scaling Strategy 52

SaaStr

MAY 3, 2023

Scaling a company comes with all kinds of hiccups and failures. Sometimes the best way to avoid hard-to-fix mistakes is by hearing how other people flubbed it while they were scaling. For a quick rundown, Gainsight is the leading platform for customer success. In this week’s Workshop Wednesday , held every Weds at 10 a.m.

Sales Hiring 180

Sales Hiring Scale Pricing Customer Success 180

SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader.

Scale 173

Scale Sales Hiring Sales Recruiting Sales 173

SaaStr

MAY 28, 2024

If you’ve read SaaStr or have been around for the last decade, you might be familiar with some of the repeated GTM mistakes founders tend to make, but the world of hiring, people, scaling, and workplace expectations are significantly different today than they were before March 2020. They weren’t getting any leads.

Sales Hiring 161

Sales Hiring Scale AI Search AI 161

Incredo

OCTOBER 2, 2019

support prospects thr?ugh n of thought leadership ?nd nd face-to-face communication. . The post 5 Powerful SaaS Growth Tips to Help You Scale Your Business appeared first on Incredo. don’t value ?? rk closely w?th With your selling ???nt? established, ??u to purchase, t? painless ?? possible. messages so they don’t th?nk

Scale 131

Scale Scaling SaaS Business 131

Valuize Consulting

MAY 11, 2022

Scaling Digital Engagement Is The Key To Driving Maximum Customer Value. If your organization doesn’t have a clear digital customer engagement strategy that drives measurable value at scale, you may risk falling behind the competition / losing your customers to your competition. . This digital engagement really accelerates scale.”.

Scale 52

Scale Engagement Scaling Technical Advisors 52

Totango

NOVEMBER 5, 2021

Do you use Totango for CSM reps only or as a dashboard for everybody in the Sales/CSM and Customer Care team? . We have implemented forms and email communications to try and see if the right contact can be referred to us and we can update our contacts accordingly. . Well, if you’re Aruba, you go digital.

Scale 85

Scale Engagement Scaling Strategy 85

ChurnZero

JANUARY 20, 2022

As a Customer Success leader, you know you should invest more time and resources into planning and executing the long-term initiatives your team needs to scale. Using HelloCCO’s Post-Sale SCALING Framework, Rod breaks down how you can anticipate future needs, evaluate opportunities, and prioritize your strategic initiatives.

Scale 52

Scale Sales Hiring Scaling Sales 52

Intercom, Inc.

DECEMBER 16, 2019

Organizations were struggling to align sales and marketing, personalize their tactics, and build truly one-to-one relationships with stakeholders. That’s because, when deployed thoughtfully, ABM enables marketing and sales teams to close their biggest deals in a targeted and coordinated way. 4 benefits of account-based marketing.

Scale 189

Scale Marketing Business B2B 189