Sales Hacker

MAY 20, 2020

To be successful, organizations have to have good product-market fit , customer trust, and a fantastic customer experience throughout the entire customer lifecycle. As such, much of sales and marketing’s focus is external to attract customers, and rightly so. Improved communication between sales, marketing, and product.

Sales Enablement 121

Sales Enablement Underperforming Technical Team Sales Communication 121

Tom Tunguz

MARCH 3, 2020

Each bucket has a set of disciplines that the team scores. First, it enumerates the important priorities for a marketing team. And second, the scorecard provides a way for a team to understand their strengths and weaknesses. Product Marketing is the starting point for marketing.

Underperforming Technical Team 292

Underperforming Technical Team Marketing Scale Social Media 292

Sales Enablement, SaaS and Growth

MARCH 23, 2020

Companies which don’t use mental models risk unleashing mayhem with poor choices or becoming bloated and bureaucratic by reducing the volume and speed at which decisions are made - both scenarios are undesirable and will impact growth. OKRs are a useful mental model - they make it crystal clear what people and teams should be striving for.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

Intercom, Inc.

JULY 28, 2022

Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom. Here are some of our favorite takeaways from the conversation: A sales organization needs a good foundation to scale.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

SaaStr

NOVEMBER 16, 2020

What does it take to scale a sales team successfully? Should one hire sales reps 2×2? How does Andy think about hiring sales reps from adjacent companies and industries? I’ve heard so many good things from Kobie, now at Upfront, and then also the team at Openview. How does Andy think about discounting?

Sales Hiring 200

Sales Hiring Scale Leadership Sales Enablement 200

Sales Enablement, SaaS and Growth

AUGUST 28, 2018

One of the questions I get asked most frequently is around building a sales enablement strategy and what that might look like. While each company, context and industry is different, I believe that there are some fundamentals that should form the blueprint of any sales enablement strategy.

Sales Enablement 122

Sales Enablement Scale Strategy Underperforming Technical Team 122

OpenView Labs

JULY 8, 2019

It was a touchstone moment that made us realize in very concrete terms not only the importance of pricing overall, but also the importance of a clear and detailed communication plan to accompany any pricing change roll out. The situation was this: our engineering team was constantly innovating and adding new functionality.

Pricing 61

Pricing Sales Hiring Underperforming Technical Team SaaS 61