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.

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Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

Sales Hacker

MAY 27, 2021

That means thinking of the sales team as remote-at-heart, not remote-by-default. Running a sales team without face-to-face communication. Remember the sales floor when it existed in physical reality? You’ve heard it before: communication is 93% nonverbal. Reimagined sales coaching.

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Underperforming Technical Team Sales Software Review Technical Review 111

Sales Hacker

SEPTEMBER 28, 2021

Every day, sales managers work side by side with their reps in customer meetings, planning sessions, and team meetings. It’s easy to assume that sales coaching is accomplished somewhere in this mix. Poor sales coaching affects performance and is often a product of a cultural misunderstanding of what coaching is all about.

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Underperforming Technical Team Systems Review Software Review Sales Enablement 65

Sales Hacker

OCTOBER 22, 2017

Modern sales teams need competent professionals with a variety of talents, skills and abilities. But in a hyper changing landscap e, which are the most crucial sales skills and traits that reps must possess (or develop) in order to exceed targets and deliver consistent sales success? Communication/Storytelling.

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Underperforming Technical Team Outsourced Development Development Social Media 102

Sales Hacker

AUGUST 19, 2022

The entire sales team is clear on the plan, and it’s working. And all stages of development can benefit from addressing the following scenarios: Scenario 1: It’s unclear what’s working and what’s not. Planning for change management, which includes testing, communication, and highlighting wins.

Strategy 90

Strategy Underperforming Technical Team Management Systems Review 90

Sales Hacker

MAY 24, 2023

In this episode, we dive into this renewed trend with Tito Bohrt, the CEO of AltiSales, the one-stop shop for world-class sales development. He also shares how company culture impacts productivity and morale, primarily within sales teams. Apart from offering a tool, the AltiSales team also provides consulting services.

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Underperforming Technical Team Consulting Company Culture Acquisition 84

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

Sales Hacker

NOVEMBER 22, 2017

In sales, sellers who cite convoluted reasons to explain poor performance, rather than proactively doing something about it often remain — unsurprisingly — at the bottom of the success ladder. There certainly are a lot of things in sales that make life a tad more difficult. Our marketing team sucks. Losers make excuses.

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Underperforming Technical Team Sales CTO Coach New CTO 86

Sales Hacker

MAY 27, 2019

Wondering how other sales teams are working their magic? Sure, their processes and talent have something to do with their success, but so does their sales stack. Namely… What does the perfect sales stack look like? Sales Tech: a top priority for sales. Unveiling the sales stacks of 7 top sales teams.

Technical Review 141

Technical Review Scale AI Search Sales 141

Sales Enablement, SaaS and Growth

SEPTEMBER 25, 2017

Whereas, those with fixed mindsets believe their talents are an innate gift and cannot be developed further. Importantly, having a growth mindset or put another way an openness to continual development, as well as an understanding of where your strengths and weaknesses lie is no longer a nice to have.

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Underperforming Technical Team Sales Hiring Communication Advertising 138

Sales Hacker

MAY 8, 2020

Now, let’s try tackling remote sales, and some of the challenges you face as a sales professional aiming to continue hitting your quarterly goals. Key Challenges in Remote Sales: Connecting with prospects and coworkers. Communicating like a champ. Communicate Like a Champ. Follow up with your team.

Technical Review 75

Technical Review Social Media Underperforming Technical Team Sales 75

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.

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Sales Enablement Scale Strategy Underperforming Technical Team 122

Sales Hacker

JANUARY 11, 2018

Budget-conscious, time-crazed and snoopier-than-normal, the stereotypical project manager seems, at most, a very distant cousin of the freewheeling, outgoing and glib sales practitioner. You see, core project management skills and sales skills aren’t all that different. 3) Discipline. 4) Time Management.

Management 97

Management Underperforming Technical Team Social Media Benchmarks 97

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?

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Sales Hiring Scale Leadership Sales Enablement 190

Sales Hacker

DECEMBER 3, 2020

How do you think sales leaders can help avoid and resolve conflict within their teams? Sales leaders at every stage of their careers need to read these responses. . Where Does Conflict Commonly Arise in Sales Orgs? Sales is a high-stress job with a lot of front-facing communication.

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Sales Compensation Underperforming Technical Team Communication 79

SaaStr

JANUARY 28, 2020

If something bad happens, you’re going to have to cut your burn, probably. There is one thing, I love this quote and it’s a little bit of a crude quote, not that it’s bad language-. It’s usually one way, but just help that more communication, right? I’ve spent three years deploying Gainsight.

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Sales Hiring Scale Underperforming Technical Team Sales Recruiting 204

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.

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Pricing Sales Hiring Underperforming Technical Team SaaS 61

Sales Hacker

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity. CRM platforms.

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Sales Hiring Scale Sales Recruiting Payment Methods 81

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. That means your focus should be on building the right customer profile and developing precise messaging to reach them.

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Sales Hiring Scale Sales Recruiting Technical Advisors 183

SaaStr

DECEMBER 3, 2020

In Today’s Episode We Discuss: * How Sam made his way into the world of SaaS with Dropbox and how that led to his leading the sales and success team today @ Loom. What was Sam’s biggest lesson from scaling the sales team at Dropbox? How does Sam think about the relationship between sales and marketing?

Scale 171

Scale Sales Hiring Sales Recruiting Sales 171

Sales Hacker

JULY 3, 2018

We’ve been compiling this sales automation tools list for a while, trying to figure out the best way to get the information out there. There are a number of existing resources available on sales automation, but they don’t offer use cases and examples of how to put the tools to action. What Is Sales Automation?

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Scale Outsourcing Services Sales Recruiting Outsourced Development 65

SaaStr

APRIL 17, 2019

Prior to Harness, Stephen was VP of Marketing at Glassdoor, managing a team of 52 in product marketing, helping grow B2B revenue from $19m to $90m in just 2 years, leading to their $1.2Bn acquisition. Steve has previously said, “Sales and marketing must be one team.” What does this mean for the processes used by marketing teams?

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DevOps as a Service Sales Recruiting Scale Sales Hiring 100

Sales Hacker

APRIL 10, 2023

Too often, I see sales teams thinking of their “ sales process ” as a set of stages in their pipeline and maybe a bunch of fields to complete at each stage. We were weak on some key functionality areas where the winning vendor was strong. Bad news from left field There was a change in company direction. It happens.

Technical Review 90

Technical Review Development Team Review Underperforming Technical Team Systems Review 90

Sales Hacker

MARCH 2, 2020

The Pirate’s Guide to Sales. The Sales Acceleration Formula. Mastering the Complex Sale. Sales Development and Prospecting. The Sales Development Playbook. Outbound Sales, No Fluff. Sales Engagement. Sales Engagement. Sales Enablement. The Sales Enablement Playbook.

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Scale Sales Hiring Sales Recruiting Payment Methods 141

Sales Hacker

DECEMBER 1, 2020

If you missed episode 137, check it out here: Team Selling: A Comeback Story for 2021 with Trish Bertuzzi. Subscribe to the Sales Hacker Podcast. Learn how modern sales teams win deals now at 6sense.com/saleshacker. The second sponsor is Outreach, the number one sales engagement platform. We’re on iTunes.

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VP of Engineering Branding Scale Marketing 63

Sales Hacker

JUNE 5, 2019

If you’re approaching sales enablement passively (or ignoring it completely), you’re leaving revenue on the table. Worse, your competition — who probably has a strong sales enablement strategy — will easily outpace you and drown out any of your basic prospecting efforts. 6 Essential Tips for Sales Enablement.

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Sales Enablement B2B Strategy Social Media 94

Sales Hacker

DECEMBER 20, 2018

So don’t just aimlessly listen to sales podcasts and never implement the lessons. Take notes, highlight the best parts, and share important takeaways with your team. Then, most importantly, take what you’ve learned and go apply the insights to your sales process. Linking Into Sales (The Social Selling Podcast).

Scale 111

Scale Underperforming Technical Team Sales Social Media 111

SmartKarrot

AUGUST 9, 2022

Instead of building, developing, and implementing enterprise applications, SaaS users can simply license and subscribe to them. Using remote cloud servers, users can access and utilize SaaS applications from any web-enabled device. Software As A Service (SaaS) is a cloud-based method of delivering on-demand software to users.

Scale 10

Scale Sales Recruiting Business SaaS 10

SmartKarrot

AUGUST 9, 2022

Instead of building, developing, and implementing enterprise applications, SaaS users can simply license and subscribe to them. Using remote cloud servers, users can access and utilize SaaS applications from any web-enabled device. Software As A Service (SaaS) is a cloud-based method of delivering on-demand software to users.

Scale 10

Scale Sales Recruiting Business SaaS 10

Sales Hacker

OCTOBER 7, 2021

Never believe that doubting yourself is a bad thing. That company only lasted another year before they were out of business, so it was a poor use of my energy, time, and being away from my family – a lesson I work to pass on to others new in roles today. What is your best piece of career advice for women in sales?

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Scale Sales Recruiting Sales Hiring VP of Engineering 130

SaaStr

JUNE 3, 2020

How does this hire correlate to your hiring in sales enablement? Why does Mike believe that playbooks are for suckers? * Why does Michael believe that most sales meetings are unproductive? What is the right way to structure your sales meeting? Who should be brought into the meeting other than the sales team?

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Sales Hiring Scale Technical Advisors Systems Review 174

SaaStr

OCTOBER 22, 2020

As for Ryan, he has spent an incredible 9 years at Okta in numerous different roles starting with running the product marketing team before moving to run the marketing team, leading to his promotion to CMO close to 5 years ago now. How does the structure of your marketing team need to change with the evolution?

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Sales Hiring Scale Interviewing Technical Review 166

Intercom, Inc.

JANUARY 31, 2019

And as the organization grows, the work involved to get teams aligned on who you’re selling to and how you’re selling is not something to be taken for granted either. Ambient Strategy founder and CEO April Dunford on the symptoms of weak positioning. When you’re a small team, your time is everything. Speed is everything.

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Underperforming Technical Team Scale Benchmarks Sales 165

SaaSX

FEBRUARY 26, 2020

Plus, you’ll also be obliged to bring your entire team on board by encouraging your colleagues to roll out the welcome mat and adopt some partner-friendly best practices. Using this blueprint as your guide, make sure to evaluate each candidate and determine their overarching goals, market value, potential weaknesses, etc.

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Outsourcing Services Strategy Underperforming Technical Team Technical Advisors 93

SaaStock

FEBRUARY 14, 2019

The SaaStock team will be landing in São Paulo to run the region’s first Pan-Latin American SaaS conference, SaaStock LatAm. Talk: SaaS.City Bootcamp: Sales Leadership. Thiago Gabri, LatAm Sales Manager, LinkedIn. He’s also the author of The Messenger is the Message , a book about the power of advocacy in sales.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

Sales Hacker

JANUARY 4, 2021

Developing a revenue operations (RevOps) strategy — and the team to implement it — is no easy task. As the VP of Revenue Operations at Sales BQ®, I saw my role develop from primarily sales enablement to sales operations as we worked to understand and get a hold of the wide variety of roles RevOps is in charge of.

Scale 74

Scale Underperforming Technical Team Sales Enablement Revenue 74

Sales Hacker

APRIL 8, 2019

Rob is a longtime sales veteran and is incredibly passionate about both the profession of sales but, more importantly, the importance of investing in your team through sales coaching and training. If you missed episode 51, check it out here: Approach Sales with Gap Selling w/ Keenan. What You’ll Learn. So I did it.

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Scale VP of Engineering Underperforming Technical Team Sales 88