OpenView Labs

DECEMBER 16, 2019

So if scaling your sales organization is a priority in 2020, here are the things you need to be aware of to make sure you do so successfully. In my experience both as a salesperson and as a recruiter, it’s primarily been four things: They want the work they’re doing to matter to them. Hiring sales leaders will get harder.

Sales Recruiting 53

Sales Recruiting Sales Hiring Scale Trends 53

Sales Hacker

JANUARY 6, 2020

The number one thing I grade candidates on is how well did they run their sales process on me? If you’re a job candidate in sales, you should be managing your job application process just like you’d run your sales process with a potential customer. Again, I’m running this like a sales process.

Sales Recruiting 70

Sales Recruiting Sales Hiring Sales Consulting 70

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 236

Sales Hiring Sales Recruiting Scale Headcount 236

Sales Hacker

DECEMBER 5, 2023

Writer is an AI writing tool that helps teams write in the same tone and style so that all of the company’s communications are consistent and representative of the brand. Tips for recruiting the best possible team members and how patience factors into that. 31:07) A consultative sales process and messaging considerations. (36:56)

Sales Recruiting 93

Sales Recruiting Enterprise AI Banking 93

Sales Hacker

JUNE 10, 2021

There’s one thing recruiters are unanimous about. It’s that sales representatives are one of the toughest positions to hire for. The demand for sales reps is one of the highest of any job. Our recruitment team at EASI has gotten really good at this. Sales courses are largely absent from college curricula.

Sales Hiring 103

Sales Hiring Sales Recruiting Sales Interviewing 103

SaaStr

JULY 11, 2023

How do you win with a high-velocity sales strategy in a fast-moving, competitive market? In a special session of Workshop Wednesday, Gorgias Founder & CEO Romain Lapeyre and Gorgias VP of Sales & Partnerships Aasif Osmany share their learnings, advice, and hacks for optimizing your sales process. Sign up for free.

Sales Hiring 151

Sales Hiring SMB Sales Recruiting Payment Methods 151

Buffer Resources

SEPTEMBER 11, 2023

I’ve never created LinkedIn content with the “goal” of lead generation or immediate-term sales. Another cool example I really like is Tito Bohrt — he stands out with the pseudo, “ Sales Mad Scientist ” — which demonstrates confidence and a unique identity online.

Sales Recruiting 130

Sales Recruiting Sales Hiring Scale Social Media 130

InsightSquared

OCTOBER 10, 2019

With communication taking on digital forms, tech-based tools and solutions are lucrative to the success of a modern sales and marketing strategy. A successful tech-based communication strategy depends on defining the plan, finding and implementing the right tools, and taking measures to ensure their longevity. Design a Strategy.

Communication 70

Communication Sales Recruiting Marketing Sales 70

SaaStr

SEPTEMBER 23, 2021

Dig deeper on a lot of titles during recruiting. A "VP of Revenue" often knows nothing about inside sales or building a sales team. A "CRO" often doesn't want to do sales anymore. A “VP of Revenue” for a VP of Sales job. But marketers never, ever know how to do sales.

Sales Hiring 257

Sales Hiring Sales Recruiting Growth Hacking Product Marketing 257

SaaStr

MAY 3, 2021

A new edition, new services, an outbound sales team, an account management / upsell team. From $1m to $10m ARR or so, as you build your first management team: You shouldn’t be the VP of Sales Anymore As You Scale. You still need to spend 15-20% of your time in sales. Add a layer. the prospects).

Part-Time VPE 270

Part-Time VPE Sales Hiring Sales Recruiting Outsourcing Services 270

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

Sales Hacker

JANUARY 19, 2023

First, I’ll explain the challenges facing Black and brown women in sales, and why addressing those challenges isn’t just the right thing to do: It also makes business sense. Related: Recruiting Saleswomen of Color: What Are You Waiting For? 4 ways to recognize, elevate, and appreciate women of color in sales 1. .”

Sales Recruiting 85

Sales Recruiting Underperforming Technical Team Sales Hiring Sales 85

Tom Tunguz

JANUARY 1, 2013

Communication is essential to the success of every startup. Startup teams collaborate in product and engineering conversations, in general management, and in recruiting. Externally, startups sell customers using marketing and sales. Clearly, great communication makes demands of the audience.

Communication 100

Communication Sales Recruiting Market Research Startup 100

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 349

Sales Hiring Scale Sales Recruiting Engineering 349

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. Recruiting is easier, but the things that don’t change are customers don’t care.

Sales Recruiting 236

Sales Recruiting Sales Hiring Scale VP of Engineering 236

SaaStr

JANUARY 24, 2024

Sales reps were hosting 4-6 calls daily but most of these calls were early demos or top-of-funnel discovery calls Sales was closing really small deals on one end while talking to really large companies with hundreds of thousands of people on the other. Define your ICP as early as you can and segment your sales team accordingly.

Scale 209

Scale Sales Hiring Scaling Revenue 209

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

SaaStr

JANUARY 15, 2021

In fact, many founders and CEOs struggle with simply talking to their engineers and communicating their needs. You might also include developers on sales calls from time to time — it makes everyone feel heard. He took the job and recruited an incredible team with the same enthusiasm, building his boss’s vision.

Sales Recruiting 156

Sales Recruiting Development Software Review Management 156

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. Who should be responsible for sales compensation planning?

Compensation 86

Compensation Sales Recruiting Sales Hiring Retention 86

Tom Tunguz

NOVEMBER 24, 2018

You might have a few account executives and a sales leader in place; maybe some revenue and a handful of customers. The sales team costs real money, and the question before the company is: how do you know what quota plan to assign to the account executives? Stage 1: Management by Objectives.

Compensation 136

Compensation Sales Recruiting Sales Hiring Scale 136

SaaSX

JULY 12, 2020

Determining if sales or customer success should own customer expansion and renewals is the age-old SaaS question. If you are a SaaS founder, sales, or CX leader you have probably spent a lot of time thinking about this topic. Who you recruit will impact the success of the model. Sales owns expansion and renewal.

Sales Recruiting 90

Sales Recruiting Sales Hiring Sales SaaS 90

SaaStr

FEBRUARY 7, 2023

Before you rush in for the sale, you need to assess everything. Tailor your solution and sales material to meet their specific need in the same language they use when they talk about their problems and desired solutions. Remember, not every conversation is a sale. Recruit advocates (actual insiders) early.

Enterprise 138

Enterprise Technical Review Sales Recruiting Scale 138

Sales Hacker

NOVEMBER 17, 2022

If you’re looking to move up the ladder into a sales leadership role, your resume is key to getting your foot in the door. Related: 8 High-Paying Sales Jobs (And How to Get Them). Instead, respect recruiters’ time by showing them only enough information to secure the interview. Manage large teams, both in-office and remote.

Leadership 76

Leadership Sales Recruiting Sales Hiring Sales 76

Sales Hacker

MAY 20, 2020

One way for companies to avoid layoffs is to hire from within and look for individuals they can take from non-revenue-generating roles and move them into revenue-generating roles like Sales. . This keeps your high performers on staff while focusing resources on what will help you survive a tough economy, namely a stronger sales force.

Sales Hiring 108

Sales Hiring Sales Recruiting Sales Sales Enablement 108

Neil Patel

FEBRUARY 17, 2021

Here’s an example from MeUndies in the form of an email they send to customers after they’ve received their purchase: Executed well, this type of referral marketing is a great way to drive both sales and brand awareness at the same time. Research shows that 77 percent of consumers say they use texting more than other forms of communicating.

Sales Recruiting 141

Sales Recruiting Marketing Social Media Branding 141

Sales Hacker

OCTOBER 30, 2018

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

Intercom, Inc.

DECEMBER 16, 2020

Your sales team is integral to your business’s success: not only do your salespeople bring in the big deals, but they also represent your company and culture to every new and potential prospect. So why is sales team culture still an afterthought for so many organizations? People all across the company are so proud of our sales team.

Sales Hiring 143

Sales Hiring Sales Recruiting Scale Sales 143

FastSpring

JULY 14, 2020

Control Recruitment. The most effective way to manage risk inside of an affiliate program is to stop it before it starts. It is also understandable if a proactive only recruitment plan may not be realistic. The percentage of returned sales from a partner is higher than your regular rate of returns. Process Returns.

Payment Methods 129

Payment Methods Sales Recruiting Payment Services Marketplace as a Service 129

InsightSquared

MARCH 6, 2018

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. Start building out your sales operations department by hiring someone to own your CRM.

Sales Recruiting 119

Sales Recruiting Scale Sales Hiring Sales 119

Sales Hacker

OCTOBER 19, 2022

Sales compensation planning can be a tricky beast to tame — but know that you’re not alone. I asked 12 incredible sales leaders across the SaaS industry to share their biggest challenges with comp planning and how to overcome them. Related: New to sales compensation planning? Top 10 sales compensation challenges.

Compensation 94

Compensation Sales Recruiting Sales Finance 94

User Pilot

APRIL 19, 2024

TL;DR Market research is vital for making informed business decisions, enabling companies to understand the market, target audience, and competitors, reducing risks, and optimizing marketing communications and product strategies. This segmentation helps in personalizing marketing and sales strategies effectively.

Market Research 52

Market Research Sales Recruiting Marketing Underperforming Technical Team 52

Tom Tunguz

OCTOBER 22, 2013

They are the most succinct way of communicating how a business operates to management teams and boards, who weigh the trade-offs of different investments. In the early stages of the startup, financial statements aren’t used much as a management tool. Financial statements are the Rosetta Stone for a business.

Sales Recruiting 100

Sales Recruiting Communication Sales Hiring Startup 100

Sales Hacker

JULY 19, 2022

Celine, who transitioned from agency sales to SaaS, is the Vice President of Boardable. Join us for a great conversation about transitioning in sales and technology selling. Sometimes you have to take one step back to go two steps forward in sales. Sales is all about building internal relationships. powered by Sounder.

Sales Recruiting 82

Sales Recruiting VP of Engineering Sales Hiring Sales 82

Sales Hacker

DECEMBER 19, 2022

As the president of Sales Xceleration, a firm specializing in assessing and implementing sales strategy , sales processes, and sales execution to drive growth, I’ve seen how job hopping can affect otherwise stable sales teams. Sales organizations experienced 58% higher voluntary turnover in 2021 than in 2020.

Sales Hiring 79

Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 79

Buffer Resources

SEPTEMBER 11, 2023

I’ve never created LinkedIn content with the “goal” of lead generation or immediate-term sales. Another cool example I really like is Tito Bohrt — he stands out with the pseudo, “ Sales Mad Scientist ” — which demonstrates confidence and a unique identity online.

Sales Recruiting 52

Sales Recruiting Sales Hiring Scale Social Media 52

ChurnZero

DECEMBER 21, 2023

Designing a successful post-sale strategy requires choices, says CXology’s Tim Conder. In addition to your five customer needs, you also have key questions that help you develop a deep understanding of what your customer is trying to do, in a deeper way than your sales team has already discovered. A: First, it matters how you recruit.

Sales Recruiting 52

Sales Recruiting Scale Customer Success Sales 52

SaaStr

JANUARY 28, 2022

When you think of scaling up, many things may come to mind, like hiring, culture, marketing, and sales. This foundation has three pillars: Recruiting: You need to have clarity on the profile of a successful account executive and how you’ll identify them, quickly assess them, and retain the exceptional talent in your organization.

Scale 165

Scale Sales Hiring Scaling Sales Recruiting 165