Kellblog

FEBRUARY 16, 2022

Emboldened by this seeming endorsement, I dashed off what turned into a lengthy email on interviewing and recruiting, a topic about which I am passionate not because I think I am good it, but because I think I am not. Thoughts on The Recruiting Process. Remember it’s a mutual sales process. Consider a try-and-buy.

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Sales Recruiting Interviewing Sales Hiring Finance 110

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 237

Scale Sales Hiring Scaling Sales Recruiting 237

Chart Mogul

JANUARY 9, 2025

So read on, and hopefully, your SaaS sales journey will be less about trial and error and more about steady progress toward success. Whats important to note is that each model targets a distinct customer persona and, therefore, has a unique approach to the customer journeyfrom brand awareness to sales and, ultimately, conversion.

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

Kellblog

MARCH 17, 2020

Rephrasing Lewis Carroll, “if you don’t know what you’re recruiting for, any candidate looks great.” ” I liken executive recruiters to Realtors. ” That know-not-what, by the way, is that it’s for sale. It provides a crystal-clear basis of communication with your Realtor.

Sales Recruiting 87

Sales Recruiting Sales Enablement Startup Communication 87

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. We were coming off an environment where startup funding was as fruitful as ever. On the sales side, people hired way too much. More salespeople do not equal more sales.

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Sales Hiring Sales Recruiting Scale Headcount 294

SaaStr

AUGUST 8, 2023

Accountants are responsible for ensuring the company has clean financial statements and data. This function can be outsourced in the early days of a startup, but it is usually brought in-house after Series B. This role can be recruited through headhunters or your network.

Scale 233

Scale Finance Outsourcing Services Sales Recruiting 233

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. Startups also pitch investors during fundraising conversations.

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Communication Sales Recruiting Market Research Startup 100

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. And then some track record of execution either as the new startup or in the past. Dev Ittycheria : Thank you.

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Sales Recruiting Sales Hiring Scale VP of Engineering 258

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. They are most often used to keep an eye on monthly burn rate.

Sales Recruiting 100

Sales Recruiting Communication Sales Hiring Startup 100

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.

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Sales Recruiting Sales Hiring Scale Trends 78

Tom Tunguz

SEPTEMBER 3, 2017

Every startup’s sales commission plan is different. But it’s key to understand the theory and the benchmark data that governs the creation of sales commission plans to create a good one for your business. Sales compensation is communicated in OTE, On Target Earnings. At the upper end, they spent 11.5%

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Sales Recruiting Sales Hiring Data Sales 160

Tom Tunguz

DECEMBER 9, 2015

As a startup scales and surpasses its first organizational breaking point of 8 employees, it’s time to start thinking about organizational design. The strategy a startup chooses in their market should determine their organizational design. People spans recruiting, training and development. Google is a good example.

Sales Recruiting 113

Sales Recruiting Startup Scale Systems Review 113

Sales Hacker

OCTOBER 18, 2024

Jonathan Moss (EVP at Experity) showcased an Account Plan GPT that streamlines sales and marketing account research for outbound efforts. Examples of automating workflows to solve ongoing challenges: Everyone shared use cases they’re trying for sales account research and lead generation workflows. Link to GPT.

Sales Recruiting 99

Sales Recruiting Software Review Scale AI 99

SaaStr

JULY 12, 2024

Back then, remote first was a recruiting advantage. Communication is easier You can ramp people faster You can hire junior people The tradeoff is global talent. All they sold was the visualization layer with no sales team. They believed talent was global, and the co-founders loved to travel. Today, not so much. Step 2 – ??

Scale 283

Scale Scaling Sales Hiring Sales Recruiting 283

Sales Hacker

AUGUST 29, 2019

Have you ever wondered how other sales professionals are tackling their roles? Today, we’re pulling back the curtain on the day-to-day for a sales recruiting firm owner, and for that, we talked to Amy Volas. We’re hoping MI becomes a hotbed for startups. Sales Cycle Timeline: N/A. Structuring their days?

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Sales Recruiting Sales Hiring Scale Sales 66

Kellblog

MAY 10, 2021

In this post, I’ll present what I view as the minimum sales management framework for an enterprise SaaS startup — i.e., the basics you should have covered as you seek to build and scale your sales organization [1]. Pipeline management rules, with an optional stage matrix. Management rules (e.g.,

Sales Hiring 130

Sales Hiring Scale Sales Recruiting Enterprise 130

Sales Hacker

NOVEMBER 15, 2024

That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. You’re not alone.

Scale 110

Scale Outsourcing Services Sales Recruiting Technical Review 110

The Angel VC

AUGUST 10, 2011

Today I'd like to tell you a bit more about what we at Point Nine Capital are looking for in SaaS startups (other sectors are something for another blog post). One could almost say that CAC and CLTV are for a SaaS company what wholesale price and sales price are for a retailer. along the way.

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Sales Recruiting Startup Customer Lifetime Value SaaS 155

How To Buy Saas

MAY 21, 2025

Whether youre a startup , an SMB , or a global enterprise , the right ATS can streamline your recruitment process, save time, and help attract top talent in a competitive market. Recruitee Best Collaborative Recruiting ATS Pricing: Key Features: Ideal Use Case: 4. What ATS is best for small businesses or startups?

Systems Review 52

Systems Review Sales Recruiting Sales Hiring Technical Review 52

Tom Tunguz

FEBRUARY 24, 2015

Once a startup has found an initial product market fit, the business must evolve the way it models its growth. Before product market fit, a startup’s financial projections focus on costs. But when a repeatable sales process seems to have been discovered, it’s time to develop the startup’s revenue forecast.

Sales Recruiting 113

Sales Recruiting Startup Revenue Sales Hiring 113

SaaStock

FEBRUARY 13, 2019

Talkpush is a conversational recruiting CRM that allows employers and job seekers to connect in new ways across the globe. The platform enables the two sides to better communicate via social media and messaging. It also gives recruiters a faster process through its chatbot and application management tool. Founded : 2012.

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SaaS Payments Payment Solutions Merchant Services Payment Methods 225

SaaStr

JULY 1, 2020

An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. Kristen Habacht runs EDR sales at Atlassian, which I got a check today, $40 billion-$50 billion company. She manages a huge global team. Four, people in the sale? Jason Lemkin: None.

Merchant Services 233

Merchant Services Scale Sales Recruiting Sales 233

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. As a startup, it’s tempting to try and do everything.

Scale 268

Scale Sales Hiring Scaling Revenue 268

Intercom, Inc.

MARCH 8, 2018

In a time where buyer behavior has rendered cold calling nearly obsolete, successful sales prospecting begins with using tools like live chat and social media to build relationships. He’d go on to become the VP of Sales at Sprinklr, guiding the company through its own high growth period, before striking out on his own.

Social Media 186

Social Media Scale Sales Hiring Sales Recruiting 186

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.

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. Then, the sales team went to work. In his opinion, the hiring process is a preview of their sales technique.

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Sales Hiring Scale Sales Recruiting Technical Advisors 183

Neil Patel

OCTOBER 20, 2020

Handling HR for large companies is vastly different than doing the same at a startup or small business. Always make sure to talk with a sales representative and be as detailed as possible about your current and future situation to make sure they can handle everything you need. The size of your business. Types of services.

Outsourcing Services 143

Outsourcing Services Outsourced Development Sales Recruiting Sales Hiring 143

Intercom, Inc.

FEBRUARY 14, 2018

People in our team have come from a wide range of other companies, from the big companies like Google and Facebook to other growing startups, and lots in between. Our mission is real – online communication today between businesses and customers is impersonal. You don’t even know where the Sales team sit, nevermind who they are.

Sales Recruiting 188

Sales Recruiting Technical Review Leadership Systems Review 188

Tom Tunguz

AUGUST 13, 2014

I’ll never forget the first time I met Paul Graham in that very same room right after the first Startup School. Nor the management class on having difficult conversations with colleagues, among countless others. But, how should founders incorporate these ideas into their startups?

Investment 100

Investment Startup Sales Recruiting Scale 100

Intercom, Inc.

MAY 16, 2018

First, most founders don’t have a background in either sales or marketing, and even though they’re told to “ start marketing the day you start coding ”, they just don’t know where to begin, or they’re incredibly overconfident. Many startups build something for themselves only to discover that other people want it.

Product Marketing 223

Product Marketing Strategy Marketing Sales Recruiting 223

SaaStock

FEBRUARY 14, 2019

The company’s best-selling book, Predictable Revenue , details the hugely successful outbound process and sales created specifically for Salesforce. Afterward, he delved into education management by creating his own business, Mestreduca, a platform targeted at educational institutions. Talk: SaaS.City Bootcamp: Sales Leadership.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

Sales Hacker

AUGUST 13, 2024

Adriana Gil Miner is CMO at Iterable, the AI-powered customer communication platform. Passionate about customer engagement, her leadership has contributed to Iterable’s success in helping brands like Redfin, Priceline, and Volvo deliver individualized, harmonized and dynamic communications at scale. Brought to you by IPS.

AI Search 117

AI Search Sales Recruiting AI ChatGPT 117

Neil Patel

DECEMBER 13, 2022

Some startups can get away with managing HR initiatives on their own in the beginning, but this quickly becomes unrealistic and cumbersome if or when you scale your business. You’ll also love having a dedicated account manager as your single point of contact. How much time are you spending on HR administrative tasks?

Outsourcing Services 124

Outsourcing Services Payment Services Sales Recruiting Sales Hiring 124

Sales Hacker

NOVEMBER 4, 2020

I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. This opportunity gave me a huge amount of experience and training that has impacted how I think about building teams and how I think about coaching and communicating with people.

Sales Hiring 122

Sales Hiring Scale Sales Recruiting Sales 122

Sales Hacker

DECEMBER 21, 2017

What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling. Technology.

Scale 104

Scale Sales Recruiting Sales Hiring Technical Review 104

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 103

Sales Recruiting VP of Engineering Sales Hiring Sales 103

Sales Hacker

DECEMBER 8, 2020

Subscribe to the Sales Hacker Podcast. Sam Jacobs: This week on the show, we’ve got Luke Rogers, the Vice President of Sales at Instabase. He now leads the sales function at a really promising and high-growing unicorn called Instabase. Learn how modern sales teams with deals, win deals now. We’re on iTunes.

Scale 114

Scale Sales Hiring Sales Recruiting Technical Review 114