SaaStr

APRIL 2, 2023

I walk them through this when I hire them. Mistake: On the other hand… not betting on the team that got me there “Everything will be fine once we get a new head of [X]” -every startup CEO ever (also me, frequently) When you launch a company, the initial team is usually whoever you can get. Of course, sometimes that is indeed true.

Sales Hiring 296

Sales Hiring Scale Scaling Customer Success 296

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 299

Scale Sales Hiring Marketing Venture Capital 299

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

MAY 3, 2023

Take the time to create onboarding documents showcasing your company values and the expected behaviors leaders must align with to uphold those values. Things don’t always get better by hiring someone new. It’s easier to swing and miss when hiring someone new vs. betting on the people you already have.

Sales Hiring 199

Sales Hiring Scale Pricing Customer Success 199

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? Be collaborative, not cutthroat.

Sales Hiring 143

Sales Hiring Sales Recruiting Scale Sales 143

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. I should have hired someone in some role like six months ago, a year ago.

Sales Recruiting 254

Sales Recruiting Sales Hiring Scale VP of Engineering 254

SaaStr

JANUARY 28, 2022

When you think of scaling up, many things may come to mind, like hiring, culture, marketing, and sales. Here are three things that helped 6sense reach this mark and beyond: Defining their revenue operating model by hiring for RevOps and not taking the common DevOps and SalesOps approach.

Scale 215

Scale Sales Hiring Scaling Sales Recruiting 215

Intercom, Inc.

JUNE 9, 2021

It was also my first official week in the People Development Program Manager role, which certainly added to the challenge! . Onboarding virtually can be tough for our new hires. It’s more difficult to communicate the way we work and the nuances of our culture. Our remote onboarding program has come a long way since then.

Onboarding 253

Onboarding Sales Hiring Scale Systems Review 253

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

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 181

Scale Sales Hiring Sales Recruiting Sales 181

SaaStr

FEBRUARY 25, 2020

Just like filing your income tax returns or hanging that state-mandated safety poster up in your break room, sales tax is a back-office pain point, not a profit center. . That makes sales tax compliance easy to ignore… until it becomes a problem. . Why is sales tax such a pain for SaaS companies? There are a few reasons.

Merchant Services 168

Merchant Services Scale Technical Review Sales Hiring 168

SaaStr

JANUARY 28, 2020

And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. You can’t, you have to invest in that sales infrastructure.”

Sales Hiring 203

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 203

Sales Hacker

OCTOBER 26, 2020

The same can be said for sales enablement. Earlier in my career, I helped build a global sales enablement team at Oracle Marketing Cloud that designed, deployed, and measured a sales onboarding program integral to a business unit responsible for $675M in annual recurring revenue. Sales Onboarding. Sales Onboarding.

Sales Enablement 104

Sales Enablement Sales Hiring Scale Sales 104

Sales Hacker

APRIL 21, 2020

Can you ever be sure you’re hiring the right salesperson? When I first wrote this article, we were in a very different place, with unemployment at an all-time low and sales hiring a top priority. That secret weapon is a hiring scorecard. Fortunately, my client used their hiring scorecard to sidestep a costly mis-hire.

Sales Hiring 93

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 93

ChurnZero

SEPTEMBER 28, 2022

It’s newer when compared to more established departments like sales and marketing. We’ve also seen companies big and small add tons of Customer Success positions to their roster, showcasing the value that Customer Success provides (like when IBM hired 700 CSM positions ). 3: Customer Success skills aren’t often taught.

Customer Success 94

Customer Success Sales Hiring Onboarding Investment 94

Neil Patel

AUGUST 28, 2020

Hiring SEO agencies is like boarding that airplane – each one could be great at flying your site’s organic ranking somewhere. You may need to: Rank your entire website or specific keywords higher Get more qualified traffic and leads, or Drive sales directly from organic search. A Crisp-clear Company Culture.

Outsourcing Services 144

Outsourcing Services Sales Hiring Outsourced Development Company Culture 144

Intercom, Inc.

JULY 24, 2018

If you’ve ever tried hiring, onboarding and training a brand new team, you know how challenging that can be. We started APAC with only a Customer Support team, but we’re incredibly excited about the future and the new opportunities to work closely with our growing Sales team. We felt like we were growing something from scratch.

Sales Hiring 149

Sales Hiring Company Culture Scale Customer Support 149

Intercom, Inc.

SEPTEMBER 1, 2021

That’s why some of Intercom’s first marketing hires were product marketers and why we’ve had a “seat at the table” from the early days of the company. . Product marketing looks different in every company, but one common trend is that many product marketing managers (PMMs) feel undervalued. This covers four general areas.

Product Marketing 138

Product Marketing Marketing Sales Hiring Scale 138

Neil Patel

NOVEMBER 6, 2020

Out of this, only 10% generate annual sales of more than $100,000. By partnering with a top Amazon marketing agency, you can improve the visibility of your store, reach more buyers, and drive sales. Below, you’ll find my recommended steps on how to choose a top Amazon marketing company to grow your store business on the platform.

Sales Hiring 109

Sales Hiring Marketing Social Media Marketplace as a Service 109

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 137

Sales Recruiting Sales Hiring Scale Social Media 137

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. Write down your principles (like your mission statement) and use it very early for guiding culture and decision making.

Scale 148

Scale Payment Services Payment Methods Scaling 148

Sales Hacker

JANUARY 27, 2020

And as a leader, it’s your responsibility to lead by example and help shape the company culture. So, how do you know if you’re doing the right things as a leader to make your sales culture an asset, rather than a liability? As a head of sales and senior leader, these are questions I get asked a lot.

Sales Hiring 84

Sales Hiring Underperforming Technical Team Sales Leadership 84

Neil Patel

OCTOBER 20, 2020

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. Some HR outsourcing companies (like Bambee) only provide a specific type of service. You should also think about how fast you plan to grow and expand your team.

Outsourcing Services 118

Outsourcing Services Outsourced Development Sales Recruiting Sales Hiring 118

Intercom, Inc.

APRIL 4, 2022

I enjoy reading and learning about system design, so billing was an interesting space, and gave me the opportunity to work closely with our Sales team and tackle some fascinating problems. . Reflecting on my experience, I’ve pulled together a non-exhaustive list of the things that make Intercom’s culture unique. Keep it simple.

Engineering 118

Engineering Scale Sales Hiring Company Culture 118

Sales Hacker

OCTOBER 6, 2020

Eddie is bringing B2B sales to a group of people that may not be as aware of it. He finds people that aren’t aware of what is possible in a sales career, puts them through a six-week training program, and places them in companies looking to hire. Subscribe to the Sales Hacker Podcast. We’re on iTunes.

Sales Recruiting 63

Sales Recruiting Sales Hiring Scale Sales 63

ChurnZero

JANUARY 20, 2022

Rod Cherkas, CEO of HelloCCO, joined us for a webinar to share his approach to ensure your Customer Success team stays ahead of your company’s growth. 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

SaaStr

MAY 24, 2019

As for Andrew, he started his first software development company at the age of 18 and has been running Wrike for the last 13 years alongside advisory roles with both Ditto and Appulate. What you need to know about hiring, firing, advisors, and culture. You just need to hire more people. Missed the session?

Sales Hiring 140

Sales Hiring Scale SMB Sales Recruiting 140

SaaStr

MARCH 18, 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. They were self taught developers. They built their first company and sold it when they were teenagers.

Scale 118

Scale Payment Services Payment Methods Sales Hiring 118

Neil Patel

JULY 26, 2021

The franchisee runs the business themselves (or hires someone to run it) and must follow the rules and regulations related to how the brand is used. For example, starting a taco shop could require months for menu development, taste testing, logo design, product sourcing, etc. Is it a flat fee or a portion of your sales?

Payment Methods 129

Payment Methods Business Sales Hiring Travel 129

SaaStr

JANUARY 10, 2020

Prior to Crossbeam, Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. Does Bob agree with the notion that channel sales have completely died in the world of SaaS? How does Bob think about when is the right time to hire a Head of Partnerships? Why is this?

Sales Hiring 135

Sales Hiring Scale Outsourcing Services CTO Hire 135

OpenView Labs

FEBRUARY 20, 2020

One of the most fundamental changes a company can make is shifting its sales model. Consider the difference between self-serve/product-led (PLG) models versus more traditional enterprise sales models. The two seem diametrically opposed—situated firmly at opposite ends of the sales spectrum.

Enterprise 52

Enterprise Sales Hiring Sales Underperforming Technical Team 52

SaaStr

MAY 31, 2019

Why does Parker believe it is fundamentally better to wait for as long as possible before hiring customer support? Why should your engineers be heavily involved in the customer support hiring process? What do you look for in those hires? Parker Conrad: The companies that think, like, gosh, there’s just a lot of work.

VP of Engineering 129

VP of Engineering Sales Hiring Scale Systems Review 129

Intercom, Inc.

MAY 26, 2021

Catherine Brodigan , Business Development Partnerships Manager, sees this value at work across the sales team. “As Her team is hiring , and her experience watching the team grow fuels her enthusiasm when she talks to potential candidates. We think big and start small.

Sales Hiring 138

Sales Hiring Sales Recruiting Customer Support Engineering 138

SaaStr

APRIL 17, 2019

Steve has previously said, “Sales and marketing must be one team.” Where does Steve find common points of tension between sales and marketing? What are the 3 elements that marketing comp should be tied and aligned to? * What does Steve mean when he says, “marketers need to embrace the developer first mindset?” What works?

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

SmartKarrot

JUNE 6, 2022

It is important to keep certain skills and requirements in mind to hiring someone as a customer trainer. 7 Essential Hiring Tips for Hiring Managers while choosing a Customer Trainer. 7 Essential Hiring Tips for Hiring Managers while choosing a Customer Trainer. This includes-. Use social media.

Sales Hiring 10

Sales Hiring Social Media Customer Success Scale 10

Sales Hacker

AUGUST 26, 2019

.” Prioritizing women is sales and other business sectors continues to be a challenge for businesses, but recruiting women of color—that’s a greater challenge yet. By ignoring the need to hire more women of color in sales, many businesses are failing to capitalize on an increasingly important demographic of the American workforce.

Sales Recruiting 55

Sales Recruiting Sales Hiring Underperforming Technical Team Company Culture 55

SaaStr

NOVEMBER 30, 2022

“The hardest part of closing any deal is finding it,” says Lars Nilsson, VP of Global Sales Development at Snowflake. Over his 35+ year career, Nilsson has managed 100+ Sales Development Representatives (SDR) across four continents, six countries, and ten cities. Hire for fire in the belly.

Sales Hiring 240

Sales Hiring Development Technical Review Management 240