Sales Hacker

JANUARY 27, 2020

Your organization has a unique culture. 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? It’s easier than you may think to get culture wrong.

Sales Hiring 84

Sales Hiring Underperforming Technical Team Sales Leadership 84

Intercom, Inc.

OCTOBER 6, 2021

We have some shared cultural background, but we still view life through our unique lenses. Case in point: we don’t always agree on whether we want to refer to ourselves as a “Latinx” ERG or whether we should have used “Latinx” Heritage Month instead of “Hispanic”. As a result of our pulse check, we gained new leadership!

Leadership 118

Leadership Education Development Company Culture 118

Intercom, Inc.

FEBRUARY 25, 2021

Bobby: I imagine it’s one thing to lead customer support or to offer that leadership and consulting, and another thing, as you said, is to put it on paper. Who knew a little over a year later, it would be such an important focus for companies as we move into our digital world. ” “Hey, can you refer me to…?”

Scale 211

Scale Consulting Interviewing Customer Support 211

SaaStr

MARCH 17, 2020

Learn from Talkdesk SVP of Client Services how to build a Customer Reference Program. Without considerations and principles Customer Reference Programs can falter. Customer reference program went from something that was nice to have and important to absolutely critical to our new business sales cycle. It was a category leader.

Scale 142

Scale Payment Services Sales Hiring Payment Methods 142

SaaStr

MAY 10, 2023

For example, a company out of Finland did a demo and wanted a BI product that was $100/month. Omni didn’t get that customer, but they referred another Finnish company that paid $7k. That didn’t make sense for Omni, so they told them to come back in a year when they were ready.

Sales Recruiting 213

Sales Recruiting Sales Hiring Social Media Sales 213

Mucker Capital

SEPTEMBER 7, 2023

The webinar delved into the crucial topic of company culture for early-stage startups. By embracing this framework, leaders can transform their organizations into proactive agents of culture, charting a course defined by deliberate action rather than passive contemplation.

Scale 52

Scale Company Culture Scaling Leadership 52

SaaSX

AUGUST 9, 2020

Strategic planning is an area that many startup leadership teams struggle with. It’s often something companies want to do but don’t make time for. Until you have gone through a few cycles of planning, it can be hard to create the discipline to do it in your company. How to do simple strategic planning.

Startup 59

Startup Systems Review Leadership Communication 59

Intercom, Inc.

JANUARY 27, 2022

Because she has mixed feelings, did Nidhi say she’d ever refer to herself as a woman in tech? Niamh O’Connor: She said she wouldn’t generally use it to refer to herself in most situations. Liam Geraghty: So, I’m wondering. Would she ever use that label?

Engineering 138

Engineering Underperforming Technical Team CTO Management 138

SaaStr

FEBRUARY 4, 2020

Now this work came out of some really good people analytics from Google that was performed over two years where a group that is referred to as Project Oxygen looked at teams, all functions across many organizations. You’re passionate about diversity and you hire an all white male leadership team.

Scale 177

Scale Underperforming Technical Team Scaling Leadership 177

SaaStr

FEBRUARY 22, 2019

Then we built a video academy with all that material which became the sales and support and success training onboarding it was used as a reference to customers as well. Another thing I wish I had realized before is the fact that company culture is unfortunately not only about values you put on your wall but also about tough decisions.

Sales Hiring 114

Sales Hiring Scale Sales Recruiting Company Culture 114

Sales Hacker

JUNE 23, 2021

how companies can capture revenue through inbound and outbound sales development. Content and company culture. How to contribute: Predictable Revenue’s blog is a place to hear new content from the CEO and senior leadership team. Topics include: AI for sales. How to combat objections. Automating your lead generation.

Sales 79

Sales Technical Review Outbound Sales Team Interviewing 79

The Marketing & Growth Hacking Publication

FEBRUARY 28, 2019

That talent can be nurtured; that intelligence can be fostered; and that creativity and leadership can be developed. It’s for this reason that in every company I’ve managed, I’ve done my best to help my employees develop and sustain growth mindsets of their own. What is a growth mindset? How do you spot these folks?

Development 40

Development Sales Recruiting Growth Hacking Leadership 40

Sales Hacker

APRIL 21, 2020

Every factor you list will help you assess candidates and cross-reference them against one another during the hiring process, so be sure to define exactly what you need and why you need it. Do we need someone who can achieve results in a leadership position? A truly qualified hire is aligned with your big-picture goals). New markets.

Sales Hiring 93

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 93

SaaStr

JANUARY 28, 2020

Hey, I want you to go talk to somebody else and refer somebody into that job because you’ve networked so much. ” So we want to own it and be able to work with sales and sort of a servant leadership perspective, put them in a position to prospect. Put this plan together. Let me see the work you put into it.

Sales Hiring 204

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 204

SaaStr

JULY 30, 2018

At our inaugural SaaStr Europa last June, podcast host-with-the-most Harry Stebbings sat down with MuleSoft Founder and CTO Ross Mason to discuss the organization’s sales strategy, building a strong company culture, how to think about international expansion, and much more. Put simply, integration, you can do it two ways.

Technical Advisors 155

Technical Advisors Scale Sales Hiring Sales Recruiting 155

SaaStr

APRIL 16, 2019

I don’t think I was even that coherent in the description of the company, but I talked about customers and I talked about what we were doing for customers and the results those customers were seeing and Battery followed up. Our Chief Revenue officer, another one of our senior leadership lives in Scottsdale, Arizona.

CTO Hire 156

CTO Hire Travel Underperforming Technical Team CTO Coach 156

Buffer Resources

SEPTEMBER 12, 2023

Generally speaking, employee advocacy refers to the promotion of a company and/or its products by its employees. Having you — or your leadership team — lead the charge will go a long way in modeling behavior for other employees. Thanks to our values and benefits , employee advocacy comes naturally.

Branding 111

Branding Social Media Engagement Company Culture 111

SaaStr

AUGUST 20, 2020

Kyle Parrish: I think the last thing that was one of the most successful moves that we made is like a leadership team out there, we started realizing that back in 2013, I think it’s very different today, the hiring market wasn’t as mature for some of the talent, the caliber of talent that Dropbox was looking for at that time.

Sales Hiring 192

Sales Hiring Sales Recruiting Scale Technical Advisors 192

SaaStr

APRIL 18, 2019

And our whole goal with G2 is to make that much easier because you will also tend to tax your references. And I mentioned Lars earlier, but I think after a while for SteelBrick he was doing like 10 reference calls a month and he’d say, “Look I have a job to build. We’re taking our company public.”

Sales Recruiting 166

Sales Recruiting VP of Engineering Scale SaaS Payments 166

OpenView Labs

SEPTEMBER 30, 2021

Look for a go-getter: References are one way to identify this person, but I also like to ask about what people do outside of work. As a founder, it’s important to create a company culture where failure—and more importantly learning—is accepted.

Sales Hiring 69

Sales Hiring Scale Interviewing Company Culture 69

SaaStr

JANUARY 18, 2023

Instead, conduct thorough reference checks and recruit more qualified candidates to interview. Having a co-founder to share the workload with can make it more manageable. When considering hiring for initial positions, it’s vital not to rely solely on intuition.

Scale 202

Scale Underperforming Technical Team Scaling Interviewing 202

SaaStr

MARCH 24, 2020

When I look at joining a company, the primary reason that I join is the people and really the leadership team. We don’t pay referral bonuses when somebody at the company refers somebody that we ended up hiring. This really hits home for me personally. Make recruiting part of their job.

Sales Recruiting 127

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 127

SaaStr

MARCH 7, 2022

Inside sales refer to the practice of selling from office premises via phone, email, or video calls. The world of sales is evolving as rising costs and shifts in buyer behaviors continue to change. An emerging strategy that organizations are adopting to grow revenue more efficiently is inside sales.

Scale 217

Scale Sales Hiring Scaling Sales 217

SaaStr

MARCH 20, 2019

Sameer joined the company in 2010, when Citrix acquired VMLogix, where he served as CEO and doubled revenues during each year of his tenure. Before that, he worked for 12 years at Trilogy, where he held key leadership roles helping the company grow from a start-up to a $300 million business. Sameer Dholakia: Love that.

Underperforming Technical Team 118

Underperforming Technical Team Development Software New CTO 118

SaaStr

SEPTEMBER 6, 2019

Jon Herstein: Well, I think it’s a question of degree and I think the concern for a software company, in particular a recurring revenue software company, is when the services revenue becomes too big relative to the size of the subscription revenue. And a lot of people refer to that as revenue mix.

Sales Hiring 132

Sales Hiring Scale Underperforming Technical Team Software Review 132

SaaStr

NOVEMBER 12, 2019

Every time we raised prices, it was a battle between us; Adam and I as the co-founders and the sales leadership and the sales managers and the sales team. Get them to commit to doing a press release, to be a testimonial, to do a webinar with you, to do a reference call, to speak at your next user conference. And it worked great.

Sales Recruiting 164

Sales Recruiting Scale Outsourcing Services Sales Hiring 164

SaaStr

MARCH 6, 2020

Marc actually made him go through his V2MOM in front of hundreds of people across our leadership team and Marc would be jumping in and challenging Keith on the priorities. It’s so important to have a rigorous recruiting process, including checking references and back channels. Keith, why is three more important than four?

Scale 214

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 214

SaaStr

NOVEMBER 15, 2019

Dylan Serota: So, there’s a lot from overall market selection, but from a team standpoint, there’s no question that you need strong initial leadership for that team to be successful. And her references were so off the charts everyone said they would follow her wherever she went. How easy is travel?

Education 107

Education Sales Hiring Technical Review Underperforming Technical Team 107

SaaStr

FEBRUARY 1, 2019

You’re not shy to bring them up, so you might have some leadership capabilities. Amanda Kleha: Oh, I was just going to say another lesson I learned over the years is to do reference checks and wherever possible a back channel reference. ” To me, that’s a little more interesting. You want to be heard.

Sales Hiring 107

Sales Hiring Communication Scale Interviewing 107

Chart Mogul

APRIL 3, 2018

It’s time for B2B SaaS to stand on its own as a mature category of software with its own thought leadership, unique user experience and branding. I’ve been thinking a lot lately about how we build the company of the future here at Drift. But the list of elements that influence branding is huge: Company logo. Company culture.

Branding 97

Branding B2B Investment User Experience 97

SaaStr

JUNE 18, 2019

Very hard negotiator, always wanting more, always wanting more, and then shortly after we were starting to raise our Series A, and we asked him if he could be a reference, speak about us to our prospective investors. He accepted, and actually was such a crazy champion for the company. We closed the Series A.

Scale 114

Scale Engineering Scaling Branding 114

SaaStr

MARCH 5, 2019

Is it written down somewhere where everybody in your company can challenge it or can voice support for it, or can just say “Heck yeah, this is what we need to do”? And is that a reference document that is a living, breathing expression of what you’re trying to accomplish that everybody can contribute to?

Scale 148

Scale Scaling VP of Engineering Sales Hiring 148

SaaStr

MARCH 5, 2019

Is it written down somewhere where everybody in your company can challenge it or can voice support for it, or can just say “Heck yeah, this is what we need to do”? And is that a reference document that is a living, breathing expression of what you’re trying to accomplish that everybody can contribute to?

Scale 137

Scale Scaling VP of Engineering Sales Hiring 137

OpenView Labs

NOVEMBER 17, 2021

When the team at Postscript talks about transparency, they don’t just mean the basics of sharing details about compensation, the company vision, and other big-picture and human resource-related things. And that means everyone—from employees to leadership, and even board members. . Giving Everyone the Chance to Get Real.

Compensation 52

Compensation Marketing Leadership Merchant Services 52

SaaStr

MARCH 31, 2024

Katie Burke : So, I would encourage all of you to start now, thinking about the fact that homogeneity will be as viral at your company as any blog post you ever write. It will absolutely go viral, it will be easy for people to refer people who are just like them. Jason Lemkin: It’s a tough hire, isn’t it?

Part-Time CTO 252

Part-Time CTO CTO Hire CTO Coach CTO 252

SaaStr

OCTOBER 4, 2019

How does leadership change for Jesse in the face of scale? How does Jesse think about scaling humanity and the personal touch with the scaling of his leadership? We could get the feedback running and we could get our first ambassadors and evangelists out there and the reference customers with investors and so forth.

Scale 121

Scale SaaS Payments SMB Sales Hiring 121

SaaStr

OCTOBER 25, 2019

How does Liat think about aligning both the personal ambitions of the person with the wider objectives of the company? Why does Liat reject the notion of “hands off leadership?”. Companies often worry about whether to go horizontal or vertical, how does Liat personally think about this choice? Is there ever a right way to do it?

Sales Hiring 107

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 107