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

Sales Hacker

NOVEMBER 4, 2020

I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. Starting Your International Sales Team. The key to starting an international sales team is having the right people in your landing team. A mercenary is driven by the sale.

Sales Hiring 99

Sales Hiring Scale Sales Recruiting Sales 99

SaaStr

SEPTEMBER 14, 2022

Combine software with services. UserZoom invested in a model where they didn’t just provide software, but services, in a model known as SaaS++. Sales and marketing are still significant, but consider dedicating more research and design to the user experience.

Scale 224

Scale Venture Capital Sales Hiring SMB 224

SaaStr

MAY 31, 2021

In a small way, a few of those age 10-20 skills I did acquire from starting a tiny software company then were what carried through to whatever success I’ve had. Sales — Not Easier. As odd as this may sound, I personally am not any better at sales than the first time around, and maybe worse. I let those go.

Sales Recruiting 332

Sales Recruiting Sales Hiring Scale Branding 332

SaaStr

APRIL 2, 2023

Later on, when we thought a new acquisition of raw technology was ready to scale (it wasn’t – it is now) In 2022 (like many companies), when we misread the “COVID bump” of 2021 for a secular change in software In each case, the mistake wasn’t being aggressive. To run a startup, you have to make bets.

Sales Hiring 269

Sales Hiring Scale Scaling Customer Success 269

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

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 134

Sales Recruiting Sales Hiring Scale Social Media 134

Kellblog

AUGUST 13, 2019

This is a sister post to my recent one, Career Decisions: What to Look For in a Software Startup. That piece is all about what to look for when considering taking a job at a software startup. This piece is kind of the opposite: what to look out for when considering an executive job at a software startup. ” Bye Mary.

Software Review 76

Software Review Startup Sales Hiring Software 76

SaaStr

JULY 27, 2022

Founded in 2015, PayFit is a software company that empowers entrepreneurs and SMBs to digitize payroll and HR processes. Boterri’s company Accel invested in PayFit in 2017 and again in 2021. As of 2022, Payfit has reached unicorn status –– after raising $289 million in Series E, the company is now valued at $2.1

SMB 201

SMB Sales Hiring Scale B2C 201

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. Jyoti Bansal: Let’s switch topics to sales. And frankly, it’s not just for sales, but for anyone.

Sales Recruiting 251

Sales Recruiting Sales Hiring Scale VP of Engineering 251

SaaStr

MARCH 10, 2020

That was the most over the top entrance that the sales leader for a company that moves boxes around the world has ever gotten. When they pay us to do that, we give them access to a best in class software platform. So we did about 442 million in sales last year. We founded the company five years ago.

Scale 195

Scale Sales Hiring Sales Recruiting Scaling 195

SaaStr

FEBRUARY 22, 2019

Matt Turck talks with three hyper-growth stage Co-Founders and CEOs on three roadblocks when scaling past $15M ARR: hiring, culture, and sales. So I see today is a company of 160 people. So we decided to take you to know three specific topics which are hiring, culture and sales. Ticket prices go up March 1st!

Sales Hiring 111

Sales Hiring Scale Sales Recruiting Company Culture 111

OpenView Labs

DECEMBER 21, 2020

What does the future hold for B2B software? The prevailing go-to-market structure for SaaS companies in the last decade is through an inside sales team. Virtually all inside sales teams were forced to go remote in mid-March and haven’t been back in the office since. Martin Roth, CRO at Levelset. Stuff gets missed.

SaaS Payments 96

SaaS Payments Payments Payment Services Payment Solutions 96

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? I mean, my career started as a software engineer, and out of frustration, I went into sales. The role of marketing is to help sales sell, and it’s not about creating a logo.

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

Kellblog

JULY 30, 2023

For example: Marketing exists is to make sales easier. This one depends on your sales/success model.) You can make sales easier in very strategic ways, like picking great target markets and working with product to uniquely meet customer requirements. We had an aggressive, sales-driven culture. And so naive.

Software Review 66

Software Review Technical Review Sales Recruiting Artificial Intelligence 66

Scytale

DECEMBER 5, 2023

There are plenty of reasons for any SaaS company to prioritize SOC 2 compliance and why it is in the best interest of the company. SOC 2 can also place a company at an advantage when it comes to your operating market, as well as sales potential. That’s not a trivial question.

compliance 52

compliance Scale Software Review Technical Review 52

SaaStr

MARCH 24, 2020

When things get better — you will need everyone great you have now : You will need every scaled sales rep that hits quota. Yes, sales cycles may lengthen a lot, and deals slow way down. As time goes on, they produce exponentially more good features and software than less agile teams. You know this.

Scale 176

Scale Sales Hiring Interviewing Scaling 176

SaaStr

SEPTEMBER 10, 2020

To date, the company has raised $120M in financing from Battery Ventures, Insight, Venrock, Costanoa, Bain Capital, and Salesforce Ventures to name a few. As for Latané, before 6sense she was CMO and sales leader at Appirio where she drove 5X more effective field marketing programs and an increase in inbound leads by 300%.

Scale 168

Scale Sales Hiring Software Review Technical Review 168

Totango

JANUARY 28, 2020

You may not be a perfect fit, but if you provide excellent service, they may still recommend your enterprise to others, potentially bolstering your reputation and increasing sales. As such, both the sales team and the CS team are critical components of your enterprise. Request a demo to experience our innovative software firsthand.

Retention 87

Retention Management Technical Review Software Review 87

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

Neil Patel

NOVEMBER 5, 2020

Imagine for a moment that you visit the pricing page of a software product after clicking through from a content piece sent to you via email. The next day, you receive an email notification from that company. See how [a competitor in your same industry] used our tool to increase sales by 31%.”. And they’ll be more successful.

Marketing 124

Marketing Technical Review Social Media Systems Review 124

FastSpring

MARCH 10, 2023

This perspective is why at least four employees have been with the company since the beginning. In 2006, founded iOSXpert — now the largest partner of the Mac-based CRM and project management software Daylite. My very first job, real job was in a company back then in the 90s, end of the 90s.

Consulting 78

Consulting Underperforming Technical Team Interviewing Software 78

Totango

JANUARY 28, 2020

You may not be a perfect fit, but if you provide excellent service, they may still recommend your enterprise to others, potentially bolstering your reputation and increasing sales. As such, both the sales team and the CS team are critical components of your enterprise. Request a demo to experience our innovative software firsthand.

Retention 85

Retention Management Technical Review Software Review 85

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

SaaStr

NOVEMBER 28, 2019

So, you just raised your series E one of the European software unicorns, congrats on that. So let’s start with the origin story of the company. I remember talking to Belgium investors at the time and everybody said, look, enterprise software is dead, there’s no opportunity through investment. Felix : Thank you.

Sales Hiring 171

Sales Hiring Scale Sales Recruiting Government 171

FastSpring

OCTOBER 23, 2018

Behind all of our favorite apps, software,—even everyday items like our headphones, there’s a hard-working product team driving innovation and developing the products we love. I know I’ve experienced a variety of strategies and techniques during my time at companies like Procore Technologies and PayJunction.

Scale 64

Scale Sales Hiring Technical Review Leadership 64

Sales Hacker

APRIL 29, 2019

This week on the Sales Hacker podcast, we speak with Travis Huff, Director of B2B Sales at Wayfair. He discusses how Wayfair transforms spaces to mimic company culture. The importance of three tactical sessions per month w/your sales reps. Training effective sales coaches. Sales Coaching Basics [10:48].

Scale 45

Scale Sales B2B Sales Enablement 45

OPEXEngine

JANUARY 13, 2021

Many of the current vertical SaaS companies started as traditional software, moved to SaaS later, and will have to evolve quickly to remain competitive. From the top: large tech companies are buying SaaS companies and entering markets where they weren’t competitive before. B2B Sales and Marketing.

Sales Recruiting 52

Sales Recruiting Sales Hiring SaaS Benchmarks 52

Hitenism

NOVEMBER 7, 2016

This meant that everything engineers at Amazon built internally—even software that never saw the light of day—needed to be built as if the customer would use it. If you make the customer the center and beginning of every product initiative, no matter how big or small, you hardwire it into a central part of your company culture.

AWS 189

AWS New CTO Scale CTO 189

Totango

JANUARY 14, 2020

To create a company culture that champions customer success, you have to consider the organizational structure and how CS teams interact with others. Sales: There are various ways that customer success and sales can support each other. To learn how powerful software can help your CS team thrive, explore Spark.

Customer Success 63

Customer Success Enterprise B2B Company Culture 63

SaaStr

APRIL 4, 2019

As a global technology provider powering thousands of SaaS companies, Google is at the forefront of driving exciting and innovative technologies to market. You’ll also learn how leading SaaS companies are able to scale and thrive in this complex, dynamic environment. So we want to develop software faster.

Cloud 165

Cloud Scale Trends Machine Learning 165

SaaStr

MAY 24, 2019

235: Andrew Filev is the Founder & CEO @ Wrike, the cloud based collaboration and project management software that scales across teams in any business. In Dec 2008, Vista Equity Partners acquired a majority stake in Wrike for a deal reportedly valuing the company at $800m.

Sales Hiring 140

Sales Hiring Scale SMB Sales Recruiting 140

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 200

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 200

OpenView Labs

OCTOBER 26, 2021

Someone accepting your free software is nice, but a champion willing to spend social capital to secure a Purchase Order (P.O.) If your company is more product-led, then our usage-based pricing playbook could help you navigate how best to approach pricing by activity or consumption. . Do not, unless you must, give the product away.

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Marketing 82

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. HR software. Types of services. Human resources outsourcing (HRO).

Outsourcing Services 118

Outsourcing Services Outsourced Development Sales Recruiting Sales Hiring 118

SaaStr

JANUARY 10, 2020

Does Bob agree with the notion that channel sales have completely died in the world of SaaS? Bob Moore: And I was t nerdy engineer in college, so getting the opportunity to have to pitch, it’s really a sales job at the end of the day. Or hey, we missed our sales numbers last quarter, it’s got to be a management issue.

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

ChurnZero

APRIL 8, 2020

Your Customer Success team is delighted that your customers are happy, your product team loves that they are building a product worth talking about, and your Sales and Marketing department revels in the fact that your own customers are massively helping them with their day-to-day jobs! t wears that never gave them the con?dence

Retention 81

Retention Software Review Customer Success Churn 81