SaaStr

FEBRUARY 8, 2019

Bridget Gleason is VP of Sales @ Logz.io, the startup that uses predictive analytics and machine learning to provide monitoring, troubleshooting and security. Before Logz, Bridget was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. How does one structure commissions for the sales team with that in mind?

Sales Hiring 115

Sales Hiring Scale Sales SMB 115

Buffer Resources

OCTOBER 2, 2023

Book sales: We make some money from this, but it’s more a marketing and authority building tool for the Collective. To calculate CASC, we look monthly at marketing and sales expenses divided by the number of new members that month. At what point did you decide to hire employees or contractors? Tell us about your team.

Payment Methods 114

Payment Methods Sales Hiring Payments Business 114

Intercom, Inc.

OCTOBER 26, 2018

At some companies, customer success managers create resources for thousands of self-serve customers, while at others they work with a select few. Sometimes they’re just account executives with a fancier title, or the two roles have simply been combined into one. Why onboarding is a part of sales.

Sales Hiring 123

Sales Hiring Customer Success Scale Underperforming Technical Team 123

Chart Mogul

SEPTEMBER 19, 2019

But sales is the one thing founders cannot oversee — without it your startup will die. Between hiring, training, and helping new employees excel, iterating on customer feedback, building brand awareness, et al., Between hiring, training, and helping new employees excel, iterating on customer feedback, building brand awareness, et al.,

Sales Hiring 93

Sales Hiring Scale Sales Recruiting Startup 93

Kellblog

JANUARY 3, 2022

You should have hired professionals to run your experiment. It’s not because VCs like high compensation packages and dilution. But you’re not fully committed, the board is split on the decision, you’re worried about the CAC impact of initially unproductive sales investments, and you’re not sure what to do.

Sales Hiring 124

Sales Hiring Scale Consulting Leadership 124

Neil Patel

MARCH 12, 2021

There’s a good chance you’ll lose some readers if you hire staff or start adding guest posters. They’ll hang in there, especially if you’re still publishing quality content , are active with posting now and again, and if you hire a blogger whose style and tone match your brand personality.

Outsourcing Services 141

Outsourcing Services Outsourced Development Sales Hiring VP of Engineering 141

Kellblog

JUNE 27, 2022

Expanding internationally means managing differences not only in language and time zone – but in culture, business norms, law, taxation, labor, employment, compensation, and competition. Dresner Advisory , Outsell ) to independent consultants promoting books and methodologies (e.g., Hiring the wrong people.

Startup 116

Startup Sales Hiring Underperforming Technical Team Compensation 116

Kellblog

JULY 20, 2022

DK: I’ve heard you’ve had some trouble hitting sales targets. CMO: Yes, well you know the targets are pretty aggressive and we just had some major turnover in the sales force. DK: You close 5% of your sales-accepted opportunities? . This sales team is closing 5%. CMO: Solid. We collaborate really well.

Sales Hiring 124

Sales Hiring Scale Software Review Finance 124

SaaStr

MARCH 12, 2019

What is sales? What is sales? Isn’t sales really around customer value creation? Sales is not about revenue generation, it’s around customer value creation. Why are we so obsessed with sales being focused on revenue? Sales is first and foremost around customer value creation, revenue is an outcome.

Scale 213

Scale Sales Hiring Revenue VP of Engineering 213

Chart Mogul

FEBRUARY 19, 2020

Building a great sales team is not just about hiring the best people (although that certainly matters). The compensation given to an employee based on the amount of revenue they generate for your business is known as a commission structure. Which Sales Commission Structure is Best for you? Click To Tweet.

Sales Hiring 130

Sales Hiring Sales Business SaaS Payments 130

Kellblog

JUNE 4, 2023

In that (quite popular) post, I shared Mark’s top ten list of mistakes that enterprise software startups make in sales and go-to-market. The simple fix is to spin up a portal that gives partners self-service access to basic sales tools and training. I enjoy talking with Mark because our skills and experience are complementary.

Sales Recruiting 108

Sales Recruiting Compensation SaaS Sales Hiring 108

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

Incredo

NOVEMBER 1, 2019

Do you want to grow your SaaS sales team and improve your processes? maintain healthy atmosphere in your Smarketing team, make smart choices regarding your SaaS sales model, strategy, pricing, . build smoother connections both with your prospects through optimized sales process. And from SaaS sales models to SaaS pricing.

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

Kellblog

MARCH 11, 2020

Since the only thing consultants do is implementations, their job title should be “Implementation Consultant” Any solutions practices or offerings should be built by our partners. ARR < $25K), use a low-touch sales model, and focus on the small and medium business market [1].

Underperforming Technical Team 99

Underperforming Technical Team Sales Hiring Consulting Forecasting 99

SaaStr

NOVEMBER 22, 2021

” And she quickly hired someone named Ben Lang who at the time was running a Notion fan site that was getting 80,000 hits per month, all about Notion. So she had this brilliant idea of why don’t I hire Ben? How do you have your community be an extension of your customer success team or even an extension of your sales force?

B2C 283

B2C Scale Consulting Software Review 283

Tom Tunguz

FEBRUARY 10, 2016

It requires changing the sales process, likely suffering some decreased sales velocity and tinkering with compensation structures. Second, slow sales hiring. Some fraction of a sales development rep to qualify leads. Some fraction of a customer success manager. Base 15% 20% 50% 80% 1.2%.

SaaS Payments 114

SaaS Payments Sales Recruiting Sales Hiring Payment Services 114

Chart Mogul

SEPTEMBER 19, 2019

But sales is the one thing founders cannot oversee — without it your startup will die. Between hiring, training, and helping new employees excel, iterating on customer feedback, building brand awareness, et al., Between hiring, training, and helping new employees excel, iterating on customer feedback, building brand awareness, et al.,

Sales Hiring 52

Sales Hiring Scale Sales Recruiting Startup 52

SaaStr

FEBRUARY 22, 2021

Do you really understand building and growing a SaaS sales team? But I’d reserve cash for consultants, not mentors and advisors). With advisors and such, I think after 2 1/2 meetings, after 2 1/2 intros to VCs or potential VP hires, after 2 1/2 times they “help” … you need to “pay” or they go away.

Scale 356

Scale Sales Hiring Payments Banking 356

SaaStock

JANUARY 9, 2019

The challenges they had were everything from hiring, translating company vision to the team, and retaining great people, all the way to making better decisions as company leaders and staying resilient throughout the journey. Get a great coach (therapist, non-directive, mentor, consultant). Hiring in a tough market.

Sales Recruiting 119

Sales Recruiting Sales Hiring Strategy SaaS 119

Kellblog

JANUARY 2, 2024

Some found themselves blown up (aka Slootmanned ), often in hasty lose/lose transactions leaving customers dissatisfied with reduced attention levels and sales unhappy with additional work without additional resource or pay. In sales, you can find maps like this : These things are everywhere. There’s plenty of it. You should be.

AI Search 109

AI Search Technical Review Technical Advisors ChatGPT 109

Sales Hacker

NOVEMBER 5, 2018

I have, since 2009, hired 20+ outsourced resources from all over the world for tasks such as data research, web design, translations, voiceover talent and more. I also run a Consulting company, AltiSales , which has a Business Process Outsourcing component, think Accenture, but purely for SDRs. I have learned quite a bit about it.

Outsourcing Services 77

Outsourcing Services Outsourced Development Sales Outsourcing Underperforming Technical Team 77

SaaStr

NOVEMBER 29, 2019

* What were the biggest mistakes that Allie made when it comes to sales hiring? How does Allie advise other founders on scaling sales teams? How does Allie think about sales rep payback period? How can one determine the effectiveness of a sales rep when they are engaging in 9-12 month sales cycles? *

Sales Hiring 132

Sales Hiring Underperforming Technical Team Technical Advisors Scale 132

OPEXEngine

DECEMBER 23, 2020

Since the only thing consultants do is implementations, their job title should be “Implementation Consultant“. ARR < $25K), use a low-touch sales model and focus on the small and medium business market [1]. We had a pretty formulaic sales cycle, from discovery to demo to proposal.

Underperforming Technical Team 52

Underperforming Technical Team Sales Hiring Consulting Forecasting 52

Sixteen Ventures

AUGUST 18, 2020

BTW, one of the main reasons companies bring me in – unfortunately – is to help clean up after they hired a “consultant” who took the easy way out and just applied one of their pre-written, generic BS blueprints to this unique business and, frankly, messed everything up. We can use TTFV as a sales metric , too!

Onboarding 114

Onboarding Sales Hiring Compensation Consulting 114

Sales Hacker

JUNE 20, 2018

Why have a career in sales ? Tune in to episode 12 of the Sales Hacker podcast with Jaimie Buss , VP of Sales, North America for Zendesk as she talks about startups careers and transitions! Building your career in startups and managing different career transitions. Advice for up-and-coming account executives.

Scale 83

Scale Sales Hiring SMB Interviewing 83

Neil Patel

SEPTEMBER 11, 2020

If you offer benefits to your employees, you need a payroll service that helps you effectively manage things like time off, vacation requests, workers’ compensation, insurance, and more. Furthermore, services with an employee self-service dashboard make this much more manageable. Hiring someone to do it for you.

Payment Services 145

Payment Services SaaS Payments Outsourcing Services Payment Solutions 145

Chart Mogul

FEBRUARY 19, 2020

Building a great sales team is not just about hiring the best people (although that certainly matters). The compensation given to an employee based on the amount of revenue they generate for your business is known as a commission structure. Which Sales Commission Structure is Best for you? Tweet this quote.

Sales Hiring 52

Sales Hiring Sales Business SaaS Payments 52

Intercom, Inc.

NOVEMBER 7, 2019

As Head of Sales for Spendesk, Nico was initially inspired by the vision of founder Rodolphe Ardant who had spotted a gap for ‘spend management’ in the B2B market based on personal banking trends. You’re currently the Head of Sales at Spendesk. I was not supposed to do sales at one point. Nico: Exactly.

Scale 162

Scale Payment Methods Payment Solutions Marketing 162

Sixteen Ventures

APRIL 6, 2021

BTW, one of the main reasons companies bring me in – unfortunately – is to help clean up after they hired a “consultant” who took the easy way out and just applied one of their pre-written, generic BS blueprints to this unique business and, frankly, messed everything up. We can use TTFV as a sales metric , too!

Onboarding 71

Onboarding Sales Hiring Compensation Consulting 71

Neil Patel

JANUARY 2, 2021

The best sales teams already work with top Salesforce partners to get everything set up from the beginning. Tons of billion dollar startups have built their sales and marketing process around content. We’ve rolled out content programs for the entire sales cycle across many Fortune 500 brands. And it works beautifully.

Scale 145

Scale Marketing Sales Hiring Content Marketing 145

ProfitWell

MARCH 3, 2020

Then, we hear from Kyle Poyar over at OpenView on bringing sales into a self-service business. Dave Kellogg , the consultant, advisor, and blogger with an expertise on enterprise software startups—author of the cleverly titled Kellblog —recently posted a piece on Coronavirus and its correlation to CEOs everywhere. Now Hire Sales.

Sales Hiring 59

Sales Hiring Scale SaaS Payments Payment Services 59

SmartKarrot

NOVEMBER 24, 2021

Apply here: [link] Role: Director, Customer Success (Remote) Location: Remote, United States Organization: Caroo As a Director, Customer Success, you will develop account management playbook for an evolving tech-enabled product and growing membership base. Collaborate with sales leadership to design account handoff processes.

Customer Success 19

Customer Success Sales Hiring Payment Methods Payments 19

Chart Mogul

SEPTEMBER 15, 2023

You can think of Horizontal SaaS as broad-based tech that is industry agnostic; a sales person at a Cybersecurity company can use HubSpot the same way a sales person at a Health Supplements company might use it. Here is a comprehensive list of SaaS blogs that goes through the most common metrics and terms.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

SaaStr

MARCH 31, 2020

Once you have the product market fit and you’ve reached the maxima of the easy to close customers, then you can hire a growth team, okay? What that means that the smart CMOs have understood that to compete, advertising is not a good solution, hiring more people is not a good solution. Let’s go into innovation. ” Okay.

Scale 132

Scale Scaling Sales Hiring Engineering 132

SaaStr

OCTOBER 29, 2019

SaaS is about creating long-term value for your customer, and being compensated appropriately for that value as a business. You’re creating value for your customers, but we have to make sure that you’re also being compensated appropriately for that value. They increased the price and drove a 25% lift in sales.

Payments 100

Payments Pricing Compensation SaaS Payments 100

Sales Hacker

MAY 9, 2019

A great sales compensation plan needs to accomplish quite a lot. It needs to provide fair compensation to employees in customer-facing roles. And of course, a strong sales comp plan needs to motivate reps to hit goals that grow the company while still maintaining a profit margin. Example Compensation Plans.

Compensation 104

Compensation Sales Hiring Development Team Review Sales Recruiting 104

OPEXEngine

JUNE 29, 2020

Think of it this way: most SaaS companies have high customer acquisition costs, as you have to invest heavily in sales and marketing in order to realize high growth. Those PPC ads that you run and the sales reps that they hire don’t come cheap, and as such, this eats into your profit margin.

Benchmarks 52

Benchmarks SaaS Sales Hiring Scale 52