SaaStr

JULY 30, 2020

356: Pete Kazanjy is the Co-Founder @ Atrium, the startup providing proactive, always-on insights for sales operations, managers, and leaders. Alongside Atrium, Pete is also the Founder of Modern Sales Pros, a community of 15,000 focused on sales operations and sales management. Stop asking questions.

Part-Time VPE 195

Part-Time VPE Scale Sales Recruiting Sales Hiring 195

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. It needs to incentivize specific behaviors and actions that suit the needs of both the company and the customer. The Process for Creating a Sales Compensation Plan.

Compensation 103

Compensation Sales Hiring Development Team Review Sales Recruiting 103

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop. Want to see more content like this?

Sales Recruiting 255

Sales Recruiting Sales Hiring Scale Sales 255

Totango

JULY 19, 2021

And in this customer-centered economy, your customer success (CS) team is invaluable. The team’s goal is to retain your hard-won customers and help them grow by deepening the customer relationship and ensuring they are realizing value with your product every step of the way. 1: Recruit the Right People.

Customer Success 124

Customer Success Sales Recruiting Compensation Scale 124

Unbounce

JUNE 16, 2020

Affiliates usually receive some kind of compensation (more on this below) for their work. To make these distinctions more clear, ask yourself, “who owns the selling and customer success functions, you or your partner?” Your partners act as an outsourced sales and marketing team. There’s clearly a lot to consider.

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

SaaStr

MAY 14, 2023

Daniel, you grew to 3 million in ARR before you hired a VP of Sales. You had all the reps and SDRs reporting to you, managed it all yourself. How’d you manage all that? Daniel : We followed a lean start up approach to building our sales process. An engineering team and the sales team was me with a laptop.

Sales Hiring 228

Sales Hiring Sales Recruiting Scale Payment Methods 228

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Meghan Gill | VP of Sales Ops @ MongoDB.

Sales Recruiting 132

Sales Recruiting Sales Hiring Scale Sales 132

Kellblog

MARCH 13, 2020

In days of yore, chief revenue officer (CRO) was just a gussied-up title for VP of Sales. If someone was particularly good, particularly senior, or particularly hard to recruit you might call them CRO. Chief revenue officer meant chief sales officer meant VP of Sales. Frank, the head of Sales, had a $1B number.

VP of Engineering 98

VP of Engineering Customer Success Sales Recruiting Acquisition 98

SaaStr

MARCH 1, 2019

What one question must all founders be asking in the sales process? * How should comp plans differ when comparing AEs to customer success? Where should the responsibility for upsell lie, customer success or sales? Should sales commission be paid on renewals? But you said that about multi year.

Scale 114

Scale SMB Sales Recruiting Sales Hiring 114

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

Scale 99

Scale Payment Methods Sales Recruiting SaaS Payments 99

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

OpenView Labs

MARCH 15, 2019

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. For the uninitiated, channel sales refers to the process of partnering with third parties to get your product into the end user’s hands. Channel Sales versus Direct Sales – The Good and the Bad.

Sales Recruiting 85

Sales Recruiting Scale Sales Hiring Underperforming Technical Team 85

SaaStr

FEBRUARY 21, 2020

David is also the author of foreentrepreneurs.com the must read blog in the world of SaaS metrics. In Today’s Episode We Discuss: * How David made his way into the world of SaaS at the age of 22. * How does David think about scaling sales teams? How does one know when is the right time to hire your first sales reps?

Scale 189

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 189

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 174

Merchant Services Scale Sales Recruiting Sales 174

SaaStr

MARCH 12, 2019

So first off, I’m saying we start with customer success. 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?

Scale 207

Scale Sales Hiring Revenue VP of Engineering 207

Sales Hacker

OCTOBER 21, 2019

There are tons of roundup articles about top women sales leaders. Most of the time, somebody does a LinkedIn search for “sales leader,” chooses the top 15 profiles with the most followers, and calls it a day. What about the amazing sales leaders who aren’t well-known already? Most Dynamic Women Sales Leaders.

Sales Recruiting 90

Sales Recruiting Scale Sales Hiring VP of Engineering 90

SaaStr

JANUARY 3, 2020

What one question must all founders be asking in the sales process? * How should comp plans differ when comparing AEs to customer success? Where should the responsibility for upsell lie, customer success or sales? Should sales commission be paid on renewals? But you said that about multi year.

SMB 26

SMB Sales Recruiting Sales Hiring Scale 26

Sales Hacker

DECEMBER 8, 2017

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018. Top 2018 Sales Trends & Predictions – Strategic Headlines.

Scale 97

Scale Technical Review Outsourcing Services Sales Hiring 97

Sales Hacker

APRIL 30, 2018

To see what selling on steroids looks like, check out companies with the best sales enablement strategies. You’ll discover a lively place, with a lot of things — like revenue, productivity, and win rate s — going up, and a lot of things — like speed to revenue, sale cycle period, customer churn, and staff attrition rate — going down.

Sales Enablement 79

Sales Enablement Scale Sales Recruiting Sales Hiring 79