ChurnZero

MARCH 15, 2019

Churn Monster #10: Bad Fit Customer . We’re talking about a bad fit customer. A bad fit customer is a customer who is unable to receive value from your product or service due to a mismatch of currents needs and offerings. You are worried you have acquired a bad fit customer.

Underperforming Technical Team 45

Underperforming Technical Team Churn Software Review Compensation 45

Sales Hacker

DECEMBER 5, 2017

Over the past few months, I’ve been constantly talking to VPs of Sales, SDR leaders, and SDRs themselves. The problem is mostly centered around accountability, process and compensation. Step 1: Addressing Compensation & Pipeline Structure. The opportunity is dead, and both teams blame one another.

Scale 81

Scale Underperforming Technical Team Outsourced Development Sales Hiring 81

Sales Hacker

DECEMBER 3, 2020

Sales is a relatively high stress profession, with a fair amount (read: lots) of positive and negative swings. Knowing how to deal with conflict in the workplace is a necessary skill every sales professional should master. Knowing how to deal with conflict in the workplace is a necessary skill every sales professional should master.

Sales 79

Sales Compensation Underperforming Technical Team Communication 79

Andreessen Horowitz

OCTOBER 16, 2023

One of the toughest challenges for founders — and especially technical founders who are used to focusing so much on product features over sales — is striking “product-market fit”. So in that shift from product-market fit to product-market-SALES fit, how much should you optimize your go-to-market for product… and even the other way around?

Product Marketing 81

Product Marketing Scale Sales Hiring Sales Recruiting 81

Sales Hacker

MARCH 15, 2022

In the 200th episode of the Sales Hacker Podcast, we have Asad Zaman , CEO of Sales Talent Agency (STA), where he rose through the ranks from AE to CEO, earning recognition as Toronto’s Young Professional of the Year (2019). There are over 40K more sales jobs openings than salespeople. How COVID has affected sales salaries.

Sales Hiring 93

Sales Hiring Underperforming Technical Team Acquisition Development 93

Valuize Consulting

APRIL 8, 2022

As a revenue leader, are you empowering and incentivizing all of your customer-facing teams to drive maximum NDR in your organization? Driving Net Dollar Retention (NDR) cannot be the sole responsibility of your Sales, Customer Success or Renewals department alone. Evolve Your SaaS Revenue Model For Maximum NDR.

Innovation 52

Innovation Underperforming Technical Team Outsourced Development Compensation 52

Sixteen Ventures

NOVEMBER 8, 2018

When most companies want to eke out some quick incremental growth, they’ll often have their sales people turn to their existing customer base to make some sales. Look, your existing customer base IS incredibly valuable… assuming you leverage that asset the right way. Okay, so you want to grow fast?

Underperforming Technical Team 58

Underperforming Technical Team Leadership Compensation Customer Success 58

Kellblog

MARCH 11, 2020

Some SaaS startups develop a form of zero-sum delusion early in their evolution, characterized by following set of beliefs. Believing that: A customer has a fixed budget that is 100% fungible between ARR (annual revenue revenue) and services. We had a pretty formulaic sales cycle, from discovery to demo to proposal.

Underperforming Technical Team 99

Underperforming Technical Team Sales Hiring Consulting Forecasting 99

OPEXEngine

OCTOBER 5, 2021

Over the past decade, software has created tremendous value for investors and businesses, thanks largely to its transformative effect on the economy , its role in developing new cloud-based business models, and its ability to increase efficiency in operations. the ability to offload more IT tasks to a remote vendor. Four ways to drive value.

Software Review 52

Software Review DevOps as a Service Software Underperforming Technical Team 52

Sales Hacker

OCTOBER 22, 2018

In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales teams is more like writing a “ Choose Your Own Adventure ” novel. In sales, it’s not much different. No guarantees there.

Sales Hiring 98

Sales Hiring Sales Sales Enablement Underperforming Technical Team 98

ChurnZero

JULY 12, 2019

Perhaps product problems, loss of a key user in the account, a bad use case… Sure, these are some reasons why customers may churn, but the reality is that your churn rate is deeply connected to the quality of onboarding journey your users go through. Outstanding brands create connections between customer needs and their solution.

Scale 75

Scale Onboarding Customer Success Underperforming Technical Team 75

ChurnZero

JUNE 11, 2021

Customer health scores give Customer Success teams a deep understanding of a customer’s health and are a leading indicator that there may be an issue with an account or customer. If you do not currently use health scores, you can use this resource as a framework to set up scoring for your team.

Software Review 96

Software Review Systems Review Scale Underperforming Technical Team 96

OPEXEngine

DECEMBER 23, 2020

Some SaaS startups develop a form of zero-sum delusion early in their evolution, characterized by the following set of beliefs. Believing that: A customer has a fixed budget that is 100% fungible between ARR (annual revenue revenue) and services. 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

Kellblog

AUGUST 7, 2019

I’ve been asked about this a few times lately, less because people value my accounting knowledge [1] but rather because people are curious about the CAC impact of such deals and how to compensate sales on them. Let’s say in this example the customer is getting the exact same value in all 3 years (e.g., Add $2M in ending ARR.

Deferred Revenue 74

Deferred Revenue Pricing Payments SaaS Payments 74

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 102

Compensation Sales Hiring Development Team Review Sales Recruiting 102

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. So they created a software that provides control, visibility, and payment methods for corporate finance teams.

Scale 162

Scale Payment Methods Payment Solutions Marketing 162

Sales Hacker

MAY 8, 2018

On this episode of the Sales Hacker podcast, we talk with Marc Jacobs , SVP of Sales and Customer Success at CB Insights about the secret to incredible sales management and building a sales coaching culture. Building the right revenue targets in coordination with the CFO and the Executive Team.

Sales Hiring 43

Sales Hiring Scale Management Sales 43

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. Does one have to expand the product line to retain customers? First, what is continuous customer development?

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128

Intercom, Inc.

JANUARY 16, 2019

Growing a sales team isn’t as simple as putting a bunch of A players in a room and getting them to start selling your product. If you want to build a revenue engine that will fuel long-term growth, you need to build and scale your sales org with intention. 12 steps to build a world-class sales team.

Scale 156

Scale Sales Hiring Underperforming Technical Team Scaling 156

OpenView Labs

JANUARY 8, 2020

About six years ago, we noticed a dramatic shift happening in the world of buying and selling: companies that were going to market as “product first,” customer experience-focused entities were outpacing large incumbents that were over-reliant on high touch, high friction sales models.

Strategy 41

Strategy Sales Hiring Underperforming Technical Team Compensation 41

SaaStr

MARCH 24, 2020

Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. Sam Blond | Chief Sales Officer @ Brex. I’m doing The Playbook To Recruiting Your Sales Team. Once again, amazing job to the SaaStr team. FULL TRANSCRIPT BELOW.

Sales Recruiting 131

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 131

User Pilot

JANUARY 14, 2024

TL;DR A product manager leads the product management team and is responsible for overseeing all stages of the product development process. They earn more than developers, astronauts, and even attorneys, but less than surgeons. The Director of Product is accountable for multiple product lines and manages product management teams.

VP of Engineering 97

VP of Engineering Management Underperforming Technical Team Compensation 97

SaaStr

JULY 5, 2023

The Team Matters More Than The Operating Model Snow’s greatest piece of advice is to choose your team wisely. He believes the team is more important than the operating model because you can have the best models in the world. But if you don’t have the underlying team and structure, it won’t work. They didn’t.

Strategy 205

Strategy Marketing Underperforming Technical Team Sales Hiring 205

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 261

Sales Recruiting Sales Hiring Scale Sales 261

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. How do the best onboard their sales reps?

Part-Time VPE 201

Part-Time VPE Scale Sales Recruiting Sales Hiring 201

Sales Hacker

DECEMBER 20, 2018

The path to sales enlightenment requires continuous self-learning, but there’s a real problem. That’s why we’ve rounded up the complete list of best sales podcasts to turbocharge your journey to achieving sales mastery. Listen To Sales Podcasts, Then Go Listen To Your Prospects! . Salespeople are BUSY.

Scale 111

Scale Underperforming Technical Team Sales Social Media 111

Intercom, Inc.

SEPTEMBER 8, 2021

When it comes to launching sales teams in hyper-growth startups, few people have walked the walk as much as Maggie Hott. She “stumbled” into it, as she told us, first as one of the earliest sales hires of Eventbrite, where she stayed for four years, and then into Slack in early 2015 as the first sales rep in the Bay Area.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

TriTuns

MARCH 22, 2019

What is staggering is that executives have accepted these dismal results for so long and not taken action to address such poor performance. When I speak with executives across a variety of organizations and industries about how they approach software success, the typical answer is “training”. And we all know this is not the case.

Software 40

Software Underperforming Technical Team Forecasting Scale 40

TriTuns

MARCH 22, 2019

What is staggering is that executives have accepted these dismal results for so long and not taken action to address such poor performance. When I speak with executives across a variety of organizations and industries about how they approach software success, the typical answer is “training”. And we all know this is not the case.

Software 40

Software Underperforming Technical Team Forecasting Scale 40

TriTuns

MARCH 22, 2019

What is staggering is that executives have accepted these dismal results for so long and not taken action to address such poor performance. When I speak with executives across a variety of organizations and industries about how they approach software success, the typical answer is “training”. And we all know this is not the case.

Software 40

Software Underperforming Technical Team Forecasting Scale 40

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. We trust leaders to make decisions on what tools they need to get the most out of their teams.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

SaaStr

FEBRUARY 21, 2020

* How does David think about scaling sales teams? How does one know when is the right time to hire your first sales reps? What have been his lessons on optimizing payback period for sales reps? How should founders think about sales rep compensation? Why is 12 months so crucial? Harry Stebbings: Absolutely.

Scale 190

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 190

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. SaaS Sales Models.

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

Sales Hacker

MAY 5, 2020

This week on the Sales Hacker podcast, we speak with Devante Lewis-Jackson , one of the top rising sales leaders helping companies grow in New York City and most recently a sales manager at The Muse. The four phases of sales management. Subscribe to the Sales Hacker Podcast. What You’ll Learn. We’re on iTunes.

Sales Hiring 63

Sales Hiring Sales Recruiting Scale Leadership 63

SaaStr

SEPTEMBER 23, 2020

As you can tell from that list, it was really a team effort, so huge thanks for that. And after a bunch of moving around, I ended up working in product development, actually, for a middleware company, and I did that for four years. ” But really, it was the team side of it. How do you think about that? Dave McJannet: Yeah.

Scale 190

Scale Leadership Underperforming Technical Team Scaling 190

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 179

Merchant Services Scale Sales Recruiting Sales 179

SaaStr

JUNE 3, 2020

How does this hire correlate to your hiring in sales enablement? How does Mike make sales data really actionable within the company? What is the right way to structure their sales pipeline? What can be done to incentivize sales to be accurate in their sales data? * What are the different CRO profiles Mike has seen?

Sales Hiring 176

Sales Hiring Scale Technical Advisors Systems Review 176