Tom Tunguz

NOVEMBER 16, 2015

As Mark told me, “Most founders fail to understand that 95% of sales leaders will implement exactly the total market strategy they employed at the last company.” ” They will hire the same people from their network, structure the compensation plan identically, and apply the same sales processes and strategies.

Sales Hiring 184

Sales Hiring Sales Recruiting Startup Compensation 184

How To Buy Saas

AUGUST 8, 2023

Companies must create and implement effective college hiring strategies. Use applicant tracking systems (ATS) and recruitment tools to speed up the whole process, including organizing interviews and evaluating candidates. The art of hiring from college campuses has become a key part of attracting young, skilled, and diverse talent.

Strategy 40

Strategy Social Media Interviewing Compensation 40

User Pilot

APRIL 19, 2024

TL;DR Market research is vital for making informed business decisions, enabling companies to understand the market, target audience, and competitors, reducing risks, and optimizing marketing communications and product strategies. Interviews. The outcome? Focus groups. Product trials. Each method has its benefits.

Market Research 52

Market Research Sales Recruiting Marketing Underperforming Technical Team 52

FastSpring

AUGUST 19, 2022

SaaS providers should also be compensated fairly for the value they deliver, and in most cases that value increases as the product continually improves and the customers’ usage increases. Live Interview With Kurt Smith on Pricing Strategies to Combat Stagflation. But fairness cuts both ways. RSVP and learn more.

Pricing 147

Pricing SaaS Technical Review Forecasting 147

Sales Hacker

DECEMBER 19, 2022

As the president of Sales Xceleration, a firm specializing in assessing and implementing sales strategy , sales processes, and sales execution to drive growth, I’ve seen how job hopping can affect otherwise stable sales teams. Related: 26 Sales Interview Questions (and How to Answer Them Like a Boss!). Reassess your compensation offer.

Sales Hiring 80

Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 80

OpenView Labs

NOVEMBER 9, 2021

Interviewing / Hiring Your Sales Team. You may also want to consider some new interview approaches, all of which we outline in this article. We also walk you through all the classic stuff, like hiring, compensation, onboarding etc. Now Hire Sales: Even companies that were famous for their “no sales” strategy (a.k.a

Scale 91

Scale Sales Hiring Scaling Technical Review 91

FastSpring

AUGUST 3, 2022

I’ve also expanded on some of the strategies we discussed. Another place to get fresher takes are industry thought leader interviews and posts. You don’t always have time to compensate for unexpected events in your market, but the key is to speed up how quickly you can measure the impact of the investments you’re making today.

Scale 133

Scale Revenue Sales Compensation 133

OpenView Labs

MARCH 8, 2021

Conducting interviews. What Interviewing 600+ Sales Reps Taught Me About Team Building. Loom’s Peter Prowitt shares the biggest mistakes to avoid if you’re interviewing for a sales position. 14 SaaS Leaders Share Their Favorite Interview Questions. 20 of the Best Interview Questions for Sales Hires. Compensation.

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

Totango

OCTOBER 20, 2022

Hiring team members with the right customer success manager skills is critical for the effectiveness of your CS team and strategy. Empathy can be difficult to test for in an interview, but some questions to ask are: How would you go about delivering bad news to a customer? Developing meaningful interview questions.

Sales Hiring 93

Sales Hiring Customer Success Sales Recruiting Technical Review 93

Mucker Capital

OCTOBER 10, 2023

SDR Strategy & Model Checklist In the intricate world of sales development, finding the balance between art and science is crucial for a startup's success. Subsequently, compensation plans and practical assessments will be detailed further to refine the hiring process.

Scale 52

Scale Sales Hiring Outsourced Development Development 52

OpenView Labs

APRIL 29, 2021

OpenView, Work-Bench , Primary Venture Partners , and Lerer Hippeau just hosted the fourth and final session of SaaS Growth Camp—a series for the firms’ portfolio companies tailored to the complex ideas behind SaaS growth and go-to-market strategies. It can take hours to source, connect with, and interview just one candidate.

Sales Recruiting 81

Sales Recruiting Outsourcing Services Sales Hiring Scale 81

Totango

MARCH 15, 2022

Your human resources practices, your project management procedures and your technology strategy all need to come together in order for you to scale up without overextending yourself. To avoid this, make sure you follow sound human resource strategies when making staffing decisions. Mistake #1: Making the Wrong Staffing Decisions.

Sales Recruiting 98

Sales Recruiting Customer Success Sales Hiring Scaling 98

OpenView Labs

NOVEMBER 2, 2021

Salary expectations are skyrocketing and many applicants have four or more offers in hand at the end of an interview cycle. . Not to mention that product-led growth is a perfectly viable strategy. You don’t want to get to the end of the first interview and have to think about which person you’re going to set them up with next.

Sales Hiring 68

Sales Hiring Sales Recruiting Marketing Interviewing 68

Sales Hacker

SEPTEMBER 10, 2018

Still, they don’t always nail down the details when it comes to the things that might entice a prospective salesperson — like a well-rounded sales compensation plan , for example. Think about the compensation structure of various sales roles. While it can be daunting to create such a plan, be kind to your future self.

Sales Hiring 84

Sales Hiring Compensation Sales Payments 84

Chart Mogul

SEPTEMBER 19, 2019

In each section, I’ll also aim to give advice about how to repurpose your first version of these assets as you evolve your go-to-market strategy because with limited resources, you should make key assets, like sales playbooks, fungible. For many sales organizations “Go get more X-type customers” is where sales strategy starts and ends.

Sales Hiring 93

Sales Hiring Scale Sales Recruiting Startup 93

Buffer Resources

JUNE 22, 2023

Welcome back to Creators Unlocked , a series where we interview creators about their best practices and advice for other creators. Driving people to my website has also been a key part of my strategy,” she says. For instance, I've started posting on YouTube Shorts and working on building my mailing list.

Social Media 95

Social Media Payments Payment Methods Technical Review 95

CustomerSuccessBox

JUNE 6, 2022

With Subscription-based models everywhere, the need for customer success strategy in the organization is rising too! Companies know subscription isn’t going to sustain longer without a customer success strategy in place. If so, let’s dive right into the tips and tricks to ace a Customer Success Interview.

Interviewing 10

Interviewing Customer Success Sales Recruiting Compensation 10

Sales Hacker

APRIL 11, 2019

Do all the research you want… Implement all the bright-shiny strategies you can think of to get sales reps excited about their roles and success…. Clearly, new strategies alone aren’t enough to motivate a sales team. and always shares her opinion on how the money would be better spent in direct compensation to the reps.

Compensation 86

Compensation Sales Travel Management 86

Sales Hacker

MARCH 30, 2021

We’re focusing on how to win in the new sales era: new go-to-market strategies, deeper funnel insights and actionable takeaways for your entire organization from revenue leaders at high-growth startups and fortune 500 companies. Now, without further ado, let’s listen to this interview with Neil Ringers.

Scale 103

Scale Payments Technical Advisors Sales Recruiting 103

Andreessen Horowitz

FEBRUARY 12, 2024

Getting executives out of the 1:1 interview process and into a whiteboard session can help you assess their core competencies and how they’ll work with your team. We’re not necessarily interviewing them for a specific role in the portfolio. That’s not really what you’re interviewing for or unpacking.

Sales Recruiting 87

Sales Recruiting Technical Advisors Sales Hiring Underperforming Technical Team 87

Neil Patel

OCTOBER 24, 2020

How to Find a Good Consultant – Getting the Interviewing Process Right. The only way that a good consultant can meet challenges and identify opportunities is when they have years of experience and expertise to create effective strategies. Spot knowledge gaps and weak points in strategy, and ask for alternatives.

Consulting 132

Consulting Sales Hiring Technical Review Sales Recruiting 132

Natalia Luneva

JUNE 2, 2021

I interviewed 10 SaaS companies asking them: Why they use event marketing in their strategy; . Goal Summit brought together hundreds of executives across business organization and human capital roles to bridge the gap between performance and strategy. 10 SaaS online event marketing examples. During the event we .

Scale 105

Scale SaaS compliance Education 105

Chart Mogul

SEPTEMBER 19, 2019

In each section, I’ll also aim to give advice about how to repurpose your first version of these assets as you evolve your go-to-market strategy because with limited resources, you should make key assets, like sales playbooks, fungible. For many sales organizations “Go get more X-type customers” is where sales strategy starts and ends.

Sales Hiring 52

Sales Hiring Scale Sales Recruiting Startup 52

Sales Hacker

SEPTEMBER 16, 2019

Compensation. The mix of inside vs outside sales that you will use in your organization will depend on your products, your organization, and your sales strategy. The Strategy. The sales strategy is extremely important in determining your sales method. How can inside and outside sales work together? Hiring guide.

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Payment Methods 82

OpenView Labs

NOVEMBER 22, 2019

As 2019 comes to a close, it’s the perfect time to reflect on our people and talent strategies and map out a plan of action for the coming year. VP People Ops & Strategy, Klaviyo. We’re seeing a shift in what drives engagement and performance in the best employees, and it’s no longer primarily compensation.

Scale 52

Scale Interviewing Compensation Leadership 52

Sales Hacker

OCTOBER 4, 2022

If you missed episode 219, check it out here: A Holistic Approach to Compensation Structuring with Scott Barton. There’s a lot of work, strategy, sales, and operational structure that goes behind it. You have to build a strategy for growth. What You’ll Learn. You don’t need to be perfectly qualified for every opportunity.

Entertainment 84

Entertainment Innovation Compensation Travel 84

OpenView Labs

MARCH 23, 2021

Kim was inspired to write Just Work after feedback from underrepresented professionals made it clear that not everyone is able to use the strategies outlined in Radical Candor equitably and equally. Trier recalled an interview scenario in which she was one of several people interviewing a Black woman for an opening on the team.

Interviewing 97

Interviewing Leadership Compensation Engineering 97

Kellblog

MARCH 11, 2020

If delivering such an offering is your company’s strategy then you should disregard this post. Interview customers. The better strategy for us would have been to run behind a Big 4 systems integrator bidding who included our software in their proposal. [4] 4] Sales compensation plans typically reinforce this as well.

Underperforming Technical Team 99

Underperforming Technical Team Sales Hiring Consulting Forecasting 99

SaaStr

JULY 24, 2019

These may feel a little soft, but they’re incredibly helpful in the hiring process, because probably like many of you, I spend a lot of my time on video conferencing, interviewing candidates. Is it in line with our product strategy? How much of a CSM’s total OTE or compensation should be tied up in this variable element?

Retention 142

Retention VP of Engineering Sales Hiring Scale 142

OpenView Labs

FEBRUARY 10, 2020

The software company’s stated strategy was to offer great products paired with low pricing and self-service purchasing, a Product Led Growth (PLG) recipe that fueled the company’s sustained profitable growth. In a 2019 podcast interview , President Jay Simons emphasized that Atlassian has a low touch sales model.

Sales Hiring 57

Sales Hiring Scale Headcount Sales 57

SaaStr

JULY 5, 2023

To align the funnel and reduce waste and friction, Divvy would compensate each group, from marketing to customer support, one stage below where they were actually responsible in the funnel. Sales were compensated based on new logos and what they’d do during the first 90 days of implementation.

Strategy 194

Strategy Marketing Underperforming Technical Team Sales Hiring 194

Sales Hacker

AUGUST 7, 2018

Cash Compensation vs. Equity [34:10]. This is Episode 19 and we’re going to be interviewing Liz Young. I’ve got an incredible interview today. What are your strategies for driving alignment? Two is compensating marketing professionals a little bit more like salespeople. Cash Compensation vs. Equity.

Scale 44

Scale Underperforming Technical Team Compensation Sales 44

Outseta

OCTOBER 16, 2017

If you're interested in listening to the audio version of this interview, here's what you'll find. If the audio version of the interview isn't right for you, a slightly trimmed down transcription of the interview is available below. The account management team comes in and they're compensated based on upsells.

Interviewing 40

Interviewing Customer Success SaaS Software Review 40

OPEXEngine

DECEMBER 23, 2020

If delivering such an offering is your company’s strategy then you should disregard this post. Interview customers. The better strategy for us would have been to run behind a Big 4 systems integrator bidding who included our software in their proposal. [4] 4] Sales compensation plans typically reinforce this as well.

Underperforming Technical Team 52

Underperforming Technical Team Sales Hiring Consulting Forecasting 52

InsightSquared

NOVEMBER 19, 2018

Pulling a rabbit out of the hat to close out Q4 is not a strategy. Make sure goals, compensation and territory plans are complete. If you have open headcount for Q1 be interviewing in Q4. I’ve faced this challenge as a senior sales executive, sales enablement executive and outside sales enablement specialist.

Sales 78

Sales Headcount Sales Enablement Compensation 78

SaaStr

OCTOBER 1, 2019

So we interviewed Twilio, you know Jeff Lawson of Twilio again for the book update. If you can’t do that, a practical way, people don’t do enough interviews. More customer interviews. If you could get one or two great interviews can be so useful. And one, we call it a pro tip or power tip. All right, move on.

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Sales Hiring Scale Outsourcing Services Interviewing 136

ChurnZero

DECEMBER 28, 2021

20 Customer Success Interview Questions to Ask CSM Candidates. To help you in your search for exceptional CSMs, check out this list of essential interview questions. Talk with any Customer Success leader or hiring manager today, and they’ll tell you that the demand for experienced Customer Success professionals is off the charts.

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Sales Hiring Headcount Customer Success Outsourced Development 52