SaaStr

JANUARY 24, 2021

“My CEO Told Me To Stop Selling So Much” Recently, I met with a sales leader I’ve known for years, and he told me The Most Curious Story. The sales-driven customers are very profitable on a CAC basis, since their lead cost is $0, and so the ‘Magic Number’ or CAC/CLTV ratio is very favorable.

Scale 332

Scale Sales Hiring Scaling Construction 332

SaaStr

DECEMBER 29, 2023

It can replace humans for those companies that can’t find someone to send emails, update the website, or do sales. A seed stage founder of a construction tech company at $1.5M A seed stage founder of a construction tech company at $1.5M He doesn’t think you should hire anyone who isn’t metrics-oriented. Fire them.

Scale 219

Scale Sales Hiring Customer Success AI 219

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. In Today’s Episode We Discuss: * How Kyle made his way into the world of SaaS and sales and came to be Head of Sales at one of the fastest-growing companies in Figma. What worked?

Sales Hiring 186

Sales Hiring Sales Recruiting Scale Technical Advisors 186

SaaStr

OCTOBER 11, 2023

Picking Your Core Verticals and Selling Outside of “Tech” 70% of Monday’s customers are non-tech — real estate, banking, construction, and even churches. The co-founders ran a bunch of Facebook ads, and the original banner was “Manage your startup.” Surprisingly, churches and construction companies signed up. They were wrong.

Scale 159

Scale Sales Hiring Scaling Banking 159

SaaStr

NOVEMBER 13, 2023

The first step towards achieving your vision involves building it piece by piece, much like constructing a skyscraper. People Process Product You want to focus on hiring the right people. Trust is a core value at Drata, so if it’s not a hell yes across the board for a new hire, it’s a no. It takes a village.

Scale 213

Scale Scaling Sales Hiring Construction 213

Tom Tunguz

FEBRUARY 8, 2022

The customer roster brims with the best names, each client increases their spend every year, and the sales team outpaces its quota handsomely. Keeping tokens means taking a constructive/long view on those tokens and selling vice-versa. Should the business hire a full-time analyst to manage this balance sheet question?

Payment Solutions 254

Payment Solutions Outsourced Development Software Review Software 254

Tom Tunguz

AUGUST 2, 2019

Ask her about each of the key roles your company will need to hire in the next 2 to 3 years. VP Engineering, VP Product, VP Sales, VP Customer Success, VP Marketing, or VP Operations. After establishing product market fit, the startups grow their management team to scale. If there are few, team construction will lag.

Sales Recruiting 214

Sales Recruiting Sales Hiring Startup Scale 214

Kellblog

FEBRUARY 21, 2019

Happily, in the past several years startups are increasingly recognizing the value of strong sales enablement and sales productivity teams. So it’s no surprise that I hear a lot about high-growth companies building onboarding programs to enable successfully scaling their sales organizations and sustain their growth.

Sales Hiring 45

Sales Hiring Onboarding Sales Recruiting Scale 45

SaaStr

JUNE 14, 2023

We’ll explore key aspects such as building customer relationships based on trust and honest feedback, defining company culture amid rapid growth, and hiring strategies that prioritize team chemistry over expertise. Focusing on team chemistry while hiring people outside your field is significant. I hired nice crazy people.

Scale 197

Scale Artificial Intelligence Technical Review Software Review 197

SaaStr

JULY 1, 2021

PlanGrid builds beautiful, simple software for the construction industry. For us, it’s about fixing this problem, serving the customer well, so a very service driven mindset, which I gave a talk on a few days ago here, has been a big part of Gusto and affected our hiring from the early days. Get tickets here. TRANSCRIPT.

VP of Engineering 250

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 250

SaaStr

MARCH 30, 2022

Atlassian spends about 40% of its budget on R&D and only 15% on sales and marketing, which is a different approach than many companies take. Bharadwaj recommends investing more on the “building” side of the business that focuses on creating the best possible product for the customer, with sales focusing most of their efforts on expansion.

Scale 223

Scale Sales Hiring Marketplace as a Service Construction 223

Tom Tunguz

MARCH 5, 2020

Longer sales cycles will be the leading indicator. Startups should prepare a more conservative financial plan that delays non-essential hiring, conserves cash, and prepares the business. Others may prefer to wait until they trip those key leading indicators: slower sales cycles and weaker lead generation. Startup Growth Rates.

Sales Hiring 290

Sales Hiring Construction Travel Startup 290

SaaStr

APRIL 26, 2021

Fourth, it takes the pressure off hiring tradeoffs. You hire everyone great you can find. And then, once you nail the sales process, a natural growth rate of ARR as well. As long as your sales team is reasonably effective, you can probably get to cash-flow positive here, if you aren’t already. Partners, etc.

Scale 269

Scale Sales Hiring SaaS Construction 269

SaaStr

APRIL 28, 2023

Typically, sales leaders are the primary focus of CRO Confidential, but increased demand for this concept of founder-led sales lands us in front of a new and powerful productivity startup called Roam. Does the world need another productivity product? And if a founder is your champion, you don’t have to sell to them down the road.

Scale 189

Scale Sales Hiring Sales Business 189

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 112

Sales Hiring Scale Sales SMB 112

Sales Hacker

JUNE 3, 2019

This week on the Sales Hacker podcast, we speak with Alyssa Merwin. She leads LinkedIn Sales Navigator in North America. She joined the podcast today to discuss the power of customer impact and how her journey to LinkedIn allowed her to break norms, show her vulnerabilities and become the leader in hiring. We’re on iTunes.

Construction 60

Construction Scale Sales Hiring Leadership 60

Sales Hacker

APRIL 22, 2022

This is where a Sales QBR or ‘Quarterly Business Review’ comes into play. What is a Sales QBR? A QBR is an executive business review of the previous quarter’s sales and a strategic planning session to build playbooks and forecasts for the upcoming quarter. Related: How to Prepare for a Sales Development QBR. isn’t ad-hoc.

Sales Hiring 92

Sales Hiring Sales Forecasting Underperforming Technical Team 92

Tom Tunguz

JANUARY 13, 2020

To help startups understand how their go to market teams compare to peers, Redpoint has constructed a survey. The survey will answer questions like: How does the sales team structure differ by stage? How do sales team compensate their account executives and their SDRs/BDRs? You can find the survey here. by target buyer?

Sales Hiring 134

Sales Hiring Marketing Construction Compensation 134

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. Adnan Chaudhry | SVP of Sales @ Salesforce.

Sales Hiring 155

Sales Hiring Scale SaaS Payments Payment Services 155

Stax

MAY 30, 2024

While remote work is all the rage these days, there is still very much a need for on-site services, particularly industries like construction, healthcare, utilities, and telecommunications. This is where field service management (FSM) come in. Q: What is the difference between ERP and FSM?

Payment Solutions 88

Payment Solutions Payment Services Merchant Services SaaS Payments 88

Upscope

MAY 7, 2021

Upscope is an 8 person SaaS company based out of London which provides no-download interactive screen sharing for support, sales and success teams. Enterprise sales Enterprise SaaS sales is weird and obvious but first it's weird. Security and sales Bug bounties, ISO, HIPAA, SOC2, Audits and filling in security forms.

Construction 52

Construction SaaS Sales Hiring Onboarding 52

Sales Hacker

JANUARY 29, 2019

In sales, you only go as far as your team will take you. This makes sales hiring one of the most critical pieces of building a high-performing revenue machine. So, how do you think about what kind of sales team you want to build? I think about building sales teams in very much the same way.

Sales Hiring 60

Sales Hiring Sales Recruiting Scale Sales 60

Sales Hacker

NOVEMBER 19, 2020

Intent data can change how you prospect, manage the sales cycle, and close deals. More and more sales professionals are using commercial real estate data to determine these buying windows for their prospecting strategy, and, in doing so, they ensure that their outreach is timed perfectly. New Construction Data.

Data 110

Data Construction Software Review Sales Hiring 110

Buffer Resources

OCTOBER 2, 2023

She spent the next six months constructing course content, without the slightest clue about what she was doing, assuming that customers would sign up eagerly. Book sales: We make some money from this, but it’s more a marketing and authority building tool for the Collective. I started hiring contract help immediately.

Payment Methods 114

Payment Methods Sales Hiring Payments Business 114

SaaStr

JANUARY 19, 2023

Market demand exceeds your capacity to fundraise or hire a larger team. Can your startup fit into an existing programmatic commercial construct, or is there something the company has to work with you to build? The following considerations can help you answer the question above.

Technical Review 203

Technical Review Startup Scale Software Review 203

Sales Hacker

MARCH 19, 2019

At the beginning of March, we announced the winners of the 2nd annual Sales Hacker Top 50 Awards, presented by Bravado. We searched through all of the reasons for nominations we received and picked out the stories about people in sales who do the hard work of elevating the sales profession.

Scale 97

Scale Sales Hiring Development Team Review Sales 97

Sales Hacker

DECEMBER 1, 2017

Ever since the 4-Hour Workweek where Tim Ferriss wrote about using virtual assistants (VAs) as a way to outsource your inbox – hiring virtual sales assistants has hit the mainstream. What is a Virtual Sales Assistant? A virtual sales assistant can also refer to a contractor located overseas. Think long term.

Sales Hiring 97

Sales Hiring Outsourcing Services Sales Recruiting Sales 97

Tom Tunguz

MARCH 23, 2015

If you want to understand how to build a great SaaS sales organization, you should read Mark Roberge’s The Sales Acceleration Formula. Mark is the Chief Revenue Office at Hubspot, a company which has created tremendous success by perfecting the inbound marketing plus sales model. His list surprised me.

Sales Hiring 100

Sales Hiring Sales SaaS Construction 100

OpenView Labs

OCTOBER 26, 2021

Why startup founders should treat fundraising like a sales funnel. Beware of flashy hires from big corporations. There are always exceptions, but when brought in early on, these kinds of hires tend to flounder. . Get your COO on board and hire for operations roles earlier than you think. Hire for brand even earlier. .

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Marketing 82

Sales Enablement, SaaS and Growth

JANUARY 8, 2019

The chart below shows the sales technology landscape - there are over 800 vendors listed and 38 different categories. Source: Sales Hacker It’s fair to say that the sales enablement category has mirrored the impressive growth of the sales technology landscape as a whole (up and to the right). There’s a big unmet need.

Sales Enablement 112

Sales Enablement Technical Review Technology Scale 112

Sales Hacker

DECEMBER 12, 2018

If the impact of your sales enablement initiative seems disappointing or misunderstood, it could be because of your organization’s (all too common) mistake of confusing sales training with sales enablement. What sales enablement isn’t. Sales enablement also is not only about supporting sales training events.

Sales Enablement 77

Sales Enablement Sales Hiring Sales Onboarding 77

Sales Hacker

OCTOBER 18, 2019

Many sales leaders think their onboarding process stinks… . According to Bridge Group, 26% of sales leaders list ramping new reps as their top concern. Luckily, tech-enabled sales teams are getting much more sophisticated about how they provide sales coaching and enablement. Sales Onboarding 2020.

Sales Hiring 42

Sales Hiring Onboarding Sales Technical Review 42

Sales Enablement, SaaS and Growth

SEPTEMBER 17, 2018

Winning teams I’ve been part of How winning teams are constructed is timely, as in my role leading sales enablement at Automation Anywhere , shortly we’ll be growing the team, and I want to be thoughtful about the work we do, the candidates we hire and the culture we foster on what we hope and expect to be a winning team.

Sales Recruiting 152

Sales Recruiting Sales Hiring Construction Strategy 152

Intercom, Inc.

FEBRUARY 25, 2019

We would literally just say: “Hey, we need to construct. ” But the people we hire don’t come in to work to fix bugs, they come in to work to build things and make new things. Third swing: hiring vs. onboarding. The third pendulum swing is whether you should hire fast or hire more slowly.

Sales Hiring 160

Sales Hiring Scale Sales Recruiting Engineering 160

How To Buy Saas

JULY 8, 2023

In this blog, you’ll learn how hiring experts can help in growing a SaaS brand, including the types of help available, factors to consider when choosing help, and how to effectively work with experts to achieve growth. To find talented sales professionals for your SaaS business, you can explore remote sales jobs on Remotewokr.

Branding 40

Branding Sales Hiring Social Media Marketplace as a Service 40

User Pilot

APRIL 29, 2024

In this guide, we’ll explore the definition, components, and essential building tips for constructing a robust tech stack! The right tech stacks can significantly impact subsequent outcomes, such as the types of integrations feasible and the skill sets necessary for hiring. An example of a sales dashboard in Tableau.

Azure 52

Azure GCP(Google Cloud Platform) AWS Construction 52

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. Bring your feelings, gut instinct, experience, and constructive emotion into the boardroom and sit at the table. If you do something constructive with your doubt, and use it to advance yourself, it can be an asset. What is one a-ha moment you’ve had in your sales career?

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130