Intercom, Inc.

OCTOBER 22, 2019

As a manager, the tasks competing for your attention only multiplies – coaching , training, interviewing, forecasting , planning, and more. Here’s an example from LB’s own career: at LinkedIn, when her team of SMB AEs were short on inbound pipeline, she had her reps take an entire day off their calendars to focus on prospecting.

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Sales Hiring Underperforming Technical Team Sales Management 123

Sales Hacker

JUNE 20, 2018

I’ve got a very special interview today. From consulting to sales engineering. Jaimie Buss: I definitely did not see myself landing in sales—I did my undergrad in Environmental Engineering went on to do consulting work for Deloitte. They had a small SDR team—primarily Inbound and an SMB sales team. Sam’s Corner.

Scale 82

Scale Sales Hiring SMB Interviewing 82

SaaStr

MAY 24, 2019

How does Andrew advise founders on the question of whether to start in enterprise or SMB? What are the benefits of starting in SMB? Below, we’ve shared the full transcript of Harry’s interview with Andrew Filev. I had Jason VandeBoom of ActiveCampaign on the show, and he said SMB first works. Andrew Filev. Andy Wilson.

Sales Hiring 143

Sales Hiring Scale SMB Sales Recruiting 143

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. SMB and Mid-Market orgs don’t have an analytics department with data scientists, so the technology fills the gap. SMB products tend to have similarly less flexibility or customization capability.

SaaS Payments 58

SaaS Payments Sales Hiring Payments Enterprise 58

Intercom, Inc.

OCTOBER 29, 2019

Sales: Be able to route prospects to our self-service flow or the most appropriate team within Sales, e.g. startups, SMB, MME, based on well-defined customer segments. Our initial efforts resulted in this matrix: To further validate our model, we interviewed representative customers in segments that were new to us as a business.

Business 184

Business B2C Scale Headcount 184

Sales Hacker

JANUARY 21, 2020

SMB Sales & SDRs at (Smaller) Scale [18:20]. We’ve got an interview with Angus Davis. Now, without further ado, let’s listen to this interview with Angus Davis. It was a lot of fun to take what I’ve learned building an enterprise type business and applying it to SMB. Angus’ Approach to VC [23:59].

Payment Methods 55

Payment Methods Scale CTO Coach SMB 55

Sales Hacker

DECEMBER 30, 2019

Justin is the former SVP of sales at PatientPop and a current advisor to it, as well as a tremendous number of SMB SaaS companies. He then went on to help build PatientPop to over 60 million in recurring revenue and now he’s consulting to SMB businesses. Today on the show, we’ve got Justin Welsh.

Sales Hiring 52

Sales Hiring Revenue Scale Underperforming Technical Team 52

SaaStr

DECEMBER 3, 2020

Below, we’ve shared the transcript of Harry’s interview with Sam. So I was doing environmental consulting. And so, as you can imagine, some of it landed, most of it didn’t early on, but we skipped the whole go from SMB to mid-market to enterprise and just went SMB transactional right after the Fortune 500.

Scale 171

Scale Sales Hiring Sales Recruiting Sales 171

SaaStr

FEBRUARY 8, 2019

How does the successful profile of a sales rep depend on (1) whether you are selling to SMB or enterprise? (2) How can one stress test the character type of the candidate pre-hire in the interview stage? Then I did a bunch of consulting to these amazing startups in Silicon Valley. 2) The stage of the company?

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Sales Hiring Scale Sales SMB 113

Sales Hacker

APRIL 29, 2021

In candid workflow interviews with reps from companies spanning the spectrum, we continue to hear why they hesitate to use the content that has been created for them. No matter who ultimately writes the copy, the most important thing to consider when writing sales content is that sales reps need to be consulted.

Scale 103

Scale Sales Hiring Sales Headcount 103

SaaStr

JULY 12, 2022

When you hire a VP of Sales and all they want to talk about in the interview is strategy, strategy, strategy, I’m not sure they’re a closer. He immediately made him head of SMB. I’ve interviewed so many VP of sales candidates for so many companies since then. The 20 to 40K thing is consultative.

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Sales Hiring Part-Time VPE VP of Engineering Sales Recruiting 257

Sales Hacker

DECEMBER 5, 2022

After analyzing thousands of Outreach instances from SMB to enterprise, I’ve noticed I end up giving similar advice to many users. Interview them, shadow them, ask them — whatever you need to do to find out what’s really going on. This is why I created Xebra Consulting. Build a process diagram.

Scale 83

Scale Technical Review Systems Review Engagement 83

SaaStr

OCTOBER 4, 2019

Why did Jeppe decide to focus on SMBs from Day 1? How does the product build in the early days differ when building for SMB vs enterprise? Why does Jeppe believe that building for SMB makes it easier to build a great culture internally? Below, we’ve shared the full transcript of Harry’s interview with Jeppe Rindom.

Scale 119

Scale SaaS Payments SMB Sales Hiring 119

SaaStr

JULY 30, 2020

How does this differ between SMB and enterprise? Below, we’ve shared the transcript of Harry’s interview with Pete. This is why you see SMB focused sales organizations like Zenefits, or Yelp, or Yaxed, or what have you. What are the challenges with enterprise given the long sales cycles? Harry Stebbings. Pete Kazanjy.

Part-Time VPE 196

Part-Time VPE Scale Sales Recruiting Sales Hiring 196

SaaStr

OCTOBER 8, 2019

Mixmax being very much an SMB mid-market focused company, this person was an enterprise rep and we were like, “You know what, it’s going to be fine. So what we ended up doing was we found someone who we were super excited about, really excelled, a real sales pro from a Silicon Valley unicorn company, brought them on.

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Sales Hiring Scale Sales Interviewing 125

Sales Hacker

MARCH 18, 2019

This week on the Sales Hacker podcast, we interview Roger Scott , Chief Customer Officer at New Relic. How to build both SMB and Enterprise-grade CS teams and what tools to use to empower them. How to build both SMB and Enterprise-grade CS teams and what tools to use to empower them. Growing the Customer Base. Sam’s Corner.

VP of Engineering 69

VP of Engineering Sales Hiring Scale Technical Review 69

Intercom, Inc.

SEPTEMBER 8, 2021

When Maggie’s in an interview process, she likes to dive deep not only into the candidate’s proudest wins and the moments they went above and beyond, but also their mistakes and losses: “During my interview process, one of the biggest telling signs for when I pass on a candidate is probing into why a deal was lost.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

SaaStr

NOVEMBER 2, 2019

How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? Below, we’ve shared the full transcript of Harry’s interview with Krish Subramanian.

Scale 126

Scale SaaS Payments Sales Recruiting Payment Services 126

Sales Hacker

SEPTEMBER 30, 2019

Now, without further ado, my interview with Vikas Bhambri. I ended up becoming a consultant managing and implementing call center CRM software for clients like Bank of America, UPS, and Eckerd Drugs. So I actually shifted out of being a developer now to more of a program manager, tech consultant. Outreach has your back.

Sales Hiring 50

Sales Hiring Startup Scale Sales Recruiting 50

Sales Hacker

AUGUST 18, 2023

Tread carefully revenue pros… To help you sidestep some of the potential growing pains, here are 15 mistakes GTM teams often make when moving upmarket (and how to avoid them): One big flag would be shifting the conversation to consultative vs. transactional, which many reps don’t understand how to do. Remember this is an experiment.

Scale 68

Scale VP of Engineering Sales Hiring Enterprise 68

SaaStr

AUGUST 9, 2019

Prior to Kustomer, Vikas spent over 20 years implementing, consulting, marketing, and selling CRM and ContactCenter solutions with companies like LivePerson and Oracle. Below, we’ve shared the full transcript of Harry’s interview with Vikas Bhambri. I do want to break the interview today up into a couple of different parts really.

SaaS Payments 130

SaaS Payments Cloud Technical Review Scale 130

Sales Hacker

JUNE 16, 2021

Consider if these styles will work for your GTM org: On-demand consultation for sales reps: choose a sales enablement platform that allows reps to move fast with instant access to the information they need. SMB hurdle: buy-in. Sales enablement platforms offer a lot of flexibility with how you engage. Startup hurdle: headcount.

Sales Enablement 101

Sales Enablement Scale Sales Hiring Technical Review 101

How SaaS Works

OCTOBER 25, 2019

Pre-screened interviews ?—?Has Our investors enlisted the help of an outside consultant to figure out if they wanted to invest in this particular product and take it to market. We will call this consultant Bob to protect their identity. Decision maker ?—?Does Does a lead have the power to make the final purchasing decision?

Sales Funnel 40

Sales Funnel SaaS Government Market Segmentation 40

SaaStr

SEPTEMBER 27, 2019

Below, we’ve shared the full transcript of Harry’s interview with Ryan Bonnici. Harry Stebbings: Can I ask, that is a s**t ton of people to interview. And so I think we have a similar style, he and I now, in terms of interviewing. I’m very much about a case format of interview. Harry Stebbings. Ryan Bonnici.

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Sales Hiring Sales Recruiting Scale Software Review 129

Sales Hacker

SEPTEMBER 23, 2019

Now, without further ado, let’s listen to this interview with Kevin Egan. Prior to Slack, Kevin spent four years as VP of Sales at Dropbox, where he helped build the outbound sales team covering SMB through large enterprise. About Kevin Egan & Slack. I also learned Unix and database administration.

VP of Engineering 52

VP of Engineering Sales Recruiting Sales Hiring Scale 52

Sales Hacker

AUGUST 25, 2020

The first is Sapper Consulting. But Sapper Consulting has built REGIE to keep the promise of sales enablement and keep your team doing what they do best, which is winning. Now, without further ado, let’s listen to this interview with Alyssa Merwin. So I got to go do that role, running the SMB customer business.

Management 73

Management Sales Recruiting Sales Hiring Development Team Review 73

SaaStr

APRIL 3, 2019

And yes, every consultant who looks at Flexport goes, “Oh my God, this is so inefficient. Having said that, most of our salespeople do come into our SMB segment, and this is intentional. So they are now graduating from our SMB segment into our midmarket segment. Oh my God, how have you guys managed to scale this way?”

Scale 100

Scale Sales Hiring Systems Review Marketplace as a Service 100

SaaStr

AUGUST 15, 2020

And I think for CSMs that are watching you do have to plot a course to having value either in the product knowledge or domain knowledge or being consultative or whatever. You don’t need to have this 12 month engagement with some consulting firm and all this work. We are still heavily oriented to SMB and to entrepreneurs.

Payment Methods 197

Payment Methods Merchant Services Scale Payments 197

FastSpring

DECEMBER 8, 2022

I interviewed him for insights into how to build a global growth strategy, especially when it comes to localization. David Vogelpohl 02:42 We had some fairly large customers in my agency days, but the majority of them would be be what you would consider in the larger scale, like an SMB software company.

Payment Methods 78

Payment Methods Payment Solutions SaaS Payments Software Review 78

SaaStr

DECEMBER 6, 2019

Prior to Oracle, Des was the CMO @ Kerio Technologies marketing to over 60,000 SMB customers and 5,000 channel partners. Below, we’ve shared the transcript of Harry’s interview with Des. Prior to Oracle, Des was the CMO of Kerio Technologies, marketing to over 60,000 SMB customers and 5,000 channel partners. Harry Stebbings.

Sales Hiring 132

Sales Hiring Cloud Mobile Technology 132

Chart Mogul

SEPTEMBER 15, 2023

How to Sell Your Startup: The Complete Guide to Running an M&A Process as a Founder by First Round Capital In this exclusive interview, Debow opens up his playbook for running an M&A process at a startup. So let’s dig into it. HubSpot Case Study by Meritech Capital by Meritech Almost 10 years later, HubSpot is a $1.9B

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

Sales Hacker

OCTOBER 7, 2021

Always seek to understand, seek more input, and consult your own tribe to decide what’s for you and what is not. Nikki Ivey is Cofounder of SDRDefenders and Head of Growth Development at Cultured Perspective, a Black owned Startup Consultancy. It was my seventh interview for my first leadership role. Nikki Ivey.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

SmartKarrot

JANUARY 5, 2021

Proclaimed as the Customer Success growth expert, consultant, and thought leader, Lincoln is a customer-centric growth mastermind. Apart from consulting and writing about customer lifecycle management and sustainable profitability, he is a generous contributor to non-profit initiatives. Lincoln Murphy. Rick Adams. Don Peppers.

VP of Engineering 21

VP of Engineering Customer Success Scale Technical Review 21

SaaStr

JULY 29, 2022

There was another company I invested in called Automile, that for a while was quite successful in SMB fleet tracking, tracking where your fleets of vehicles are. Get it in the hands of 10 folks that can give you not just interview level feedback, but honest feedback on the product. Like do it anyway.

Scale 216

Scale Scaling Sales Hiring Enterprise 216

ChurnZero

AUGUST 23, 2019

You have to have Implementation Consultants. I have seen CSMs, Implementation Consultants, Product Manager, roll up their sleeves and dive in on projects. We think about a Marketing Ops Team if you have a SMB kind of go-to-market business, they are focusing on lead generation and scales.

Sales Hiring 40

Sales Hiring Scale Customer Success Retention 40

SaaStr

JUNE 10, 2020

Before founding BetterCloud, David was an early employee of Cloud Sherpas (acquired by Accenture), where he led the company to become the leading cloud services partner to SMB worldwide. Below, we’ve shared the transcript of Harry’s interview with David. Harry Stebbings. David Politis.

Scale 162

Scale Cloud Sales Hiring Technical Review 162

Sales Hacker

APRIL 24, 2018

We sell mostly to SMB restaurants but we also sell to enterprise and mid-market restaurants. I’ve changed the mission of the account management team to be much more consultative and proactive. Great interview with Emmanuelle Skala, VP of Success at Toast. Sam Jacobs : Yeah, well tell us about it. What do you guys do?

Customer Success 43

Customer Success Business Scale Point of Sale 43