The Marketing & Growth Hacking Publication

APRIL 8, 2019

Internal Team: Hire your own Sales Development Rep (SDR) team that is 100% dedicated to outbound prospecting. External Team (Outsourcing): Find an outsourcing service to do the prospecting for you, if you don’t have the bandwidth (or knowledge) to hire and manage someone. Training or consulting: $3,000 to $150,000-plus.

Outsourcing Services 40

Outsourcing Services Outsourced Development Sales Hiring Sales Recruiting 40

Sales Hacker

SEPTEMBER 16, 2021

Sales Profile: SMB to Commercial. This is where the pre-sales professionals are much more consultative with the prospect to better understand use cases and develop a clear value proposition within the product. Sales Profile: SMB to Commercial. Duration: 15 to 30 Days. Seller’s Cost: Low. Deal Size: Low. POC and POV.

Revenue 76

Revenue Sales SMB Engineering 76

Sales Hacker

JANUARY 9, 2023

Instead of tipping him off to my ineptitude, I consulted my best friend, who was also in sales. Related: How to Transition from SMB to Enterprise: Tips from 3 Experts. SMB, mid-market, and enterprise defined. SMB, mid-market, and enterprise defined. Selling to SMB. SMB: Small and Medium-Sized Businesses.

SMB 94

SMB Scale Enterprise Marketing 94

SmartKarrot

JANUARY 10, 2023

Role: Customer Success Lead Location: Remote, Canada Organization: Testimonial Hero As a Customer Success Lead, you will be developing and managing value-based relationships with the highest-value accounts with a focus on agreement completion and retention. Apply here: [link]. Embody company culture and maintain high team engagement.

Customer Success 19

Customer Success Technical Review Outsourced Development Systems Review 19

Sales Hacker

JULY 21, 2021

We operate on the cutting-edge of software development”. This phrase can be a veiled way for a rep to say “please just tell me what you want so we can sign this contract.” It tells me that they’re looking for traits like competitiveness, a hustler, and resilience, instead of consultative, empathetic, good listeners.”.

Sales Hiring 125

Sales Hiring Underperforming Technical Team Sales Sales Enablement 125

SaaStr

NOVEMBER 2, 2019

How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? First, what is continuous customer development? How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? Does one have to move to enterprise?

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128

SmartKarrot

SEPTEMBER 29, 2022

Serve as project manager and leader for critical cross-functional initiatives such as building Business Value consulting expertise for Strategic customers, standing up a CS/Sales qualified lead engine process, or developing Scaled / Tech Touch programs for SMB/MM customers.

Customer Success 19

Customer Success Scale Sales Hiring Technical Review 19

SmartKarrot

OCTOBER 11, 2022

Deploying the platform using a consultative approach that assists customers in meeting their strategic goals while simultaneously quickly achieving value. Work closely with Creator IQ’s Sales, Enablement, Customer Support, and Product teams to ensure successful customer onboarding and launch of contracted services.

Customer Success 19

Customer Success Technical Review Systems Review Outsourced Development 19

SaaStr

OCTOBER 15, 2019

At Mapistry, moving upmarket is exactly what CEO, Allie Janoch, set out to do two years ago and in this talk, she and Lauren Alexander, Mapistry’s VP of Marketing and Demand Generation, will share the playbook they have developed for generating warm leads in a market of buyers unused to purchasing software. It’s not going to work.

Underperforming Technical Team 155

Underperforming Technical Team Sales Hiring compliance SMB 155

Sales Hacker

SEPTEMBER 30, 2019

He leads Kustomer’s sales and customer experience departments, overseeing sales, business development, implementation, customer success, and support. I started my career as a developer and I quickly realized that I was going to be a good developer, but I was never going to be a great developer. Walk us through that.

Sales Hiring 50

Sales Hiring Startup Scale Sales Recruiting 50

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. I started in a contract role at the IT help desk services for internal employees at Oracle.

VP of Engineering 52

VP of Engineering Sales Recruiting Sales Hiring Scale 52

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. Here’s what Eyal and Megan talk about: How to develop software faster. It’s not an SMB where you’re getting volumes of 100 a day. Missed the session?

SaaS Payments 132

SaaS Payments Cloud Technical Review Scale 132

yoursales

JANUARY 28, 2022

Whether you're a VP Sales of a Sales Development Representative, you should expect your company to equip you to get the job done. With sales consulting, lead generation, and outsourced sales clients in the range of 1 to 1500 full time employees you can imagine we come across quite a few different CRMs. Sales Stack Graveyard.

Scale 111

Scale Payment Methods Payment Solutions Sales Recruiting 111

SmartKarrot

APRIL 27, 2021

Develop a strong network of relationships among peers, partners, customers, and other key stakeholders. Work to identify and/or develop opportunities for account growth and product adoption. Provide a communication bridge between technical CiviCRM developers and CiviCRM Users. Project Manage using an Agile approach.

Technical Advisors 10

Technical Advisors Customer Success Outsourced Development Customer Lifetime Value 10

SaaStr

AUGUST 15, 2020

Nick Mehta: Power of the developer, or the API economy, both of you play very much in both those trends. I mean, New Relic and Algolia, we’re very focused on the developer. So honestly, a lot of developers don’t want to speak to a human. You had to spend a million dollars, you had to have developer experience.

Payment Methods 202

Payment Methods Merchant Services Scale Payments 202

Intercom, Inc.

FEBRUARY 5, 2019

Developing a sales strategy is one of the core activities every business will have to undertake. When done correctly, your sales strategy will help your sales team execute with focus – SMB or enterprise, inbound or outbound, hunting or farming. 8 steps to develop a winning sales strategy. Define your ideal customer profile.

Scale 177

Scale Strategy Sales Underperforming Technical Team 177

yoursales

JANUARY 29, 2021

Pipedrive has been part of YourSales and many of our outsourced sales assignments since the beginning. Mimiran – More Leads and More Deals for SMB Services Business. SalesMethods - World Class Account Development and Sales Opportunity Management. StoryDimensions - Capture, Develop and Deliver Customer Stories … at Scale.

Scale 104

Scale Payment Methods Payment Solutions Sales Recruiting 104

SaaStr

JUNE 1, 2021

The other thing that dropped our odds of success was the fact that we were focused on small business, on the SMB market, and everyone we talked to, literally everyone. Do not…,” and the reason is no one hardly ever has succeeded in building a big business in SMB. ” We didn’t do any annual contracts.

Part-Time VPE 226

Part-Time VPE Technical Cofounder CTO Hire New CTO 226

Unbounce

JUNE 16, 2020

especially for SMB SaaS startups. These are often built with agencies, consultants, and managed-service-providers (MSPs) in mind. To keep things simple, let’s distinguish these forms by four key points: complexity, the usual type of partner, annual contract value (ACV), and internal ownership. Reseller Programs.

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

SaaStr

JULY 12, 2022

They know how to the close to develop the relationship. He immediately made him head of SMB. Let’s say ACV’s annual contract value, what your product’s price per year. If this person has sold at 20K, he or she will have developed the skills necessary for your company. I’m not even in the office.

Sales Hiring 262

Sales Hiring Part-Time VPE VP of Engineering Sales Recruiting 262

SaaStr

JULY 30, 2020

How does this differ between SMB and enterprise? So if you think about those earliest steps, so A, identifying the pain point in the market, B, validating it, those are kind of like customer development, customer research. This is why you see SMB focused sales organizations like Zenefits, or Yelp, or Yaxed, or what have you.

Part-Time VPE 201

Part-Time VPE Scale Sales Recruiting Sales Hiring 201

Sales Hacker

APRIL 21, 2022

After a couple of years, we had built a solid SMB business, but realized that in order to hit our growth goals we needed to move up-market. This was all in an effort to increase our average contract value (ACV). They might not close revenue in this segment today, but it’s an investment for the future development of the company.

Marketing 88

Marketing Sales Hiring SaaS SMB 88

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

Neil Patel

DECEMBER 23, 2020

HubSpot CRM – Best free marketing CRM Really Simple Systems – Best free sales CRM Agile CRM – Best free customer service CRM Flowlu – Best for SMB finance Apptivo – Best for basic business management. The reporting dashboards in Hubspot are really well developed. The Top 5 Options For Free CRM Software.

Payment Solutions 139

Payment Solutions Software Review Software Payments 139

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. Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? SMB products tend to have similarly less flexibility or customization capability. Bonus Takeaway.

SaaS Payments 58

SaaS Payments Sales Hiring Payments Enterprise 58

Intercom, Inc.

SEPTEMBER 26, 2019

And it’s not without good reason: nearly all software products with dominant market share started as apps but grew to the point where third-party developers began building valuable integrations on top of what these companies had already created. New Relic’s General Manager, Mark Weitzel, weighs in on how you can support your developers.

Underperforming Technical Team 170

Underperforming Technical Team Marketplace as a Service Outsourced Development Development 170

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 70

Scale VP of Engineering Sales Hiring Enterprise 70

Sales Hacker

JANUARY 21, 2020

SMB Sales & SDRs at (Smaller) Scale [18:20]. In 1995, while a high school student Rhode Island he was an early employee at Intelecom Data Systems, one of America’s first commercial internet service providers and website developers. SMB Sales & SDRs at (Smaller) Scale [18:20]. Show Agenda and Timestamps.

Payment Methods 55

Payment Methods Scale CTO Coach SMB 55

OpenView Labs

OCTOBER 21, 2019

To illustrate how complex is “enterprise complex,” and what the mindset of a real enterprise deal is, we need to look at the differences between SMB, Mid-Market, and Enterprise deals. SMB vs. Enterprise vs. Mid-Market. The SMB Deal. The SMB deal boils down to “you build it, they buy it.”. Consult, Don’t Sell!

Sales Hiring 40

Sales Hiring Enterprise Scale SMB 40

Chart Mogul

SEPTEMBER 15, 2023

To make things easier, you can use this board deck template that my team and I developed with Quaestor. SaaS Strategy Development SaaS entrepreneurs know the importance of nailing down a business strategy, but also staying agile when the time calls. These blogs cover many important aspects of strategy development in the SaaS industry.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

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. Now they subsidized it with consulting and other businesses. Jason Lemkin: Another one I’ll tell you and then I’ll take the next question.

Scale 222

Scale Scaling Sales Hiring Enterprise 222

Aaron Beashel

MARCH 9, 2018

They target professional marketers at medium-sized companies and sell their product for an average of $300 per month ($3,600 Annual Contract Value). They are focused on acquiring large enterprise businesses and sell their product for several thousand dollars per month (meaning the Annual Contract Value is likely north of $50,000).

Scale 192

Scale SaaS Payments B2B Strategy 192

Intercom, Inc.

JANUARY 23, 2020

According to consulting firm McKinsey , only a small fraction of companies actually achieve the highest rates of growth and even fewer can sustain it. A better strategy is to prioritize building your audience alongside developing the product. Large deals aren’t six figures but maybe $30,000, $40,000, $50,00 a year for annual contracts.

Underperforming Technical Team 183

Underperforming Technical Team Scale Payments Payment Services 183

SaaStr

OCTOBER 25, 2019

Liat Bycel: Yeah, I think that career development conversation should be an ongoing conversation. I also think that career paths and developing those are really, really important to help people stay motivated and really feel they’re growing in their own careers. What we are is the facilitator of that. We move faster.

Sales Hiring 110

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 110