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 103

SMB Scale Enterprise Sales 103

Sales Hacker

DECEMBER 13, 2017

In our last article, we did a tactical tear down of when to hire sales trainer or sales consultant. In this post, we’ll explain how to find and hire the right sales consultant or sales trainer for your business. What Do You Look For In A Sales Consultant or Trainer? What Do You Look For In A Sales Consultant or Trainer?

Sales Hiring 105

Sales Hiring Consulting Scale Sales 105

SaaStr

AUGUST 30, 2023

You can filter your search by industry, whether you’re SMB, mid-market, or Enterprise, etc. Investors and consultants can query the data directly to say: How does Echosign compare to Docusign? Reviews don’t influence just customers but also all of these investors and consultants. Let’s look at an example.

AI Search 245

AI Search AI ChatGPT Software Review 245

SaaStr

SEPTEMBER 14, 2022

In the early days, UserZoom struggled with deciding whether its target market should focus on enterprise or SMB. They adhered to the “75% Rule,” in which recurring revenue of their software made up three-quarters of their business while making the rest from their consultancy, research, and other professional services.

Scale 246

Scale Venture Capital Sales Hiring SMB 246

SaaStock

JANUARY 25, 2019

Omie main goal is to bridge the efficiency gap in Brazilian SMB, helping customers to be more prosperous. Omie is the only SaaS company figuring among 100 fastest growing SMB in Brazil, according to Deloitte Consulting, ranking #3. CEO : Marcelo Lombardo. Founded : 2013. Based in: São Paulo, Brazil. Funding to Date : $7.5M

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

SaaStr

JUNE 27, 2019

When we were SMB focused in the early years, our sales cycles were quick. Product org changes quite a bit as well and as one chief product officer shared with me, he said, “You know, when we made the transition from SMB to enterprise, we went from being kind of in control of our own destiny and certainly of our own time.

Scale 229

Scale Enterprise Scaling Sales Hiring 229

Sales Hacker

SEPTEMBER 25, 2019

Enterprise sales is hard, which is why most businesses start as an SMB org and grow into an enterprise org. So let’s look at how to drive sales in a high-growth situation, so the transition from SMB to enterprise is smoother (and faster). 2 rules for transitioning from SMB to enterprise. That’s not hard to believe.

SMB 85

SMB Enterprise Strategy Compensation 85

Kellblog

APRIL 19, 2024

A lot of today’s SMB companies will be mid-market tomorrow, so we want to catch them on the way up. CEO: Well, you know, you can’t really control who clicks on a Google ad, so we can get inbound from SMB, MM, and ENT. Let’s say you’re strong in SMB and your growth strategy is a big up-market push into MM.

Startup 132

Startup SMB Airlines Banking 132

SaaStr

APRIL 5, 2024

It needed to be accessible and easy for end users, and for Apollo, that meant a hyperfocus on accessibility for SMBs. So Apollo users can be free forever at the SMB scale and still gain value from the platform. Apollo tries to be a trusted advisor with a consultative mindset.

Sales Hiring 235

Sales Hiring Scale Pricing SMB 235

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. I’m paraphrasing… [laughter].

Part-Time VPE 289

Part-Time VPE Technical Cofounder CTO Hire New CTO 289

Sales Hacker

APRIL 15, 2019

He also gives us a framework for how to move upmarket, and the requirements for taking a company from the SMB space all the way to the enterprise. Strategies for moving upmarket, and how to transition from SMB to enterprise. We also have customer success managers who are product consultants. What You’ll Learn.

SMB 68

SMB Enterprise Scale VP of Engineering 68

Sales Hacker

AUGUST 7, 2020

Senior Vice President, Sales SMB. samsales Consulting. Sales Manager, SMB New Business Acquisition. VP, SMB Essentials Sales. Chasse Consulting: Sales Strategies, Inc. Launch Consulting Group. Team Lead, North America – Global Marketing Solutions. Laura Mason Hoad. Faiza Hughell. RingCentral.

VP of Engineering 130

VP of Engineering Sales Recruiting Sales Hiring Payment Services 130

Intercom, Inc.

MAY 13, 2021

. “Not only do I look for people with CSM high-touch enterprise experience, but I’ve also broadened out and looked for people with no CSM experience and no SaaS experience but who have deep consulting experience. Of course, we always excelled in SMB at Slack as well. When I left, we were just bridging the $1 billion mark.

Customer Success 177

Customer Success Scale Sales Hiring Strategy 177

CloseSaaS

MAY 23, 2022

If you’re starting your own consulting business, avoid common consulting mistakes like being afraid to say no, trying to be good at everything, or forgetting to ask for referrals.

Consulting 52

Consulting Business SMB Sales 52

Sales Hacker

NOVEMBER 9, 2020

Having the right technology in place is often the difference between success and failure, and this is even more true for startups and SMB, where you have a small team and limited resources. Within CPQ, Oracle’s implementation is significantly dependent on the Oracle service team and third-party consultants.

Technical Review 131

Technical Review Scale Trends Startup 131

The Moz Blog

JUNE 10, 2025

Back to Top About Lidia Infante Lidia Infante is an SEO consultant with over a decade of experience in marketing and a strong focus on content strategy and SEO. Stop diluting your Brand Authority with fragmented strategies Get actionable strategies to fix it at MozCon London Grab your Early Bird tickets Copied! a Ziff Davis company.

Branding 87

Branding AI Search Scale AI 87

Sales Hacker

APRIL 1, 2021

A made-up role so companies can hire more people to tell sales how best to do their job.” — Jason Henson , Manager, SMB Sales Development at Lytx, Inc. . Likely premature.” — Travis Alford , Senior Sales Consultant at Darwinian Ventures. “A Like a dope sneaker collection. Happy April 1st. Want the real answer?

Sales Recruiting 119

Sales Recruiting Underperforming Technical Team Sales Hiring Scale 119

Sales Hacker

OCTOBER 30, 2018

Before joining Outreach, she worked as a sales operations consultant at a woman-owned voluntary benefits firm. Patrice recognized that today’s modern marketing leader has challenges and needs that weren’t being met by the existing consulting landscape. Cindy Littlefield – Senior Consultant at Bridge Group | Officer AA-ISP.

VP of Engineering 111

VP of Engineering Sales Recruiting Scale Sales Hiring 111

OpenView Labs

SEPTEMBER 10, 2020

Enterprise sales is not a simple switch to make from SMB sales—it’s a completely different beast. And if you’re used to dealing with SMBs, get ready for a big change in your process. But if I could boil it all down, enterprise sales is about helping through a consultative lens versus selling. Source: SalesHacker.com.

Sales Hiring 98

Sales Hiring Enterprise Scale Startup 98

How To Buy Saas

FEBRUARY 25, 2025

These organizations value Salesforces rich features and add-on modules, even if it means handling more complexity (often via dedicated admins or consultants). Rapid SMB adoption with 200K+ customers. Startups, SMBs, and mid-market; teams wanting all-in-one marketing + sales. Market share leader (21.7% Beloved by users for ease.

Scale 52

Scale Underperforming Technical Team Technical Review Software Review 52

Neil Patel

DECEMBER 8, 2020

Clockify – Best Reporting Features Time Doctor – Best for Employee Monitoring Toggl Track – Best for Holding Everyone Accountable TSheets – Best for GPS Monitoring Tick – Best for SMB Time Management. 5 – Tick — Best for SMB Time Management. Project Management Software.

Payment Solutions 142

Payment Solutions Software Payment Methods Payments 142

Neil Patel

FEBRUARY 4, 2021

While the two agencies don’t work together much, they trade referrals if the SMB branch can better help specific clients meet their goals. Our process includes a website audit, keyword research, website optimization, off-site optimization, and ongoing consultation and support. SMB Digital Marketing Case Studies.

VP of Engineering 135

VP of Engineering Marketing Marketplace as a Service Social Media 135

Aaron Beashel

MARCH 9, 2018

The end users of their software are marketers at SMB companies and they sell their product for around $100 per month (Meaning the Annual Contact Value is around $1000). If you’re taking a sales-lead approach, then offers like demo requests, free consultations, etc are common. Business Resources.

Scale 192

Scale SaaS Payments B2B Strategy 192

CloseSaaS

MAY 10, 2022

How do you make your consulting onboarding process smooth and easy? Learn from 8 top consulting pros. New client onboarding can be a challenge.

Consulting 52

Consulting Onboarding Sales SMB 52

Sales Hacker

JUNE 20, 2018

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. Jaimie Buss and the Road to Zendesk. And, what does it look like now?

Scale 97

Scale Sales Hiring SMB Interviewing 97

Sales Hacker

APRIL 1, 2025

The exact playbook to move from SMB to enterpriseincluding partner enablement, segmentation, and incentive design. 85% of your customers being SMB and mid-market to at the end of that six years, it was 75%, uh, enterprise. And, um, you know, the best sellers do a lot of active listening, um, do a lot of consultative selling.

Scale 62

Scale VP of Engineering Outsourcing Services Enterprise 62

Intercom, Inc.

OCTOBER 22, 2019

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. For LB, this means having a consistent, well-defined rallying cry for her team to get behind.

Sales Hiring 123

Sales Hiring Underperforming Technical Team Sales Management 123

SaaStr

OCTOBER 15, 2019

Unlike when selling into SMB businesses that kind of can go from a demo, to a conversion, to a close in a matter of days, enterprise sales is a lot more complicated and it’s hard to navigate through. So as Lauren sort of alluded to, we started by focusing on SMB’s. It’s not going to work.

Underperforming Technical Team 206

Underperforming Technical Team Sales Hiring SMB compliance 206

Sales Hacker

FEBRUARY 2, 2021

SMB Sales vs Enterprise Sales Process. SMB Sales vs Enterprise Sales Process. Deep knowledge and understanding of your prospects’ industry is the key difference between SMB sales , where you’re ‘churning and burning’ 10 demos a day, 5 days a week. Here are a few good ones I’d recommend: Consultative. Key Takeaways.

Scale 111

Scale Enterprise Marketing Sales 111

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. You can’t find email lists using Job-to-be-Done, but you can find ones for B2C subscription businesses that have a high volume of website traffic. Drive internal adoption.

Business 184

Business B2C Scale Headcount 184

Andreessen Horowitz

MARCH 7, 2024

Most effective segments: PLG, SMB, midmarket. For SMB and PLG: Many growth-stage companies use “T-shirt sizing,” which offers different buckets with set amounts of usage. Offer some form of committed consumption. Many companies we work with offer hybrid pricing models that include some form of committed consumption.

Scale 93

Scale Pricing SMB Forecasting 93

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. 4 – Flowlu — Best For SMB Finance. The Top 5 Options For Free CRM Software.

Payment Solutions 143

Payment Solutions Software Review Software Payments 143

OPEXEngine

FEBRUARY 27, 2020

The cost per hack of an SMB company is minimal and the number of SMB cyber events is growing by 10% year over year. For SMB companies, it can be about IP and legal payoffs, or a data breach. Leading-edge SMB tech companies with unique data or IP will be more heavily targeted than older, large companies in the same industry.

Systems Review 69

Systems Review Technical Review Cybersecurity SaaS 69

Neil Patel

DECEMBER 10, 2020

As an individual or SMB, you might be nervous about investing money into an ORM. To get a pricing quote, email or call them for a free consultation, and they will learn more about you and tailor their services to your specific needs. #4 4 – Big Leap — The Best For SEO And Content Management.

Management 145

Management Outsourcing Services Social Media Sales Hiring 145

Kellblog

NOVEMBER 6, 2022

In my consulting and advising work, I’ve worked with a number of enterprise SaaS companies that get stuck with a broken go-to-market (GTM) motion. Remember this is a median across all SaaS companies and my guess is enterprise is more $800K to $1200K and SMB is more $400-500K. What do I mean by broken? 2] New ARR per seller per year.

Sales Hiring 145

Sales Hiring Sales Recruiting Marketing Scale 145

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. Duration: 15 to 45 Days.

Revenue 97

Revenue Sales SMB Engineering 97

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 66

SaaS Payments Sales Hiring Enterprise Payments 66