SaaStr

SEPTEMBER 14, 2022

Also, as Peter Drucker has said : “Culture eats strategy for breakfast.” In the early days, UserZoom struggled with deciding whether its target market should focus on enterprise or SMB. If you establish the culture early—by choosing the right partners to start with, it will make your work much easier further down the line.

Scale 225

Scale Venture Capital Sales Hiring SMB 225

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 59

SMB Enterprise Scale VP of Engineering 59

Sales Hacker

AUGUST 7, 2020

Senior Vice President, Sales SMB. Head of Strategy, People & Change. samsales Consulting. Sales Manager, SMB New Business Acquisition. Director Sales Strategy. Partner, Account Based Strategy Practice Lead. Director of Sales Strategy. Director, Sales Development and Strategy. Faiza Hughell.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

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. . As long as you don’t hear about it, you know it’s working great.” — Jim Lee , VP Revenue Strategy at Outreach. “A Like a dope sneaker collection. It’s just like any Operations.

Sales Recruiting 92

Sales Recruiting Underperforming Technical Team Sales Hiring Scale 92

Neil Patel

FEBRUARY 4, 2021

Although Neil’s early experience was in entrepreneurship rather than marketing, he quickly learned the companies he founded had more success when he was the one running the marketing strategy. Everything we do is underpinned by whatever is needed to improve our clients’ campaigns: strategy, data and analytics, creative, and more.

VP of Engineering 126

VP of Engineering Marketing Marketplace as a Service Social Media 126

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. At the director and VP level, you should be thinking about strategy and proactive, not reactive, work.

Sales Hiring 123

Sales Hiring Underperforming Technical Team Sales Management 123

Sales Hacker

OCTOBER 30, 2018

Before joining Outreach, she worked as a sales operations consultant at a woman-owned voluntary benefits firm. Tracy Eiler has been driving marketing strategy at both cloud-based and traditional enterprise technology companies for 25 years. Lauren Bailey – Founder and President, Factor 8 | Founder, #GirlsClub.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

Sales Hacker

FEBRUARY 2, 2021

SMB Sales vs Enterprise Sales Process. Enterprise Sales Strategies To Try. Enterprise sales, also known as complex sales, refer to the selling strategy used by large organizations involving long sales cycles, multiple decision-makers, and higher levels of risk. SMB Sales vs Enterprise Sales Process. Key Takeaways.

Scale 95

Scale Enterprise Marketing Sales 95

SaaStr

JUNE 27, 2019

Growing a company’s revenues, customer base, team, process, and product doesn’t just happen without major work and strategy. When we were SMB focused in the early years, our sales cycles were quick. The first thing is, at least in our case, when we were in the SMB space, we’re primarily selling to one type of buyer.

Scale 179

Scale Enterprise Scaling Sales Hiring 179

Neil Patel

DECEMBER 10, 2020

This can mean some are better than others at crisis management, online monitoring, online review management, SEO focused branded content strategy, or even supplying attorneys to advocate on your behalf. Marketing Strategy. Your marketing strategy also determines the type of online reputation management you need.

Management 145

Management Outsourcing Services Social Media Sales Hiring 145

Sales Hacker

JULY 21, 2021

Yeah, that’s not a strategy, it’s a tactic – and not a great one at that. For Sue Singh , Customer Success and Project Manager at NextBee, strategy makes her want to say: “Nah, I just spent the last few hours wasting my time or twiddling my thumbs.”. I’m going to need to circle back with you on that”. Account-based anything”.

Sales Hiring 125

Sales Hiring Underperforming Technical Team Sales Sales Enablement 125

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 92

SMB Scale Enterprise Marketing 92

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. Related: RevOps as Change Management Leaders: a 7-Part Strategy. This is why I created Xebra Consulting. Outreach is not like a George Foreman grill — you can’t just set it and forget it.

Scale 82

Scale Technical Review Systems Review Engagement 82

SaaStr

DECEMBER 3, 2020

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. What is the strategy that we have at the company level? I worked in solar.

Scale 173

Scale Sales Hiring Sales Recruiting Sales 173

Kellblog

FEBRUARY 6, 2021

They promise, among other things, to “make finance beautiful” and the whole thing strikes me as a product-led growth strategy for a new tool to build financial models outside of traditional spreadsheets. I can’t find them in Crunchbase, but their site shows they have seed capital from Coatue and Passion Capital.

Finance 87

Finance Forecasting Software Review Systems Review 87

SmartKarrot

JANUARY 10, 2023

Refining and adding to the initial strategy laid out in sales for key accounts through collaboration with all key internal and external stakeholders. Implementing a defined strategy to aid and hold clients accountable to their overall video goals from the timing of production to using the videos to gain ROI. Apply here: [link].

Customer Success 19

Customer Success Technical Review Outsourced Development Systems Review 19

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? What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”?

Scale 126

Scale SaaS Payments Sales Recruiting Payment Services 126

SaaStr

OCTOBER 26, 2023

A Multi-Segment Strategy You have to be intentional in your strategy to solve for the long tail. In a year like this, SMB is doing worse, with a lot more churn and startups going out of business. But in other years, SMBs are jumping in the boat, so you get amazing growth long-term with a multi-segment strategy.

Sales Hiring 221

Sales Hiring AI SMB Scale 221

SmartKarrot

SEPTEMBER 12, 2022

Apply here: [link] Role: Customer Success Manager, SMB Location: New York, NY, US (Hybrid) Organization: Yotpo As a Customer Success Manager, you will successfully and consistently deliver ROI and value for the customers by consulting for their business while leveraging Yotpo solutions.

Customer Success 19

Customer Success Scale SMB Technical Review 19

ChurnZero

MARCH 18, 2022

Speaker: Dave Kellogg , Principal, Dave Kellogg Consulting. Another one is when you’re pivoting strategies. You had your old strategy and [now] your new strategy and those are “old strategy” customers churning off. Learn how companies can get the proper foundations in place for an intelligent pricing strategy.

Customer Success 98

Customer Success Metrics SaaS Banking 98

SaaStr

OCTOBER 15, 2019

Cold calling to set up demos has never worked for Mapistry, but we’ll share with you some of the strategies that have allowed us to increase our qualified lead flow by more than 400% and increase our sales ops by more than 3x in 2018. So as Lauren sort of alluded to, we started by focusing on SMB’s. It’s not going to work.

Underperforming Technical Team 156

Underperforming Technical Team Sales Hiring compliance SMB 156

SmartKarrot

MAY 12, 2023

Assemble and keep a top-performing team; The staff should be coached, mentored, and guided in building consultative and problem-solving account skills. Work with around 80–100 of our SMB and midmarket clients to use AI in their particular fields of expertise.

Customer Success 19

Customer Success Technical Review SMB Consulting 19

Audacix

OCTOBER 19, 2023

This should be part of your overall cybersecurity strategy. Nessus Expert, in particular, is a valuable vulnerability management tool for small and medium-sized businesses (SMBs), developers, penetration testers, and consultants.

Underperforming Technical Team 40

Underperforming Technical Team Enterprise Software Management 40

Audacix

OCTOBER 19, 2023

This should be part of your overall cybersecurity strategy. Nessus Expert, in particular, is a valuable vulnerability management tool for small and medium-sized businesses (SMBs), developers, penetration testers, and consultants.

Underperforming Technical Team 40

Underperforming Technical Team Enterprise Software Management 40

ChurnZero

JANUARY 4, 2019

Whether that’s AI-enabled analysis of customer data to help teams be proactive, in-house virtual assistants that are a resource to support teams as they work with customers or other operational applications, AI will play a larger role in this capacity next year.” – Julia Ahlfeldt, Customer Experience Advisor, Julia Ahlfeldt CX Consulting.

Customer Success 73

Customer Success SaaS Payments Payment Services Payment Solutions 73

SmartKarrot

AUGUST 23, 2021

Execute consulting projects with customers. To consult with customer stakeholders to ensure that the products and services are going to deliver value. Articulating a vision, strategy, and plans to customers working with your team members to create and execute quarterly plans to meet individual and team targets.

Customer Success 19

Customer Success SMB Consulting Retention 19

Intercom, Inc.

FEBRUARY 5, 2019

Developing a sales strategy is one of the core activities every business will have to undertake. A well defined sales strategy is your path to meaningful, sustainable growth. When done correctly, your sales strategy will help your sales team execute with focus – SMB or enterprise, inbound or outbound, hunting or farming.

Scale 177

Scale Strategy Sales Underperforming Technical Team 177

SaaStr

MARCH 10, 2020

But all of the training was done by what we called the SMB managers. ” We are moving towards a model that is hopefully much more consultative, much more about ingesting their data and coming back with a proposal. QUESTION: What was the biggest pivot you guys made your time there as far as just anything, sales strategy, all that?

Scale 198

Scale Sales Hiring Sales Recruiting Scaling 198

Intercom, Inc.

DECEMBER 13, 2018

It’s quite a unique go-to-market strategy and quite a unique way of serving our customers. We are going from having an enterprise business to having a mid-market business to investing in an SMB business. We launched at GSK (another pharmaceutical company) in July. They brought 140,000 employees to the platform.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

Sales Hacker

NOVEMBER 5, 2018

I also run a Consulting company, AltiSales , which has a Business Process Outsourcing component, think Accenture, but purely for SDRs. Most likely with 2 SDRs, a manager, and some consulting, you’re investing $200,000 for an experiment. I have learned quite a bit about it. That means that some of our clients, are outsourcing to us.

Outsourcing Services 76

Outsourcing Services Outsourced Development Sales Outsourcing Underperforming Technical Team 76

SmartKarrot

OCTOBER 11, 2022

Deploying the platform using a consultative approach that assists customers in meeting their strategic goals while simultaneously quickly achieving value. Monitor and report out on customer usage and health, developing proactive strategies for driving continued user adoption, retention and growth.

Customer Success 19

Customer Success Technical Review Systems Review Outsourced Development 19

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. It’s not an SMB where you’re getting volumes of 100 a day. You said there about mid-market and it not having the same velocity of SMBs.

SaaS Payments 130

SaaS Payments Cloud Technical Review Scale 130

SmartKarrot

SEPTEMBER 29, 2022

Oversee the strategy to improve the corporate client experience through product enhancements and service delivery. Exceed financial targets for existing clients, new clients, and up-sell / expansion opportunities. Work closely with revops and the data science teams to develop quantitative health and adoption measurement methodologies.

Customer Success 19

Customer Success Scale Sales Hiring Technical Review 19

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. After about a year, I was able to move into the inside sales organization as a sales engineer or a sales consultant.

VP of Engineering 52

VP of Engineering Sales Recruiting Sales Hiring Scale 52

Intercom, Inc.

JULY 29, 2021

We recently sat down with Mark to chat about onboarding in a hypergrowth environment, how that strategy played as the pandemic unfolded, and why taking care of your team is actually the best way to take great care of your customers. We have SMB mid-market enterprise. Here are some of our favorite takeaways from the conversation.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

Sales Hacker

SEPTEMBER 30, 2019

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. I’ve leapfrogged from developer, to consultant, to sales engineer. Sam’s Corner.

Sales Hiring 50

Sales Hiring Startup Scale Sales Recruiting 50

ChurnZero

JANUARY 4, 2019

Whether that’s AI-enabled analysis of customer data to help teams be proactive, in-house virtual assistants that are a resource to support teams as they work with customers or other operational applications, AI will play a larger role in this capacity next year.” – Julia Ahlfeldt, Customer Experience Advisor, Julia Ahlfeldt CX Consulting.

Customer Success 49

Customer Success SaaS Payments Payment Services Payment Solutions 49