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. No wonder you never want to eat out again… The Sales Development outsourcing industry is broken for that exact reason. I have learned quite a bit about it. And you’re no SDR chef, are you?

Outsourcing Services 91

Outsourcing Services Outsourced Development Sales Outsourcing Underperforming Technical Team 91

Intercom, Inc.

MAY 13, 2021

Although Linda started her career in sales, she has spent the past twelve years scaling post-sales teams and moving hyper-growth companies like Zendesk, Slack, and now Gong upmarket into the enterprise realm. So how do you create a strong, enterprise-ready team? Not just support on steroids: How to build a customer success team.

Customer Success 177

Customer Success Scale Sales Hiring Strategy 177

Sales Hacker

JULY 21, 2021

But that doesn’t mean they’re all bad. A strategy is how a team plans to reach their overarching goals and all of the steps to get there. Managers can energize the whole team by helping secure some quick wins. “Hi! Let’s synergize our teams to create a streamlined approach that leverages our core competencies.

Sales Hiring 132

Sales Hiring Underperforming Technical Team Sales Sales Enablement 132

SaaStr

JULY 1, 2020

She manages a huge global team. It has a portion of its revenue that’s very sensitive to the economy and a lot of startups in the customer base, good and bad, right? Sam will have a lot of interesting perspectives on how he manages his team through these times. Four, people in the sale? Jason Lemkin: None.

Merchant Services 253

Merchant Services Scale Sales Recruiting Sales 253

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. And we’re about to add basically a team collaboration tier on top of the product. And you have to allow that, in fact, you have to support that in your sales team.

Scale 268

Scale Scaling Sales Hiring Enterprise 268

Intercom, Inc.

SEPTEMBER 8, 2021

When it comes to launching sales teams in hyper-growth startups, few people have walked the walk as much as Maggie Hott. We recently sat down with Maggie to chat about all things sales – from laying down a solid foundation to hiring the right people and, finally, scaling the team into hyper-growth. Look for the team players.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

FastSpring

JANUARY 27, 2022

For example, Jon Torres — a digital marketing consultant specializing in SaaS commerce — noticed that, for some of his clients, refund requests spiked around renewal time. “It And in cases where our customers get stuck, our support team responds in a timely manner with personalized video. Subtly encourage your medium tiers.

Merchant Services 146

Merchant Services Payment Services SaaS Payments Payment Solutions 146

ChurnZero

JANUARY 4, 2019

the stuff that Customer Success teams are really meant to do). One customer success trend I’m seeing is the need to develop more repeatable customer education programs. The biggest trend I see emerging in Europe, which started at the end of 2018 is Customer Success Plans becoming a staple asset of Customer Success teams.

Customer Success 73

Customer Success SaaS Payments Payment Services Payment Solutions 73

FastSpring

JUNE 11, 2024

I need to find somebody that can actually manage it for me so I can do the things that I love, which is the marketing and working with my team where I fall flat is working with the clients because I, as you said, I tend to be a little bit hard headed and I get a bit passionate and that’s not always a good thing. They make more money.

Sales Recruiting 114

Sales Recruiting Software Review Payment Solutions SaaS Payments 114

Audacix

OCTOBER 19, 2023

These weak points, if left unaddressed, can be exploited by hackers as an entry point for launching cyberattacks, infiltrating systems or data, or causing harm to an organization. Remediation Planning: Software teams need to develop a remediation plan that outlines the steps required to mitigate each vulnerability.

Underperforming Technical Team 40

Underperforming Technical Team Enterprise Software Management 40

Audacix

OCTOBER 19, 2023

These weak points, if left unaddressed, can be exploited by hackers as an entry point for launching cyberattacks, infiltrating systems or data, or causing harm to an organization. Remediation Planning: Software teams need to develop a remediation plan that outlines the steps required to mitigate each vulnerability.

Underperforming Technical Team 40

Underperforming Technical Team Enterprise Software Management 40

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. Justin helped build the sales team in ZocDoc. He then went on to help build PatientPop to over 60 million in recurring revenue and now he’s consulting to SMB businesses.

Sales Hiring 53

Sales Hiring Revenue Scale Underperforming Technical Team 53

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 53

Sales Hiring Enterprise Scale SMB 53

ChurnZero

JANUARY 4, 2019

the stuff that Customer Success teams are really meant to do). One customer success trend I’m seeing is the need to develop more repeatable customer education programs. The biggest trend I see emerging in Europe, which started at the end of 2018 is Customer Success Plans becoming a staple asset of Customer Success teams.

Customer Success 49

Customer Success SaaS Payments Payment Services Payment Solutions 49

Chart Mogul

SEPTEMBER 15, 2023

We trust leaders to make decisions on what tools they need to get the most out of their teams. Guide to SaaS Revenue Recognition and Deferred Revenue in SaaS by Ben Murray, The SaaS CFO SaaS revenue recognition is an ongoing priority for SaaS accounting teams. Keep an eye out as we will be making regular updates.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

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. Pros: No one will know your “stuff” better than internal people, it’s the best long-term solution for most companies, and begins your sales Farm Team. You build a team of four Outbound SDRs.

Outsourcing Services 40

Outsourcing Services Outsourced Development Sales Hiring Sales Recruiting 40

Sales Hacker

OCTOBER 7, 2021

Never believe that doubting yourself is a bad thing. That company only lasted another year before they were out of business, so it was a poor use of my energy, time, and being away from my family – a lesson I work to pass on to others new in roles today. Invest in your development internally and externally. Joyce Johnson.

Scale 136

Scale Sales Recruiting Sales Hiring VP of Engineering 136

SaaStr

JULY 12, 2022

You have to create a repeatable process if you’re going to scale up the sales team. The Number One Job of a VP Sales is Recruiting a Great Team. But let’s step back a minute, you’ve got three reps on your team already, doing whatever revenue, four, and you want to triple your revenue. Whatever you do, hire two.

Sales Hiring 278

Sales Hiring Part-Time VPE VP of Engineering Sales Recruiting 278

SaaStr

AUGUST 15, 2020

Nick Mehta: Power of the developer, or the API economy, both of you play very much in both those trends. How do you help your team make that link to value? We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. Nick Mehta: Yeah.

Payment Methods 263

Payment Methods Merchant Services Scale Payments 263

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. But that threshold exists.

Scale 177

Scale Strategy Sales Underperforming Technical Team 177

Intercom, Inc.

JULY 29, 2021

And so, Mark Rudden and his team had to figure it all out by themselves. Fortunately, Mark had quite a bit of experience working and scaling teams in demanding, hypergrowth environments. Building a great sales team: How Intercom fosters and maintains its sales culture. Onboarding, but make it remote.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

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

JANUARY 7, 2025

With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth. It helps me and the team be so much more productive. And I always found it, because I’d be in there with my team, an enjoyable market to cold call into.

Outsourcing Services 113

Outsourcing Services Scale Outsourced Development AWS 113

SaaStr

JULY 30, 2020

What are the core metrics founders should measure to determine the effectiveness of their reps and sales teams? 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.

Part-Time VPE 276

Part-Time VPE Sales Recruiting Scale Sales Hiring 276

SaaStr

DECEMBER 3, 2020

In Today’s Episode We Discuss: * How Sam made his way into the world of SaaS with Dropbox and how that led to his leading the sales and success team today @ Loom. What was Sam’s biggest lesson from scaling the sales team at Dropbox? How does this change when selling to SMBs vs enterprise? * I worked in solar.

Scale 240

Scale Sales Hiring Sales Recruiting Sales 240

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? What questions reveal the most?

Scale 155

Scale Sales Recruiting SaaS Payments Payment Services 155

SaaStr

OCTOBER 4, 2019

As for Jeppe, prior to founding Pleo he was the CEO @ Nodes, a design and development house that worked with brands including Loreal, BMW and Lego. 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? What changes? * Missed the session?

Scale 138

Scale SMB SaaS Payments Sales Hiring 138

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. Why does Vikas believe that a wave of SaaS incumbents are about to be displaced or disrupted?

SaaS Payments 150

SaaS Payments Cloud Technical Review Sales Hiring 150

SaaStr

SEPTEMBER 13, 2019

As for Allison, in her 5 years at Gainsight her list of achievements in endless from running all functions that drive value for Gainsight customers, now a 150 person team, to building out the corporate development function to being the right hand to the CEO. How can one approach setting up a services team for scale?

Engineering 32

Engineering Scale Underperforming Technical Team Customer Success 32

Sales Hacker

SEPTEMBER 30, 2019

Vikas’ Journey from Sales Engineer to Managing a BD Team (22:20). He leads Kustomer’s sales and customer experience departments, overseeing sales, business development, implementation, customer success, and support. Vikas builds teams that follow this ethos. And that just wasn’t the job back in those days as a developer.

Sales Hiring 57

Sales Hiring Startup Sales Recruiting Scale 57

FastSpring

DECEMBER 8, 2022

And we had a variety of software offerings, everything from WordPress themes and plugins, a local development tool called Local and then had very SaaS like elements to our offering there. And that’s not a bad situation to be in when you’re looking for new levers of growth for your software, SaaS business.

Payment Methods 78

Payment Methods Payment Solutions SaaS Payments Software Review 78

SaaStr

MAY 24, 2019

235: Andrew Filev is the Founder & CEO @ Wrike, the cloud based collaboration and project management software that scales across teams in any business. As for Andrew, he started his first software development company at the age of 18 and has been running Wrike for the last 13 years alongside advisory roles with both Ditto and Appulate.

Sales Hiring 150

Sales Hiring Scale SMB Sales Recruiting 150

SaaStr

SEPTEMBER 4, 2020

I’ve been in software since the ’90s and for over 20 years, nearly that entire time, we’ve been talking about digital transformation, developing strategies, architecting new technologies, and moving beyond digitization to rethinking our businesses, our products, and our services in a way that’s optimized for a digital world.

Scale 193

Scale Underperforming Technical Team Sales Hiring Branding 193

SaaStr

OCTOBER 25, 2019

Before Assist, Liat spent 6 years at Twitter where she first hand saw their hyper-growth, managing a team of 40 across New York and SF and also Liat achieved 102% to quota on average every year. Liat Bycel: Yeah, I think that career development conversation should be an ongoing conversation. Harry Stebbings: Totally.

Sales Hiring 160

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 160

SaaStr

APRIL 1, 2025

Wiz discovered a direct correlation between territory size and productivity: the tighter the territories, the more effective their sales team became. While scaling from 3 to 75 go-to-market team members, Codeium / Windsurf found that AI transformed their sales process in completely different ways depending on the size of the customer.

Scale 201

Scale Sales Hiring Underperforming Technical Team Headcount 201

Sales Hacker

DECEMBER 10, 2024

Martin brings a wealth of experience in building and scaling sales teams, developing effective go-to-market strategies, and navigating the challenges of startup growth. 35:30) Optimal team structures for SMB sales organizations. (52:25) 52:25) Why in-person sales environments are crucial for early-career development. (53:46)

Scale 112

Scale Sales Hiring Scaling CTO Coach 112

Intercom, Inc.

JANUARY 23, 2020

The situations that portend failure are varied and unfortunately common – no product-market fit, no cash, bad product, burnout, to name just a few of the most obvious. According to consulting firm McKinsey , only a small fraction of companies actually achieve the highest rates of growth and even fewer can sustain it. Poor marketing.

Underperforming Technical Team 183

Underperforming Technical Team Scale Payments Payment Services 183