Sales Hacker

SEPTEMBER 25, 2019

In June, CNBC reported that recently listed cloud software companies were getting crushed for poor sales execution. Enterprise sales is hard, which is why most businesses start as an SMB org and grow into an enterprise org. 2 rules for transitioning from SMB to enterprise. Today, enterprise sales is harder than ever.

SMB 73

SMB Enterprise Strategy Compensation 73

SaaStr

JULY 8, 2022

Half of Gorgias’ almost 10,000 SMB customers come from partners. How To Innovate Faster with Community: Insights From GitLab CEO Sid Sijbrandij. Top 5 Ways to Scale a Sales Team with Zoom CRO Ryan Azus and SaaStr VP of Sales Bryan Elsesser. . #6.Top Here’s how they do it. #5.

VP of Engineering 218

VP of Engineering Scale Outbound Sales Team SMB 218

SaaStr

MARCH 19, 2020

Depending on who you are, and what you do, sales may or may not have slowed way down. They will keep innovating. And I also know that the best investment you can make today is in your existing customers. And even when you do check “dashboards” from SMB-y apps, they often don’t even look like dashboards.

SMB 325

SMB Enterprise Innovation Communication 325

Sales Hacker

FEBRUARY 15, 2018

15, 2018 – Sales Hacker, the leading resource for sales innovation, acceleration, and the future of sales, is set to host The Revenue Summit , on March 1st, 2018 in San Francisco, California. This event will teach executives the most innovative and actionable best practices to scale revenue.

Scale 66

Scale Customer Success Revenue Marketing 66

ChurnZero

JANUARY 4, 2019

But what if you could have a better idea of the changes 2019 has in store for Customer Success professionals? We’ll see more applications of AI in Customer Success, but these will mostly be behind-the-scenes. the stuff that Customer Success teams are really meant to do).

Customer Success 73

Customer Success SaaS Payments Payment Services Payment Solutions 73

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

Sales Hacker

OCTOBER 30, 2018

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

Tom Tunguz

OCTOBER 21, 2017

In 2012 ChiefMartec landscape counted 350 vendors selling to sales and marketing. Salesforce for Sales, Workday for HR & Finance, ServiceNow for Operations, Atlassian for Engineering and so on. Segmentation - focus on SMB, Mid-Market, or Enterprise, to play where competition isn’t present. Today, that figure is 5000.

SaaS 180

SaaS Venture Capital Finance Machine Learning 180

ChurnZero

JANUARY 4, 2019

But what if you could have a better idea of the changes 2019 has in store for Customer Success professionals? We’ll see more applications of AI in Customer Success, but these will mostly be behind-the-scenes. the stuff that Customer Success teams are really meant to do).

Customer Success 49

Customer Success SaaS Payments Payment Services Payment Solutions 49

SaaStr

MAY 8, 2020

Prior to Work-Bench, Jessica was a Learning and Development Manager at Cisco Systems, where she worked with the Engineering organization on Agile transformation, innovation and culture. What does Jessica believe is the right way for sales reps to engage with new customers during this time? This podcast is sponsored by Guru.

Sales Recruiting 171

Sales Recruiting Technical Review Sales Hiring Outsourced Development 171

SaaStr

MARCH 7, 2021

Yes, you can manage the sales team yourself. Cash was tight and I didn’t know any great VPs of Biz Dev, so between myself and my VPs of Sales, Product and Customer Success, we all jointly managed our key partners. 8/ Specializing the sales team earlier. Field vs. mid-market vs SMB early. Small deals.

Part-Time VPE 249

Part-Time VPE Sales Recruiting Sales Hiring Scale 249

SmartKarrot

JANUARY 5, 2022

Thanks to the untiring zeal of its passionate community, Customer Success has grown to become the phenomenal force that it is today. Here’s our Top 50 Customer Success Influencers list for 2022 celebrating the inspiring visionaries and trailblazers who are helping shape the field and its future evolution. Lincoln Murphy.

VP of Engineering 23

VP of Engineering Customer Success Scale Technical Review 23

SaaStr

AUGUST 9, 2019

Ep 255: Vikas Bhambri is SVP Sales and Customer Experience @ Kustomer, the startup providing Real-time, actionable views of customers with continuous omnichannel conversations and intelligence that automates repetitive, manual tasks. What is the right way for startup founders to address sales rep onboarding?

SaaS Payments 130

SaaS Payments Cloud Technical Review Scale 130

SmartKarrot

JULY 30, 2020

Role: Customer Success Manager Location: Austin, TX, US Organization: Punchh Punchh is looking for a CSM, who can own a portfolio of client accounts of brands in the verticals that Punchh currently has customers. Drive customer satisfaction, adoption, retention and renewals. Ensure retention and renewals.

Customer Success 10

Customer Success SMB Retention Enterprise 10

SmartKarrot

JANUARY 5, 2021

The evolving field of Customer Success owes its origin and rapid rise to a passionate community of pioneers, proponents, and practitioners. Here’s our Top 50 Customer Success Influencers list celebrating those frontiersmen and women pushing the boundaries and making Customer Success the force that it is today.

VP of Engineering 21

VP of Engineering Customer Success Scale Technical Review 21

SmartKarrot

APRIL 23, 2021

Role: Director of Customer Success Location: Remote, New York, NY, US Organization: Seated As a Director of Customer Success, you will lead a world-class Restaurant Success team, encouraging continuous learning and improvement. Be proactive and passionate about customer success and everything it entails.

Customer Success 10

Customer Success SMB Retention Innovation 10

SaaStr

NOVEMBER 2, 2019

What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? How does Krish think about purely serving the SMB market? Does one have to expand the product line to retain customers? How does he think about the mortality rate of SMBs? First, what is continuous customer development?

Scale 125

Scale SaaS Payments Sales Recruiting Payment Services 125

SaaStr

JANUARY 28, 2020

And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. You can’t, you have to invest in that sales infrastructure.”

Sales Hiring 201

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 201

SaaStr

OCTOBER 31, 2019

They had fallen behind this latest wave of cloud innovation, and they had to acquire Red Hat in order to execute against their hybrid cloud vision, a similar story with SAP buying Qualtrics, Microsoft buying GitHub. SMB businesses just go out of business much more frequently, and so their gross retention numbers are going to be lower.

Cloud 100

Cloud Scale AWS Machine Learning 100

Intercom, Inc.

JULY 11, 2019

He joined me on one his regular visits to Dublin for a chat that ranged from seeing customer support as a model for growth to how to say focused on your customer in an automated world. Here are five quick takeaways: Most sales and support teams talk about their jobs as a funnel. Short on time?

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

OPEXEngine

FEBRUARY 22, 2022

An additional non-financial constraint is a fact that these customers typically lack experience in software procurement and implementation, and this adds friction to the sales cycle. Instead, SMM SaaS companies will leverage Inside Sales and Channel Partners coupled with digital marketing to drive down Customer Acquisition Costs.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

SaaStr

JUNE 3, 2020

There is, you know, tons of innovation, tons of new categories being created every year. It’s most severe in the SMB world. And the reality is most of them don’t, most of our customers and prospects don’t trust us, especially those of us in sales. And we’re seeing this as a global trend.

Software Review 174

Software Review Scale Technical Review SaaS 174

SaaStr

OCTOBER 3, 2023

In startups, founders and teams often wear many hats — figuring out what to prioritize, developing and implementing all types of demand gen strategies, attending events and networking, and founder-led sales. Because Enterprise sales is a complex, multi-threaded beast — the days of the lone sales rep doing it all are over.

Enterprise 210

Enterprise B2B Scale SMB 210

yoursales

JANUARY 28, 2022

Sales Stack 2022 Sales Tools for Professional B2B Sales SALES STACK 2022: Sales Tools for. Professional Sales SALES STACK. 2021: Sales Tools. Sales W hich challenges would you like sales technology to solve for your sales team? What is sales technology here to do?

Scale 111

Scale Payment Methods Payment Solutions Sales Recruiting 111

SaaStr

MARCH 27, 2019

And for years we did the employee survey, and would get the results back, and the thing that everyone liked the most about Salesforce was how innovative we were, and how we changed on a dime, and how we made all these great things happen, and then the thing that everyone was most upset about was everything changed all the time.

Scale 129

Scale VP of Engineering Mobile Scaling 129

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. We knew from the beginning that we had to be excellent in SMB sales because basically there is no other way around it.

Sales Recruiting 106

Sales Recruiting SMB Scale Sales Hiring 106

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. We knew from the beginning that we had to be excellent in SMB sales because basically there is no other way around it.

Sales Recruiting 107

Sales Recruiting SMB Scale Sales Hiring 107

SaaStr

MARCH 1, 2019

How does this differ when comparing enterprise to SMB? How does this differ when comparing SMB to enterprise? Is it fair to always surmise that when serving SMB one will always have a higher rate of churn? How does this differ when comparing SMB to enterprise? Should sales commission be paid on renewals?

Scale 112

Scale SMB Sales Recruiting Sales Hiring 112

SaaStr

DECEMBER 1, 2021

He leads the company’s global sales organization. Mark spent 10 years at Salesforce where he held a variety of sales leadership roles, including senior vice president of Marketing Cloud, senior vice president of global sales for Salesforce Pardot, and senior vice president of commercial sal es. the DevOps platform.

Scale 190

Scale Scaling SMB compliance 190

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

yoursales

JANUARY 29, 2021

Sales Stack 2021. Sales Tools for Professional Sales. SALES STACK 2020: THE TOOLS SALES STACK 2020: THE TOOLS. Sales technology for professional sales will be more important than ever. In 2020 almost every single Sales Professional was forced inside. Same goes for Sales Professionals.

Scale 104

Scale Payment Methods Payment Solutions Sales Recruiting 104

yoursales

DECEMBER 23, 2019

SALES STACK 2020. Sales Tools for Professional Sales. SALES STACK 2019: THE TOOLS SALES STACK 2019: THE TOOLS. W elcome to "Sales Stack 2020 - Sales Tools for Professional Sales". Next to that we'll continue to have the full list of sales tools available right here.

Scale 102

Scale Payment Methods Payment Solutions Sales Recruiting 102

yoursales

DECEMBER 23, 2019

Sales Stack 2020. Sales Tools for Professional Sales. SALES STACK 2020: THE TOOLS SALES STACK 2020: THE TOOLS. W elcome to "Sales Stack 2020 - Sales Tools for Professional Sales". Next to that we'll continue to have the full list of sales tools available right here.

Scale 102

Scale Payment Methods Payment Solutions Sales Recruiting 102

yoursales

DECEMBER 12, 2018

SALES STACK 2019 SALES TOOLS FOR. PROFESSIONAL SALES SALES STACK 2019: THE TOOLS SALES STACK 2019: THE TOOLS I t’s 2019 and we’re back at the sales tools workshop, working out the best sales tools for your sales process. Which sales tools best support your sales process?

Scale 99

Scale Payment Methods Payment Solutions Outsourcing Services 99

SaaStr

AUGUST 15, 2020

So I’m Nick Mehta, CEO of Gainsight and you probably have heard of Gainsight in the world of customer success and really excited to have two different voices in the world of how companies think about their customers. One, it starts high up in the sales process, right? You need to discover in the sales process.

Payment Methods 183

Payment Methods Merchant Services Scale Payments 183

SaaStr

MARCH 12, 2019

Erica Schultz is Chief Revenue Officer @ New Relic, the company that gives you the real time insights your software driven business needs to innovate faster. As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support.

Scale 155

Scale Enterprise Scaling Sales Hiring 155

SaaStr

DECEMBER 12, 2020

As for Kate, prior to making the move to Notion just last month, she spent an incredible 8 years at Dropbox including holding roles such as Head of Sales Development, North America and Director of Global SMB Revenue and Operations. Before Notion, Kate spent 2 years at Salesforce in the corporate sales and enterprise business units.

Scale 163

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 163