Sales Hacker

NOVEMBER 4, 2020

I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. Starting Your International Sales Team. The key to starting an international sales team is having the right people in your landing team. A mercenary is driven by the sale.

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Sales Hiring Scale Sales Recruiting Sales 100

SaaStr

MAY 8, 2020

Where does Jessica find managers and founders do pipe reviews wrong? What does Jessica believe is the right way for sales reps to engage with new customers during this time? How should sales teams and CS respond to requests for discounts? Harry Stebbings: Totally, in terms of that sales cycle.

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SaaStr

JULY 30, 2020

356: Pete Kazanjy is the Co-Founder @ Atrium, the startup providing proactive, always-on insights for sales operations, managers, and leaders. Alongside Atrium, Pete is also the Founder of Modern Sales Pros, a community of 15,000 focused on sales operations and sales management. Stop asking questions.

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Part-Time VPE Scale Sales Recruiting Sales Hiring 201

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Trisha Price. They need fewer sales as a percentage of overall employees.

Payment Solutions 149

Payment Solutions Pricing Payments Payment Services 149

Incredo

NOVEMBER 1, 2019

Do you want to grow your SaaS sales team and improve your processes? maintain healthy atmosphere in your Smarketing team, make smart choices regarding your SaaS sales model, strategy, pricing, . build smoother connections both with your prospects through optimized sales process. And from SaaS sales models to SaaS pricing.

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SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

Andreessen Horowitz

OCTOBER 16, 2023

One of the toughest challenges for founders — and especially technical founders who are used to focusing so much on product features over sales — is striking “product-market fit”. So in that shift from product-market fit to product-market-SALES fit, how much should you optimize your go-to-market for product… and even the other way around?

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Product Marketing Scale Sales Hiring Sales Recruiting 76

SaaStr

NOVEMBER 2, 2019

How does your customer success and customer support functions change with the move to enterprise? Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. The reason I suggest this as an approach is that when you’re getting your pricing right as a partner, and to grow with your customer.

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Scale SaaS Payments Sales Recruiting Payment Services 132

OpenView Labs

NOVEMBER 16, 2021

The value of your contracted subscriptions taking into account revenue added/lost from components such as new sales, renewals, upsells, churn, etc. It excludes indirect costs such as sales and distribution costs. Customer Acquisition Cost (CAC). CAC payback time (years) = CAC / Average annual value of customer.

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Benchmarks Scale Metrics Sales Recruiting 71

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.

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Scale Sales Recruiting Sales Hiring VP of Engineering 130

SmartKarrot

JUNE 9, 2022

Ensure Customer Success and Asset Management teams are coordinated with respect to the communication of project and utility timelines with end-user customers; develop processes between teams to ensure seamless communication for the benefit of all the customers. Ensure customer experience is best-in-class.

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VP of Engineering Customer Success Sales Recruiting Sales Hiring 19

SaaStr

MARCH 1, 2019

As for Tom, he joined Redpoint in 2008 and has since led investments in Kustomer, Looker, Expensify, and Gremlin all prior guests on the show, I hasten to add. Before joining Redpoint, Tomasz was the product manager for Google’s AdSense social-media products and AdSense internationalization. Should sales commission be paid on renewals?

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Scale SMB Sales Recruiting Sales Hiring 116

SaaStr

MAY 29, 2020

Prior to Workplace, Christine was Head of America’s for Facebook’s Audience Network and before that spent 5 years as a Group Director across multiple different sales and account teams within Facebook’s mid-market channel. What do CIOs most want in pricing? Loving our podcast content?

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Scale Sales Recruiting Pricing Leadership 225

SaaStr

JULY 1, 2020

An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. Kristen Habacht runs EDR sales at Atlassian, which I got a check today, $40 billion-$50 billion company. She manages a huge global team. Four, people in the sale? Jason Lemkin: None.

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Merchant Services Scale Sales Recruiting Sales 179

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

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Scale Payment Methods Sales Recruiting SaaS Payments 99

SaaStr

FEBRUARY 18, 2020

Maria and Anthony present the CEO and CMO playbook of how the CEO and CMO can partner with other members of the team to grow sales and marketing. But you’ve really focused in the area of customer success. Maria : I mean, I’ve talked to over 60 recruiters. They’re investing in growth.

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Scale Sales Recruiting Sales Hiring Underperforming Technical Team 216

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Meghan Gill | VP of Sales Ops @ MongoDB. FULL TRANSCRIPT BELOW.

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Sales Recruiting Sales Hiring Scale Sales 137

SaaStr

SEPTEMBER 27, 2019

As for Ryan, prior to G2 he was Senior Director of Global Marketing at Hubspot where among many other achievements, he scaled HubSpot’s marketing-generated sales revenue by 330% year-over-year. Due to his success, Ryan has been named to Forbes’ List of World’s Most Influential CMOs. Which is a super useful tactic.

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Sales Hiring Sales Recruiting Scale Software Review 136

SaaStr

FEBRUARY 21, 2020

* How does David think about scaling sales teams? How does one know when is the right time to hire your first sales reps? What have been his lessons on optimizing payback period for sales reps? How should founders think about sales rep compensation? How does marketing and customer success intertwine to be successful?

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Scale Sales Hiring Underperforming Technical Team Sales Recruiting 196

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. Finally before Twitter, Liat was VP of Sales @ Revolution Prep where she led and managed 7 offices. Pricing? * Product roadmap?

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Sales Hiring Sales Recruiting Scale Underperforming Technical Team 108

SaaStr

MARCH 6, 2020

314: According to a study from SiriusDecisions, the majority of buyers (81%) today make purchase decisions based on buying experience, over product or price. This session from Showpad CMO Theresa O’Neil will outline a practical approach to growing revenue and retention by aligning sales, marketing, and customer success.

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Scale Sales Hiring Sales Recruiting Underperforming Technical Team 218

SaaStr

JULY 15, 2022

Jason Lemkin: Yeah, I think if you ask how applicable is SEO, programmable is maybe a different question, but I tell you every single SaaS company I have invested in or worked with that has made a commitment to building at least one high quality piece of content per week has seen significant ROI from SEO over a period of months or a year.

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Scale Outsourcing Services Sales Hiring VP of Engineering 238

SaaStr

JULY 10, 2020

The first will be sharing five perspectives and things that I found to be useful in adjusting sales in the midst of a crisis or a turnaround. ” And invest your team’s time and energy to say, “Hey, if this, then that. Shifting to the fifth is around pricing. So pricing is obviously a very powerful lever.

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Scale Sales Hiring Pricing Sales Recruiting 189

SaaStr

APRIL 18, 2019

And so once I had the idea I convinced my father to invest and become a customer. He was investing in internet companies. We didn’t have customers. Great quote, where he said no matter where we’re selling no matter which customer we’re selling to, we never sold the features of CRM.

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Sales Recruiting VP of Engineering Scale SaaS Payments 170

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

Sales Hacker

MAY 20, 2021

You need to measure and repeat so you and your sales team only put effort into promising prospects abroad. Let’s explore the mathematical process the sales outsourcing team at Sales Force Europe takes both on behalf of our clients and in our own lead generation and international sales strategy. What about size?

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Scale Metrics Outsourcing Services Sales Recruiting 90

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Here they are… The 97 Best Sales Books in 2020.

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Scale Sales Hiring Sales Recruiting Payment Methods 141

OPEXEngine

JANUARY 13, 2021

Large tech companies are expected to be very active in M&A in 2021, as they build out SaaS offerings and platform strategies, especially given high stock prices. From the bottom: VC, PE, and angel investors are expected to continue strong investment in SaaS. SaaS Management and Operations. Customer Retention.

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Sales Recruiting Sales Hiring SaaS Benchmarks 52

Sales Hacker

MARCH 17, 2021

Getting past the first stage of revenue growth and building an initial customer base is the easy part, but what happens when you hit a revenue plateau and can’t seem to take that next step? Working with plenty of second-stage startups at House of Revenue , we see common missed revenue growth opportunities limit success time and time again.

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Scale Revenue Startup Sales Recruiting 93

SaaStr

MARCH 12, 2019

So first off, I’m saying we start with customer success. What is sales? What is sales? Isn’t sales really around customer value creation? Sales is not about revenue generation, it’s around customer value creation. Why are we so obsessed with sales being focused on revenue?

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Scale Sales Hiring Revenue VP of Engineering 207

SaaStr

JUNE 3, 2020

Then we went on to build another company called SteelBrick, another SaaS configure price quoting solution. And companies in general, are also right now, investing more in software and digital. 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.

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Software Review Scale Technical Review SaaS 185

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 : Yeah, I think, coming from a marketing side and thinking about that as a marketer, marketing is all about investments. And notice that I said investments, not cost or spend.

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Sales Hiring Scale Underperforming Technical Team Sales Recruiting 210

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.

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Scale Payment Methods Payment Solutions Sales Recruiting 102

ProfitWell

NOVEMBER 8, 2019

On today’s episode, Flywire focuses on the customer, MoneyLion drops the “Netflix of finance,” and Impact Pricing launches an online course you’ll be all about. Impact Pricing drops the knowledge. Head here and let's set up a free pricing audit together. They offer a free checking account and a $19.99

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Sales Recruiting Payment Services Payment Methods Sales Hiring 40

SaaStr

MARCH 18, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. And at the risk of giving you a full Stripe sales pitch, don’t worry, that’s in my other talk. The exchange of value.

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Scale Payment Services Payment Methods Sales Hiring 119

Sales Hacker

DECEMBER 8, 2017

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018. Top 2018 Sales Trends & Predictions – Strategic Headlines.

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Scale Technical Review Outsourcing Services Sales Hiring 96

SaaStr

FEBRUARY 22, 2019

Matt Turck talks with three hyper-growth stage Co-Founders and CEOs on three roadblocks when scaling past $15M ARR: hiring, culture, and sales. Ticket prices go up March 1st! Matt Turck – Managing Director at FirstMark. We invest all over the country and very much in Europe as well including Paris.

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Sales Hiring Scale Sales Recruiting Company Culture 117

ProfitWell

JANUARY 23, 2020

Plus we’ve got Chargify’s Michael Klett and our very own Patrick Campbell to share their billing and pricing predictions. Pricing predictions from the pros. Chargify 's CEO Michael Klett and ProfitWell’s Patrick Campbell took to LinkedIn Live to air out their 2020 billing and pricing predictions. None other than custom pricing.

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Sales Recruiting Sales Hiring Venture Capital Pricing 43