Intercom, Inc.

JULY 28, 2022

And for Intercom’s VP of Sales EMEA, Sanj Bhayro , scaling is just what you need to invest in to ensure growth becomes as constant and linear as it can be. Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

Sales Hacker

FEBRUARY 1, 2021

Subscribe to the Sales Hacker Podcast. Lessons learned from nine months in enterprise sales [10:18]. Sam Jacobs: This week on the show, we want to put a spotlight on account executives, people like you that are in the trenches making sales. What’s your sales organization’s biggest challenge right now?

Underperforming Technical Team 69

Underperforming Technical Team Scale Sales Hiring Systems Review 69

Sales Hacker

MAY 8, 2020

But now that countless sales professionals are forced to make the transition for the first time, many face an entirely new set of challenges. There probably isn’t a more directly impacted area than the field sales rep. Key Challenges in Remote Sales: Connecting with prospects and coworkers. Delivering a great online demo.

Technical Review 76

Technical Review Social Media Underperforming Technical Team Sales 76

Sales Hacker

FEBRUARY 19, 2020

SaaS companies, who often have complex sales cycles coupled with small but agile sales teams, can especially benefit from lead scoring, since it allows small teams to punch well above their weight class. Unfortunately, the number of leads that are actually sales-ready is fewer than we’d like to think. Probably not.

Sales 98

Sales Underperforming Technical Team Systems Review Headcount 98

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 204

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 204

Sales Hacker

DECEMBER 3, 2020

Sales is a relatively high stress profession, with a fair amount (read: lots) of positive and negative swings. Knowing how to deal with conflict in the workplace is a necessary skill every sales professional should master. Knowing how to deal with conflict in the workplace is a necessary skill every sales professional should master.

Sales 79

Sales Compensation Underperforming Technical Team Communication 79

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?

Product Marketing 75

Product Marketing Scale Sales Hiring Sales Recruiting 75

SaaStr

NOVEMBER 16, 2020

What does it take to scale a sales team successfully? Should one hire sales reps 2×2? How does Andy think about hiring sales reps from adjacent companies and industries? How does Andy think about minimizing and optimising sales ramp times? Andy MacMillan: I started my career in tech actually as a developer.

Sales Hiring 189

Sales Hiring Scale Leadership Technical Review 189

CustomerSuccessBox

DECEMBER 13, 2021

Jay Nathan is the Chief Customer Officer at Higher Logic. In 2020, he co-founded Gain Grow Retain, a community for customer success leaders. Here, he talks about the best practices in Customer Onboarding. It is aimed at creating an ever-growing knowledge base to help customers scale up faster.

Onboarding 52

Onboarding Scale Underperforming Technical Team Systems Review 52

Sales Hacker

MAY 8, 2018

On this episode of the Sales Hacker podcast, we talk with Marc Jacobs , SVP of Sales and Customer Success at CB Insights about the secret to incredible sales management and building a sales coaching culture. Building the right revenue targets in coordination with the CFO and the Executive Team.

Sales Hiring 43

Sales Hiring Scale Management Sales 43

OpenView Labs

JULY 8, 2019

The situation was this: our engineering team was constantly innovating and adding new functionality. We had a number of customers that paid month-to-month. As you might imagine, many of Zendesk’s customers were not thrilled with this offer. Getting buy-in from cross-functional teams is mandatory for success.

Pricing 61

Pricing Sales Hiring Underperforming Technical Team SaaS 61

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.

Scale 141

Scale Sales Hiring Sales Recruiting Payment Methods 141

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. Never believe that doubting yourself is a bad thing. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. What is one a-ha moment you’ve had in your sales career? Anything less is failure.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

Sales Hacker

DECEMBER 20, 2018

The path to sales enlightenment requires continuous self-learning, but there’s a real problem. That’s why we’ve rounded up the complete list of best sales podcasts to turbocharge your journey to achieving sales mastery. Listen To Sales Podcasts, Then Go Listen To Your Prospects! . Salespeople are BUSY.

Scale 111

Scale Underperforming Technical Team Sales Social Media 111

SaaStr

JUNE 3, 2020

How does this hire correlate to your hiring in sales enablement? How does Mike make sales data really actionable within the company? What is the right way to structure their sales pipeline? What can be done to incentivize sales to be accurate in their sales data? * Where do many go wrong here?

Sales Hiring 174

Sales Hiring Scale Technical Advisors Systems Review 174

Sales Hacker

APRIL 22, 2022

While you may feel pressure to focus your team on immediately starting to close opportunities at the start of each new quarter, you’re doomed to repeat the mistakes of your past if you don’t take some time to review. This is where a Sales QBR or ‘Quarterly Business Review’ comes into play. What is a Sales QBR? isn’t criticism.

Sales Hiring 91

Sales Hiring Sales Forecasting Underperforming Technical Team 91

Sales Hacker

NOVEMBER 18, 2020

But if sales is a dance, it’s jazz, not ballet. There is, in my opinion, one exception to this: the hard-and-fast rule to focus on your customer. According to a survey by Salesforce last year , the top 20% of sales teams last year are almost 3x more likely to say they have been focusing on personalizing customer interactions.

Sales Hiring 119

Sales Hiring Underperforming Technical Team Sales Social Media 119

SaaStr

OCTOBER 22, 2020

Prior to their incredibly successful IPO in April of 2017, they raised funding from some of the best in the business including Sequoia, a16z, Greylock, Khosla and Floodgate to name a few. How does the structure of your marketing team need to change with the evolution? And this schedule really was a team effort.

Sales Hiring 166

Sales Hiring Scale Interviewing Technical Review 166

OpenView Labs

SEPTEMBER 8, 2020

Alright—raise your hand if you think there’s value in developing a sales enablement strategy at your start-up? Okay, and raise your hand if you think it’s vital to have a customer service enablement strategy, too? The fact of the matter is, customer service enablement isn’t a field of its own.

Sales Enablement 54

Sales Enablement Scale Underperforming Technical Team Technical Review 54

SmartKarrot

AUGUST 9, 2022

Instead of building, developing, and implementing enterprise applications, SaaS users can simply license and subscribe to them. Using remote cloud servers, users can access and utilize SaaS applications from any web-enabled device. Software As A Service (SaaS) is a cloud-based method of delivering on-demand software to users.

Scale 10

Scale Sales Recruiting Business SaaS 10

SmartKarrot

AUGUST 9, 2022

Instead of building, developing, and implementing enterprise applications, SaaS users can simply license and subscribe to them. Using remote cloud servers, users can access and utilize SaaS applications from any web-enabled device. Software As A Service (SaaS) is a cloud-based method of delivering on-demand software to users.

Scale 10

Scale Sales Recruiting Business SaaS 10

Intercom, Inc.

JANUARY 31, 2019

And as the organization grows, the work involved to get teams aligned on who you’re selling to and how you’re selling is not something to be taken for granted either. Ambient Strategy founder and CEO April Dunford on the symptoms of weak positioning. Salesloft CMO Sydney Sloan on aligning sales, marketing and support.

Underperforming Technical Team 165

Underperforming Technical Team Scale Benchmarks Sales 165

Sales Hacker

JANUARY 4, 2021

Developing a revenue operations (RevOps) strategy — and the team to implement it — is no easy task. As the VP of Revenue Operations at Sales BQ®, I saw my role develop from primarily sales enablement to sales operations as we worked to understand and get a hold of the wide variety of roles RevOps is in charge of.

Scale 74

Scale Underperforming Technical Team Sales Enablement Communication 74

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.

Scale 96

Scale Technical Review Outsourcing Services Sales Hiring 96

SaaSX

FEBRUARY 26, 2020

These partners shoulder some of the burden of sales, creating separate selling “channels” that expand a product’s reach. Plus, you’ll also be obliged to bring your entire team on board by encouraging your colleagues to roll out the welcome mat and adopt some partner-friendly best practices. Got some details that need smoothing out?

Outsourcing Services 93

Outsourcing Services Strategy Underperforming Technical Team Technical Advisors 93

Sales Hacker

OCTOBER 21, 2019

There are tons of roundup articles about top women sales leaders. Most of the time, somebody does a LinkedIn search for “sales leader,” chooses the top 15 profiles with the most followers, and calls it a day. What about the amazing sales leaders who aren’t well-known already? Most Dynamic Women Sales Leaders.

Sales Recruiting 90

Sales Recruiting Scale Sales Hiring VP of Engineering 90

Sales Hacker

APRIL 10, 2019

Think of the hundreds of hours you’d save chasing bad deals… the good deals you could stop from slipping into next quarter… and the trust you’d build by making your prospects feel they’re in safe hands. How to use a mutual action plan to improve your sales process. Think it’s a dream? Think again.

Sales 82

Sales Underperforming Technical Team Forecasting Outsourced Development 82

Sales Hacker

OCTOBER 13, 2020

If you missed episode 130, check it out here: Turning Junior-level Talent into Top Sales Professionals with Eddie Baez. Subscribe to the Sales Hacker Podcast. Managing a technical team as a non-technical person [24:13]. Sales enablement is easy. More sales meetings, more money. We’re on iTunes. The result?

Marketplace as a Service 95

Marketplace as a Service CTO Hire Sales Recruiting Data 95

Sales Hacker

DECEMBER 28, 2018

The best sales conferences enrich your team, build knowledge, and offer plenty of networking opportunities (and fun)! Bad sales conferences just feel like a huge waste of time away from you prospects. Unleash is the ultimate Sales Engagement conference. TOPO Sales Summit. March 10-12 | San Diego, CA.

Scale 74

Scale Sales Recruiting Sales Underperforming Technical Team 74

Sales Hacker

SEPTEMBER 29, 2020

They sell that product to general councils, operations teams, and deal desks. Subscribe to the Sales Hacker Podcast. They sell that product to general councils, operations teams, and deal desks. Keep the promise of sales enablement and keep your team doing what they do best, which is winning.

Scale 107

Scale CTO Hire Scaling CTO Coach 107

Intercom, Inc.

JULY 5, 2018

Doug Landis often sees an unsuccessful sales pitch stumble straight out of the gate. Previously, however, he ran sales productivity for teams at Google, Salesforce and Box. His time at the latter culminated in the title of Chief Storyteller, where he rewrote the script for how Box sales team talked to and about their customers.

Sales Hiring 171

Sales Hiring Technical Review Development Team Review Scale 171

Intercom, Inc.

JULY 5, 2018

Doug Landis often sees an unsuccessful sales pitch stumble straight out of the gate. Previously, however, he ran sales productivity for teams at Google, Salesforce and Box. His time a the latter culminated in the title of Chief Storyteller, where he rewrote the script for how Box sales team talked to and about their customers.

Sales Hiring 163

Sales Hiring Technical Review Development Team Review Scale 163

Sales Hacker

AUGUST 25, 2020

This week on the Sales Hacker podcast, we’ve got Alyssa Merwin , Vice President of Sales Solutions for LinkedIn, North America. She runs Sales Navigator and is perhaps one of the most important people selling sales engagement and sales software in the world. Subscribe to the Sales Hacker Podcast.

Management 72

Management Sales Recruiting Sales Hiring Development Team Review 72

Sales Enablement, SaaS and Growth

OCTOBER 29, 2018

High SaaS churn is a corollary of poor retention - but it can creep up unannounced, and rather than deal a single fatal blow, it causes death by a thousand small cuts. They overestimate the importance of the initial sale and underestimate the importance of a client’s lifetime value (LTV). But what should “customer success” include?

Churn 152

Churn SaaS Payments SaaS Payments 152