Sales Hacker

AUGUST 12, 2020

Scaling Your Personalization. This is the downside of the modern Sales Assembly Line — both buyer and seller feeling like a cog in the wheel. Instead we need to focus on using our own voices and words to send each prospect a unique message. AI can help scale this, but we need to be careful not to rely too heavily on it.

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Scale Scaling AI Search AI 109

ChurnZero

JULY 22, 2022

As Donna Weber , the world’s leading expert in customer onboarding, knows, onboarding is about more than completing product training and filling out checklists. I recommend you interview customers. I would interview 5 to 10 customers and ask what ah-ha moment made them glad they bought your product.

Scale 98

Scale Onboarding Scaling Underperforming Technical Team 98

SaaStr

JANUARY 6, 2021

Finding the perfect VP of Sales position can be daunting, especially in the middle of a global pandemic. Candidates need to find opportunities that not only fit their sales experience and stretch goals, but also companies that are coming out of the pandemic with momentum. Who is looking to hire a VP of Sales in January / Q1?

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Sales Hiring Scale Payment Solutions Payments 322

SaaStr

JANUARY 30, 2023

To solve this, Deel interviewed 200 founders seeking answers to the question, “If you’re open to hiring internationally and remotely, what are your biggest challenges, and what kind of product can we build to solve them? Use your data to inform. Trust the process. Get comfortable with the unknown.

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Sales Hiring Payment Services SaaS Payments Scale 226

Valuize Consulting

NOVEMBER 25, 2021

Achieving Customer Success At Scale. In today’s digital-first world, your Customer Success (CS) program is only as good as the technology and data behind it. To find out how to leverage CS technology to accelerate scale, I spoke with Nicole McLaren , Customer Success Technology Consultant at Valuize. Q: What was your first job?

Scale 52

Scale Technical Review Technology Interviewing 52

FastSpring

APRIL 4, 2024

As an experienced sales and GTM leader, John Eitel has more than witnessed how product-led growth (PLG) has affected the tech and SaaS space in the last few years — he and his teams have been up close and personal with how PLG increased in popularity as a sales strategy. “I And I won’t give away too much of the lead here.

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Scale Sales Payment Methods Merchant Services 147

Tom Tunguz

FEBRUARY 16, 2020

One of the most consistent errors made in sales projections and planning is mismatching the ramp time to the sales cycle. If my startup has a 9 months sales cycle and the VP of Sales projects a six month ramp time, my startup is committing this error. Leads have been nurtured in that territory for a while.

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Scale Forecasting Sales Interviewing 255

Intercom, Inc.

OCTOBER 26, 2021

Getting the team right is one of the hardest parts of scaling sales. But no sales team can afford to grow without intention. While building a sales team, we’ve focused a lot on our sales culture. Here’s how we went about growing a sales team that is both world class and culture-additive.

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Scale Sales Hiring Sales Recruiting Sales 160

SaaStr

NOVEMBER 28, 2020

The basic idea was to help folks who haven’t hired a VP or Director of Marketing hire the right one for a pre-Scale sales-driven SaaS company. Someone that knows, lives and breathes leads, funnels and funnel management, drip marketing, and all the rest. And most importantly … someone who knows how to deliver leads.

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Sales Hiring Scale Sales Marketing 306

CustomerSuccessBox

JUNE 21, 2022

Yet, it’s often easy said than actually done, especially, when you’re looking for Customer Onboarding at Scale. To help you, we have compiled a list of the top 8 strategies that will enable you to carry out customer onboarding at scale. 8 Best Strategies for Customer Onboarding at Scale. Use Data for Personalization.

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Scale Onboarding Scaling Strategy 52

SaaStr

JULY 9, 2019

Join Anish Shivdasani, CEO of Giraffe, as he provides unique African experiences learned from scaling to 1M users. Now, unfortunately there are a lot of constraints in Africa, major constraints when you’re talking about setting up and scaling a startup. Well, you have to build a direct sales force. FULL TRANSCRIPT BELOW.

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Scale Sales Recruiting Scaling SaaS Payments 164

Sales Hacker

JUNE 14, 2019

In an ideal world, 100% of your data ends up in Salesforce (or your CRM of choice). According to a recent Salesforce study , poor data hygiene costs the average business nearly 30% of its revenue, amounting to a total economic loss of a whopping $700 billion a year. Sales reps want to sell. Every (good) manager knows this.

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Scale Data Systems Review Sales 69

Sales Hacker

AUGUST 11, 2023

Before we get into it, curious to hear your thoughts on last weeks Sales Hacker/GTMnow announcement ?! This week I sat down and interview the VP of Sales at Crunchbase , Ang McManamon. Ang shares her 5 P’s of Sales Leadership: Professionalism Preparation Process Performance Play More on these below. Grit is a must-have.

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Scale Leadership Sales Hiring Sales 64

FastSpring

AUGUST 3, 2022

There are several things you can do to prepare your go-to-market teams for changes in your prospects’ and customers’ buying behaviors and priorities. You’re likely already looking at external data for signs of whether your total addressable market (TAM) is shrinking. Note: FastSpring helps companies scale with fewer company resources.

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Scale Revenue Sales Compensation 133

FastSpring

SEPTEMBER 16, 2022

In two one-hour interviews, FastSpring sales leaders Todd Stellfox and Tony Markov each interviewed Kurt about pricing strategies that work in volatile markets and beyond. Stream both interviews below and see highlights from each. Schedule a demo to learn how we can help you scale across borders to go farther faster.

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Pricing Payment Solutions Payment Services SaaS Payments 135

User Pilot

MARCH 4, 2024

Users have come to expect that clicking on a gear icon will lead them to a settings menu based on their experiences with other platforms. Collect user feedback at scale with Userpilot. These personas should be based on real data and insights from user research. Example of habituation in Userpilot’s UI. User persona example.

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Data Analysis Data Construction Interviewing 105

SaaStr

AUGUST 10, 2022

In this SaaStr Europa 2022 session, Matt Jacobson, General Partner at ICONIQ Growth, interviews Miro’s Founder & CEO, Andrey Khusid, to get insight into how he was able to grow the company so successfully. Currently, Miro is one of the fastest-growing companies at scale, but it didn’t take off immediately at the same velocity in 2011.

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Sales Hiring Scale Company Culture Leadership 200

SaaStr

FEBRUARY 2, 2023

You found product-market fit You’ve found product-market fit, and you’re scaling. Your sales rise to a very high level You may realize that your sales are reaching high levels, but at the same time, you may encounter a situation where there needs to be more structure or control in your sales process.

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Sales Hiring Product Marketing Scale Marketing 200

Point Nine Land

OCTOBER 23, 2023

P9 Panel on Hiring Sales Leaders — Founders Summit 2023 “You are going to fire your first sales manager!” — A lesson too many founders learn the hard way. The Founder isn’t willing to be the first salesperson Many of the best founders we work with don’t have a sales background and are either product or engineering focused.

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Sales Hiring Scale Technical Advisors Technical Cofounder 125

User Pilot

MAY 2, 2024

Educational webinars showcase new ways to leverage the product, fostering an engaged user community and generating new leads. SaaS companies rely on recurring subscription revenue from customers rather than one-time sales. Loyal customers can also help you acquire new leads via word-of-mouth. 4 or 5 on a 5-point scale).

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Retention Metrics Strategy Scale 111

SaaStr

FEBRUARY 26, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Ode to the $100,000,000 Exit The Sales Rep Making $500,000 That Was Angry About His Base Salary Want Happy Customers? SaaStr 634: Scaling a Product-Led Growth Model with 1Password, Apollo.io, Sentry, and Lightspeed  5.

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CTO Scale Interviewing Retention 179

SaaStr

APRIL 24, 2019

Alexandr Wang is the Founder & CEO @ Scale, the startup providing high quality training and validation data for AI applications. To date, Alexandr has raised over $23m with Scale from some of the best in the business including Index, Accel, Y Combinator, Dropbox’s Drew Houston, Justin Kan, Thumbtack’s Jonathan Swanson and more.

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Scale Scaling Sales Hiring Customer Success 130

SaaStr

JANUARY 7, 2021

We were fortunate enough to interview CEOs who were in the trenches navigating the COVID-19 pandemic, investors who were advising companies on how best to move forward, and operators who saw explosive growth given the shift to working from home. . Out of its headquarters in Utah, Podium scaled from 5 employees to over 300 employees.

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Scale Sales Hiring Scaling B2B 244

Mucker Capital

OCTOBER 10, 2023

Sales development is a nuanced blend of art and science, requiring a delicate balance for its effective implementation within a company. Drawing from substantial experience, Sally Duby from The Bridge Group provides valuable insights into the intricate realm of sales development. Sally's wisdom sheds light on this dilemma.

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Scale Sales Hiring Outsourced Development Development 52

OpenView Labs

FEBRUARY 15, 2019

Premature scaling is the leading cause of failure, but businesses with two founders are 19% less likely to scale prematurely, as well as raising 30% more money and enjoying 3 times more user growth. But scaling is a unique phenomenon which needs to be constantly managed. ” Scale Sensibly and at the Right Time. .”

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Scale Scaling Startup Sales Hiring 64

SaaStr

JANUARY 10, 2024

“Typically that was the marketing hat in my case, but sometimes it was the sales hat or thinking about finance or other areas of the business. Leading him to some of his biggest mistakes when hiring: Not investing enough time. It can be hard if you don’t necessarily have a supportive tech stack to see into the right data.

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Sales Hiring Scale Technical Review Leadership 246

SaaStr

APRIL 26, 2023

But you’re falling, dodging, climbing, and hoping to scale the top of a mountain. It’s often an afterthought in the chase for new names, new leads, and new logos.” For companies that already have customers, you can conduct interviews and surveys. Product tours — Have your product team lead product tours.

Scale 209

Scale Strategy Marketing Education 209

SaaStr

MARCH 27, 2022

Go Long — if you get to Initial Scale with happy customers and good growth. Both in starting something new, or just a new big initiative, anything big … well, carefully collect data. Interview at least 20 potential customers. Infinite diversity really does lead to infinite combinations. Power Laws are real.

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Scale Sales Hiring Venture Capital Startup 360

SaaStr

MARCH 12, 2024

Asset — To gain certain assets like code, patents, data sets, etc, while leaving the team and often the company behind. Not only do you have to pass the hiring interviews as a Founder, but everyone on your team does, too. People lie about usage and revenue, which leads to a failed acquisition. #2

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Software Review Technical Review Acquisition Scale 220

SaaStr

MARCH 27, 2019

Over Leyla’s incredible 11 year journey with Salesforce she has seen the team scale from 1,800 to over 40,000 and revenue scale from $500m to over $16Bn. What were Leyla’s biggest learnings on people and business model through seeing the first hand hyper-scaling of Salesforce from $500m to $16Bn?

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Scale VP of Engineering Mobile Scaling 136

Valuize Consulting

DECEMBER 7, 2021

The question now is, how big should CS organizations be, and what’s the best way to staff and scale its success? To uncover how today’s CS leaders are successfully building and scaling their CS organizations, Valuize’s Founder and CEO, Ross Fulton, spoke to TSIA’s Vice President, Customer Success Research, Stephen Fulkerson.

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VP of Engineering Customer Success Sales Hiring Interviewing 98

Sales Hacker

JULY 24, 2018

As sales leaders, most of us assume that many aspects of our sales machine will become inefficient during hypergrowth. As we think of ways to improve sales performance, a number of growth pains may come in the way: High acquisition costs. Decreased revenue per rep, High turnover as you scale headcount.

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Scale Headcount Sales Hiring Scaling 56

Andreessen Horowitz

APRIL 23, 2024

They also talked about the difficulties — and potential advantages — of selling into small businesses, taking alternative approaches to interviewing candidates, and the importance of keeping culture a vital part of a company as it scales. The first thing I would ask is, “where are you pulling the data?” That data is not public.

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Payments Forecasting Payment Services Payment Solutions 108

ChurnZero

JUNE 30, 2021

A CSM needs to be responsible for cultivating exceptional experiences and sustained value for your customers by acting as their trusted advisor and advocate from the point of sale through the renewal and throughout the rest of the customers’ lifecycle. 20 Interview Questions to Ask Your Customer Success Manager Candidates.

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Interviewing Customer Success Sales Hiring Scale 72

Intercom, Inc.

JULY 29, 2021

Ever since he was hired as the Director of EMEA Sales at BrowserStack , a web and mobile testing platform that lets developers test their websites and mobile applications across browsers, operating systems, and mobile devices, he had to completely rethink how to successfully onboard hundreds of salespeople just as everyone was going remote.

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Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader.

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Scale Sales Hiring Sales Recruiting Sales 177

Sales Hacker

APRIL 26, 2021

“Why is my sales team not closing a large percentage of the leads they’re given?” ” This question often keeps sales team leads up at night, and the result is new strategies and revamped training programs. Your pipeline’s health closely reflects your sales team’s success.

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Scale Technical Review Sales Underperforming Technical Team 112