SaaStr

OCTOBER 30, 2021

Gorgias is the leading contact center for e-commerce and it’s been a fun one to track at SaaS, from 1,000 to 3,000 to now 7,000 customers. Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! From those nine interviews, I received four offers.

Scale 260

Scale Sales Hiring Sales SMB 260

Intercom, Inc.

JANUARY 16, 2019

Growing a sales team isn’t as simple as putting a bunch of A players in a room and getting them to start selling your product. If you want to build a revenue engine that will fuel long-term growth, you need to build and scale your sales org with intention. 12 steps to build a world-class sales team.

Scale 156

Scale Sales Hiring Underperforming Technical Team Scaling 156

ChurnZero

JULY 22, 2022

Does your Customer Success team have a shallow view of onboarding? 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. It really needs to be helping them to do their job better.

Scale 98

Scale Onboarding Scaling Underperforming Technical Team 98

User Pilot

MARCH 13, 2024

TL;DR Feature ideation is a process through which product teams brainstorm ideas for new features to introduce to their product. There are various techniques for ideating features—some involving user data and others relying on productive ideation sessions. Why do you need feature ideation in your product development process?

Underperforming Technical Team 89

Underperforming Technical Team Scale User Experience Interviewing 89

Sales Hacker

JUNE 12, 2018

”Tito, how do I go about building a sales team (especially the sales development function) from scratch?” ” It usually comes from founders, or the first sales hire at a company. 6) Trying to scale with only warm leads. 6) Trying to scale with only warm leads.

Scale 75

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 75

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.

Scale 109

Scale Scaling AI Search AI 109

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. She “stumbled” into it, as she told us, first as one of the earliest sales hires of Eventbrite, where she stayed for four years, and then into Slack in early 2015 as the first sales rep in the Bay Area.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

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.

Sales Hiring 125

Sales Hiring Scale Technical Advisors Technical Cofounder 125

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 What success looks like for using both together.

Scale 150

Scale Sales Payment Methods Merchant Services 150

SaaStr

FEBRUARY 25, 2020

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. We have heard a lot of sessions today around ramping up your lead gen, accelerating marketing. Want to see more content like this?

Scale 215

Scale Underperforming Technical Team Sales Hiring Software Review 215

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.

Scale 64

Scale Leadership Sales Hiring Sales 64

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop. Want to see more content like this?

Sales Recruiting 258

Sales Recruiting Sales Hiring Scale Sales 258

SaaStr

MARCH 24, 2020

Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. Sam Blond | Chief Sales Officer @ Brex. I’m doing The Playbook To Recruiting Your Sales Team. Once again, amazing job to the SaaStr team. FULL TRANSCRIPT BELOW.

Sales Recruiting 129

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 129

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.

VP of Engineering 98

VP of Engineering Customer Success Sales Hiring Interviewing 98

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. In fact, in some form or another, he’s been working in sales for most of his career. Onboarding, but make it remote.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

User Pilot

JANUARY 15, 2024

It involves feeling bad for their negative experiences and wanting to see them improve, but it doesn’t necessarily mean you understand their perspective or experience their emotions firsthand. How to conduct user research to incorporate empathy into your design project Product teams are not mind readers (that would have been cool!).

Scale 98

Scale Interviewing Underperforming Technical Team Innovation 98

User Pilot

APRIL 25, 2024

We cut straight to practical, usable examples you can immediately incorporate into your user research or interviews. Userpilot is an all-in-one solution for product teams that allows you to build bespoke in-app surveys with open-ended, Likert scale, and multiple choice questions (among other things) without any coding.

Scale 52

Scale Underperforming Technical Team SaaS Interviewing 52

OpenView Labs

JANUARY 8, 2021

What’s your biggest weakness? Great interview questions tell you who a person is, what motivates them, how they think and solve problems, and what they’d be like as a teammate. To help us all conduct better interviews, we asked some of the smartest leaders in SaaS to share their favorite questions. It’s just not productive.

Interviewing 75

Interviewing Underperforming Technical Team SaaS Scale 75

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.

Scale 112

Scale Technical Review Sales Underperforming Technical Team 112

Sales Hacker

OCTOBER 22, 2018

This week on the Sales Hacker podcast, we chat with Matt Millen , SVP of Revenue at Outreach.io. Matt is a longtime sales executive having worked at large companies like T-Mobile and even sold at Tony Robbins. Telling great stories in sales and using those to drive revenue. What EDM and Sales have in common.

Scale 62

Scale Sales Hiring Underperforming Technical Team Scaling 62

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

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.

Scale 55

Scale Headcount Sales Hiring Scaling 55

Sales Enablement, SaaS and Growth

MARCH 23, 2020

One of the biggest challenges businesses face when they grow is scaling effective , autonomous and quick decision-making. Google, Apple and HubSpot are just three examples of industry-leading companies which use mental models to aid quick decision-making. The same is true of data - data informs decision-making, but doesn’t replace it.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. In Today’s Episode We Discuss: * How Kyle made his way into the world of SaaS and sales and came to be Head of Sales at one of the fastest-growing companies in Figma. What worked?

Sales Hiring 191

Sales Hiring Sales Recruiting Scale Technical Advisors 191

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.

Scale 171

Scale Sales Hiring Sales Recruiting Sales 171

Intercom, Inc.

MAY 24, 2018

When used correctly, data can powerfully enrich sales and marketing efforts and help any business fuel growth. But all too often, companies fall into the trap of using partial or old data to drive major decisions. This allowed a passionate audience to develop – and built enthusiasm ahead of the books’ full release.

Data 182

Data Scale Underperforming Technical Team Sales Hiring 182

Sales Hacker

SEPTEMBER 29, 2020

They sell that product to general councils, operations teams, and deal desks. Subscribe to the Sales Hacker Podcast. Subscribe to the Sales Hacker Podcast. Keys to success when scaling a company [10:56]. They sell that product to general councils, operations teams, and deal desks. We’re on iTunes. We’re on iTunes.

Scale 108

Scale CTO Hire Scaling CTO Coach 108

SaaStr

AUGUST 8, 2019

Andrei Brasoveanu will sit down for a conversation with Agnes Bazin Doctolib on how to create a targeted and effective sales process tailor-made for SMB. Agnes Bazin | Chief Development Officer @ Doctolib. She’s part of the founding team Doctolib, and the current chief development officer for the company.

Sales Recruiting 106

Sales Recruiting SMB Scale Sales Hiring 106

SaaStr

JULY 1, 2021

It became a part of our interview questions. The second is pulling more around values, and how we approached team building. Even as a three person team, we went through an exercise to figure out what do we stand for, as a team? Then trying to maintain that as we scale is always the challenge.

VP of Engineering 260

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 260

Totango

JULY 28, 2021

While the conventional approach has been to assign one customer success manager per customer account, digital customer success platforms now make it possible for teams to administer success at scale by leveraging automation to deliver one-to-many success management. Developing meaningful interview questions.

Customer Success 118

Customer Success Management Underperforming Technical Team Scale 118

SaaStr

AUGUST 8, 2019

Andrei Brasoveanu will sit down for a conversation with Agnes Bazin Doctolib on how to create a targeted and effective sales process tailor-made for SMB. Agnes Bazin | Chief Development Officer @ Doctolib. She’s part of the founding team Doctolib, and the current chief development officer for the company.

Sales Recruiting 107

Sales Recruiting SMB Scale Sales Hiring 107

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

ChurnZero

JUNE 18, 2021

Customer exit interviews, when properly structured and executed, provide a unique chance to dig deep and discover valuable information which can lead to actionable churn-preventing insights. Anita Toth, Chief Churn Crusher, joined us for a webinar to discuss how to: Conduct killer customer exit interviews. Q&A Recap.

Interviewing 98

Interviewing Churn Scale Underperforming Technical Team 98

SaaStr

MAY 7, 2019

Justin Kan : It seems like kind of a renewed emphasis or maybe a new emphasis on mental health and building a different kind of company, like one that’s maybe a little bit more balanced and focused on kind of the holistic experience of being a member of the team is something that’s intrinsic to both you guys’s companies.

Scale 112

Scale Scaling Sales Hiring Underperforming Technical Team 112

User Pilot

APRIL 7, 2023

When your product is catering to other businesses, it can be difficult for sales reps and other teams to understand the needs and experiences of the clients, especially if the client company sells multiple products. However, customer insights can help your teams understand all aspects of your B2B partners.

B2B 83

B2B Underperforming Technical Team B2C Scale 83

User Pilot

APRIL 6, 2023

Developing and releasing sophisticated products with all the bells and whistles imaginable might seem like a great idea. Developers tend to overcomplicate code when they don’t have enough experience or want to show off their skills. Poor prioritization and external pressure are also common causes. Book the demo!

Underperforming Technical Team 85

Underperforming Technical Team Management Interviewing Scale 85

User Pilot

SEPTEMBER 14, 2023

TL;DR Customer discovery questions enable product teams to better understand customer needs and problems so that they can build products that the potential customer truly needs. To collect the necessary data, you can conduct customer discovery interviews or trigger in-app surveys.

Underperforming Technical Team 77

Underperforming Technical Team Scale Interviewing Social Media 77