Tom Tunguz

DECEMBER 2, 2015

Specifically, she champions a metrics-based approach for developing world class recruiting teams. Because of her position, Maia has observed recruiting patterns in hundreds of companies, and has developed best practices for startups. Maia reports these five strategic recruiting metrics to the executive team each quarter.

Sales Recruiting 111

Sales Recruiting Startup Sales Hiring Data Analysis 111

Sales Hacker

NOVEMBER 3, 2023

Recruiters are still reporting it as a challenging time to fill roles, with both employers and candidates being more gun shy than previously. Nailing the interview process: Here’s one way to nail the interview process once the interview is landed: 1. Have the 1st interview. At Demandbase, data wins every time.

Interviewing 87

Interviewing Sales Hiring Sales Recruiting Underperforming Technical Team 87

SaaStr

MAY 6, 2021

A CRO owns and directs the strategy over a company’s revenue cycle, but there’s not a set standard for operational or management decisions: in addition to sales and sales development, they might be responsible for customer success, lead generation and pipelines, and even marketing and brand development.

Sales Hiring 241

Sales Hiring Sales Recruiting Interviewing Revenue 241

User Pilot

DECEMBER 6, 2023

Start implementing a dogfooding program by recruiting users from across the organization, especially those not involved in the product development. Use surveys , interviews, session recordings, and product analytics to gather insights. There’s more to that. This will allow you to gain different perspectives on the product.

Software Development 86

Software Development Sales Recruiting Development Software Review 86

SaaStr

AUGUST 26, 2020

Founder-led sales generally stops scaling around $1m-$2m ARR. A sign to hire a real sales leader. Over the years at SaaStr we’ve talked a lot about hiring a great VP of Sales, when it works, when it does, and how it moves the needle. To stick with founder-led sales longer than most folks do, i.e. past $1.5m-$2m ARR or so.

Sales Hiring 291

Sales Hiring Sales Recruiting Scale Sales 291

User Pilot

AUGUST 21, 2023

In this ultimate list of product manager interview questions, we have tried to simplify the process of hiring great product managers. Product management encompasses the entire SaaS lifecycle from ideation to launch and everything that follows. How would you manage a team that works across time zones and remotely?

Interviewing 80

Interviewing Underperforming Technical Team Management Sales Hiring 80

Sales Hacker

AUGUST 26, 2019

” Prioritizing women is sales and other business sectors continues to be a challenge for businesses, but recruiting women of color—that’s a greater challenge yet. Key Issues in Hiring Saleswomen of Color: Women in sales is challenging. Having women in sales is important. Women in Sales: It’s Challenging.

Sales Recruiting 55

Sales Recruiting Sales Hiring Underperforming Technical Team Company Culture 55

User Pilot

SEPTEMBER 29, 2023

The product development process is part art, part science, and all important to the success of your SaaS. In this article, we've got a comprehensive review of the entire product development process. While product development describes the process of creating the product itself (i.e. What is product development?

Development 92

Development Software Review Sales Recruiting Technical Review 92

OpenView Labs

JULY 20, 2020

Interviewing is hard , and interviewing candidates for sales roles can be doubly so. Sales requires a mix of left- and right-brained qualities, and accurately evaluating a candidate’s skills is a challenge for hiring managers. Why is effective interviewing so important? How not to interview for sales.

Interviewing 73

Interviewing Sales Hiring Sales Recruiting Underperforming Technical Team 73

Sales Hacker

JANUARY 22, 2020

If you think sales is a simple job, I have a few hundred professional connections who would like a word with you. By mastering your sales interview questions. As a longtime recruiting leader, I’ve worked with countless hiring managers looking to fill sales roles , and I’ve had a firsthand look at their interview process.

Sales Hiring 76

Sales Hiring Interviewing Underperforming Technical Team Sales Recruiting 76

Sales Hacker

MAY 6, 2021

What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? The VP of Sales. Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. Singular focus on sales. As the title would hint at, the VP of Sales should focus on sales.

VP of Engineering 93

VP of Engineering Sales Hiring Sales Recruiting Sales 93

Sales Hacker

MARCH 30, 2023

If you’re new to sales (or don’t have an economics degree), decoding the sales compensation plan on offer can make your head spin. There are 3 key questions you must ask your hiring manager or recruiter when offered a sales role to maximize your earnings and career potential. Variable OTE. Quota attainment.

Compensation 74

Compensation Underperforming Technical Team Sales Recruiting Sales Hiring 74

Sales Hacker

APRIL 21, 2020

When I first wrote this article, we were in a very different place, with unemployment at an all-time low and sales hiring a top priority. You’ll be able to download the interview scorecard template that I use with my clients. Can you ever be sure you’re hiring the right salesperson? Man oh man, how the world has changed so quickly!

Sales Hiring 93

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 93

Buffer Resources

SEPTEMBER 11, 2023

I’ve never created LinkedIn content with the “goal” of lead generation or immediate-term sales. Another cool example I really like is Tito Bohrt — he stands out with the pseudo, “ Sales Mad Scientist ” — which demonstrates confidence and a unique identity online.

Sales Recruiting 125

Sales Recruiting Sales Hiring Scale Social Media 125

Valuize Consulting

DECEMBER 7, 2021

Stephen is a Customer Success Executive in the SaaS industry, specializing in customer renewals and relationships, with 20+ years of organizational development experience. Is it going to come from the Sales and Marketing budget, or General Administrative budget? leverage Training & Development.

VP of Engineering 98

VP of Engineering Customer Success Sales Hiring Interviewing 98

User Pilot

APRIL 19, 2024

Applying insights from market research to product development and marketing strategies can significantly enhance business growth. Sharper marketing messages, savvy product development strategies, and an intimate grasp of both prospective buyers and existing customers’ preferences and needs. Interviews. The outcome? Focus groups.

Market Research 52

Market Research Sales Recruiting Marketing Underperforming Technical Team 52

OpenView Labs

MARCH 8, 2021

B2B sales involves one business selling its product to another business. Those with experience in both B2B and B2C sales know that B2B is a lot tougher—the deals are bigger, there’s often more than one decision-maker, and the competition is intense. For all those reasons, hiring and management must be on point.

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

SaaStr

JANUARY 24, 2024

Sales reps were hosting 4-6 calls daily but most of these calls were early demos or top-of-funnel discovery calls Sales was closing really small deals on one end while talking to really large companies with hundreds of thousands of people on the other. Define your ICP as early as you can and segment your sales team accordingly.

Scale 231

Scale Sales Hiring Scaling Revenue 231

Intercom, Inc.

NOVEMBER 17, 2021

In short, the practice of user research consists of: Talking to customers – recruiting a representative sample, scripting questions, talking. Depending on your timeline, you may want to start small by conducting internal interviews, reaching out to the customer service or sales team. For that, we rely on user research.

Sales Recruiting 156

Sales Recruiting Sales Hiring Interviewing Trends 156

Tom Tunguz

NOVEMBER 24, 2018

You might have a few account executives and a sales leader in place; maybe some revenue and a handful of customers. The sales team costs real money, and the question before the company is: how do you know what quota plan to assign to the account executives? Stage 1: Management by Objectives.

Compensation 153

Compensation Sales Recruiting Sales Hiring Scale 153

Sales Hacker

NOVEMBER 17, 2022

If you’re looking to move up the ladder into a sales leadership role, your resume is key to getting your foot in the door. I’m the founder of iCareerSolutions, a 20x award-winning resume-writing company, specializing in executive and C-suite level resumes that get my clients high-level interviews. Manage pipeline.

Leadership 76

Leadership Sales Recruiting Sales Hiring Sales 76

Sales Hacker

JANUARY 30, 2023

The first goal of sales at a startup isn’t to bring in revenue — it’s to get customer feedback. I’ve used our sales process to iterate our way to product market-fit and wanted to share what I’ve learned along the way. Use sales conversations as a tool to get product feedback. So how do you get there?

Sales Recruiting 88

Sales Recruiting Product Marketing Scale Sales Hiring 88

Sales Hacker

APRIL 18, 2023

Table of contents Joel’s background: 80% interview rate, 0 sales experience Burn your resume! Here’s why Statistics: Video pitches vs. resumes How to make a video pitch Video pitch + follow-up cadence Real success stories Hone your mindset My story: How I landed an 80% interview rate with 0 sales experience It was early 2020.

Sales Recruiting 78

Sales Recruiting Sales Hiring Interviewing Sales 78

The Angel VC

APRIL 1, 2017

At the excellent SaaStr Annual 2016 conference about a year ago, a very experienced SaaS CEO said on stage that an internal recruiter can be a startup CEO’s secret superpower. Being willing to invest in an internal recruiter or talent manager (or more broadly, an HR person) early on requires pretty big balls a lot of confidence.

Sales Hiring 168

Sales Hiring Sales Recruiting Startup Software Review 168

Baremetrics

NOVEMBER 25, 2021

Your marketing and sales budgets, and the personnel assigned to those teams, will also rise. Interview stakeholders 2. A longer lead time for recruitment means higher quality recruits. You can create your hiring plan by considering the following steps: Interview stakeholders. Table of Contents. Assess your team 3.

Sales Hiring 97

Sales Hiring Sales Recruiting Finance Forecasting 97

Totango

OCTOBER 20, 2022

In some companies, customer success managers may play an active role in the sales process, helping sales representatives elicit customer goals and persuade buyers of product benefits. At other companies, CS managers may be assigned to follow up on sales during the customer onboarding phase. Persuasion Skills.

Sales Hiring 90

Sales Hiring Customer Success Sales Recruiting Technical Review 90

Totango

MARCH 15, 2022

Develop attractive compensation packages to win top talent. When recruiting, start by reviewing your existing staff to see if you already have the talent you need. Work with your human resources department to develop standardized screening, interviewing, hiring and onboarding procedures.

Sales Recruiting 95

Sales Recruiting Customer Success Sales Hiring Scaling 95

Sales Hacker

MARCH 8, 2018

Sales interviews are nerve-wracking. Not just for candidates, but also for hiring managers. You may have to pass on hundreds of excellent sales hires—it’s definitely frustrating. Prepare For Your Next Sales Interview with These 5 Pro Tips. Be an active participant in the interview process.

Sales Hiring 68

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 68

Sales Hacker

DECEMBER 19, 2022

As the president of Sales Xceleration, a firm specializing in assessing and implementing sales strategy , sales processes, and sales execution to drive growth, I’ve seen how job hopping can affect otherwise stable sales teams. Sales organizations experienced 58% higher voluntary turnover in 2021 than in 2020.

Sales Hiring 79

Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 79

Sales Hacker

APRIL 5, 2021

In 2020 I was building my sales team at Livestorm , and at the time we were going through a big hiring boom. Over the course of time, I’ve interviewed and talked to hundreds of sales candidates. This was the case for me years ago when I started applying for sales positions in France, Ireland, and Luxembourg.

Sales Hiring 92

Sales Hiring Sales Recruiting Company Culture Interviewing 92

Chart Mogul

JULY 1, 2020

Customer interviews are a powerful tool that can help you better position your B2B product to attract and retain more customers. Believe it or not, it’s not rocket science: they perform customer interviews. Types of customer interviews. Depending on what you want to achieve, customer interviews can be divided into two groups: 1.

Interviewing 76

Interviewing B2B Marketing Underperforming Technical Team 76

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

Sales Hacker

FEBRUARY 9, 2024

Wiza’s accuracy-obsessed B2B contact database offers 99% coverage of LinkedIn profiles as well as a powerful Chrome extension that enables you to access contact data while browsing LinkedIn profiles and when exporting from Sales Nav. During interviews, it’s easy for disappointment to creep in at this stage. That’s sales.

Sales Recruiting 67

Sales Recruiting AI Search AI B2B 67

User Pilot

JULY 27, 2023

Account Managers: They serve as the lead point of contact for all customer account management matters. Product Marketing Manager: This person is tasked with developing product marketing campaigns , crafting compelling marketing messages, and coming up with ideas to retain customers.

Sales Hiring 93

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 93

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.

Scale 160

Scale Sales Hiring Sales Recruiting Sales 160

Sales Hacker

MAY 16, 2019

Nothing really stood out until I stumbled across a “Director of Sales and Client Relations” role with a company called Jammony. Director of Sales and love what I do. How can you get started in sales? Keep reading as I share my story and offer some tips that could help you get your 1st (or next) sales role. Today, I’m Sr.

Sales Hiring 93

Sales Hiring Sales Recruiting Sales Interviewing 93

OpenView Labs

NOVEMBER 2, 2021

Faced with one of the hottest recruiting markets in recent memory, many newly remote tech companies have dramatically expanded their hiring borders. Salary expectations are skyrocketing and many applicants have four or more offers in hand at the end of an interview cycle. . Right now, many early-stage companies are in a tight spot.

Sales Hiring 68

Sales Hiring Sales Recruiting Marketing Interviewing 68