SaaStr

NOVEMBER 25, 2023

Jameson Yung, SVP of Sales at Gong, and Sam Blond, Partner at Founders Fund and previous CRO at Brex, share five tactical ways to get back to growing and hitting revenue targets. Create/ track a leaderboard so i f someone is below average in sales, it’s objective. If you look at the number of Sales vs. Marketing.

Sales Hiring 207

Sales Hiring Underperforming Technical Team Revenue Sales 207

Neil Patel

OCTOBER 29, 2020

According to Smart Insights , 45 percent of companies don’t have a clearly defined digital marketing strategy; 17 percent of companies have a digital marketing strategy in place, but it’s separate from their marketing plan. They don’t have the strategy, tactics, or tools they need to market their business well.

Underperforming Technical Team 145

Underperforming Technical Team Strategy Development Payment Methods 145

SaaStr

MARCH 22, 2024

After switching to SaaS, she started as an SMB sales leader with no prior management or SMB sales experience. She wanted to jump into a full cycle capacity as a sales leader, but she said yes. Shifting from an operator and loving operations and data to a sales and revenue leadership role felt like a big jump.

Scale 249

Scale Underperforming Technical Team SMB Finance 249

User Pilot

NOVEMBER 30, 2023

How do product managers identify market gaps? TL;DR Market gaps are the disparities between what customers need and want , and what the market can deliver. A market gap can be caused by missing functionality or poor user experience. Before implementing the ideas to fill market gaps, validate them thoroughly.

Underperforming Technical Team 105

Underperforming Technical Team Marketing Market Research Outsourced Development 105

SaaStr

MAY 27, 2024

To IPO, companies need to triple their market share in their core market and have a churn rate of less than 3-4% per month. The market is flooded with capital, leading to higher valuations and unrealistic expectations. His best deals by cash are: Sales Loft : $2.5 billion cash, $100 million ARR. Pipe Drive: $1.5

CTO Hire 164

CTO Hire Development Team Review Software Review Technical Review 164

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. You have two sales job offers — how to pick?

Compensation 75

Compensation Underperforming Technical Team Sales Recruiting Sales Hiring 75

SaaStr

JANUARY 7, 2022

Have you ever had a sudden realization that you’re spending more on sales and marketing than research and development? If so, you aren’t alone –– the median enterprise SaaS company spends twice as much on sales and marketing than R&D. So how can a CEO manage their marketing effectively? CEOs love models.

Sales Hiring 239

Sales Hiring Underperforming Technical Team Marketing Market Research 239

Sales Hacker

SEPTEMBER 13, 2021

The results of account-based marketing (ABM) , content marketing, in- or outbound marketing, on- and offline marketing, and branding, have to be monitored and presented more than in the past. Many claim “Half of my marketing budget is wasted, but I don’t know which half!” The risk or return ratio.

Underperforming Technical Team 93

Underperforming Technical Team Marketing Sales Finance 93

SaaStr

FEBRUARY 16, 2022

Over the years, though, Asthana has learned a lot about what can go wrong while building a market-leading company and how to avoid those missteps before they happen. He also observed that after product-market fit had been achieved, companies would only ever have to worry about marketing and sales. Verify product-user fit.

Underperforming Technical Team 249

Underperforming Technical Team Company Culture Customer Success Product Marketing 249

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

SaaStr

OCTOBER 30, 2021

I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. I considered the four companies and chose Gorgias based on my experience with their team during the interview process. I had also worked in customer service and e-commerce in the past and knew this market was prime for disruption.

Scale 265

Scale Sales Hiring Sales SMB 265

Sales Hacker

FEBRUARY 27, 2020

As a sales manager, your job is to drive growth. The best way to do that is to develop the right behaviors in your sales reps. In other words, you can’t just be a sales manager. You have to be a sales LEADER. Here are five key areas to challenge your team on in order to grow both them and your company.

Underperforming Technical Team 96

Underperforming Technical Team Development Revenue Sales Hiring 96

OpenView Labs

MAY 19, 2021

After college, Ashley joined Twilio and played a key role in helping the company reach, engage, and convert its developer audience. She’s an expert on what works and what doesn’t when it comes to building successful relationships with developer audiences, software marketing teams, and technical CEOs.

Underperforming Technical Team 52

Underperforming Technical Team Development Technical Review Marketing 52

User Pilot

JANUARY 22, 2024

A product marketing framework is like a compass that guides you through the complex, fast-paced world of SaaS. In this article, we dive deep into what a product marketing framework is and explore its essential components. In this article, we dive deep into what a product marketing framework is and explore its essential components.

Product Marketing 105

Product Marketing Marketing Social Media Scale 105

OnStartups

MAY 18, 2021

First off, just to be clear, I’ve never been a sales person. I’ve never even played a sales person on TV. All the points below have been pulled from startup sales teams that I think work pretty well (including the team at CRM software company, HubSpot). Building Startup Sales Teams.

Sales Hiring 110

Sales Hiring Scale Underperforming Technical Team Startup 110

Intercom, Inc.

MAY 28, 2018

As the rise of bots and automation continues apace, a lot of people are wondering how the sales process and lead qualification will be affected by this fast-evolving technology. But a fairly simple example of how the Intercom bot, Operator , helped our sales conversations illuminates what we think that future might look like in practice.

Scale 187

Scale Underperforming Technical Team Sales Customer Support 187

SaaStr

SEPTEMBER 24, 2020

You know how everyone says you'll never look and wish you'd kept a bad VP as long as you did? Some classics here: How My VP, Sales Doubled Our Sales in 90 Days. If Your VP Sales Isn’t Going to Work Out — You’ll Know in 30 Days. Your VP of Sales Shouldn’t Be Perfect. They hire weak, too junior folks.

Sales Hiring 223

Sales Hiring Part-Time VPE Scale Underperforming Technical Team 223

Intercom, Inc.

MARCH 12, 2019

A little over a year ago, I got the opportunity to start a new team within our sales organization – a team of Relationship Managers dedicated to growing our current customers at scale. The opportunity emerged out of a shift in how we practice sales. We had split into two distinct but complementary functions.

Sales Hiring 171

Sales Hiring Sales Recruiting Underperforming Technical Team Scale 171

SaaStr

JANUARY 29, 2023

Sometimes it’s VP Sales (OK, often, this is the most common mishire — another post here on what a really great VPS can do for you, and how a poor one can wreck your company, coming). Sometimes it’s VP Marketing. The #1 reason to do a start-up is Career Development. Or VP of Eng, or whatever. Only money.

Sales Hiring 292

Sales Hiring Scale Underperforming Technical Team Startup 292

Andreessen Horowitz

DECEMBER 4, 2023

Most growth-stage CEOs I work with know how to tell if they’re efficiently allocating capital in every part of their budget with one glaring exception: research and development (R&D). G&A), especially in tougher market conditions, is often a matter of assessing office space, worker productivity, legal costs, etc.

Underperforming Technical Team 118

Underperforming Technical Team Benchmarks CTO Hire New CTO 118

Sales Hacker

NOVEMBER 5, 2018

No wonder you never want to eat out again… The Sales Development outsourcing industry is broken for that exact reason. Your cost of trying to build Sales Development in house is therefore $90,000 at a minimum. RELATED: B2B Sales Outsourcing Is Dicey. You’re also getting food poisoning.

Outsourcing Services 76

Outsourcing Services Outsourced Development Sales Outsourcing Underperforming Technical Team 76

Sales Hacker

OCTOBER 23, 2020

In sales, we have three enemies. The solution is to change the way you approach a sale so that you are building emotional safety with your prospect. They could have a lack of trust from above due to a predecessor doing a bad job. This is especially true in a market as dynamic as this one. Building Emotional Safety®.

Underperforming Technical Team 82

Underperforming Technical Team Sales Sales Funnel Leadership 82

SaaStr

JANUARY 24, 2024

What should you look for in an Enterprise rep vs. a Mid-Market rep? How should you handle presenting challenges to your C-suite team when you’ve just joined the company? Solving High Volume, Low Conversion at Lattice Dini Mehta joined Lattice at $3M in revenue when it had just 10 people in seat for Go-To-Market and 7 salespeople.

Scale 238

Scale Sales Hiring Scaling Revenue 238

SaaStr

NOVEMBER 26, 2019

Hear from Duo Security’s VP of Inside Sales America on how to build a $2.3B sales team. Jennifer Lawrence | VP, Inside Sales @ Duo Security. Today I’m going to start by telling you a little bit about me, a little bit about Duo, and then the secrets to building a killer inside sales org. Good afternoon.

Scale 220

Scale Sales Hiring Underperforming Technical Team Sales 220

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

OCTOBER 22, 2017

Modern sales teams need competent professionals with a variety of talents, skills and abilities. But in a hyper changing landscap e, which are the most crucial sales skills and traits that reps must possess (or develop) in order to exceed targets and deliver consistent sales success?

Underperforming Technical Team 102

Underperforming Technical Team Outsourced Development Development Social Media 102

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”. Today’s episode continues our enterprise go-to-market podcast series. the night before it was to IPO).

Product Marketing 74

Product Marketing Scale Sales Hiring Sales Recruiting 74

SaaStr

JANUARY 2, 2024

You have to think about how you will differentiate and craft your offers from the rest of your marketing. Some things to think about as you craft your offer are: Does it align with your sales motion? You don’t want conflict with the sales team. How do you leverage that offer to develop relationships with partners?

Startup 192

Startup Scale Underperforming Technical Team AWS 192

Sales Hacker

MARCH 24, 2021

The key to unlocking a stronger opportunity pipeline and an increase in qualified leads is a unified, cohesive marketing and sales team. Alignment between sales and marketing is how you’ll build a system rooted in strategy, data and targeted initiatives to better reach prospective clients.

Marketing 105

Marketing Sales Underperforming Technical Team Metrics 105

Sales Hacker

NOVEMBER 15, 2019

Today, we’re looking under the hood of a Lead Development Manager at an IT consulting company, and for that, we talked to Joe Latchaw. Title: Lead Development Manager. Sales Cycle Timeline: Varies based on software/solution. A Day in the Life of a Lead Development Manager in IT. You’re welcome!). About Joe Latchaw.

Underperforming Technical Team 88

Underperforming Technical Team Development Management Software Review 88

Neil Patel

OCTOBER 25, 2020

If you are looking to scale up your marketing, you will need talented people that can take charge of and execute your strategy. But should you build your own in-house marketing team or hire an agency partner? The Benefits of Working With a Digital Marketing Agency. The Benefits of Working With a Digital Marketing Agency.

Sales Hiring 145

Sales Hiring Outsourcing Services Underperforming Technical Team Sales Recruiting 145

SaaStr

DECEMBER 1, 2023

Hiring a VP of Sales isn’t new, but the conversations have evolved as the world has. Jason has written about the cheat codes for hiring VPs of Sales since 2012 and realized it was worth a deeper dive. Read the Ultimate Guide to Hiring a Great VP of Sales ebook or What Makes a Great VP of Sales and How to Hire One blog post.

Sales Hiring 146

Sales Hiring Sales Recruiting Sales Interviewing 146

Sales Hacker

SEPTEMBER 24, 2022

Building a sales funnel that aligns with your business goals is essential. I’m the head of Product at Datanyze, specializing in sourcing up-to-date prospect contact info to keep your pipeline flowing and sales funnel fresh. What is a sales funnel? And then there’s the sales funnel. The 4 stages of a sales funnel.

Sales Funnel 119

Sales Funnel Outsourcing Services Underperforming Technical Team Social Media 119

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

User Pilot

APRIL 19, 2024

Looking for the best way to do market research? From framing your initial question to extracting valuable customer insights, we’ll walk you through the lean market research process step-by-step. Get ready to empower your decisions with real-world market intelligence. Why should you do market research? The outcome?

Market Research 52

Market Research Sales Recruiting Marketing Underperforming Technical Team 52

Chart Mogul

NOVEMBER 7, 2019

At the Product-Led Institute, we developed the “Triple-A” sprint, which focuses on rapidly identifying problems, building solutions, and measuring impact. The Triple-A sprint gives you a way to build a sustainable growth process and can be used by any team in your business. Ask yourself: Which part of your business is underperforming?

Underperforming Technical Team 69

Underperforming Technical Team Development Churn Metrics 69

Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. While most of us have settled into the new normal and the challenges that come with it, sales leaders are looking ahead with uncertainty. Best Sales Statistics to Know in 2021. Short on time? What this means for you.

Sales Recruiting 125

Sales Recruiting Sales Hiring Underperforming Technical Team Revenue 125