SaaStr

MARCH 22, 2022

This requires effort from your entire organization, and Handshake VP, Employer Partnerships Jessica Peluso outlines some changes that you can make to your brand, and your application, interview, and offer process that will help find the talent you are trying to attract and hire. Below is the transcript of Jessica’s session. Hi everyone.

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SaaStr

MARCH 18, 2025

As Colin describes it, “I went to the CEO and asked to generate more revenue and hire more people, which is counter-intuitive to the standard approach where revenue leaders may sandbag to over deliver and crush numbers.”

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TechEmpower SaaS

MARCH 4, 2024

Key Functions with High Impact Generative AI is revolutionizing sales by enabling dynamic pricing and personalized customer interactions, boosting conversion rates and customer satisfaction. Post-sale, AI analyzes customer data to improve service and loyalty, making it a cornerstone of modern sales methodologies.

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SaaStr

NOVEMBER 20, 2024

Elizabeth explained: “We continued doggedly poking at this problem of where else can Copilot help developers be more creative and more satisfied, and so we integrated Copilot then across the command line, across our pull request features, across issues and documentation, and that became the basis for CoPilot Enterprise.”

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SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? Lesson #1: Just Say No Once he joined, Kyle quickly discovered that Owner had a leaky bucket and had either bad or no targeting on prospects, was closing a lot of poor-fit customers, and there were a lot of miss set expectations from sales so customer handoff was sketchy at best.

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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?

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SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Let’s dive into what’s making that hybrid model successful: PLG and Sales Led? Given this, you must understand the role that each facet of the business plays in promoting that product, from marketing and sales to customer service.

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SaaStr

MAY 25, 2024

Cloudinary VP of Developer Experience Sanjay Sarathy shares his journey to more than $100M and the lessons he learned along the way for building a PLG motion and an Enterprise sales motion. They didn’t initially envision being a large Enterprise sales organization. Let’s first start with how Cloudinary came to be. It wasn’t the focus.

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SaaStr

SEPTEMBER 11, 2024

Stephanie Couzin, the VP of GTM Strategy and Ops, and Roderick De Greef, the VP of Sales and GM EMEA, share Lucid’s transition from a PLG company to a PLG and Sales-Led company. Lucid hired someone with a business background under a special project. This is where product-led sales comes in.

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SaaStr

MARCH 1, 2020

I’ve recently watched a number of first VP/Head/Directors of Success hires just not work out … so I thought it might be a good time to update our quick interview checklist from a few years back. How do you think Customer Success should work with the Sales and Product teams? Later, CS becomes its own process island.

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Neil Patel

DECEMBER 13, 2020

If even one document falls into the wrong hands, they could lose a great relationship in an instant. Everyone I work with uses document management software, and you should too. I’ve put together a list of my top five document management solutions—let’s talk about why they are valuable and how they can help.

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SaaStr

APRIL 2, 2023

I wrote up a document of what I expect from our leaders, in extreme detail. I walk them through this when I hire them. There are many stories of legendary exec hires. I hired the person with a great resume but who didn’t get our business, culture, or community. The execs that we hired too quickly moved on.

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SaaStr

AUGUST 16, 2021

A few of the best: “Hire more relationship managers. Pay sales reps on renewals (enough to keep them from overselling year 1). Pay sales reps on renewals (enough to keep them from overselling year 1). Hire 9s & 10s ONLY. document everything 4.) ” — Sam Blond, CRO, Brex.

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SaaStr

JULY 7, 2022

Incredibly, ZoomInfo has scaled to IPO with an entirely sales-driven motion. He breaks down how GTM efficiency drives their ability to scale with sales-driven motion and other insights you can apply to scale your SaaS business. Mistake 2: Thinking your CFO is a glorified accountant. So how did they do it?

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SaaStr

MAY 3, 2023

Take the time to create onboarding documents showcasing your company values and the expected behaviors leaders must align with to uphold those values. Things don’t always get better by hiring someone new. It’s easier to swing and miss when hiring someone new vs. betting on the people you already have.

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Sales Hacker

FEBRUARY 18, 2025

Before that, he was the first non-founder seller at three startups, turning early traction into a repeatable sales motion. Discussed in this Episode: When to hire your first account executives Key traits to look for in early sales hires Structuring compensation for first sales reps Should you ‘hire the buyer’ to be your sales rep?

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SaaStr

JANUARY 24, 2022

Quickly, though, your attention turns to initial traction, your first critical hires, and building out those early business functions. With early revenue, you start thinking about churn and scalability of every aspect of the business, including product, infrastructure, customer support, sales and marketing. Mistake #4: DIY Accounting.

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SaaStr

JULY 10, 2021

As a founder/CEO, building your first management team is something that you often lose sleep over. Which role should you hire for first? For starters, your first hire should be someone who can complement your skills, someone who is strong in areas where you’re weak, but it goes much deeper than that. And for good reason.

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SaaStr

OCTOBER 17, 2022

If you’re only investing in sales and marketing, you’re missing a huge revenue opportunity. This allows you to present a frictionless renewal and expansion process to your customers, rather than handing them back to Sales. At this early point, your customer journey does not need to be a long, multi-page document.

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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. FULL TRANSCRIPT BELOW.

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Sales Hacker

DECEMBER 13, 2017

In our last article, we did a tactical tear down of when to hire sales trainer or sales consultant. In this post, we’ll explain how to find and hire the right sales consultant or sales trainer for your business. What Do You Look For In A Sales Consultant or Trainer?

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SaaStr

JULY 1, 2021

For us, it’s about fixing this problem, serving the customer well, so a very service driven mindset, which I gave a talk on a few days ago here, has been a big part of Gusto and affected our hiring from the early days. Certainly, at YC where our version of hiring is basically choosing which founders to fund. Get tickets here.

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SaaStr

MAY 12, 2023

Believing I had to do a job before I could hire someone to do that job It makes sense: How can you hire someone, and hold them accountable, if you don’t know anything about the domain? Then I tried hiring SEO experts. It didn’t — we get barely any sales, and those we got were low-dollar and high-churn.

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SaaStr

MAY 7, 2024

Sales Qualification You’re entered into a flow when you sign up and enter an email on Runway’s website to join their waiting list. Then, they draft a customized email for that person and put the draft inside the draft folder of a sales rep. Everything below “Runway Sales Copilot” is written by AI. Automate before hiring.

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Intercom, Inc.

AUGUST 29, 2019

In this week’s episode we’ve dug down into the podcast vaults to bring you some of the best insights shared by our guests about scaling sales. It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. Hiring for sales with John Barrows.

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OpenView Labs

OCTOBER 29, 2021

Without the product management, you won’t be able to actualize that vision, because there’s no one to handle research, logistics, and all the other elements that go into successfully building and marketing a product. This is why, even for early-stage startups, the sooner you hire your first product person, the better.

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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? 2 Marketing is All About Funnels.

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SaaStr

APRIL 2, 2019

She will share her top 5 lessons learned in building and scaling SaaS businesses from $1M to $500M in ARR including expanding to serve upmarket customers, moving from product to platform, and how to hire well to drive breakthrough customer experiences and business growth. Where are your apps, where do you need to hire?

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SaaStr

JULY 9, 2019

Slow down access to new features, to semi-documented APIs. In fact, the partner’s sales team appears to have quietly dropped them entirely as a recommended app. If you are one of these favorites, their sales team will start to bring you into deals proactively with them. Slow down access to their team.

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SaaStr

AUGUST 27, 2024

The channels include: Search Social Educational partnerships Conferences Influencers Outbound sales Keep reading to learn how each channel can help you grow and the tactical steps to implement them for your company. #1 So they decided to make a reference guide, like developer documentation, but for doctors. That’s never fun.

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SaaStr

AUGUST 13, 2021

At least break out who is handling all the key functions, and how and when you are hiring to fill them: Sales lead, Marketing lead, Product lead, Engineering lead. And call out clear metrics that you are counting on — ACV, # Customers Over Time, Cost of Sales & # of Reps, etc etc. Hiring churn doesn’t help.

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Kellblog

NOVEMBER 7, 2024

You should be called before the Marketing High Tribunal, convicted, and sentenced to 10 years of writing technical documentation. (I’d When you have something to work with, when you have an advantages stack to climb, failing to do so is a dereliction of marketing duty.

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SaaStr

AUGUST 1, 2020

Call center software, whiteboard software, document collaboration, all took off. We adjusted sales and marketing. Many folks began hiring again, and venture capital came back with a roar. How to be there more for each other, even if sales is harder now. June-July: The Getting it Figured Out Now Phase.

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Chart Mogul

AUGUST 7, 2020

I love my sales job. My experience has led me to believe that this combination between ability — to help customers succeed — and working for an ethical sales organization creates benefits all around — for the sales rep, the company that employs them, and, most importantly, for customers. What is sales ethics?

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OpenView Labs

JANUARY 31, 2022

You are looking for tips on how to hire top talent, so now what? . Just a few bullet points with a basic overview of what the hire is responsible for can come easily. Think of a job description as a starting point, but not the only document at your disposal to provide candidates with information. Find your ‘target profile’ .

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Sales Hacker

JUNE 3, 2025

Over his 15-year career at Meta, Rick was instrumental in driving international expansion, especially across Europe, the Middle East, and Africahelping to localize strategy, scale high-performing sales teams, and bring new ad products to market. Rick is the former managing director of Meta Ireland. Rick Kelley: You’re right.

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Sales Hacker

NOVEMBER 8, 2024

GTM 120: Avoid the AI Sales Skills Atrophy Trap with Peter Kazanjy Pete Kazanjy is a serial founder, and seasoned early stage Saas executive, advisor, and investor. He currently leads Atrium, makers of sales performance management software to help organizations measure and improve sales performance.

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