Intercom, Inc.

MAY 29, 2018

Those unfamiliar with what product engineers do could be forgiven for assuming that it’s all broadly the same job. After all, we all tend to work in code, use black text editors with luminous text, and stare at console windows with endlessly scrolling symbols. But making the transition from consultant engineer to a product engineer was a revelation – I realized that working as an engineer in client services and working as a product engineer are essentially two completely different jobs, br

Consulting 169

Consulting Engineering Outsourced Development Underperforming Technical Team 169

Neil Patel

MAY 29, 2018

You can attribute a lot of great relationships to perfect timing. When you connect with the right person at the right time, everything seems to just fit. This is especially true for sales. Connecting with your lead too early means they won’t be ready to buy. But if you wait too long, they may have moved on to a competitor. Unfortunately, finding the perfect time to connect with a customer is complicated.

Scale 101

Scale Sales Hiring Sales Pricing 101

Casey Accidental

MAY 29, 2018

Many people are familiar with Dan Pink’s work in Drive that to be the most productive, happy at work, etc., you need to have autonomy, mastery, and purpose. While a lot has been written about how to create purpose inside companies and crafting compelling missions, I would like to spend some time to dig into the details on autonomy. As founders and senior leaders of companies, it can be tough to understand how to give autonomy to employees and also drive toward a singular vision and commit to thi

Leadership 70

Leadership Scale Communication Startup 70

Sales Hacker

MAY 29, 2018

On this episode of the Sales Hacker podcast, we talk with Todd Caponi , former CRO of PowerReviews about how to sell enterprise software solutions with increased transparency in the sales process. What You’ll Learn. How to use transparency concepts to increase win rates. How to evolve your sales posture given the changes in sales conversations over the last 20 years.

Scale 41

Scale Sales Recruiting Sales Technical Review 41

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SaaSOptics

MAY 29, 2018

Are your spreadsheets hurting your SaaS business? There are times in life when making ends meet is the only option. We’ve all faced situations where the only option is to take the path of least resistance or do what is “good enough for now.” Managing the financial operations of a recurring revenue or SaaS businesses is not one of those times. In their early days, most recurring revenue businesses manage financial operations with spreadsheets , which are cobbled together with a number of differen

Revenue 40

Revenue Business Finance SaaS 40

Chart Mogul

MAY 29, 2018

Should I swing by my colleague's desk, or just send a Slack DM? Does this require a meeting? Should I document the outcome of this meeting? Well, it depends. Communicating wasn’t always this hard. Most of the time when we communicate in business, we don’t plan how we’re going to make that communication, or what we’re trying to get from it. It’s really not our fault — human-to-human communication is so deeply ingrained into our being.

Communication 58

Communication Company Culture Operational efficiency. Startup 58

CloseSaaS

MAY 29, 2018

“Sorry. What was that?” It’s every salesperson’s worst nightmare. You’re deep in your pitch. Your prospect is hanging onto every single word you say. And then wham! It turns out their silence wasn’t because they were so blown away, but because they didn’t understand a word you were saying.

Sales 52

Sales 52

Sales Hacker

MAY 29, 2018

A lot has happened in the s ales tech space since I introduced my first sales tech landscape last summer. I’m now counting over 830 vendors, a 15% surge. The 38 categories illustrate the extreme fragmentation of the market. Both sales and sales operations are sharing an increased frustration with the number of applications they have in their stack.

Scale 55

Scale Technology Sales Artificial Intelligence 55