Sales Hacker

SEPTEMBER 18, 2020

Their goal is to build a cohesive revenue engine with ever-growing disjointed parts. That’s why I’ve built out the Revenue Engine Framework to help drive you to success. And it’s not just for CROs; if you’re a marketer, SDR, sales rep, manager, VP, or CRO, this one’s for you. Simple right?

Technical Review 121

Technical Review Development Team Review Systems Review Engineering 121

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 218

Sales Hiring Part-Time VPE Scale Underperforming Technical Team 218

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. While at Gorgias, I expected to leave with as much knowledge to earn me an honorary bachelor’s in sales.

Scale 269

Scale Sales Hiring Sales SMB 269

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 118

Sales Funnel Outsourcing Services Underperforming Technical Team Social Media 118

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 130

Scale Sales Payment Methods Merchant Services 130

Intercom, Inc.

JUNE 10, 2020

I hope this post allows people and teams to safely talk about Product Judgment. If you ever had to face a Manager, Director or Exec as they make bad product decisions and you’re struggling to persuade them otherwise, this post will help you. It takes years to build, and therefore ranges from very weak to very strong.

Underperforming Technical Team 291

Underperforming Technical Team Interviewing Communication B2B 291

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. Yes, yes, I know.

Sales Hiring 52

Sales Hiring Scale Underperforming Technical Team Startup 52

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”. So in that shift from product-market fit to product-market-SALES fit, how much should you optimize your go-to-market for product… and even the other way around?

Product Marketing 82

Product Marketing Scale Sales Hiring Sales Recruiting 82

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 63

Scale Leadership Sales Hiring Sales 63

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. 1 Reverse-Engineer Marketing From Buyer Empathy. 2 Marketing is All About Funnels.

Sales Hiring 236

Sales Hiring Underperforming Technical Team Marketing Market Research 236

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. You can have the great product and a great team, but the market of small or very niche.

Sales Recruiting 252

Sales Recruiting Sales Hiring Scale VP of Engineering 252

SaaStr

NOVEMBER 1, 2022

They are hiring leaders, building teams, and attracting advisors in the US while devouring the SV SaaS playbook. AI is likely the next platform, dev tools are strategic given the scarcity of developers, cybersecurity is front and center for enterprises, and the data stack is still going strong. Silicon Valley has a deep talent bench.

Scale 225

Scale Sales Hiring Cybersecurity Underperforming Technical Team 225

Kellblog

NOVEMBER 2, 2023

As we struggle to hit top-down targets through rounds of cost-cutting, we cut here and squeeze there so much that we can develop a certain myopia. More subtly, have we teed up both failure and internal warfare by overcutting marketing relative to sales ? Or product relative to engineering? Why do we forget this?

VP of Engineering 108

VP of Engineering Travel Underperforming Technical Team Headcount 108

Kellblog

OCTOBER 21, 2021

Today, I call them “pipeline sources” but I’ve also heard them referred to as “pipegen sources” (as in pipeline generation) and even “revenue engines” which I think is an over-reach, if not a well intentioned one [2]. Sales/outbound: 10%. Attribution issues (i.e., SDR/outbound: 10%.

Underperforming Technical Team 131

Underperforming Technical Team Engineering Advertising Forecasting 131

Chart Mogul

DECEMBER 13, 2019

Getting a new customer on board is a happy time for every sales team, but it’s not quite the end of the road. The final step is the sales to customer success handoff process that lays the foundation for retaining customers successfully. This sales to customer success transition is a delicate balancing act.

Underperforming Technical Team 80

Underperforming Technical Team Customer Success Outsourced Development Sales 80

User Pilot

NOVEMBER 30, 2023

A market gap can be caused by missing functionality or poor user experience. Tracking user behavior in-app enables product teams to find ways to improve product experience. Competitor analysis enables PMs to find areas where rivals fail customers and develop sound positioning and differentiation strategies.

Underperforming Technical Team 95

Underperforming Technical Team Marketing Market Research Outsourced Development 95

Intercom, Inc.

JULY 28, 2022

And for Intercom’s VP of Sales EMEA, Sanj Bhayro , scaling is just what you need to invest in to ensure growth becomes as constant and linear as it can be. Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

User Pilot

JULY 27, 2023

Engineering Manager: In charge of planning, designing, and overseeing projects. They also manage finances and supervise one or more engineering teams. What to do before building a team for your SaaS company You can’t just jump into hiring without some forethought, or you’ll make many mistakes. Average salary: $192,383/yr.

Sales Hiring 96

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 96

OPEXEngine

AUGUST 9, 2022

Sales capacity tends to get rusted in place, and when markets move quickly, the return on the cost of sales inevitably starts to flatten. Ensure sales leaders are sweating the details of daily execution. Most sales organizations do not seem to be prepared for a recession.

Scale 59

Scale VP of Engineering Payment Services Underperforming Technical Team 59

ChurnZero

MARCH 15, 2019

Churn Monster #10: Bad Fit Customer . We’re talking about a bad fit customer. A bad fit customer is a customer who is unable to receive value from your product or service due to a mismatch of currents needs and offerings. You go back to the Sales rep who sold the deal and ask for specifics on some of the gaps in the notes.

Underperforming Technical Team 45

Underperforming Technical Team Churn Software Review Compensation 45

Sales Hacker

JANUARY 13, 2018

I love reading sales books just like most sales nerds. With the swamped salesperson in mind, I’ve compiled 99 of my favorite motivational sales quotes to allow you to quickly gain knowledge from the greatest sales books of all time. Sales is an extremely tough grind. Sales is an extremely tough grind.

Underperforming Technical Team 79

Underperforming Technical Team Sales Advertising Entertainment 79

Sales Hacker

JULY 19, 2022

Celine, who transitioned from agency sales to SaaS, is the Vice President of Boardable. Join us for a great conversation about transitioning in sales and technology selling. Sometimes you have to take one step back to go two steps forward in sales. Sales is all about building internal relationships. powered by Sounder.

Sales Recruiting 82

Sales Recruiting VP of Engineering Sales Hiring Sales 82

Neil Patel

APRIL 20, 2021

In this in-depth article, you’ll learn how to leverage the power of the human brain with neuroscience sales tips. They’ll help you drive more visitors into your marketing funnel and convert casual visits into sales. Your ability to persuade others in this way by appealing to their emotions will increase your sales.

Sales 137

Sales Outsourcing Services Marketplace as a Service Underperforming Technical Team 137

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

User Pilot

AUGUST 21, 2023

Product managers often work in cross-functional teams and bridge the gap between multiple departments. Product managers need to put themselves in the shoes of company executives, other team members, and of course end users so a strong affinity for empathy will go a long way. What qualities do you look for in a strong product team?

Interviewing 86

Interviewing Underperforming Technical Team Management Sales Hiring 86

Buffer Resources

JANUARY 15, 2024

Inaccurate, packed with "filler," or completely AI-generated — bad B2B (business-to-business) content is easy to spot and even easier to find online. "  Among her favorite recent content examples is a sales multithreading playbook from Lavender that gives you the why, why, and how to without burying the lede.

B2B 111

B2B Technical Advisors SaaS Payments Underperforming Technical Team 111

FastSpring

DECEMBER 7, 2023

As the Director of Corporate Development & Strategic Partnerships at WP Engine , Carl has worked on many acquisitions and partnerships, including brands like Flywheel, Perfect Dashboard, Block Lab, and recently, Delicious Brains. This leaves the sale of the business a lot more vulnerable to the market.

Software Review 136

Software Review Technical Review Development Team Review Branding 136

InsightSquared

MAY 15, 2019

It’s one of my favorite questions to ask a fellow professional in sales operations. Insurance sales rep. Sales Operations is Still Developing. Sales operations as a profession is growing, yet it is a comparatively new function in businesses. I didn’t hear of sales ops until years after entering the workforce.

Sales Recruiting 110

Sales Recruiting Scale Technical Review Sales 110

Tom Tunguz

APRIL 14, 2019

Classic agencies don’t value the software enough to engender pricing power, develop fast sales cycles, or change the operations of their business to maximize the value of the ML innovation. Consequently, product market fit is weak. And they ought to develop that pricing power. Third, how to employ the labor force?

AI 191

AI Sales Recruiting Underperforming Technical Team Machine Learning 191

Point Nine Land

DECEMBER 1, 2020

A methodology in five simple steps I learned how to run forecast and pipeline reviews, first, by distilling what my sales managers did when I was a sales rep and, then, building my own systems as a sales leader at Revinate, at Framer, and advising a number of B2B SaaS companies. I’ll suggest two perspectives here.

Systems Review 59

Systems Review Development Team Review Forecasting Software Review 59

OpenView Labs

MAY 19, 2021

Though her early education didn’t include programming, she dabbled in HTML as a kid and wound up graduating with a degree in biomedical engineering. After college, Ashley joined Twilio and played a key role in helping the company reach, engage, and convert its developer audience. Core values: Getting it right with developers.

Underperforming Technical Team 52

Underperforming Technical Team Development Technical Review Marketing 52

Point Nine Land

MARCH 15, 2022

If you take a look at a 50 person sales team, you’ll likely find it to be very data-driven. They usually track low-level metrics about their app performance or errors, and agile teams have burn-down charts. But because the data lives in different systems (e.g. But because the data lives in different systems (e.g.

Investment 52

Investment Underperforming Technical Team Sales Hiring Engineering 52

Frontegg

DECEMBER 2, 2021

In addition, we are excited to welcome our new partners – the visionary team from Insight Partners, led by Praveen Akkiraju, Daniel Aronovitz, and Jeff Horring. Additionally, our diversity-first team has grown to more than 30 top-notch talents (you are an incredible team of people, each and every one of you!)and

Underperforming Technical Team 93

Underperforming Technical Team Sales Hiring DevOps as a Service Scale 93

User Pilot

JANUARY 8, 2024

As you read on, you will learn: The power of search engines, content marketing, and existing user testimonials and how to leverage them to win new users. Leverage search engine optimization (SEO) in your marketing strategy Identify relevant keywords related to your product or service and optimize your website content accordingly.

Acquisition 103

Acquisition Strategy Social Media Underperforming Technical Team 103

Intercom, Inc.

SEPTEMBER 10, 2020

As an engineer by training, in pressure situations he tends to “lean to the quant.” It’s an approach that’s served him well along the road to building the HubSpot sales team, where he was CRO for nine years. That experience led to his bestselling book, The Sales Acceleration Formula. Mark Roberge knows which he prefers.

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226

Chart Mogul

DECEMBER 13, 2019

Getting a new customer on board is a happy time for every sales team, but it’s not quite the end of the road. The final step is the sales to customer success handoff process that lays the foundation for retaining customers successfully. This sales to customer success transition is a delicate balancing act.

Underperforming Technical Team 52

Underperforming Technical Team Customer Success Outsourced Development Sales 52

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 180

Scale Sales Hiring Sales Recruiting Sales 180