SaaStr

FEBRUARY 16, 2022

Abhinav Asthana , founder and CEO of Postman , knows that journey very well, having started Postman as a mere side project in 2012, only to launch it as an enterprise platform almost a decade later. He also observed that after product-market fit had been achieved, companies would only ever have to worry about marketing and sales.

Underperforming Technical Team 271

Underperforming Technical Team Company Culture Customer Success Product Marketing 271

InsightSquared

MARCH 19, 2020

Sales teams across the country are being forced into remote work situations in response to the COVID-19 crisis. However, for some extra guidance, here are some best practices for managing a fully remote sales team from our very own sales leaders. . From Peter Barris, Enterprise Sales Leader at InsightSquared.

Development Team Review 77

Development Team Review Underperforming Technical Team Management Sales 77

SaaStr

DECEMBER 14, 2020

If you already have a few bigger deals under your belt, but most are smaller … a few higher-level suggestions: Hire a Very Good VP of Sales that has sold at your “high end” price point. More here: The 48 Types of VP Sales. The best way to make pos-initial sale land-and-expand happen organically is engaged, happy customers.

Scale 300

Scale Sales Hiring Underperforming Technical Team Point of Sale 300

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.

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Scale Sales Payment Methods Merchant Services 130

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.

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Sales Hiring Sales Recruiting Sales Interviewing 152

Kellblog

JULY 8, 2020

” Mark’s been a startup CEO twice, selling two companies in strategic acquisitions, and he’s run worldwide sales and channels a few times. Mark’s a seasoned startup executive, he’s go-to-market oriented, and he has some large-company chops that he developed earlier in his career.

Sales Hiring 139

Sales Hiring Startup Software Review Enterprise 139

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. What Interviewing 600+ Sales Reps Taught Me About Team Building.

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Sales Hiring Scale Sales Recruiting B2B 80

OpenView Labs

FEBRUARY 20, 2020

One of the most fundamental changes a company can make is shifting its sales model. Consider the difference between self-serve/product-led (PLG) models versus more traditional enterprise sales models. The two seem diametrically opposed—situated firmly at opposite ends of the sales spectrum.

Enterprise 52

Enterprise Sales Hiring Sales Underperforming Technical Team 52

SaaStr

APRIL 14, 2023

Mistake #1: Viewing Investors Only As Capital As founders build a team, they focus on obtaining complementary skill sets. Of course, building great teams and finding product market fit is critical, but don’t forget about product investor fit. Enterprise will likely have a different problem set vs. an SMB. That’s a mistake.

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Development Team Review Technical Review Underperforming Technical Team SMB 250

Sales Hacker

OCTOBER 16, 2020

Prospecting in the enterprise environment is just different. Enterprise is generally behind the times and slow to move on new ideas. On the flip side, however, the Enterprise segment offers a vast number of decision makers to go after, and, as we all know, there is a big payoff if you can win the deal. Shifting your mental game.

Enterprise 104

Enterprise Payment Methods Payment Services Sales Hiring 104

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 189

Scale Sales Hiring Sales Recruiting Sales 189

Frontegg

MARCH 17, 2022

But what about the traditional Sales-Led Growth? Let’s dive into the Product-Led vs Sales-Led comparison and learn about the main differences. PLG companies now have doubled the median Enterprise Value (EV) from the public SaaS index. What is Sales-Led Growth? Sales-Led Growth is all about marketing and sales teams.

Scale 105

Scale Technical Review Underperforming Technical Team Sales 105

Sales Hacker

SEPTEMBER 26, 2019

In April 2019, I stepped into a new job as Vice President of Enterprise and Commercial Sales. . I was excited to join a company with a strong reputation for sales excellence. How do you improve a sales team’s performance when they’re already operating at world-class levels? . The challenge was how. My plan? .

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Scale Underperforming Technical Team Sales Hiring Scaling 66

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.

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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. Use a mixture of long and short sales cycle tactics.

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Sales Hiring Underperforming Technical Team Marketing Market Research 254

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 84

Product Marketing Scale Sales Hiring Sales Recruiting 84

SaaStr

NOVEMBER 25, 2020

Do you have two sales teams? Who gets what part of the long-term development budget? And most importantly, multiple products can be very distracting at the management team level. The last thing you want the team doing is chasing a shiny penny, when what really matters is hitting the plan for the quarter.

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Underperforming Technical Team Cloud Revenue Acquisition 356

SaaStr

DECEMBER 31, 2019

With the complexity of multiple stakeholders and the increasing purchasing influence of end users, the bar is higher than ever for enterprise UX as companies pioneer business models beyond traditional SaaS. Very excited to talk to you today about building consumer grade products for the enterprise. Want to see more content like this?

Enterprise 135

Enterprise Underperforming Technical Team Scale B2B 135

Sales Enablement, SaaS and Growth

MAY 22, 2017

I lead sales enablement for HubSpot out of Dublin, Ireland and my role encompasses sales content, sales training, deal support and sales productivity. That’s where sales enablement comes in. But how can sales enablement be packaged?

Marketplace as a Service 112

Marketplace as a Service Sales Enablement Sales Hiring Underperforming Technical Team 112

OpenView Labs

MARCH 27, 2020

Building an effective (and committed) enterprise sales team for the long haul starts with the people you hire. Up until the coronavirus pandemic: enterprise sales was the #1 role that tech companies were hiring for and employee turnover in sales was averaging just 18 months.

Sales Hiring 52

Sales Hiring Enterprise Underperforming Technical Team Scale 52

Sales Hacker

JUNE 17, 2020

The longer and more complex the sales cycle is (like in enterprise sales), the longer and more complex the onboarding and training process will be. So, how do you ensure you’re hiring the right SDRs for your team? Over the past few years, I’ve had the pleasure of developing a remote SDR team (almost) from scratch.

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Sales Hiring Enterprise Interviewing Underperforming Technical Team 65

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. Proximity to customers helps too.

Scale 251

Scale Sales Hiring Cybersecurity Underperforming Technical Team 251

Sales Hacker

JANUARY 18, 2019

The first thing you have to understand is that no matter how many short-cuts and work-arounds a company has in its arsenal—VC money, board connections, famous founders— you can’t sell into the enterprise overnight. As the deal progresses, it may feel as if the excitement generated at the beginning of the sales cycle is gone forever.

Enterprise 65

Enterprise Underperforming Technical Team Outsourced Development Leadership 65

Sales Hacker

AUGUST 26, 2021

That’s how my friend Stacey describes the way sales compensation plans have changed over the last 15 years of her SaaS career. Why do sales compensation plans have to be so complex? Sales compensation was set up to ensure that reps are suitably rewarded for their performance. What is their policy on draws?

Software Review 95

Software Review Compensation Payment Features Underperforming Technical Team 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

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

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. Jyoti Bansal: Yeah.

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Sales Recruiting Sales Hiring Scale VP of Engineering 258

Sales Hacker

SEPTEMBER 15, 2022

In these challenging economic times, business as usual has been anything but – and like many sectors, B2B sales is in the midst of transition. A recent survey of B2B sales professionals commissioned by my company, Lusha, sheds light on the extent to which this critical industry is in a state of flux. 33% had poor sales demos.

Scale 96

Scale Technical Review Development Team Review Underperforming Technical Team 96

SaaStr

APRIL 5, 2021

I told this VC I bet that while they had no true enterprise customers, they had a few nice silos within some large customers. Hmmmm … well, to me, that’s not a bad place to be once a space, a category, gets to $100m+. With less capital and a tighter team … you won’t be able to spend as much on marketing.

Scale 247

Scale Sales Recruiting Underperforming Technical Team Pricing 247

Neil Patel

SEPTEMBER 18, 2020

We help our clients develop a digital strategy that maximizes the results they achieve with their content marketing, advertising, and SEO campaigns. REQ – Best for Enterprise Business Strategy. REQ is a Washington DC based, award-winning agency with enterprise-level experience. Projects start at $50,000.

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Underperforming Technical Team Strategy Content Marketing Scale 139

Sales Hacker

FEBRUARY 1, 2021

Subscribe to the Sales Hacker Podcast. Lessons learned from nine months in enterprise sales [10:18]. Sam Jacobs: This week on the show, we want to put a spotlight on account executives, people like you that are in the trenches making sales. What’s your sales organization’s biggest challenge right now?

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Underperforming Technical Team Scale Sales Hiring Systems Review 68

Intercom, Inc.

JULY 29, 2021

And so, Mark Rudden and his team had to figure it all out by themselves. Fortunately, Mark had quite a bit of experience working and scaling teams in demanding, hypergrowth environments. In fact, in some form or another, he’s been working in sales for most of his career. The journey to sales is a bit of a random one.

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Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

Kellblog

OCTOBER 21, 2021

Sales , also known as “sales/outbound,” when a quota-carrying salesrep does their own prospecting, typically found in named-account territory models, and develops an opportunity themselves. Sales/outbound: 10%. Say you’ve just created an RSI alliances team and want them generating 10% of oppties.

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Underperforming Technical Team Engineering Advertising Forecasting 131

ChurnZero

JULY 22, 2022

Does your Customer Success team have a shallow view of onboarding? But what I am seeing is that there is a correlation between the time that it takes to sell your product, so the sales cycle, and the time to deliver value and ideally be onboarded. I have the internal handoff from pre-sales to post-sales customer teams.

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Scale Onboarding Scaling Underperforming Technical Team 98

Sales Hacker

OCTOBER 17, 2022

As cross-functional leadership teams across the country clamor to prioritize and agree upon the top threats to address, many underestimate the importance of effective change management. Related: 6 Change Management Hacks for Sales and Marketing Alignment that Lasts. Changes in leadership team, roles & responsibilities.

Sales Recruiting 77

Sales Recruiting Underperforming Technical Team Strategy Management 77

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. That means your focus should be on building the right customer profile and developing precise messaging to reach them.

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Sales Hiring Scale Sales Recruiting Technical Advisors 183

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. Part two of this scorecard series will help you create a sales interview scorecard to land that sales role you’ve been dreaming about. Sales chops. What sales system do we use?

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Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 93