Sales Hacker

DECEMBER 2, 2019

This week on the Sales Hacker podcast, we speak with Mary Rogul , a VP Sales Consultant, who’s currently an Enterprise Sales Advisor at Crayon. Fresh out of college, Mary started out in accounting, but it didn’t take long before she began a 20-year sales career that led her through Monster.com, HubSpot, and several others.

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Scale Sales Recruiting Sales Hiring Sales 52

ProfitWell

APRIL 10, 2020

As uncertainties prevail, SaaS finance teams are reeling back their spend, recalculating budgets, and re-forecasting revenue projections to just keep the lights on. It’s not just for the sales crew, but also for recruiters, leadership, sales op, and beyond. Compiling a COVID-19 SaaSBooMi fund.

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Subscription Payment Features Sales Recruiting Finance 59

Intercom, Inc.

APRIL 4, 2022

I’d previously worked as an engineer with Squad , an Indian startup. Coming to Intercom, I was keen to have an impact straight away, and see real results from my input – my time at a startup meant that I was used to working quickly and effectively. The company had passed its initial startup phase and was (and still is!)

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Engineering Scale Sales Hiring Company Culture 118

SaaStr

AUGUST 8, 2023

The role of finance in SaaS is changing. No longer are finance teams the traditional “bean counters” of ages past. IVP Partner Michael Miao explains, “The role and the scope of the modern finance team has changed dramatically in the last decade. SaaStr Workshop Wednesdays are LIVE every Wednesday. Sign up for free.

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Scale Finance Outsourcing Services Sales Recruiting 189

SaaStr

MARCH 26, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. And at the risk of giving you a full Stripe sales pitch, don’t worry, that’s in my other talk. Know your forever user.

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Scale Payment Services Payment Methods Scaling 155

SaaStr

JUNE 21, 2023

Founders are responsible for ensuring a startup always has enough money, setting the vision for the company, and driving things forward. Lesson #1: If You Aren’t Making Mistakes, You Aren’t In A Startup If you do things that always work and maintain the status quo, you’re likely at a major company like Microsoft. And it was true.

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Sales Recruiting Sales Hiring Underperforming Technical Team Pricing 267

SaaStr

MARCH 18, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. And at the risk of giving you a full Stripe sales pitch, don’t worry, that’s in my other talk. The exchange of value.

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Scale Payment Services Payment Methods Sales Hiring 119

FastSpring

MARCH 27, 2023

So essentially building the first operating system for corporate learning and development teams in bringing thought leadership community best practices around the LearnOps category. And we decided to do a seed financing, found a lead investor in Toronto, that kind of solidified things for us. it’s a sports tech company.

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Payment Solutions Payment Services SaaS Payments VP of Engineering 95

Sales Hacker

OCTOBER 28, 2019

This week on the Sales Hacker podcast, we speak with Amyra Rand , VP of Sales & Strategic Partnerships at Criteria Corp. Amyra is also a member of the Revenue Collective & the Chapter VP at the American Association of Inside Sales Professionals; she is an MBA from Pepperdine. Subscribe to the Sales Hacker Podcast.

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VP of Engineering Sales Hiring Sales Recruiting Scale 40

Point Nine Land

DECEMBER 12, 2018

While this is generally true for most companies, it’s particularly true for SaaS businesses, which invest heavily in product development, sales, and marketing upfront and get payments from customers over a delayed period of time, usually several years. The main reason is that your customer acquisition costs are highly front-loaded.

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Sales Recruiting SaaS Payments Sales Hiring Scale 61

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. To date the company has raised over $132M in financing from some of the best in the business including Sequoia, a16z, Index, Greylock and Kleiner Perkins to name a few. What worked? What did not work?

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Sales Hiring Sales Recruiting Scale Technical Advisors 202

SaaStr

JUNE 10, 2020

But one thing I know through pattern recognition, there’s a lot of similarities across startups and companies as they go through the different stages. And so we’re a great experience for your employees but also for your finance teams who are trying to control costs and save money. Meagen, sales. We had duty of care.

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Travel Marketing Scale Outsourcing Services 181

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

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Scale Sales Recruiting Sales Hiring VP of Engineering 130

SaaStr

JULY 1, 2021

There’s a time and a place for it, but a startup, the lifeblood, is getting s**t done. I want to come be your VP of sales and, you’re going to meet me for the first time. Spencer : For me, the key things for a VP of sales is, “OK, tell me about your best reps. We are all builders. Talk is cheap.

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VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 276

SaaSX

JULY 26, 2020

But, I’ve found when you actually look at the work to be done inside of high-growth startups there are some gaps that don’t always fit into a common org chart. . There are a handful of less obvious roles that can make an immediate positive impact on almost any high-growth startup. Is it time for a sales engineer?

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Sales Recruiting Technical Review Scale Startup 64

Sales Hacker

APRIL 21, 2021

Do you love chasing down the sale? What about using data analysis to create sales strategies? Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. Unified data problems.

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Scale Technical Review Sales Recruiting Technical Advisors 100

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Meghan Gill | VP of Sales Ops @ MongoDB.

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Sales Recruiting Sales Hiring Scale Sales 135

Intercom, Inc.

SEPTEMBER 8, 2021

When it comes to launching sales teams in hyper-growth startups, few people have walked the walk as much as Maggie Hott. She “stumbled” into it, as she told us, first as one of the earliest sales hires of Eventbrite, where she stayed for four years, and then into Slack in early 2015 as the first sales rep in the Bay Area.

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Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

Sales Hacker

APRIL 16, 2018

In this inaugural episode of the Sales Hacker podcast, we talk with Kiva Kolstein , Chief Revenue Officer at AlphaSense. . In Today’s Episode: How to map your career from individual contributor to manager. How a cohesive leadership team should function. How a cohesive leadership team should function.

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Sales Hiring Management Scale Sales Recruiting 40

Sales Hacker

DECEMBER 8, 2020

Subscribe to the Sales Hacker Podcast. The keys to great leadership [18:24]. Sam Jacobs: This week on the show, we’ve got Luke Rogers, the Vice President of Sales at Instabase. He now leads the sales function at a really promising and high-growing unicorn called Instabase. Welcome to the Sales Hacker podcast.

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Scale Sales Hiring Sales Recruiting Technical Review 98

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. They need fewer sales as a percentage of overall employees. Jason Lemkin: Super old school.

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Payment Solutions Pricing Payments Payment Services 154

SaaStr

APRIL 18, 2019

He also discusses all the trials, errors and successes he had throughout all of his previous startups. But then after joining them, and we sold that startup to another startup NICU, I went home to Pittsburgh in 1999 which led to the inspiration for starting our first business. Want to see more content like this session?

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Sales Recruiting VP of Engineering Scale SaaS Payments 178

Kellblog

NOVEMBER 6, 2022

Weak sales productivity , measured either relative to the company’s model or industry averages (median $675K) [2]. High sales turnover. Pivot the company , making a major change in strategy or sales model. Let’s do only enterprise accounts and account-based marketing (ABM). Let’s go product-led growth (PLG).

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Sales Recruiting Sales Hiring Marketing Scale 133

SaaStock

FEBRUARY 14, 2019

Afterward, Patrick founded several businesses in diverse sectors, including tech, healthcare, and finance. The company’s best-selling book, Predictable Revenue , details the hugely successful outbound process and sales created specifically for Salesforce. Starting as VP of Sales, in less than two years he became CEO.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

SaaStr

JUNE 11, 2019

Lloyed : Startup-. Keith : The other thing someone said to me that really resonated and has become an important lesson is you can raise the odds of success at any startup from the very early days from something like the proverbial one to 10 percent that people talk about to probably 30 to 40 percent just by changing the team composition.

Merchant Services 237

Merchant Services Part-Time VPE Sales Hiring Scale 237

SaaStr

JUNE 23, 2019

Lloyed : Startup-. Keith : The other thing someone said to me that really resonated and has become an important lesson is you can raise the odds of success at any startup from the very early days from something like the proverbial one to 10 percent that people talk about to probably 30 to 40 percent just by changing the team composition.

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Merchant Services Part-Time VPE Sales Hiring Scale 193

Tom Tunguz

OCTOBER 24, 2021

This is a program where we invite luminaries from the startup world to share their insights. And then from 2004 to 2014, she was at Google and managed lots of different things, including the self-driving cars project, global sales and operations, and the business teams for checkout in Google Apps. It’s been a huge success.

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CTO Coach Sales Hiring Sales Recruiting CTO Hire 129

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

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Scale Payment Methods Sales Recruiting SaaS Payments 99

SaaStr

MARCH 27, 2020

In Today’s Episode We Discuss: * How May made her way into the world of startups and SaaS from being a VP at one of the world’s largest sovereign wealth funds in the Middle East? * If it’s a larger team, focus on your leadership, but focus on your core folks, how are they doing at home? Loving our podcast content?

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VP of Engineering Sales Hiring Leadership Sales Recruiting 209

SaaStr

AUGUST 30, 2019

As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations. Whitney is also an advisor to companies funded by the YC Continuity Fund, focusing on enterprise strategy, go-to-market strategy, leadership and execution.

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Sales Hiring Scale Technical Advisors Underperforming Technical Team 135

SaaStr

NOVEMBER 12, 2019

I started a software company in college to make it easy to update websites called Content Management Software Now, and I had this idea for Pardot, I wanted to make it easy for marketers to run campaigns online and measure their results. SalesLoft, why was that Pardot, I tried to recruit this guy, Kyle Porter, to come run sales at Pardot.

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Sales Recruiting Scale Outsourcing Services Sales Hiring 167

Sales Hacker

SEPTEMBER 29, 2020

Subscribe to the Sales Hacker Podcast. Sales enablement is easy: all you have to do is create perfectly targeted content, stay informed on email best practices, drive more engagement quarter over quarter, spend less money, and do all of this with less time. More sales meetings, start creating better sequences faster, go to go.regie.io

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Scale CTO Hire Scaling CTO Coach 107

Kellblog

OCTOBER 13, 2019

Startup CEOs generally fall into one of two categories and the category is likely to predict how they will approach the ownership issue. CEOs will come and go along a startup’s journey, but there is only one founder [2]. When you’re CEO of a startup there is no boss. They’re your clowns. You own them.

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Sales Hiring Venture Capital Sales Recruiting Startup 75

SaaStr

NOVEMBER 19, 2019

First company was Greenfield startup to IPO. Then I went over to the sales department. The demo is the sale and we close everybody in month. The demo is the sale and we close everybody in month. I was a CFO, so I went down the hall to finance to meet my people in finance. We schedule a demo in the same day.

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Scale SMB VP of Engineering Leadership 171

SaaStr

FEBRUARY 28, 2020

How does Karl think about working with recruiters? So when I moved back to the states, moved to Utah, and actually met my cofounder who was still a student at the time, and Ben had built the first version of Lucidchart because he needed the product at his previous startup. Do we need a sales org?” What works?

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Sales Hiring Scale CTO Hire CTO Coach 220

OPEXEngine

JUNE 16, 2020

The 90-Day Rule , which argues that new managers need to be decisive about who stays on the teams they inherit. Startup CEOs generally fall into one of two categories and the category is likely to predict how they will approach the ownership issue. When you’re CEO of a startup there is no boss and there are no peers.

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Sales Hiring CTO Hire Venture Capital Technical Advisors 59

SaaStr

JULY 8, 2020

There’s room for many, many more startups. What percent of startups you think are COVID beneficiaries? I don’t think I’m going to be going to try and find a lot of travel startups right now. ” From a sales perspective, how is that going to change sales? What does that mean for a founder?

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Investment Technical Review Part-Time VPE Development Team Review 164