Sales Hacker

JUNE 9, 2020

The finance world wasn’t scratching the itch, though, so he decided that he just had to be in sales. He and I talk about his background in sales, but also about how he started off in the finance world as a private equity analyst at Merrill Lynch Capital Partners before deciding that he just had to be in sales. Incredible company.

Leadership 78

Leadership Scale Sales Recruiting VP of Engineering 78

Tom Tunguz

JULY 14, 2013

Characteristic 3: Finances Its Own Growth. At the outset, the company targets the less sophisticated SMB segment which doesn’t demand the compliance, heavy security and integration features needed by enterprise customers. Characteristic 5: Market Leadership. Not every company has ML expertise.

Sales Hiring 100

Sales Hiring Venture Capital SaaS Machine Learning 100

Intercom, Inc.

OCTOBER 22, 2019

If you are new to sales management, it can be hard to know what concrete steps you can take to improve your skills, be recognized, and eventually, rise to a senior leadership role. LB sat down with our Finance and Sales Operations teams to gather their input and get to a business outcome that people across the company were bought into.

Sales Hiring 123

Sales Hiring Underperforming Technical Team Sales Management 123

ChurnZero

DECEMBER 4, 2020

Get leadership to see Customer Success as a strategic partner by spreading its word. I hear leadership say it. I hear Finance say it. Finance doesn’t. Executive leadership often doesn’t. 25% of our SMB customer segment is using XYZ feature). If you haven’t read the article yet, we can’t recommend it enough.

Customer Success 59

Customer Success Leadership Churn Finance 59

SaaStr

MARCH 31, 2022

So the ability to do flexible payment plans, financing, retire that pre-committed spend has been a really significant a way for us to accelerate and amplify our transactions. So I think just opening your aperture when you’re thinking about marketplace, not assuming it’s just a small commercial SMB market sales.

Scale 185

Scale Marketplace as a Service Cloud SaaS Payments 185

SaaStr

OCTOBER 31, 2019

Contrast that with companies that might also sell into the SMB segment of the market where the ASPs, the average deal sizes are lower. SMB businesses just go out of business much more frequently, and so their gross retention numbers are going to be lower. You can’t talk with a founder without talking about financing.

Cloud 100

Cloud Scale AWS Machine Learning 100

SaaStr

AUGUST 9, 2019

To date they have raised over $113m in financing from some of the best in the business including Tiger Global, Battery Ventures, Boldstart, Canaan, Cisco, and Redpoint, just to name a few. It’s not an SMB where you’re getting volumes of 100 a day. You said there about mid-market and it not having the same velocity of SMBs.

SaaS Payments 130

SaaS Payments Cloud Technical Review Scale 130

SmartKarrot

MARCH 20, 2023

To track progress qualitatively and using KPIs, organise and conduct business review meetings with customer executives (CFO, CAO, VP of Finance, etc.). owning SMB and Enterprise account adoption, renewals, and growth across all industries. Inform the leadership on the plans for remediating at-risk customers.

Customer Success 19

Customer Success Sales Hiring Technical Review SMB 19

ChurnZero

DECEMBER 9, 2022

Traditionally, it’s the chief officer of finance or operations. However, given her CS background, Gabby never envisioned herself becoming a CEO, as she explained during her keynote session, “ The new ‘C’ in CEO ” at ChurnZero’s Customer Success Leadership Summit, BIG RYG. It gets quite complex.

CTO Coach 52

CTO Coach Customer Success VP of Engineering CTO Hire 52

SmartKarrot

SEPTEMBER 29, 2022

Serve as project manager and leader for critical cross-functional initiatives such as building Business Value consulting expertise for Strategic customers, standing up a CS/Sales qualified lead engine process, or developing Scaled / Tech Touch programs for SMB/MM customers.

Customer Success 19

Customer Success Scale Sales Hiring Technical Review 19

Sales Hacker

NOVEMBER 26, 2018

Dannie is one of the top sales leaders in the country having spent time helping Hubspot IPO over 5+ years and then moving on to Slack where she leads all SMB, Mid-Market, and Sales Development efforts for the US and Canada. . What You’ll Learn. Why setting personal goals can transform your career. Welcome to the Sales Hacker podcast.

Sales Recruiting 51

Sales Recruiting Sales Hiring Scale Sales 51

Intercom, Inc.

JULY 11, 2019

In a company’s early days as a lean, mean, business machine, it’s fairly easy for leadership to stay in sync with their users. Those three together really comprise the entirety of the front office for the SMB. You might say it’s one of the strongest advantages a startup has. You get less pressure then.

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

SaaStr

MARCH 27, 2019

I think for me one of the biggest realizations for me, we were a mid market company, right, we grew up in SMB. When I started at Salesforce, we were SMB mid market, right, that’s really where we lived. I mean, the people I see with the highest EQ are the ones that are the best, often, at doing this influence leadership.

Scale 129

Scale VP of Engineering Mobile Scaling 129

SaaStr

AUGUST 16, 2019

258: Companies that have access to more accurate financial data have the ability to develop seamless exchanges of information, providing consumers with improved ways to manage their finances. And I think that’s the opposite of what some people think of when they think of sales or sales leadership. Enter the platform company.

Scale 134

Scale Underperforming Technical Team Sales Hiring Interviewing 134

Sales Hacker

DECEMBER 12, 2017

For example in Enterprise you’ll probably want a cliff as one massive deal could bump an AE from 150% to 400% which carries pretty big risk for the company, whereas in SMB you’re typically hitting human limitations when you get around 300%. Keep in mind this looks different for different segments. so there are big goals attached.

Compensation 79

Compensation Sales Hiring Sales Payment Services 79

SmartKarrot

APRIL 27, 2021

Provide critical leadership and operational responsibility for delivering on customer expectations, commitments, and contractual maintenance commitments. Specialize in advising clients on workflows fit for purpose with CiviCRM such as Gift Aid, Finance, Membership, Event, contact management, and day-to-day administrative processes.

Technical Advisors 10

Technical Advisors Customer Success Outsourced Development Customer Lifetime Value 10

SmartKarrot

OCTOBER 23, 2020

Also, align with finance and the management team on key metrics and objectives. Also, expand the revenue in accounts through up-sell and identification of cross-selling opportunities. You will lead the Customer Support function to continue to meet the demand of the growing partner base as the business scale up and growth needs.

Outsourcing Services 10

Outsourcing Services Customer Success Outsourced Development Scale 10

Point Nine Land

JANUARY 17, 2019

Funding becomes more tight, which means that only the most impactful and disruptive opportunities get financed. Start-ups without a clear path to leadership in at least one significant (or several smaller) market(s) will find it harder to get funding. inVision and Intercom launching their app store).

Technical Review 40

Technical Review Marketplace as a Service Software Review Venture Capital 40

SmartKarrot

NOVEMBER 18, 2020

Inspire customer success across the Customer Success department and throughout the company, working with sales, marketing, product, and finance. Collaborate as part of the global customer success leadership team to align and solve bottlenecks in a scalable way. Ensure Smartly.io Apply here: [link].

Merchant Services 10

Merchant Services Technical Advisors Customer Success Payment Services 10

SaaStr

AUGUST 12, 2020

The first system is what I call the sales finance system. So, the first system is a sales finance system, so let’s start with sales. So, the first part of the sales finance system is to recognize that sales must be on a quarterly plan, and then that allows you to create a series of milestones within each quarter.

Startup 266

Startup Software Review Scale Systems Review 266

SaaStr

JUNE 10, 2020

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. We certainly can’t do thought leadership round tables in person, and we can’t do the sporting events. What does finance care about? So here we are, the unfortunate truth.

Travel 171

Travel Marketing Scale Outsourcing Services 171

Kellblog

NOVEMBER 6, 2022

It’s an utterly soul-sucking exercise to watch sales, marketing, and finance talk about these issues when the players are not all quantitative by nature, using the same metrics definitions, using the same models, all aware of the differences between averages and distributions, and all having a good understanding of ramping and phase lags [7].

Sales Recruiting 134

Sales Recruiting Sales Hiring Marketing Scale 134

SaaStr

NOVEMBER 19, 2019

So I went down the hall, met with the head of marketing, and I discovered a lot about in bound SaaS, about SMB, the importance of building this machine as I call it now that generates all these lovely leads. They all looked at me really weird because remember, I’d never done SMB before. Liberate some operating expenses.

Scale 167

Scale SMB VP of Engineering Leadership 167

Intercom, Inc.

OCTOBER 29, 2019

For example, our leadership team might decide to focus our company strategy on targeting the segments with the best revenue retention. For example, our Finance team is now able to confirm whether new customer growth is up in our target segments. Informing our approach to the market. Assessing progress on our strategy.

Business 184

Business B2C Scale Headcount 184

Sales Hacker

APRIL 16, 2018

How a cohesive leadership team should function. Whether it’s engineering or product help or even the finance team or marketing team. Sam Jacobs : Average quota for SMB reps, mid market, and enterprise? Kiva Kolstein: I’d say average for SMB is $250,000 to $300,000. Subscribe to the Sales Hacker Podcast.

Sales Hiring 40

Sales Hiring Management Scale Sales Recruiting 40

SaaStr

SEPTEMBER 4, 2020

Earlier this year, we redoubled our focus on our enterprise segment where we have a strong leadership position. And to shift resources, we had to automate more and more of our SMB offering and make sure that we could refine our product to make sure self service journeys were more productive and frictionless.

Scale 155

Scale Underperforming Technical Team Sales Hiring Branding 155

SaaStr

MARCH 12, 2019

How can founders know when is the right time to make the move from SMB to enterprise? Because one message isn’t necessarily always transferable when considering kind of SMB to enterprise. ” How do you know when’s the right time to think about moving from an SMB and mid-market to enterprise?

Scale 156

Scale Enterprise Scaling Sales Hiring 156

Intercom, Inc.

SEPTEMBER 8, 2021

Throughout my time there, a little over six years, I went from being the top-performing account executive globally to moving into leadership to help build out our mid-market team out of the West Coast. He came in when Slack was at around 50 million ARR, and he really helped build out the leadership team and helped us scale to over a billion.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

SaaStr

AUGUST 30, 2019

Whitney is also an advisor to companies funded by the YC Continuity Fund, focusing on enterprise strategy, go-to-market strategy, leadership and execution. What does truly successful exec leadership look like in Whitney’s mind? Pssst Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events!

Sales Hiring 130

Sales Hiring Scale Technical Advisors Underperforming Technical Team 130

SaaStr

DECEMBER 6, 2019

Prior to Oracle, Des was the CMO @ Kerio Technologies marketing to over 60,000 SMB customers and 5,000 channel partners. Des has also spent time as CEO having founded and grown Habeas Inc from 0 to 450 customers, $9M in revenue and raising 3 rounds of venture financing. Loving our podcast content?

Sales Hiring 131

Sales Hiring Cloud Mobile Technology 131

SaaStr

OCTOBER 29, 2019

This is a mobile solution for SMB’s to send an invoice and get paid. There’s a client of Simon Kutcher’s that caters to the SMB segment and they weren’t happy with their revenue growth. So, they dug in and saw that their plan had 27 features, 27 features, many of which weren’t valued by the SMB segment.

Payments 100

Payments Pricing Compensation SaaS Payments 100

Sales Hacker

OCTOBER 7, 2021

Bringing Sales & Leadership with Heart and Ladies Happy Hour to the sales community. I went through a VP of Sales Program with SaaSy Sales Leadership — the moment I realized I didn’t want to be a VP of Sales. She is a Speaker and Hostess for LinkedIn Live. What is one a-ha moment you’ve had in your sales career?

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

Sales Hacker

SEPTEMBER 14, 2021

Our private membership connects you with a network of thousands of like-minded peers and resources, where you can tap into leadership opportunities, training, mentoring, and other services made for high-growth leaders like you. I was working with HR on his behalf, of finance. Pavilion is the key to getting more out of your career.

Sales Recruiting 79

Sales Recruiting Sales Hiring Marketing Underperforming Technical Team 79

SaaStr

JUNE 16, 2020

Adnan Chaudhry: We’re doing sales leadership, all hands calls with customer service and support and sales every single week. And so we’ve learned good best practices to put more tools and more controls in the hands of frontline managers, frontline reps so the back end finance teams, sales ops teams aren’t inundated.

Sales Hiring 156

Sales Hiring Scale SaaS Payments Payment Services 156

SaaStr

JUNE 7, 2019

Gong is my fourth company in a leadership position, I’ve been founding team member of Click Software that brought it from zero to an IPO, that was traditional enterprise software product. Be it enterprise or SMB. Then I kind of made a turn to computer science. Amit Bendov: I mean it varies. Harry Stebbings: Can I ask?

Outsourced Development 130

Outsourced Development Outsourcing Services Sales Hiring Scale 130

SaaStr

FEBRUARY 7, 2020

How are they thinking about growing the company and the leadership team? Karen Page: How does this leadership team gel? And we had a ton of inbound SMB and enterprise action as a result. Differentiated way for SMBs to finance their business in the short and long term and we are super, super excited.

Scale 169

Scale Underperforming Technical Team Investment Sales Hiring 169

Sales Hacker

NOVEMBER 15, 2017

Sandler Training is an organization that trains professionals around the world on sales performance, management, and leadership.

Scale 99

Scale Payment Methods Sales Recruiting SaaS Payments 99