Sales Hacker

SEPTEMBER 2, 2023

Pipeline analytics: Offers sales managers a view of their teams’ pipelines that goes beyond what’s available in their native SFA applications. Next highest priorities would be intent data (prefer 6Ssense), forecasting (Clari, Outreach, Gong), and content repository (Highspot).

AI 79

AI Revenue Scale ChatGPT 79

Sales Hacker

MAY 26, 2021

There are many moving parts in a successful sales organization. If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. What is Sales Operations? Why do we need Sales Operations? Average sales cycle duration.

Scale 60

Scale Sales Hiring Sales Outsourced Development 60

OPEXEngine

NOVEMBER 23, 2020

Sales & Marketing Expenses (S&M). This INCLUDES headcount-related expenses. If you are utilizing Gusto or a similar payroll tool, your headcount expenses are likely coming into your P&L as one (or maybe two) line item(s). NOT UTILIZING A PROPER SAAS CHART OF ACCOUNTS. Cost of Goods Sold (COGS).

Finance 52

Finance Sales Hiring Headcount Scale 52

Intercom, Inc.

MAY 25, 2022

In the midst of a harsh market sell-off, many tech organizations, even some which, up until a few months ago, had been raising new rounds or had runway to spare, have started to announce spending cuts, layoffs, hiring freezes, and slowdowns. Let’s assume the scenario is, as discussed, that hiring is slowing down.

Sales Hiring 138

Sales Hiring Scale Interviewing Headcount 138

The Angel VC

DECEMBER 12, 2018

It’s an important question, as your target growth rate determines your hiring plan, budget, and fundraising strategy. As I wrote here , trying to forecast what happens to your CACs if you 10x your sales and marketing spend is very difficult. The main reason is that your customer acquisition costs are highly front-loaded.

Sales Recruiting 106

Sales Recruiting SaaS Payments Sales Hiring Scale 106

Tom Tunguz

DECEMBER 13, 2012

A financial plan for next year including a headcount plan, a sales plan (if applicable) and a forecast for out of cash date and timing of next fundraise. In addition, an options pool plan to ensure the company has enough in its employee stock option pool to continue to hire, retain and reward employees.

Startup 100

Startup Sales Hiring Headcount Compensation 100

SmartKarrot

AUGUST 25, 2022

Partner with Sales, Account Management, and AI Services to ensure clients are set up for success in the short and long term. Manage and assign resources based on capacity and experience and customer value. Assist UK Commercial leadership with revenue planning, forecasting, and pricing strategy from a sales perspective.

Customer Success 19

Customer Success Sales Hiring Outsourced Development Headcount 19

Intercom, Inc.

AUGUST 20, 2019

There’s been a lot of discussion around the role of SDRs in modern sales, and what’s changed about the role over the past decade. However, one thing that hasn’t changed is the following: almost every SDR’s goal is to be promoted into a closing sales role, usually as fast as possible. There are a few reasons behind this. Here’s why.

Sales Hiring 35

Sales Hiring Underperforming Technical Team Sales Headcount 35

Point Nine Land

DECEMBER 12, 2018

It’s an important question, as your target growth rate determines your hiring plan, budget, and fundraising strategy. As I wrote here , trying to forecast what happens to your CACs if you 10x your sales and marketing spend is very difficult. The main reason is that your customer acquisition costs are highly front-loaded.

Sales Recruiting 61

Sales Recruiting SaaS Payments Sales Hiring Scale 61

Intercom, Inc.

AUGUST 29, 2019

In this week’s episode we’ve dug down into the podcast vaults to bring you some of the best insights shared by our guests about scaling sales. It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. Hiring for sales with John Barrows.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

ChurnZero

NOVEMBER 22, 2021

As a Customer Success leader, do you get anxious at the thought of asking your CFO or CEO for additional headcount? Have you ever been in a position where you’ve had to beg to hire more resources? We’re behind on our sales projections. How to Build a Customer Success Budget for Headcount. Benchmark: Revenue per CSM.

Customer Success 98

Customer Success Sales Hiring Headcount Benchmarks 98

Baremetrics

JULY 25, 2019

If you’re like most SaaS founders, you’ve googled for a saas financial template you can use to forecast your subscription business. As of the writing of this post, a query for “SaaS forecasting” returns 2.8 Yet, while forecasting subscription businesses is a new frontier, it’s far from the state of the art.

Forecasting 88

Forecasting Scale Sales Hiring SaaS 88

SaaStr

JUNE 10, 2020

We’re going through layoffs and furloughs, recession planning and for me as the CMO, facing really massive cuts to marketing budgets and headcount. Meagen, sales. Launch it to our customers, launch it to the sales team, launch it to prospects.” And then of course, sales pipeline and the livelihood of our business.

Travel 185

Travel Marketing Scale Outsourcing Services 185

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. Adnan Chaudhry | SVP of Sales @ Salesforce.

Sales Hiring 168

Sales Hiring Scale SaaS Payments Payment Services 168

Sales Hacker

JUNE 16, 2021

If you could spend a day with sales teams from some of the most successful companies in the world, what would you see? They’re all on board – marketing, sales, product, customer success, and executive leaders. Their sales tools are integrated effectively, coaching is readily available, and sales reps are happily using their CRM.

Sales Enablement 100

Sales Enablement Scale Sales Hiring Technical Review 100

Intercom, Inc.

NOVEMBER 30, 2022

They started up their Substacks and hired their ghost tweeters, and they got to work. And it doesn’t seem like next year is gonna be kinder, so you’re maturely forecasting better. Product: file storage vs collaboration, support product vs sales product etc. Sign-up method: Self-serve & PLG vs sales-led and account managed.

Engineering 151

Engineering Scale Business Sales Hiring 151

Intercom, Inc.

MAY 21, 2020

And now we’re covering everything on the operation side of things, reporting on individual metrics, team metrics, headcount, planning, forecasting – all that fun stuff. All of these numbers are approximate, but it’s around four heads that we didn’t have to hire. The challenge of automation .

Scale 221

Scale Sales Hiring Customer Support Metrics 221

Kellblog

JANUARY 2, 2024

Some found themselves blown up (aka Slootmanned ), often in hasty lose/lose transactions leaving customers dissatisfied with reduced attention levels and sales unhappy with additional work without additional resource or pay. Per LinkedIn , headcount is up 240% over the past two years. They continue to rapidly innovate on product.

AI Search 109

AI Search Technical Review Technical Advisors ChatGPT 109