SaaStr

DECEMBER 13, 2023

A CMO might come in saying they generated 1200 MQLs last quarter, yet sales feel like they’re starving. For example, if you ask your VP sales for their commit and they say “$4.3M How you really want your VP Sales to answer (and the answer you want to receive) should be the answer/number that you have a 90% confidence level in.

Metrics 287

Metrics Sales Hiring Benchmarks SaaS 287

Sales Hacker

MARCH 15, 2023

There are many benefits of the marketing and sales teams working together. But how do you align marketing and sales strategy? In this episode of the Sales Hacker podcast, our host Sam Jacobs welcomes Mariana Cogan, the CMO of People.ai. Noteworthy: Mariana is known for building strong alignment with sales.

Marketing 67

Marketing Sales Forecasting Innovation 67

SaaStr

FEBRUARY 8, 2023

Many startups missed 2022 revenue goals and are forecasting slower growth for 2023, especially compared to the explosive growth of teams and revenue during the Boom of 2021 and early 2022. On top of that, sales teams must still communicate with those functional leads, who then have to try and sell up internally.

Sales Hiring 130

Sales Hiring Scale Sales Strategy 130

Sales Hacker

MARCH 4, 2019

This week on the Sales Hacker podcast, we interview Dan Fougere , CRO of Datadog. Dan is a 20+ year veteran of technology sales and has seen 4 of his last 5 companies become unicorns. Dan talks about the key qualities of great sales leadership and how to be an effective executive in addition to being a great sales leader.

Leadership 62

Leadership Scale Sales Hiring Sales 62

SaaStr

JULY 13, 2022

First, you hire your sales team. Finally, growth occurs when sales, product, and marketing can come together. Founders often hire sales teams with urgency, even in a volatile market, resulting in hires who may not be successful salespeople for your organization. Mistake 3: Hiring non-competitive sales representatives .

Scale 212

Scale Sales Hiring Revenue Marketplace as a Service 212

SaaStr

JANUARY 30, 2023

Building revenue operations to support sales Deel had onboarded nearly 100 clients, reports showed good traction, and it was time to leverage this opportunity. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up. Support sales early.

Sales Hiring 219

Sales Hiring Payment Services SaaS Payments Scale 219

Sales Hacker

MAY 6, 2021

What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? The VP of Sales. Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. Singular focus on sales. As the title would hint at, the VP of Sales should focus on sales.

VP of Engineering 93

VP of Engineering Sales Hiring Sales Recruiting Sales 93

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.

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

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. These lessons come from LB Harvey, our SVP of Sales and Support. 4 steps to stand out as a sales leader.

Sales Hiring 123

Sales Hiring Underperforming Technical Team Sales Management 123

Sales Hacker

MARCH 7, 2022

Sales is not an easy topic for academics to teach. He has so much sales and management knowledge he could write a book on it — and, in fact, he’s written seven, including “Sales Management That Works: How to Sell in a World That Never Stops Changing.” Sales is cross-disciplinary.

Technical Review 83

Technical Review Sales Marketplace as a Service Banking 83

InsightSquared

APRIL 7, 2021

Since the launch of the Sales Analytics category, InsightSquared has consistently ranked as the best of the best. Sales Analytics. Automate and visualize sales pipelines with customizable stages, risk factors, and scoring methods. Forecast sales numbers based on pipeline factors. AI Sales Assistant.

Artificial Intelligence 62

Artificial Intelligence AI Search Sales Forecasting 62

InsightSquared

MARCH 25, 2020

We are excited to once again be ranked as a leader in the G2 Grid® Report for Sales Analytics. In addition, we were honored as a Leader in Business Intelligence and Top Performer in AI Sales Assistant. For example, those in need of a sales analytics solution can compare InsightSquared directly to other vendors in the space.

Sales 62

Sales Forecasting AI Leadership 62

Sales Hacker

OCTOBER 19, 2022

Sales compensation planning can be a tricky beast to tame — but know that you’re not alone. I asked 12 incredible sales leaders across the SaaS industry to share their biggest challenges with comp planning and how to overcome them. Related: New to sales compensation planning? Top 10 sales compensation challenges.

Compensation 94

Compensation Sales Recruiting Sales Finance 94

Sales Hacker

JULY 26, 2023

Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. The future of AI in sales What AI can do for account executives The Harvard Business Review found sales teams using AI increased leads by more than 50% and reduced costs by up to 60%.

ChatGPT 74

ChatGPT Scale AI Search AI 74

Sales Hacker

JANUARY 12, 2023

The point is: If you want uncommon results — revenue that’s literally unmatched by anyone else on the leaderboard — then you’ll need to develop a set of uncommon sales practices. Tested, hard-won uncommon sales practices. Last year, I spent over 100 hours researching and compiling a 15,000-word library of uncommon sales practices.*

Sales 95

Sales Outsourced Development Pricing Technical Review 95

InsightSquared

MARCH 6, 2018

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. Start building out your sales operations department by hiring someone to own your CRM.

Sales Recruiting 119

Sales Recruiting Scale Sales Hiring Sales 119

The SaaS CFO

OCTOBER 25, 2018

I have spent years forecasting software and SaaS company financials. One area of the P&L that receives extra scrutiny from leadership and investors is the sales and marketing area. The post Simple Sales Efficiency Metrics for SaaS Leaders appeared first on The SaaS CFO.

Metrics 79

Metrics SaaS Sales Forecasting 79

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

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

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 171

Scale Sales Hiring Sales Recruiting Sales 171

SaaStr

NOVEMBER 26, 2019

Hear from Duo Security’s VP of Inside Sales America on how to build a $2.3B sales team. Jennifer Lawrence | VP, Inside Sales @ Duo Security. Today I’m going to start by telling you a little bit about me, a little bit about Duo, and then the secrets to building a killer inside sales org. FULL TRANSCRIPT BELOW.

Scale 217

Scale Sales Hiring Underperforming Technical Team Sales 217

Sales Hacker

OCTOBER 27, 2022

Sales cycle lengths extending? Forecast accuracy suffering? However, I’ve also failed to see a sales environment where learning from mistakes is prioritized. However, I’ve also failed to see a sales environment where learning from mistakes is prioritized. In most sales organizations: Wins are celebrated.

Forecasting 86

Forecasting Systems Review Leadership Sales 86

Sales Hacker

JULY 26, 2023

Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. The future of AI in sales What AI can do for account executives The Harvard Business Review found sales teams using AI increased leads by more than 50% and reduced costs by up to 60%.

ChatGPT 52

ChatGPT Scale AI Search AI 52

SaaStr

NOVEMBER 27, 2023

​Accurate sales forecasting is more critical to business success than most realize. During SaaStr Annual , Eric Huff, VP of Sales Strategy and Programs, and Theresa Stevens, Regional VP of the SMB sales team, shared an “under the hood” look at how Salesforce does its internal forecasting using Salesforce.

Forecasting 232

Forecasting SMB Technical Review Sales 232

Sales Hacker

FEBRUARY 1, 2022

In this episode of the Sales Hacker Podcast, we have Nelson Gilliat , Demand Generation Manager at Brantr Media and Author of Death of the SDR , a book whose controversial central philosophy we discuss. The problems with the SDR to sales handoff. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker podcast.

Sales 88

Sales Compensation B2B Social Media 88

Baremetrics

DECEMBER 7, 2023

This post will guide you through the process of building scenario-based forecasts in a SaaS financial model. Adjust your revenue forecast Base-Case scenario Worst-Case scenario Review bank balance before expense adjustments 4. Takeaway ‍ Example of three different revenue forecast scenarios Why create scenarios? Now forget it.

SaaS Payments 52

SaaS Payments Payment Services Sales Hiring Payments 52

Sales Hacker

MARCH 2, 2021

If you missed episode 149 check it out here: What Makes a Great Sales Leader with Hunter Madeley. Subscribe to the Sales Hacker Podcast. From hubcaps to Hubspot: Michelle’s sales career [1:27]. What has changed in sales leadership since 2005 [8:43]. How did you get started in sales in the first place?

Scale 59

Scale Sales Underperforming Technical Team Outsourced Development 59

Sales Hacker

AUGUST 23, 2019

61% of organizations had a dedicated sales enablement person, program, or function in 2018, according to data from CSO Insights. This explosive growth comes as no surprise, as successful programs are proven to have a large, quantifiable impact on sales success, specifically: The percentage of reps achieving quota improving by 22.7%.

Sales Enablement 73

Sales Enablement Technical Review Software Review Systems Review 73

SaaStr

SEPTEMBER 20, 2022

You know when that fancy VP of Sales you hired isn’t going to work out. You can re-forecast once a year, max. You know when you’re over your skis. You know when the burn is too high. So share it early, before anyone else can even see it. That builds more trust than you can imagine. After that, it’s just a miss, and accept it.

Venture Capital 343

Venture Capital Sales Hiring Forecasting Startup 343

Sales Hacker

APRIL 16, 2020

Looking at the sales space, we are facing a few very specific challenges. Only sales approaches that clearly connect your solution to the buyers’ specific business challenges — challenges that have been properly diagnosed beforehand — have a chance to succeed. The same is true for sales enablement. What’s missing?

Sales Enablement 104

Sales Enablement Sales Hiring Scale Sales 104

Baremetrics

DECEMBER 7, 2023

The benefits of a well-thought-out process includes increased visibility to your revenues, expenses, and cash flows, and a faster feedback loop to make your forecasting more operationally focused. If you get the setup wrong, you end up with bad data, incorrect reports and forecasts, which has a material impact on the business.

Payment Solutions 52

Payment Solutions SaaS Payments Payments Software Review 52

Valuize Consulting

NOVEMBER 5, 2021

Talking about baselines and forecasts will help your leadership understand the sustainability of performance and help build confidence that you are properly setting the business up for success. This guiding principle will help your leadership fully understand the story behind the metric and plan for the future.

Scale 52

Scale Metrics Forecasting Leadership 52

Sales Hacker

NOVEMBER 21, 2018

Like a long and arduous hike that seems to go on and on, a prolonged sales cycle can leave your team feeling drained, exhausted, wondering if they’ll ever reach the summit … and if they do, whether they’ll have the energy to climb the next mountain! Use Insights from Activity Data to Inform Sales Training.

Data 80

Data Software Review Technical Review Sales 80

Sales Hacker

SEPTEMBER 27, 2022

In this episode of the Sales Hacker Podcast, we have Scott Barton , VP of Industry Solutions at Varicent. He’s an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the right behaviors within your sales team. powered by Sounder.

Compensation 80

Compensation Sales Recruiting Underperforming Technical Team Leadership 80

Sales Hacker

FEBRUARY 12, 2021

If you’re familiar with what a CRM is already, then you intuitively know that an enterprise CRM is basically a CRM solution tailored to larger (enterprise-level) companies with complex processes and large sales teams. Analytics and forecasting. Sales enablement. HubSpot Sales Hub Enterprise. Enterprise CRM vs. SMB CRM.

Payment Solutions 84

Payment Solutions Enterprise Scale Payments 84

InsightSquared

NOVEMBER 15, 2017

Guest blog by Zahra Bukhari, sales operations manager at Localytics. An effective sales methodology is arguably the backbone of a successful sales team. Choosing the methodology that’s right for your organization is only one small step in the entire process, and the decision may not always be in the hands of the sales ops team.

Sales 88

Sales Forecasting Data Leadership 88

Sales Hacker

DECEMBER 21, 2017

What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling. Technology.

Scale 87

Scale Sales Recruiting Sales Hiring Technical Review 87