SaaStr

JANUARY 30, 2023

They focused on building a payment platform that empowers international talent and independent contractors to get paid on time in a compliant way while also ensuring that companies can hire international talent and make payments efficiently. From paid ads to account executive productivity, inform any decision you can with data.

Sales Hiring 226

Sales Hiring Payment Services SaaS Payments Scale 226

Sales Hacker

JULY 28, 2021

After spending many quarters creating sales forecasts, you should have the process down and deliver precision accuracy. Unfortunately, sales forecasting is not that straightforward. In fact, 60% of forecasted deals don’t close, leading to uncomfortable conversations about budgets and with investors. Just kidding.

Forecasting 113

Forecasting Scale Sales Hiring Sales 113

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

OpenView Labs

AUGUST 19, 2021

Sales recruiting is broken. The sad truth is that VP of Sales are turning over within 19 months —and that timeline is shrinking. . Not only that, the market has heated way back up and the VP of Sales is one of the most sought after roles. What is the hardest executive hire you’ve made? Therein lies the dilemma.

Sales Hiring 82

Sales Hiring Sales Recruiting Scale Startup 82

Neil Patel

FEBRUARY 26, 2021

In an ideal world, sales teams and business leaders would have crystal balls to help them predict accurate sales forecasts. With these predictions, it would be easier to create budgets, set goals, know when you’ll need to hire more people, and so much more. Firstly, you need to understand what forecasting is.

Forecasting 115

Forecasting Sales Hiring Sales Trends 115

SaaStr

MARCH 24, 2021

If you want to hire your first sales rep and close more deals, you need to understand how the sales process works, what tools your team needs to be successful and learn to speak sales. Sales definitions you should know. CRM objects — Represent the sales relationship you have with a specific person or company.

Sales Hiring 291

Sales Hiring Startup Sales Forecasting 291

Andreessen Horowitz

APRIL 23, 2024

Whether it’s creating better tools to write code and test code, better tools for customers to engage with reps, better tools for sales teams to engage with their prospects, all those things are happening inside of Bill. Alex: Let’s forecast out. Alex: Did they get hired? I would say, part of hiring is also firing.

Payments 107

Payments Forecasting Payment Services Payment Solutions 107

SaaStr

APRIL 5, 2023

Revenue Operations Is Much More Than Sales Revenue ops aren’t just GTM, GTM strategy and ops, sales or marketing ops, but you’ll see these titles and roles in various companies. Considering aspects of sales and GTM strategies. They seek out someone for campaign management and leveraging the right tools for marketing.

Sales Hiring 196

Sales Hiring Education Scale Strategy 196

SaaStr

OCTOBER 20, 2023

OpenAI’s Head of Sales, Aliisa Rosenthal, joined OpenAI a year and a half ago — before ChatGPT launched. A friend joined Jasper as president and asked her to run the sales team. Sam said he had no idea what sales would look like at OpenAI or how to go to market with their products, but they went for it. They’re on a rocket ship.

ChatGPT 232

ChatGPT AI Search Scale Sales Hiring 232

SaaStr

JUNE 21, 2023

They hired their first VP of Sales with a wonderful pedigree and experience at some of the hottest startups. Harbaugh had to sheepishly go to their new board member and tell them that instead of achieving their forecasts to go from $1M-$5, they’d be lucky to eke out $1.5M because they needed to rebuild the sales team.

Sales Recruiting 243

Sales Recruiting Sales Hiring Underperforming Technical Team Pricing 243

SaaStr

JULY 13, 2022

First, you hire your sales team. Finally, growth occurs when sales, product, and marketing can come together. Mistake 2: Hiring with urgency. Founders often hire sales teams with urgency, even in a volatile market, resulting in hires who may not be successful salespeople for your organization.

Scale 217

Scale Sales Hiring Revenue Marketplace as a Service 217

SaaStr

MAY 14, 2023

Daniel, you grew to 3 million in ARR before you hired a VP of Sales. You had all the reps and SDRs reporting to you, managed it all yourself. How’d you manage all that? Daniel : We followed a lean start up approach to building our sales process. An engineering team and the sales team was me with a laptop.

Sales Hiring 233

Sales Hiring Sales Recruiting Scale Payment Methods 233

Baremetrics

NOVEMBER 28, 2021

To do this, you need to use financial forecasting and scenario planning. Financial forecasting provides insights into how your company’s revenue and expenses are changing over time and will change into the future. Together, they give you the information you need to excel at strategic management. What is financial forecasting?

Forecasting 98

Forecasting Sales Recruiting Sales Hiring Government 98

SaaStr

OCTOBER 30, 2021

I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. Together we combed through AngelList and found companies that we saw potential in, however, most were not hiring. While at Gorgias, I expected to leave with as much knowledge to earn me an honorary bachelor’s in sales.

Scale 257

Scale Sales Hiring Sales SMB 257

InsightSquared

MAY 3, 2019

Having an accurate sales forecast is critically important to the business. As these numbers roll up to the executive team and board members, many decisions are made from them including future investments, product launches, hiring and strategic planning. But the challenge remains: forecasting accurately is hard.

Forecasting 98

Forecasting Sales Hiring Trends Sales 98

Baremetrics

APRIL 27, 2021

Revenue forecasting models help you plan your next phase of growth. Financial models also help you plan how to pivot in response to certain scenarios, like a sudden drop-off in sales or an unexpected surge in demand. Ready to go to the next level with your forecasting metrics? What is Revenue Forecasting?

Forecasting 89

Forecasting Revenue Sales Hiring Outsourced Development 89

InsightSquared

MAY 25, 2021

Industry-first Benchmark Study from InsightSquared and RevOps Squared Reveals Top Avenues for Boosting Forecast Accuracy include Improved Data Quality, Increased Sales Rep Accountability and Automation . Following are key takeaways from the research: Sales Rep involvement and data quality are key to improving accuracy.

Forecasting 62

Forecasting Artificial Intelligence Sales Hiring Benchmarks 62

Tom Tunguz

MAY 2, 2013

To many entrepreneurs, hiring the first salesperson is a mystery. The great part about sales teams and sales departments is that they quantitative - sales teams thrive on numbers. At the most fundamental level, sales productivity has to exceed costs. The output of that salesperson - sales productivity.

Sales Hiring 107

Sales Hiring Compensation Forecasting Pricing 107

SaaStr

JANUARY 12, 2022

When sales teams succeed, the company succeeds. But running a high-performing sales team isn’t an easy task. How can you ensure success within your sales organization in a way that scales with you? Define your ideal account executive profile and use that when interviewing potential reps.

Scale 212

Scale Leadership Sales Hiring Sales 212

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. And this is exactly why you hired them! Singular focus on sales.

VP of Engineering 95

VP of Engineering Sales Hiring Sales Recruiting Sales 95

Point Nine Land

DECEMBER 1, 2020

A methodology in five simple steps I learned how to run forecast and pipeline reviews, first, by distilling what my sales managers did when I was a sales rep and, then, building my own systems as a sales leader at Revinate, at Framer, and advising a number of B2B SaaS companies. Why forecasting?

Systems Review 59

Systems Review Development Team Review Forecasting Software Review 59

Chart Mogul

NOVEMBER 26, 2020

As 2021 approaches, discussions about forecasting MRR are becoming commonplace in companies of all sized. It’s sort of like being the weather forecaster — perfection unattainable. I just reviewed a forecasting model that I built 6 months ago where actual MRR is going to beat the modeled prediction for MRR a month early.

Forecasting 116

Forecasting Advertising Sales Hiring Churn 116

Point Nine Land

MARCH 7, 2019

The issues are real and include:  —  @jasonlk In a funny coincidence, one of our portfolio CEOs wrote me an email with the subject “Should we be hiring a CFO?” If there’s a trade-off between hiring a CFO and, say, a marketing leader or 1–2 developers, most founders will understandably go for the latter.

Sales Hiring 72

Sales Hiring Outsourcing Services Payment Services Finance 72

Kellblog

MAY 10, 2021

In this post, I’ll present what I view as the minimum sales management framework for an enterprise SaaS startup — i.e., the basics you should have covered as you seek to build and scale your sales organization [1]. Pipeline management rules, with an optional stage matrix. Forecasting rules. Value (e.g.,

Sales Hiring 109

Sales Hiring Scale Sales Recruiting Enterprise 109

Kellblog

FEBRUARY 22, 2024

In this episode we hit on a wide range of topics including: The metrics that matter in SaaS today Why CAC Payback is flawed and CAC ratio is better Why you need to hire sales reps three-at-a-time (aka, modulo 3) How to forecast in 2024 and in general (keyword: triangulate) The biggest mistakes made in forecasting, and how sales management practices (..)

Sales Hiring 84

Sales Hiring Forecasting Interviewing Customer Success 84

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

FEBRUARY 24, 2023

On the other hand, the sales expenses form a larger share of operating expenses as the GTM motion is leveraged. Here are some insights on how top-tier companies have adopted to navigate the current market situation: 20% of companies are doing layoffs, 20% have hiring freezes, and 60% are slowing hiring.

Scale 207

Scale Sales Hiring Scaling Venture Capital 207

Sales Hacker

JULY 1, 2019

Sales forecasting is a crucial business exercise. Accurate sales forecasts allow business leaders to make smarter decisions about things like goal-setting, budgeting, hiring, and other things that affect cash flow. As a result, they may not be aware of any problems the sales pipeline in time to fix them.

Forecasting 62

Forecasting Sales Hiring Sales Software Review 62

Tom Tunguz

JANUARY 31, 2021

It’s February 1st and many software startups herald the new fiscal year with Sales Kick Off (SKO). During SKO, leaders discuss the strategy of the company, discuss product advances, and share the financial plan highlights including changes to quota and accelerators for sales commissions. Account Executive.

Forecasting 143

Forecasting Sales Hiring Headcount Finance 143

SaaStr

MAY 17, 2024

When to Hire Your First CPO You have to evaluate when you need your first Head of Product. Depending on the stage and maturity of your business, how far can you realistically forecast, and how do you want to set up your process around that? A lot of sales doesn’t work that way. It may not be a CPO, Anneka says.

Scale 229

Scale Technical Review Sales Hiring Artificial Intelligence 229

Sales Hacker

JUNE 14, 2018

There are many levers a sales leader or organization may pull to gain scale, accelerate revenue, drive cost savings, or augment sales team structures. A viable and proven option is handing over some or all of your sales efforts to outsourced sales professionals. 5) DO ensure sales and marketing are aligned.

Outsourcing Services 58

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 58

OpenView Labs

OCTOBER 8, 2020

First, we saw the emergence of the sales operations function. And now that product management has been on the scene for a good three decades or so, it has also matured to the point of warranting an operations function of its very own. . ” Such chaos can be managed by focusing on the purpose of an ops function.

Sales Hiring 96

Sales Hiring Management Technical Review Scale 96

Sales Hacker

APRIL 22, 2022

This is where a Sales QBR or ‘Quarterly Business Review’ comes into play. What is a Sales QBR? A QBR is an executive business review of the previous quarter’s sales and a strategic planning session to build playbooks and forecasts for the upcoming quarter. Related: How to Prepare for a Sales Development QBR.

Sales Hiring 92

Sales Hiring Sales Forecasting Underperforming Technical Team 92

Sales Hacker

JUNE 16, 2022

Successful sales leaders were once great salespeople. They know how to identify and qualify opportunities, progress them, maximize the revenue, forecast accurately and close the deal. Today’s sales leaders require more than the above. It starts with hiring the best, retaining and enabling them to perform at their full potential.

Scale 82

Scale Leadership Sales Hiring Sales 82

SaaStr

JANUARY 24, 2022

Quickly, though, your attention turns to initial traction, your first critical hires, and building out those early business functions. With early revenue, you start thinking about churn and scalability of every aspect of the business, including product, infrastructure, customer support, sales and marketing. Mistake #4: DIY Accounting.

Finance 318

Finance Outsourcing Services Systems Review Technical Review 318

SaaStr

SEPTEMBER 28, 2023

But developers notoriously don’t want to talk to anyone ever, and they’ll still spend six figures and beyond without ever talking to sales. Head of Sales: They don’t understand what SAML means and don’t plan to learn it. 50% of SaaS sales are outside of North America. Some are the same in terms of ease of use.

Enterprise readiness 221

Enterprise readiness Payment Solutions Enterprise Payments 221

SaaStr

NOVEMBER 14, 2019

If your SaaS business has a sales team, there’s no way to grow 100% year-over-year without also growing your sales leadership. In this talk, CircleCI VP of Revenue Jane Kim will talk about the 5 mistakes all new sales leaders make. Sorry, I’m a sales leader, I can’t help it. SaaS = Software that scales.

Scale 161

Scale Sales Hiring Scaling Underperforming Technical Team 161