InsightSquared

NOVEMBER 19, 2018

So, as a sales leader or manager, what do you do? I’ve faced this challenge as a senior sales executive, sales enablement executive and outside sales enablement specialist. If you have open headcount for Q1 be interviewing in Q4. Behind headcount equals behind plan. Deal with under-performers.

Sales 78

Sales Headcount Sales Enablement Compensation 78

Intercom, Inc.

JUNE 21, 2018

Adam: Given that it’s the foundation of Sales Hacker, how important do you see the roles of content and community in sales today? You need to build an efficient sales team…you can’t just throw money or headcount at things. That was the impetus for starting Sales Hacker.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

Intercom, Inc.

JULY 28, 2022

Here are some of our favorite takeaways from the conversation: A sales organization needs a good foundation to scale. Attract and develop talent and invest in supporting resources like onboarding, sales enablement, and sales engineering.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

Sales Hacker

FEBRUARY 19, 2020

It’s your secret to finding the diamonds in the rough when you need more qualified leads, without increasing headcount. SaaS companies, who often have complex sales cycles coupled with small but agile sales teams, can especially benefit from lead scoring, since it allows small teams to punch well above their weight class.

Sales 120

Sales Underperforming Technical Team Systems Review Headcount 120

Sales Enablement, SaaS and Growth

MARCH 23, 2020

The Horizons Framework is an effective way to categorise projects, which in turn helps with assigning budget, headcount and timelines. It offers a way to focus on short, mid and long-term growth opportunities, and the eagle-eyed among you will notice that (see chart below), visually, it shares some similarities with the S Curve diagram.

Underperforming Technical Team 214

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 214

Stax

AUGUST 16, 2024

We’ve seen trimming of headcount. Fred Nelson, VP of Sales Enablement at Stax provides a succinct definition of embedded payments. They’re willing to take things slower, mature their business strategies, and focus on reducing debt overhangs. Here’s what Lily has to say about this trend. “We’ve

Payments 88

Payments Embedded Payments SaaS Payments Payment Solutions 88

Sales Hacker

MAY 26, 2021

There are so many dependencies involved with any sales organization and this is especially the case with larger and more complex products and companies. In order to make everything work, the sales ops team handles all of the backend processes. A career in sales, sales ops, or sales enablement?

Scale 68

Scale Sales Hiring Sales Outsourced Development 68

Intercom, Inc.

FEBRUARY 1, 2018

The great thing about performance marketing is the ROI is really obvious, so you can justify increased spend and increased headcount based on the performance, and that’s what we’ve done. There’s a separate team that does sales support and enablement.

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

ChurnZero

AUGUST 23, 2019

Q: If there is no headcount for a new CS ops person, what’s the best way to incorporate the function until you can get budget? If you look at a Sales Ops team, a lot of times that falls into the sales enablement bucket. A: That’s another great question.

Sales Hiring 40

Sales Hiring Scale Customer Success Retention 40

Hitenism

JANUARY 16, 2017

In 2014, Mixpanel’s Series B pitch deck spelled out the company’s expansion plans over the next two years: 3x sales headcount and rapidly race towards distribution. Reduce sales ramp time by 30-50% via sales enablement. Double headcount every 6-9 months.

Scale 147

Scale Venture Capital SaaS Headcount 147

Intercom, Inc.

JULY 29, 2021

So your goals in terms of headcount remained stable from pre-pandemic to post-pandemic? We paused all of our enterprise field sales, but in our HQ, we decided to put the foot down and really go for it. And ultimately, we had to do a lot of work on reengineering how we teach, train, and enable people. Kieron: Interesting.

Sales Hiring 224

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 224

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. And so we were able to pivot and we have strong sales enablement and alignment between marketing and sales to make that pivot. Our workforce is remote.

Travel 236

Travel Scale Marketing Outsourcing Services 236

Sales Hacker

JULY 22, 2021

The sales quota is usually set, taking into account your current salesforce headcount. It’s hard to be that precise in lead generation, so it’s normal to have +/- 10% over-or under-delivery within a month. Keep in mind that constant lead over-delivery is dangerous in the long term. Adjust metrics regularly.

Scale 117

Scale Sales Marketing Metrics 117

SaaStr

DECEMBER 3, 2020

Sam Taylor: So no matter what, I mean, Dropbox, no matter how you slice it, what function you’re in, was just insane from a growth perspective, headcount-wise, user base-wise, you name it. And how do you think it maybe impacted your operating mentality today?

Scale 247

Scale Sales Hiring Sales Recruiting Sales 247

Sales Enablement, SaaS and Growth

JULY 24, 2018

The number of employees when things get particularly troublesome are three, 10, 30, 100, 300 and 1,000 - before company headcount hits these milestones you’ll need to rethink how you operate. The Horizons Framework is an effective way to categorise projects, which in turn helps with assigning budget, headcount and timelines.

SaaS Payments 133

SaaS Payments Sales Hiring Business Payment Services 133

Kellblog

JANUARY 29, 2025

AI will be a huge driver of the rebound, because of both the large VC investment it attracts and its ability to convert headcount budget into software budget (e.g., win/loss analysis, sales enablement, sales training)? I now think the bloodletting will continue in 2025. The year of efficient growth.

Technical Review 85

Technical Review AI Search Software Review Systems Review 85