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 97

Sales Underperforming Technical Team Systems Review Headcount 97

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 109

Scale Sales Marketing Metrics 109

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

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 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

Sales Hacker

OCTOBER 2, 2020

What’s the difference between sales enablement and Sales Engagement? As sales leaders figure out how to do more with less, 9 out of 10 sales orgs consider a Sales Engagement Platform (SEP) critical to their team’s success. What is a Sales Engagement Platform (SEP)?

Scale 132

Scale Engagement Sales Sales Enablement 132

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

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 176

Travel Marketing Scale Outsourcing Services 176

Sales Hacker

APRIL 29, 2021

If you’re going to welcome sales folks into the writer’s room, possibly in collaboration with the marketing team, then it will be more important than ever to distinguish between the unique roles and functions which make up your sales content supply chain. In some cases, sales reps are the primary source of new sales content.

Scale 102

Scale Sales Hiring Sales Headcount 102

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 174

Scale Sales Hiring Sales Recruiting Sales 174

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.

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

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 131

SaaS Payments Sales Hiring Payment Services Business 131