Sales Hacker

NOVEMBER 14, 2019

At the forefront of this change is what we at Engagio call, Account-Based Everything (ABE), some people know it as Account-Based Sales Development (ABSD), and others call it Account-Based Marketing (ABM). We’re going to look at what data you need to develop an account targeting strategy and where to get that data.

Underperforming Technical Team 74

Underperforming Technical Team Technical Review Data Development Team Review 74

OPEXEngine

MARCH 9, 2022

How can Finance and Engineering management work together to diagnose weak areas, and shift R&D resources to produce better outcomes for the company? For over a decade, we have been benchmarking R&D expenses and headcounts. Work with engineering teams to understand how and where they’re getting faster or slowing down.

Software Review 59

Software Review Development Team Review Technical Review Outsourced Development 59

ChurnZero

JUNE 26, 2020

Using ambiguous instructions and poor questions. Double meanings cause the double work when you’re forced to redo what’ve you done due to misunderstandings. Implementation – What time constraints is our team working against to launch the product? What challenges is your Customer Success team facing?

Customer Success 98

Customer Success Software Review Software Scale 98

OpenView Labs

MAY 20, 2019

That’s certainly true in developer tooling (AWS), sales and support (Salesforce), MarTech (Adobe), commerce (Square), HR tech (Workday) and even vertical markets (Veeva). Meanwhile, marketing teams from every competitor fight to rank on the same top keywords, driving costs per click through the roof. They aren’t alone.

Scale 96

Scale Startup Technical Review Software Review 96

Chart Mogul

SEPTEMBER 26, 2024

Revenue Operations (RevOps) is a business function that focuses on maximizing revenue by aligning the teams that directly impact the bottom line. … Or, simply put, it’s a connecting link between your sales, marketing, and customer success teams. But as your company scales, relying on headcount growth alone won’t cut it.

Revenue 52

Revenue Technical Review Sales Hiring Scale 52

Intercom, Inc.

MAY 19, 2022

Here are a few key takeaways: An Internal Quality Score offers a more holistic view of an agent’s strengths and opportunities for growth and helps organizations gain insight into their teams’ work. IQS is a metric used to measure how well your support team performs against internal standards.

Benchmarks 104

Benchmarks Sales Hiring Scale Strategy 104

OpenView Labs

SEPTEMBER 3, 2020

It’s especially important in the tech industry where competition for the best and brightest is fierce. Culture helps a company define itself, attract the right team members and customers, and differentiate in the marketplace. It’s the “why” behind the mission and the glue that holds everyone together in good times and bad.

Scale 98

Scale Scaling Underperforming Technical Team Company Culture 98

Sales Hacker

JULY 8, 2020

Michael has 15 years of experience running global sales and product teams across multiple software and FinTech companies. Overseeing the growth of their sales and business development organization from 2 to 30 teams across the U.S. Michael Coscetta: I feel bad for those three people because they are definitely missing out.

Scale 122

Scale Scaling VP of Engineering Technical Review 122

ChurnZero

OCTOBER 15, 2021

They reviewed all our contracts. From an investor standpoint, a qualifying metric means I don’t care what the rest of your company looks like, I don’t care how excited I am about your people or your technology, I don’t care if you’re growing 5x, if your NRR is not right, you’re disqualified.” – You Mon Tsang, CEO at ChurnZero.

Customer Success 97

Customer Success Benchmarks Scale Underperforming Technical Team 97

OpenView Labs

MAY 20, 2019

That’s certainly true in developer tooling (AWS), sales and support (Salesforce), MarTech (Adobe), commerce (Square), HR tech (Workday) and even vertical markets (Veeva). Meanwhile, marketing teams from every competitor fight to rank on the same top keywords, driving costs per click through the roof. They aren’t alone.

Scale 69

Scale Startup Technical Review Software Review 69

Valuize Consulting

DECEMBER 13, 2021

As Customer Success as a discipline has grown, it has also developed an accompaniment of misconceptions and myths, generating a lot of confusion about how to do it right and scale successfully. Due to this quota-less engagement model, many internal organizations view Customer Success as akin to “expensive customer support.”

Customer Success 52

Customer Success Scale Technical Review Underperforming Technical Team 52

OPEXEngine

AUGUST 9, 2021

If the new solution doesn’t produce this, then the implementation team has likely set its sights too low or has ignored significant value-creating and change opportunities. The result is often a misallocation of capital and poor long-term performance for the firm. The Flexibility Problem.

Software Review 52

Software Review Underperforming Technical Team Technical Review Headcount 52

ChurnZero

JUNE 3, 2022

VC and PE firms now ask founders about the metrics owned by CS teams, specifically NRR and GRR , within the first ten minutes of conversation. Paul: What’s the most disruptive technology of all time? It’s an amazing technology and so simple. Paul: If you could use technology to solve one world problem what would it be, and why?

Customer Success 52

Customer Success Sales Hiring B2B Technical Review 52

ChurnZero

JUNE 3, 2022

VC and PE firms now ask founders about the metrics owned by CS teams, specifically NRR and GRR , within the first ten minutes of conversation. Paul: What’s the most disruptive technology of all time? It’s an amazing technology and so simple. Paul: If you could use technology to solve one world problem what would it be, and why?

Customer Success 52

Customer Success Sales Hiring B2B Technical Review 52

Crafty CTO

APRIL 12, 2020

Bigger – it speaks to every aspect of the software development process. Shape Up is the Basecamp team’s distillation of how they themselves develop software, superbly written and illustrated, freely contributed to the world as an online and downloadable e-book. Big as in a 143 page PDF. ” So what is Shape Up?

Underperforming Technical Team 52

Underperforming Technical Team New CTO Technical Review Software Development 52

OpenView Labs

MAY 20, 2019

That’s certainly true in developer tooling (AWS), sales and support (Salesforce), MarTech (Adobe), commerce (Square), HR tech (Workday) and even vertical markets (Veeva). Meanwhile, marketing teams from every competitor fight to rank on the same top keywords, driving costs per click through the roof. They aren’t alone.

Scale 40

Scale Startup Technical Review Software Review 40

Intercom, Inc.

JULY 29, 2021

And so, Mark Rudden and his team had to figure it all out by themselves. Fortunately, Mark had quite a bit of experience working and scaling teams in demanding, hypergrowth environments. Building a great sales team: How Intercom fosters and maintains its sales culture. Onboarding, but make it remote. So it was an obvious choice.

Sales Hiring 224

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 224

Sales Hacker

MAY 13, 2025

29:00 The shift from product-led to intelligence-led SaaS development. B2B companies like Hivebrite and Equilend trust TriNet to help handle the infrastructure of their workforce, so their teams can focus on execution. Reviews, they took over a lot of the reputation stuff. What is the rating of those reviews?

AI Search 71

AI Search AI ChatGPT Software Review 71

Andreessen Horowitz

JANUARY 17, 2024

They know there’s 5 individuals with semi-automatic weapons in the car, SWAT team responds, and those people are now in jail. In this particular case, another piece of our technology, the ShotSpotter technology, was able to detect that over 60 rounds had been fired, and we knew that there were 2 vehicles that had been shooting.

Technical Review 80

Technical Review Underperforming Technical Team Technology Systems Review 80

Kellblog

JUNE 4, 2023

There may be a services relationship (channel) where the GSI agrees to use the vendor’s strategic consultants, acquired at a wholesale price, blended into the team responsible for a project (and in order to ensure there is specific product expertise on the team). technology alliance partners). Some resell. Some recommend.

Sales Recruiting 128

Sales Recruiting Compensation SaaS Sales Hiring 128

Baremetrics

JULY 25, 2019

Because of its immense impact on warfare and commerce, weather forecasting has commanded significant research and development focus since the 1980’s, second only to cryptography in global consumption of compute cycles. It feels hotter outside than yesterday” : “Our sales team has more momentum than last month.” Yes and no.

Forecasting 88

Forecasting Scale Sales Hiring SaaS 88

SaaStr

DECEMBER 3, 2020

In Today’s Episode We Discuss: * How Sam made his way into the world of SaaS with Dropbox and how that led to his leading the sales and success team today @ Loom. What was Sam’s biggest lesson from scaling the sales team at Dropbox? I worked in semiconductor before getting into the tech side of things. I worked in solar.

Scale 217

Scale Sales Hiring Sales Recruiting Sales 217

Sales Hacker

MARCH 11, 2025

Cassie’s time in tech dates back to 2006, when she joined TheLadders.com as an early employee and managed marketing and analytics for the company’s subscription business. She began her career as a tech and media analyst at Citigroup Global Corporate & Investment Bank. 22:16 The best ways to measure customer trust.

Scale 75

Scale Technical Advisors Sales Hiring Technical Review 75

Chart Mogul

MAY 7, 2025

It seems obvious: focus brings team unity and compounds the impact of everyone’s work. It seems obvious: focus brings team unity and compounds the impact of everyone’s work. Typically, it outlines the industry, headcount, revenue, tech stack, location, and buying behavior of your hypothetical “ideal customer.”

Scale 52

Scale Sales Hiring Underperforming Technical Team Churn 52

Sales Hacker

DECEMBER 10, 2024

Martin brings a wealth of experience in building and scaling sales teams, developing effective go-to-market strategies, and navigating the challenges of startup growth. 35:30) Optimal team structures for SMB sales organizations. (52:25) 52:25) Why in-person sales environments are crucial for early-career development. (53:46)

Scale 110

Scale Sales Hiring Scaling CTO Coach 110

Kellblog

JANUARY 29, 2025

As always, Ill review my 2024 predictions (with my generous self-scoring) and then make ten predictions for 2025. 2024 Predictions Review 1. 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., Election dejection.

Technical Review 85

Technical Review AI Search Software Review AI 85