Sales Hacker

MAY 19, 2021

This helps us with our prospecting strategies but it also helps our reps develop their skill set and become stronger in their role. When a customer says that now is bad timing, I know that my rep didn’t understand the customer’s pain enough to drive value and offer a solution to their current problems. This is actually gold for us.

Data 104

Data Underperforming Technical Team Headcount Sales Funnel 104

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. Growth trends.

Underperforming Technical Team 76

Underperforming Technical Team Technical Review Data Development Team Review 76

BetterCloud

MARCH 17, 2025

Shadow AI, aka the unsanctioned artificial intelligence based applications that are in your tech stack, is often adopted by individual teams or employees for perceived productivity gains. Its important to decide which employees in each department will take ownership and handle the line items for their team and manage everything.

Technical Review 52

Technical Review Strategy Marketplace as a Service SaaS 52

Sales Hacker

SEPTEMBER 2, 2023

Pipeline analytics: Offers sales managers a view of their teams’ pipelines that goes beyond what’s available in their native SFA applications. I am super unimpressed with the current Go-to-market tech stack options…If I found the right team to start a company to take out all of them I would. A couple of big challenges & trends.

AI 96

AI Revenue Scale ChatGPT 96

Intercom, Inc.

JULY 12, 2018

As VP of Corporate Strategy at Twitter, Elad Gil was a key player as company headcount skyrocketed from 90 to 1,500 employees. This wasn’t Elad’s first experience with hyper growth – Google grew headcount 10x during his time as a product manager there – nor the last. The second is employees.

Sales Hiring 120

Sales Hiring Scale Sales Recruiting Technical Advisors 120

Intercom, Inc.

MAY 19, 2022

We wanted a deeper view into the industry, and so, we surveyed almost 300 leaders across a range of industries to discover the key trends emerging in the customer support space. Using bots to triage conversations or solve simple queries frees your team to focus on more complex issues and allows you to scale without adding headcount.

Benchmarks 104

Benchmarks Sales Hiring Scale Strategy 104

Clouded Judgement

SEPTEMBER 19, 2023

If you don’t want to manage all of the infrastructure around Iceberg (plus allocating headcount to do this!) The rise of foundation models and generative AI only furthers this trend. Iceberg is an open table format developed by Ryan Blue and Dan Weeks (2 of the 3 co-founders of Tabular) while they were at Netflix.

Data 130

Data Government Scale GCP(Google Cloud Platform) 130

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

OCTOBER 15, 2021

In this article, we share three Customer Success trends to look out for in 2022: NRR becomes red hot (watch out). To varying degrees, these trends are already happening now, but will only continue to grow – gradually, then suddenly. Your team will start to get pushed on the money side of things. NRR becomes red hot (watch out).

Customer Success 97

Customer Success Benchmarks Scale Underperforming Technical Team 97

OpenView Labs

JUNE 10, 2019

For proof, might I suggest the classic post Good Product Manager/Bad Product Manager , which presents a very different vision for the role of product manager than most of us have today). They know the immense value of user input and customer development. Team Alignment. Table of Contents. Best Practices. Creating a PM Function.

Management 75

Management SaaS Scale Sales Recruiting 75

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

OpenView Labs

SEPTEMBER 3, 2020

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. Every day, our teams are sending signals out, internally and externally,” Kristin said.

Scale 98

Scale Scaling Underperforming Technical Team Company Culture 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 69

Scale Startup Technical Review Software Review 69

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. Tight integration makes historical comparisons easy and automatic.

Software Review 52

Software Review Underperforming Technical Team Technical Review Headcount 52

OpenView Labs

MAY 5, 2021

Many companies are strategic consumers of open-source software as a means to reduce the burden on their software engineering team to build everything from the ground up. Open-source communities typically fall into one of two buckets: user communities or developer communities.

Business 64

Business SMB Scale DevOps as a Service 64

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. There are more CS job postings than there are qualified candidates to fill them (see point above)—a hiring trend predating the great resignation, which has only intensified demand.

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. There are more CS job postings than there are qualified candidates to fill them (see point above)—a hiring trend predating the great resignation, which has only intensified demand.

Customer Success 52

Customer Success Sales Hiring B2B Technical Review 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.

JANUARY 16, 2019

Growing a sales team isn’t as simple as putting a bunch of A players in a room and getting them to start selling your product. When done right, your sales team won’t just accelerate your company’s growth; they’ll enrich your company’s culture and help build a better product too. 12 steps to build a world-class sales team.

Scale 156

Scale Sales Hiring Underperforming Technical Team Scaling 156

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. Mike Walrath: Yeah, so it was incredibly unfun at the time being on the wrong side of that trend.

AI Search 72

AI Search AI ChatGPT Software Review 72

Sales Hacker

JANUARY 7, 2025

With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth. It helps me and the team be so much more productive. And this year I came back to work and had so many emails in my inbox the number was scary.

Outsourcing Services 113

Outsourcing Services Scale Outsourced Development AWS 113

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.”

Forecasting 88

Forecasting Scale Sales Hiring SaaS 88

Sales Hacker

JUNE 10, 2025

How to Work with VC Talent Teams ” → A tactical guide on how to engage with venture capital talent teams effectively (e.g., How to Work with VC Talent Teams ” → A tactical guide on how to engage with venture capital talent teams effectively (e.g., what to ask, how to prepare, what not to do). In 2021, right?

Sales Recruiting 66

Sales Recruiting Sales Hiring AI Search Scale 66

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 112

Scale Sales Hiring Scaling CTO Coach 112

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., While Id argued that podcasts would peak in 2024, both market forecasts and industry trends suggest that podcasts will continue to grow in the years to come.

Technical Review 87

Technical Review AI Search Software Review Systems Review 87