Sales Hacker

SEPTEMBER 25, 2019

In June, CNBC reported that recently listed cloud software companies were getting crushed for poor sales execution. Enterprise sales is hard, which is why most businesses start as an SMB org and grow into an enterprise org. 2 rules for transitioning from SMB to enterprise. Today, enterprise sales is harder than ever.

SMB 73

SMB Enterprise Strategy Compensation 73

SaaStr

DECEMBER 15, 2022

SaaStr 548: How to Build a Super High-Retention Sales Team with Twilio SVP & GM of North America Sales, Alice Katwan. #10. SaaStr 521: How To Create a High Performing Sales Organization: Five Strategies for Driving Peak Performance Through Reimagined Management with Hootsuite CRO Melissa Murray Bailey. #8.

Scale 148

Scale SMB Innovation Scaling 148

SaaStr

JULY 8, 2022

Half of Gorgias’ almost 10,000 SMB customers come from partners. How To Innovate Faster with Community: Insights From GitLab CEO Sid Sijbrandij. Top 5 Ways to Scale a Sales Team with Zoom CRO Ryan Azus and SaaStr VP of Sales Bryan Elsesser. . #6.Top Here’s how they do it. #5.

VP of Engineering 241

VP of Engineering Scale Outbound Sales Team SMB 241

SaaStr

MARCH 19, 2020

Depending on who you are, and what you do, sales may or may not have slowed way down. They will keep innovating. And even when you do check “dashboards” from SMB-y apps, they often don’t even look like dashboards. Make it a core asset for your sales and customer success team. Renewals will be easier.

SMB 345

SMB Enterprise Innovation Communication 345

SaaStr

DECEMBER 30, 2021

Isn’t it better to go around the CIO, with a sale directly to an operational group within a large company? Aren’t sales cycle incredibly long at the CIO level? But They Do Expect Continual Innovation. The Social Contract is that you will be highly innovative — and the CIO gets input on the roadmap.

Startup 254

Startup SMB Enterprise Innovation 254

SaaStr

MAY 24, 2021

Roundtable: 5 Tips to Reduce the Enterprise Sales Cycle with TripActions. Roundtable: Fueling Product Innovation on the Path to $10B with Workday. Enterprise, SMB and Everything In Between: How to Build a Business that Scales With Your Customers with Zendesk. Tyler Lessard & Ellen Stafford. Michael Sindicich. Pete Schlampp.

Scale 157

Scale Enterprise SMB SaaS 157

SaaStr

APRIL 14, 2023

Enterprise will likely have a different problem set vs. an SMB. You can sell to great companies as first users and engage in founder-to-founder sales, but close to series A, you need to keep your eyes on more developed markets to achieve VC-type tech company growth. As global investors, GGV Capital looks at SaaS companies in the U.S.,

Development Team Review 226

Development Team Review Technical Review Underperforming Technical Team SMB 226

SaaStr

JANUARY 29, 2021

From completely pivoting the product early on, to becoming an essential software tool for inside sales reps — here’s a look into how SalesLoft landed some of the Cloud giants like Shopify, Google, and Slack as its customers, and what it takes to build a Unicorn company in today’s changing market. But also, more innovation.

Scale 274

Scale Social Media SMB AI 274

SaaStr

JANUARY 26, 2022

So UserTesting is a case study on how great SaaS can be (innovating and creating a market leader, and driving it to $160m+ ARR) … and also hard SaaS can be. They started as pay-as-you go and pretty SMB / PLG. 705 total employees — with 309 employees in sales & marketing, 166 in R&D. Not great but OK.

Scale 229

Scale SMB Enterprise Pricing 229

Sales Hacker

OCTOBER 30, 2018

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

Tom Tunguz

OCTOBER 21, 2017

In 2012 ChiefMartec landscape counted 350 vendors selling to sales and marketing. Salesforce for Sales, Workday for HR & Finance, ServiceNow for Operations, Atlassian for Engineering and so on. Segmentation - focus on SMB, Mid-Market, or Enterprise, to play where competition isn’t present. Today, that figure is 5000.

SaaS 188

SaaS Venture Capital Finance Machine Learning 188

Sales Hacker

FEBRUARY 15, 2018

15, 2018 – Sales Hacker, the leading resource for sales innovation, acceleration, and the future of sales, is set to host The Revenue Summit , on March 1st, 2018 in San Francisco, California. This event will teach executives the most innovative and actionable best practices to scale revenue.

Scale 66

Scale Customer Success Revenue Marketing 66

Neil Patel

DECEMBER 14, 2021

This announcement is a testament to the hard work of our growing pool of talented employees as well as our major enterprise and SMB clients. Our growing team is dedicated to implementing innovative, adaptive, and data-driven digital marketing plans that help brands connect with their audience. Our SMB Clients. The results?

Technical Review 92

Technical Review SMB Sales Hiring Finance 92

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 57

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 57

InsightSquared

OCTOBER 24, 2017

To help you stay up-to-date on the latest sales intelligence, sales operations and sales leadership discussions happening during the conference, we curated a list of seven influencers you should follow on Twitter, and included their speaking sessions. . Jason Jordan, @JasonRJordan : Sales Management expert, author, and speaker.

Sales 63

Sales SMB Leadership AI 63

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. Then, the sales team went to work. When making a sales hire, Max pays attention to the way candidates approach getting the job.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

SaaStr

MARCH 7, 2021

Yes, you can manage the sales team yourself. Cash was tight and I didn’t know any great VPs of Biz Dev, so between myself and my VPs of Sales, Product and Customer Success, we all jointly managed our key partners. 8/ Specializing the sales team earlier. Field vs. mid-market vs SMB early. Steak dinners always work.

Part-Time VPE 269

Part-Time VPE Sales Recruiting Sales Hiring Scale 269

SaaStock

JANUARY 25, 2019

Omie main goal is to bridge the efficiency gap in Brazilian SMB, helping customers to be more prosperous. Omie is the only SaaS company figuring among 100 fastest growing SMB in Brazil, according to Deloitte Consulting, ranking #3. It offers innovative software, relationship and management support. CEO : Marcelo Lombardo.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

Tom Tunguz

JUNE 19, 2016

It builds products of the highest quality often with innovative and novel manufacturing techniques. If a startup decides to sell their product through a channel partner in addition to their direct sales team, they add another layer of complexity. The company positions itself in the market as a premium brand. Customers will be confused.

Pricing 113

Pricing Startup Strategy Development 113

SaaStr

MAY 8, 2020

Prior to Work-Bench, Jessica was a Learning and Development Manager at Cisco Systems, where she worked with the Engineering organization on Agile transformation, innovation and culture. What does Jessica believe is the right way for sales reps to engage with new customers during this time? What should be the compromise with discounts?

Sales Recruiting 176

Sales Recruiting Technical Review Sales Hiring Outsourced Development 176

Tom Tunguz

JUNE 26, 2013

In the last two years, financial services startups have been innovating impressively quickly and challenging some of the fundamental ways in which capital and credit are distributed. The next wave of innovation in consumer credit seems to be the use of social signals as determinants of creditworthiness.

Merchant Services 100

Merchant Services Payments Point of Sale Startup 100

Intercom, Inc.

MAY 13, 2021

Although Linda started her career in sales, she has spent the past twelve years scaling post-sales teams and moving hyper-growth companies like Zendesk, Slack, and now Gong upmarket into the enterprise realm. Of course, we always excelled in SMB at Slack as well. “I joined Slack at a revenue stage of 50 million ARR.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

Sales Hacker

JANUARY 14, 2019

This week on the Sales Hacker podcast , we talk to Amy Appleyard , the recently appointed SVP of Global Inside Sales at CarbonBlack. . Amy walks us through her background from being an SMB entrepreneur to leading large sales teams and why sales emerged as her true calling. Subscribe to the Sales Hacker Podcast.

Scale 54

Scale Sales Hiring Sales Interviewing 54

Intercom, Inc.

DECEMBER 5, 2019

In some cases, the allure of the big enterprise can be distracting in some ways, that there’s nothing wrong with having a company that’s focused entirely on SMB and mid-market companies. Chatbots can be a great way to help a typical inside sales rep have much more interesting conversations during the day.

Scale 118

Scale Scaling Artificial Intelligence Business 118

Kellblog

APRIL 25, 2022

This is a class action against Burger King for unfair and deceptive trade practices concerning the sale of certain falsely advertised menu items. Sales wants silver bullet features: only we have feature X or Y. Or, they’re an SMB solution trying to come up-market (and you have an enterprise-class problem). A Closing Story.

Technical Review 129

Technical Review Advertising Software Review Scale 129

Intercom, Inc.

JULY 29, 2021

Ever since he was hired as the Director of EMEA Sales at BrowserStack , a web and mobile testing platform that lets developers test their websites and mobile applications across browsers, operating systems, and mobile devices, he had to completely rethink how to successfully onboard hundreds of salespeople just as everyone was going remote.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

SaaStr

AUGUST 9, 2019

Ep 255: Vikas Bhambri is SVP Sales and Customer Experience @ Kustomer, the startup providing Real-time, actionable views of customers with continuous omnichannel conversations and intelligence that automates repetitive, manual tasks. What is the right way for startup founders to address sales rep onboarding? Vikas Bhambri: Yeah.

SaaS Payments 132

SaaS Payments Cloud Technical Review Scale 132

SaaStr

OCTOBER 31, 2019

They had fallen behind this latest wave of cloud innovation, and they had to acquire Red Hat in order to execute against their hybrid cloud vision, a similar story with SAP buying Qualtrics, Microsoft buying GitHub. SMB businesses just go out of business much more frequently, and so their gross retention numbers are going to be lower.

Cloud 100

Cloud Scale AWS Machine Learning 100

SaaStr

OCTOBER 26, 2023

In a year like this, SMB is doing worse, with a lot more churn and startups going out of business. But in other years, SMBs are jumping in the boat, so you get amazing growth long-term with a multi-segment strategy. But in other years, SMBs are jumping in the boat, so you get amazing growth long-term with a multi-segment strategy.

Sales Hiring 216

Sales Hiring AI SMB Scale 216

FastSpring

OCTOBER 18, 2018

Thanks to subscription billing, your digital business can begin earning recurring income that is more dependable and lucrative than the unpredictable cycle of one-time sales. Offering subscription plans helps cut down on the uncertainty surrounding one-time sales. Introduce another revenue stream.

Payment Features 60

Payment Features Payment Services Subscription Payment Methods 60

OPEXEngine

FEBRUARY 22, 2022

An additional non-financial constraint is a fact that these customers typically lack experience in software procurement and implementation, and this adds friction to the sales cycle. Customer success is usually staffed by a mix of customer support, sales, and engineering folks contributing some portion of their time to the Cost of Revenue.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

SaaStr

SEPTEMBER 4, 2020

Join PagerDuty’s CEO, Jennifer Tejada, as she discusses the need for agility and innovation and how automation is aiding adaptability and allowing enterprises to surge ahead. So looking forward, we also need to innovate and automate policies around flexible working, childcare and lead to address some of these challenges.

Scale 159

Scale Underperforming Technical Team Sales Hiring Branding 159

Neil Patel

DECEMBER 16, 2021

Building your reputation on community forums like these help people see you as an innovative thought leader in your industry. The company’s own marketing and sales tools are pretty useful. Being featured in a sale like this would be great for any business. Posting a basic Craigslist ad with the right images can help drive sales.

Social Media 145

Social Media Strategy Marketing Business 145

Intercom, Inc.

JULY 11, 2019

Here are five quick takeaways: Most sales and support teams talk about their jobs as a funnel. We said, “Oh, we could build a service component in here,” and now we have a marketing hub, a sales hub and a service hub. Those three together really comprise the entirety of the front office for the SMB. Short on time?

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

SaaStr

DECEMBER 20, 2023

So to serve both segments at the simultaneously, ZoomInfo has been rolling out a Product-led sales motion, that gives the ability for an SMB customer to sign up directly on their website for a free trial and grow into a paid customer, without ever having to talk to an sales rep or go through a demo process.

New CTO 257

New CTO Scale Sales Hiring AWS 257

SaaStr

NOVEMBER 2, 2019

How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”?

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128