Sales Hacker

APRIL 21, 2020

You’ll be able to download the interview scorecard template that I use with my clients. Part two of this scorecard series will help you create a sales interview scorecard to land that sales role you’ve been dreaming about. Who is involved in the interview process, onboarding process, and ongoing support and training process?

Sales Hiring 94

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 94

SaaStr

DECEMBER 5, 2023

As Managing Director of Salesforce Ventures, Nowi Kallen , shared at last week’s Workshop Wednesday, there are five main challenges of moving upmarket and tips to follow if you want to succeed at Enterprise sales in today’s macro environment. Most founders want to expand their TAM. Security — SOC 2 compliance is table stakes.

Scale 197

Scale Enterprise readiness compliance Enterprise 197

Intercom, Inc.

OCTOBER 22, 2019

If you are new to sales management, it can be hard to know what concrete steps you can take to improve your skills, be recognized, and eventually, rise to a senior leadership role. As a manager, the tasks competing for your attention only multiplies – coaching , training, interviewing, forecasting , planning, and more.

Sales Hiring 123

Sales Hiring Underperforming Technical Team Sales Management 123

Sales Hacker

OCTOBER 30, 2019

How do I get promoted from SMB/MM to enterprise? When one LoB closes… How Do I Get Promoted from SMB/MM to Enterprise? What your process is for managing those deals while chasing one or two monumental deals for the year. The post Selling to Enterprise (Just Like Selling to SMB… Right?) Cracking open a new account.

SMB 43

SMB Enterprise Technical Review Interviewing 43

Sales Hacker

APRIL 15, 2019

He also gives us a framework for how to move upmarket, and the requirements for taking a company from the SMB space all the way to the enterprise. The key tenets of managing a large team. Strategies for moving upmarket, and how to transition from SMB to enterprise. Things We Learned: The key tenets of managing a large team.

SMB 59

SMB Enterprise Scale VP of Engineering 59

SaaStr

JANUARY 24, 2024

Mark Roberge , SaaStr fan-favorite and Co-Founder and Managing Director of Stage 2 Capital brought together some of the top CROs in SaaS during the SaaStr Annual to share some of their greatest learnings and pivotal moments leading some of the Cloud 100 SaaS companies. He advises to look past the logo and look for traits.

Scale 238

Scale Sales Hiring Scaling Revenue 238

SaaStr

SEPTEMBER 24, 2020

How to interview them and qualify them. Because to scale, you are going to need to add a true management team, and then a second one, and then layers of management. SMB reps doing enterprise deals. Well, everyone is right. — Jason ?BeKind? jasonlk) September 24, 2020. When to hire them. What they really do.

Sales Hiring 223

Sales Hiring Part-Time VPE Scale Underperforming Technical Team 223

SaaStr

JANUARY 7, 2021

We were fortunate enough to interview CEOs who were in the trenches navigating the COVID-19 pandemic, investors who were advising companies on how best to move forward, and operators who saw explosive growth given the shift to working from home. . Romain Lapeyre is CEO of Gorgias.

Scale 255

Scale Sales Hiring Scaling B2B 255

Intercom, Inc.

JULY 29, 2021

They needed to be really quick coming up with a new, adapted learning management system: “It’s the equivalent of going into an old house and stripping it back to the walls and having to really start from scratch again. And I think you need to think about people management the same way. SaaS is the subscription business.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

SaaStr

MAY 24, 2019

235: Andrew Filev is the Founder & CEO @ Wrike, the cloud based collaboration and project management software that scales across teams in any business. How does Andrew advise founders on the question of whether to start in enterprise or SMB? What are the benefits of starting in SMB? What are those leading indicators?

Sales Hiring 143

Sales Hiring Scale SMB Sales Recruiting 143

SaaStr

DECEMBER 20, 2021

We don’t often summarize interviews in other media, but I really liked this piece in FT on the changes Yamini Ragan made when she became HubSpot’s CEO, promoted from CCO. They’re changes you might want to make as well if you focused on SMBs and mid-market especially: #1.

Metrics 55

Metrics SMB Scale B2C 55

Sales Hacker

NOVEMBER 9, 2020

Having the right technology in place is often the difference between success and failure, and this is even more true for startups and SMB, where you have a small team and limited resources. E-Signature, Proposals, and Partner Management software have the highest net promoter scores (NPS), all above 70/100. NPS and Support.

Technical Review 118

Technical Review Scale Trends Startup 118

Sales Hacker

FEBRUARY 13, 2020

When you are selling to SMB and MM, you can get away with fairly lean marketing. RELATED: From SMB to Enterprise: A 2-Step Strategy to Boost Adoption & Growth. Make no mistake, this is a long way from the SMB sales motion! If a rep doesn’t have strong project management skills, they won’t be able to handle it.

Sales Hiring 71

Sales Hiring Enterprise Technical Review SMB 71

SaaStr

SEPTEMBER 26, 2019

So up to 100-150K and SMB, we’re at 2K. We managed to go through hypergrowth. Gaetan Gachet : I think we stopped doing that maybe six months ago, but we still have engineers who interview sales people, sales candidate. We interview on values during our recruiting process. So we had SMB, mid-market and enterprise.

Scale 134

Scale Sales Hiring Sales Recruiting Technical Advisors 134

Sales Hacker

JUNE 20, 2018

Building your career in startups and managing different career transitions. Moving from individual contributor to manager and how to make that decision. Managing the journey through parenthood and children as a woman in sales. I’ve got a very special interview today. My management roles are 100% filled.

Scale 81

Scale Sales Hiring SMB Interviewing 81

SaaStr

MAY 10, 2024

Keep Your Hiring Standards High Interviewing is believed to be the most predictive part of the hiring process, but it actually isn’t. Part of the reason we fail at this is the average interview is only about 10% better than flipping a coin and predicting job success. Scored – all interviewers use a scorecard.

Sales Hiring 209

Sales Hiring Scale Sales Interviewing 209

SaaStr

NOVEMBER 22, 2021

He in turn, brought on Francisco Francisco Cruz-Mendoza, who is our full-time community manager. And yet, people from this group hosted media interviews, did sessions, answered Q&A. This is not one that we manage. As I mentioned, building that community is a full-time job. So Camille brought on Ben Lang early on.

B2C 283

B2C Scale Consulting Software Review 283

Intercom, Inc.

MAY 13, 2021

Enterprise customers have specific demands, and you need to evolve your business to meet them in order to drive customer adoption, manage deep partnerships, and mitigate the risks along the way. These evolving demands from enterprise customers bring with them different skillsets customer success managers need to hone.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

CustomerSuccessBox

MARCH 4, 2022

Architecting the customer success organization and solutions to leverage and grow in support of our revenue goals, including finding the correct balance of services and support for our many customer categories – Large Enterprise, Mid-market, and SMB. Suggested Resource : Customer Success Interview Template.

Customer Success 52

Customer Success Scale Customer Lifetime Value Interviewing 52

FastSpring

DECEMBER 7, 2023

In this episode of Growth Stage, Carl will dives into his experience running acquisitions of SMB software businesses, including: His thoughts on what makes a software company a good target for an acquisition by a brand. So as probably most listeners know, WordPress is a content management system for building websites.

Software Review 147

Software Review Technical Review Development Team Review Branding 147

SaaStr

DECEMBER 3, 2020

Below, we’ve shared the transcript of Harry’s interview with Sam. Sam Taylor: On my first leadership role, I was the first enterprise sales rep, a manager of mid-market team. But I think on a transactional SMB or downmarket sales cycle, you’re going to know within probably two quarters if this is really working or not.

Scale 173

Scale Sales Hiring Sales Recruiting Sales 173

SaaStr

JULY 24, 2019

You don’t want the customer to be perceiving your customer success manager as a salesperson, and it’s not a good use of your CSM’s time. Final point about Talkdesk is that we started selling about five years ago in the SMB space. Talkdesk is a new entrant to a market that is just beginning to be disrupted.

Retention 135

Retention VP of Engineering Sales Hiring Scale 135

SaaStr

JUNE 21, 2019

* Messaging is very dependent on the customer being targeted, how does the messaging need to be different when targeting SMB vs enterprise? How does the creative plan to get the message to the target customer change dependent on SMB vs enterprise? What questions does Sara find most revealing in the interview process? Sara Varni.

Scale 136

Scale Sales Hiring SMB Interviewing 136

SaaStr

MARCH 20, 2020

In Today’s Episode We Discuss: * How Rachel made her way from marketing manager at Climate Corporation to VP of marketing at Pilot today? 318: The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Below, we’ve shared the transcript of Harry’s interview with Rachel. Agnes Bazin.

SMB 177

SMB Scale Startup Marketplace as a Service 177

Sales Hacker

APRIL 16, 2018

In Today’s Episode: How to map your career from individual contributor to manager. 8) How to interview properly [30:00]. Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. Sales management at Global Crossing.

Sales Hiring 40

Sales Hiring Management Scale Sales Recruiting 40

SaaStr

FEBRUARY 8, 2019

How does the successful profile of a sales rep depend on (1) whether you are selling to SMB or enterprise? (2) How can one stress test the character type of the candidate pre-hire in the interview stage? So I think it very much depends on the question that you asked of SMB versus enterprise. 2) The stage of the company?

Sales Hiring 114

Sales Hiring Scale Sales SMB 114

SaaStr

NOVEMBER 16, 2020

Before Salesforce Andy spent close to 5 years at Oracle as VP Product Management. How can one determine a closer in the interview process? Below, we’ve shared the transcript of Harry’s interview with Andy. Before Salesforce, Andy spent close to five years at Oracle as VP of Product Management. Harry Stebbings.

Sales Hiring 205

Sales Hiring Scale Leadership Technical Review 205

Sales Hacker

DECEMBER 5, 2022

Managing Outreach is an art, and takes maintenance and attention to mature and ensure you are capturing the ROI of the platform. After analyzing thousands of Outreach instances from SMB to enterprise, I’ve noticed I end up giving similar advice to many users. Related: RevOps as Change Management Leaders: a 7-Part Strategy.

Scale 82

Scale Technical Review Systems Review Engagement 82

FastSpring

APRIL 4, 2024

In this episode of Growth Stage, we interview John, Chief Sales Officer of Demandbase , about his adventures solving exponential growth puzzles within organizations like Canva and others using both PLG and sales-led growth motions. Podcast Full Interview: Audio Listen online or find it on more podcast services. Jump to video.

Scale 150

Scale Sales Payment Methods Merchant Services 150

Sales Hacker

MARCH 18, 2019

This week on the Sales Hacker podcast, we interview Roger Scott , Chief Customer Officer at New Relic. How to build both SMB and Enterprise-grade CS teams and what tools to use to empower them. Steps for managing your career within the context of global enterprise orgs like Oracle. Subscribe to the Sales Hacker Podcast.

VP of Engineering 69

VP of Engineering Sales Hiring Scale Technical Review 69

Sales Hacker

MAY 15, 2018

Author’s note: When this interview was recorded, Andrea served as the CMO of Signpost. 3) Managing Customer Success as a marketing leader [3:25]. We’re more SMB and mid-market-focused. Managing Customer Success as a Marketing Leader. Especially in the SMB space. What You’ll Learn. We’re on iTunes.

Scale 66

Scale Sales Hiring Marketing Sales 66

Sales Hacker

NOVEMBER 26, 2018

This week on the Sales Hacker podcast , we interview Dannie Herzberg , Head of Mid-Market Sales at Slack. Dannie is one of the top sales leaders in the country having spent time helping Hubspot IPO over 5+ years and then moving on to Slack where she leads all SMB, Mid-Market, and Sales Development efforts for the US and Canada. .

Sales Recruiting 52

Sales Recruiting Sales Hiring Scale Sales 52

SaaStr

AUGUST 16, 2019

As a manager observing their team, what are signs that an individual is burning out? What options do managers have available to them when faced with a burned out employee? How does micro-management fit into the signals that suggest clear burnout of the individual? What is the right way to approach them to discuss the situation?

Scale 141

Scale Underperforming Technical Team Sales Hiring Interviewing 141

Sales Hacker

MAY 1, 2018

4) Growth in an SMB, mid-market, and enterprise [5:10]. 5) Sales process, hiring, and territory management in enterprise sales [9:27]. He started as an individual contributor, spent three years as a frontline manager and then two years building out the go to market strategy in Hong Kong. Show Agenda and Timestamps. Sam’s Corner.

Sales Recruiting 47

Sales Recruiting Sales Hiring Sales SMB 47

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. Where does Jessica find managers and founders do pipe reviews wrong? Below, we’ve shared the transcript of Harry’s interview with Jessica.

Sales Recruiting 174

Sales Recruiting Technical Review Sales Hiring Outsourced Development 174

SaaStr

OCTOBER 8, 2019

Mixmax being very much an SMB mid-market focused company, this person was an enterprise rep and we were like, “You know what, it’s going to be fine. ” Hey, with one or two reps, the management burden isn’t that great. This person will grow into the role, because it won’t be that different.”

Sales Hiring 125

Sales Hiring Scale Sales Interviewing 125

Sales Hacker

SEPTEMBER 30, 2019

How to transition between sales engineering to managing revenue. Vikas’ Journey from Sales Engineer to Managing a BD Team (22:20). Vikas’ Journey from Sales Engineer to Managing a BD Team (22:20). The Art of Hiring and Managing Well in Sales (27:47). Now, without further ado, my interview with Vikas Bhambri.

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Sales Hiring Startup Scale Sales Recruiting 50