Sales Hacker

APRIL 30, 2018

To see what selling on steroids looks like, check out companies with the best sales enablement strategies. You’ll discover a lively place, with a lot of things — like revenue, productivity, and win rate s — going up, and a lot of things — like speed to revenue, sale cycle period, customer churn, and staff attrition rate — going down.

Sales Enablement 100

Sales Enablement Scale Sales Recruiting Sales Hiring 100

SaaStr

AUGUST 10, 2022

In this SaaStr Europa 2022 session, Matt Jacobson, General Partner at ICONIQ Growth, interviews Miro’s Founder & CEO, Andrey Khusid, to get insight into how he was able to grow the company so successfully. Previously, Miro had been very product-sales forward, but now they needed a new motion to capture the enterprise market.

Sales Hiring 246

Sales Hiring Scale Company Culture B2C 246

Sales Hacker

APRIL 16, 2020

The same is true for sales enablement. In critical times, only sales enablement that’s been proven to move the needle will survive. For sales enablement, that’s challenging. A sales enablement framework that’s been proven to work. How to Approach Sales Enablement. What’s missing?

Sales Enablement 83

Sales Enablement Sales Hiring Scale Sales 83

Tom Tunguz

OCTOBER 21, 2014

Top of the funnel content focuses on industry questions like the Top 5 Trends in Customer Support, or the Top 10 Interview Questions for Support Teams. So, much of the inspiration for the content came from interviews with different team members within the company. Creating content at scale is challenging. It’s plain to see why.

Scale 214

Scale Marketing Growth Hacking SaaS 214

Tom Tunguz

MARCH 27, 2025

Sales Enablement Equip your champions : Provide tools for champions to sell internally when you’re not in the room. Effective sales pitches clearly articulate value relative to cost and competitive alternatives 7. Set appropriate quotas : Establish attainable targets that still drive growth.

Scale 182

Scale Sales Hiring Startup Compensation 182

OpenView Labs

MAY 10, 2019

Effective sales enablement in the Digital Age blends the traditional practice of aligning business needs to training with the (far trickier) task of finding new and innovative ways to make training as targeted as possible to the needs of the learner. Step 1: Get to Know Your Learning Audience.

Sales Enablement 63

Sales Enablement Scale Data Sales 63

User Pilot

MAY 30, 2024

PMs should offer usage analytics , behavioral trends, and findings from customer interviews. Product managers should pick out 1-2 features and attempt to shadow product marketers on the full cycle of activities that they undertake for it, like messaging, sales enablement, and go-to-market planning with marketing teams.

Product Marketing 103

Product Marketing Interviewing Management Scale 103

Sales Hacker

FEBRUARY 10, 2021

Decide who will be involved in the process and the cadence of interviews and/or if you will have the candidate complete a demonstration or presentation. The typical interview process for an AE can be three to five interviews plus a mock presentation or exercise. Avoid bringing in an objective third-party interviewer.

Sales Hiring 142

Sales Hiring Sales Recruiting Interviewing Sales Enablement 142

SaaStr

JANUARY 10, 2024

Schultz explained: “So I always say, ‘Think about how many hours this search is going to take by the time you do the research, talk to candidates, do your outreach, interview candidates many times, do your back channel reference checks — all of that adds up. Everyone had to be focused on pipeline or bust.

Sales Hiring 311

Sales Hiring Scale Technical Review Leadership 311

Sales Hacker

APRIL 2, 2020

Battlecards, despite being one of the most popular sales enablement tools, too often go unused by sales teams. How can we combat this lack of adoption by Sales? The Battlecard Adoption Playbook consists of five parts and is designed to ensure that Sales leverages battlecards to win competitive deals. Let’s dive in.

Sales Enablement 84

Sales Enablement Sales Interviewing Metrics 84

Sales Hacker

JUNE 2, 2021

Today, we’re excited to share highlights from our interview with Hang Black, VP of Global Revenue Enablement at Juniper Networks. Now, please enjoy this interview with Hang! How RevOps impacts the future of sales and marketing alignment through effectiveness and efficiency [6:37]. Be sure to check it out!

Innovation 82

Innovation Sales Enablement Interviewing Revenue 82

GetUplift

JANUARY 4, 2022

User Interviews by the Nielsen Norman Group. Top on the list was analyzing customer interviews. As Nikki Elbaz said, “I love analyzing interviews. This User Interviews course from the Nielsen Norman Group can provide you with the knowledge you need to improve your customer research skills. How to plan for interviews.

Interviewing 111

Interviewing Consulting Pricing Engineering 111

Sales Hacker

MAY 6, 2021

Recruiting and interviewing strategic candidates and attending case-study interviews for individual contributors. Hands-on coaching of sales leadership and individual contributors. Collaborating with operations teams and sales enablement to develop onboarding, training, and up-skilling programs.

VP of Engineering 120

VP of Engineering Sales Hiring Sales Recruiting Sales 120

Sales Hacker

NOVEMBER 16, 2023

Interview salespeople: Great salespeople obsess about their deals, game planning to win at each step, and agonizing about the factors that could kill a deal. Interview the salespeople involved in top wins and losses, and ask what got their customer to conviction or where a deal stalled out.

Part-Time VPE 117

Part-Time VPE Technical Review Forecasting Software Review 117

Sales Hacker

FEBRUARY 10, 2020

The moment this hit home for me was when Lessonly interviewed a prospective employee named Katie for a sales position. Needless to say, the game had an impact on our team, and Katie is now Lessonly’s Director of Enterprise Sales. 4 Types of Consultative Sales Questions: Situation questions.

Consulting 139

Consulting Sales Hiring Leadership Sales Enablement 139

Sales Hacker

JUNE 20, 2019

Want a quick debrief on what I learned about Sales Ops ? 1) Sales Ops gets hired too late , from everyone’s point of view. They come after a VP Sales, but before Sales Enablement. 2) Sales Ops starts as a tech-savvy SFDC Admin (often an introvert BDR transfer). This time, Sales Enablement.

Sales Hiring 82

Sales Hiring Sales Enablement Scale Technical Review 82

Sales Hacker

MAY 5, 2021

Listen to Hang Black’s podcasts to learn about the future of sales enablement or how to lead with empathy. RevOps leaders are talking about trends in the market, and how the move towards RevOps will change everything from marketing to sales development to post sales. Sales enablement that, y’know, actually enables.

Scale 121

Scale Technical Cofounder Technical Advisors Sales Hiring 121

Sales Enablement, SaaS and Growth

MARCH 23, 2020

An example of diminishing returns is Google’s hiring process - the technology giant discovered that four interviews was enough to predict whether someone should be hired with 86% confidence. Having a fifth interview only provided an incremental benefit, yet increased costs (time) by a further 25%.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

Sales Hacker

JUNE 23, 2021

Over 2 million annual visitors and more than 18,000 community members contribute with the aim to help all sales pros succeed – from brand new SDRs to the head of RevOps. Topics and discussion channels include: Sales management. Sales enablement. Lead generation. Career development. Revenue operations. Cold calling.

Sales 104

Sales Technical Review Outbound Sales Team Interviewing 104

Intercom, Inc.

JUNE 21, 2018

But if you’re a sales rep at one of those companies and you’re now going to a startup, that’s a huge jump. You don’t have a sales enablement person anymore, you don’t have a sales ops team, you don’t have a $10 million events budget or a $50 million demand generation budget.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

Sales Hacker

MAY 24, 2021

We can’t do this without a shared effort from Sales and Marketing running customer development and jobs-to-be-done interviews. Depending on the funnel stage, develop either marketing content or sales enablements to fill the gap. Alex is the boss. Their primary concern is growth and making money.

Sales 96

Sales Marketing Underperforming Technical Team Social Media 96

Intercom, Inc.

SEPTEMBER 2, 2021

When I was interviewing at Intercom, I was asked to put together some potential org structure options. But we also acknowledge that PMM doesn’t have to align one-to-one in order to be effective. Ali: This is an often debated topic within product marketing. And when you Google PMM org structure, there is no one recommended structure.

Product Marketing 211

Product Marketing Marketing Sales Hiring Management 211

Sales Hacker

JULY 31, 2018

This week on the Sales Hacker podcast, we feature Roderick Jefferson, a leader in the sales enablement space to talk about sales enablement and onboarding new sales reps. If you missed episode 17, give it a listen here: PODCAST 17: The True Secrets to Successful Enterprise Sales. What You’ll Learn.

Onboarding 54

Onboarding Revenue Sales Enablement Leadership 54

Sales Hacker

FEBRUARY 3, 2020

Best 26 Sales Conferences in 2020. The Surf and Sales Summit. AA-ISP Sales Leadership Summit. Sales Enablement Pro’s Sales Enablement Soirees. Sales Assembly Annual 2020. B2BSMX (Sales Marketing Exchange). The Sales 3.0 Sales Enablement Pro’s Sales Enablement Soirees.

Scale 92

Scale Sales Technical Review Sales Enablement 92

Sales Hacker

APRIL 29, 2021

Briefly, marketing content has a one-to-many voice whereas sales has a one-to-one voice and should sound conversational. In candid workflow interviews with reps from companies spanning the spectrum, we continue to hear why they hesitate to use the content that has been created for them.

Scale 116

Scale Sales Hiring Sales Headcount 116

User Pilot

OCTOBER 6, 2023

As a marketer, your job is to deliver value through in-app communication and sales-enablement content to address specific objections. Build a comprehensive user persona by collecting data through methods such as surveys, interviews, and analytics to gather valuable customer data. Purchase decision stage (BoFu).

B2B 105

B2B Development Team Review Software Review Marketing 105

Sales Hacker

NOVEMBER 9, 2020

Among those that we looked at, sales coaching and sales performance management showed the largest surge across a number of KPIs such as web presence, user reviews, and employee growth — with adoption being the highest at 77%. This isn’t the only effect WFH has had on the sales tech market, though.

Technical Review 132

Technical Review Scale Trends Startup 132

InsightSquared

NOVEMBER 19, 2018

So, as a sales leader or manager, what do you do? I’ve faced this challenge as a senior sales executive, sales enablement executive and outside sales enablement specialist. If you have open headcount for Q1 be interviewing in Q4. How can you close out 2018 successfully? Deal with under-performers.

Sales 78

Sales Headcount Sales Enablement Compensation 78

Intercom, Inc.

FEBRUARY 1, 2018

I recently hosted Rachel on our podcast to learn why Slack needed to invest in growth marketing, what her team prioritized first, how they’ve partnered with Slack’s rapidly scaling sales team, and more. Below is a lightly edited transcript of our interview.

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

Sales Hacker

SEPTEMBER 16, 2019

Because outside sales reps typically deal with larger and more expensive accounts and products than inside sales reps do, they’re often seen as their company’s superstars. Armed with today’s sales enablement tools, Skype, and Zoom, a large portion of the job can be done from the office. Questions to Ask in an Interview.

Sales Hiring 97

Sales Hiring Scale Sales Recruiting Payment Methods 97

Sales Hacker

JUNE 7, 2021

A small team in marketing or sales enablement needs to keep an eye on market shifts, new regulations, moves by big players in an industry, etc., If you have a sales enablement platform, one option is to add a latest insights panel on the home page, so salespeople’s attention is drawn to the most up-to-date ideas whenever they log on.

Sales Recruiting 121

Sales Recruiting Payment Services Payment Methods Sales 121

Sales Hacker

JUNE 14, 2019

As a marketer myself, I want to know if the articles and case studies I’m writing for my sales team are even helping them move the needle on deals. If I know interviews with sales thought leaders in the industry are providing us more credibility than case studies , then I’ll allocate my time accordingly.

Scale 88

Scale Data Systems Review Sales 88

Sales Hacker

FEBRUARY 19, 2020

Draw data from all departments (not just sales). Should you start by interviewing leads? Meeting with sales and marketing? Lead scoring is a company-wide endeavor; it shouldn’t only involve Sales and Marketing. Gather data from Customer Success, Sales Enablement, and even the C-Suite.

Sales 122

Sales Underperforming Technical Team Systems Review Headcount 122

Sales Hacker

APRIL 20, 2020

Ground-level interviews with customers and prospects. Sales reps can survey or interview customers to determine how their operations have changed. COVID-19 has forced companies around the globe to adapt their approach. Marketers can then use this information to create personalized content for target accounts.

Strategy 93

Strategy Technical Review Sales Marketing 93

Sales Hacker

MARCH 19, 2020

This is why sales enablement initiatives containing a formal process for cross-functional collaboration are most likely to hit expectations ( source ). Database enrichment, predictive analytics, and client communications technology have decimated the silos around CX in many B2B sales organizations. Instead, who has the power?

Customer Success 102

Customer Success Sales Artificial Intelligence Machine Learning 102

Sales Hacker

OCTOBER 13, 2020

Sales enablement is easy. Okay, it’s not that easy, but Sapper Consulting has built REGIE to keep the promise of sales enablement alive and keep your team doing what they do best, which is winning. Now, without further ado, let’s listen to this interview with Ryan Walsh. Sam’s Corner [33:50].

Marketplace as a Service 112

Marketplace as a Service CTO Hire Sales Recruiting Scale 112

Sales Hacker

MAY 6, 2019

Before we get to that interview, we want to thank our sponsors. Showpad is the leading sales enablement platform for the modern seller. Showpad’s all-in-one platform empowers sales and marketing teams to engage buyers through industry leading training and coaching software and innovative content and engagement solutions.

Scale 82

Scale Strategy Sales Hiring Consulting 82