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

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 190

Sales Hiring Scale Company Culture Leadership 190

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 139

Sales Hiring Sales Recruiting Interviewing Sales Enablement 139

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 224

Sales Hiring Scale Technical Review Leadership 224

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 63

Innovation Sales Enablement Interviewing Revenue 63

Sales Enablement, SaaS and Growth

JANUARY 11, 2018

I subscribe to numerous podcasts that help me learn more about business and marketing, but also those further afield, in the hope that I can apply a learning or glean insight that can be leveraged in my sales enablement role. The key point is that we must all take ownership of our personal growth and carve out time dedicated to it.

Sales Recruiting 100

Sales Recruiting Sales Hiring Sales Enablement Construction 100

SaaStr

NOVEMBER 16, 2020

What does it take to scale a sales team successfully? How can one determine a closer in the interview process? Should one hire sales reps 2×2? How does Andy think about hiring sales reps from adjacent companies and industries? How does Andy think about minimizing and optimising sales ramp times?

Sales Hiring 181

Sales Hiring Scale Leadership Sales Enablement 181

Intercom, Inc.

JULY 29, 2021

You can also read the full transcript of the interview, which has been lightly edited for clarity, below. We paused all of our enterprise field sales, but in our HQ, we decided to put the foot down and really go for it. And ultimately, we had to do a lot of work on reengineering how we teach, train, and enable people.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

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

JUNE 16, 2021

Their sales tools are integrated effectively, coaching is readily available, and sales reps are happily using their CRM. They have a sales enablement plan and the right sales enablement platform in place. What is sales enablement? Sales enablement has evolved quickly. Not exactly.

Sales Enablement 99

Sales Enablement Scale Sales Hiring Technical Review 99

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 192

Scale Marketing Growth Hacking SaaS 192

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 79

Sales Technical Review Outbound Sales Team Interviewing 79

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.

Marketing 71

Marketing Sales Underperforming Technical Team Social Media 71

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 93

VP of Engineering Sales Hiring Sales Recruiting Sales 93

Chart Mogul

SEPTEMBER 19, 2019

And voilà, you’re on your way to an early sales playbook that can focus and strengthen your commercial operations. What is it like to be on the receiving end of sales messaging and calls? Hiring manager video interview: this is the deep dive. Sales skills evaluation: this is the practical exercise. Not so fast.

Sales Hiring 93

Sales Hiring Scale Sales Recruiting Startup 93

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

Chart Mogul

SEPTEMBER 19, 2019

And voilà, you’re on your way to an early sales playbook that can focus and strengthen your commercial operations. What is it like to be on the receiving end of sales messaging and calls? Hiring manager video interview: this is the deep dive. Sales skills evaluation: this is the practical exercise. Not so fast.

Sales Hiring 52

Sales Hiring Scale Sales Recruiting Startup 52

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 82

Strategy Technical Review Marketing Software Review 82

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 107

Sales Recruiting Payment Services Payment Methods Sales 107

Sales Hacker

MAY 8, 2018

Building an interview process that leads to good performance and cultural fit. I was fortunate enough at Greenhouse to have a really good sales enablement person who was great at helping with training. The right way to interview the next AE/SDR. Send a personalized email prior to even coming into the interview process.

Sales Hiring 43

Sales Hiring Scale Management Sales 43

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

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 81

Sales Hiring Scale Sales Recruiting Payment Methods 81

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 117

Technical Review Scale Trends Startup 117

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 68

Scale Data Systems Review Sales 68

Sales Hacker

APRIL 16, 2018

3) Kiva’s sales story [3:02]. 4) Going up the sales career ladder [9:00]. 8) How to interview properly [30:00]. The sales team is set up in two teams, we’ve got a team that’s responsible for selling into the buy side and sell side, and a team responsible for selling into big corporations. 1) Sales operations.

Sales Hiring 40

Sales Hiring Management Scale Sales Recruiting 40

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

User Pilot

JUNE 13, 2022

His blog focuses on product marketing, SaaS metrics, sales enablements, and customer marketing. She helps teams gain valuable insights from their customer interviews, run product experiences and drive product outcomes that create value for them and their customers.

Venture Capital 52

Venture Capital SaaS Data Scale 52

OpenView Labs

AUGUST 20, 2019

Qualitative Interviews: Building on the segmentation exercise, the team then conducted more than thirty in-depth interviews with existing customers and prospects. The input collected from each interview was then mapped against the segments to build a deeper understanding of who these individuals were beyond the quantitative data.

Pricing 42

Pricing Development Team Review Technical Review Software Review 42

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 63

Scale Strategy Sales Hiring Consulting 63

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 75

Customer Success Machine Learning Artificial Intelligence Sales 75

Sales Hacker

JULY 17, 2018

Sales Hacker Podcast—Sponsored by Outreach. Sam Jacobs: Hi folks, welcome to the Sales Hacker podcast! I’m interviewing Amit Bendov, the founder and CEO of Gong.io. Most notably, they were a sponsor for a series of Sales Hacker podcasts. Also, Amit comes from a sales background. Sam’s Corner [26:43].

Scale 51

Scale Sales Hiring Scaling Social Media 51

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 97

Sales Underperforming Technical Team Systems Review Headcount 97

SaaStr

APRIL 17, 2019

What do you think you did in the interview there that impressed them so much, having flown from the UK, sitting in front of them for that evangelist position? Do I feel like I know the person vs. I know the interview candidate? Harry Stebbings: I absolutely love that. Can I ask an off-the-schedule question?

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

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 78

Sales Enablement Scale Sales Recruiting Sales Hiring 78

SaaStr

OCTOBER 22, 2020

Why was joining Okta the most challenging interview process he has experienced? Below, we’ve shared the transcript of Harry’s interview with Ryan. I do want to touch on the element of your actual joining, because I spoke to Frederick before the show and he said you have to, have to ask him about the interview process.

Sales Hiring 161

Sales Hiring Scale Interviewing Technical Review 161

Sales Hacker

APRIL 29, 2019

He’s managing over a billion dollars in revenue through his team, and he’s an incredible sales leader with a lot of great insights about how to coach people so that anybody can compete with the top performing rep. Before we get to that interview, we want to thank our sponsors. The first is Showpad. Sam’s Corner.

Scale 45

Scale Sales B2B Sales Enablement 45

Chart Mogul

OCTOBER 25, 2019

Reboarding is worth considering because it can directly double the net sales per employee. Besides, as Jim Ninivaggi pointed out in an interview for Brainshark , ongoing sales training can also reduce your employee turnover rates. Source: The Brevet Group. blog posts?on

Sales Hiring 65

Sales Hiring Management Sales Onboarding 65