Intercom, Inc.

JUNE 21, 2018

For everyone else, it’s the outbound sales process – figuring out the efficiencies, figuring out how to leverage your contacts to get referrals, figuring out how to break into enterprise accounts. There’s not really a lot of SMB, which is more like growth hacking rather than breaking into bigger deals.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

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

Andreessen Horowitz

OCTOBER 16, 2023

Joining me to interview Bansal, we have general partner Peter Levine, who also put out a series of 16 short sales videos for founders, which you can find at a16z.com/16sales. It constituted the product management, a couple of engineers, the best sales engineers, and one solution architect. And they were designed more for SMB.

Product Marketing 77

Product Marketing Scale Sales Hiring Sales Recruiting 77

SaaStr

NOVEMBER 28, 2021

Many top VP of Sales candidates are now waiting for at least $10m ARR or a big Series A ($30m+) to join a startup — it just makes sense for them. You can “graduate” out of founder-led sales pretty early with SMB sales, but enterprise is harder with long sales cycles and every deal mattering for a long time.

Scale 177

Scale Sales Hiring Sales Recruiting Scaling 177

ChurnZero

AUGUST 23, 2019

So, if you’re a company that is good at doing product discovery or customer discovery, maybe you’re interviewing customers consistently on how they use the product or what their challenges are in being successful int their roles or maybe talking to them about their experience with your company. They’re doing a lot of marketing automation.

Sales Hiring 40

Sales Hiring Scale Customer Success Retention 40

SaaStr

JANUARY 28, 2020

I remember about three years ago, Marc Benioff gave some interview and he said his biggest regret was not continuing to hire sales professionals through 2009, his number one regret. Jason : So that was laziness on the customer success side and I see it on the sales enablement side all the time, like the laziness is an excuse.

Sales Hiring 204

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 204

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 102

Scale Sales Hiring Sales Headcount 102

Unbounce

JUNE 16, 2020

especially for SMB SaaS startups. In trying to find a PRM solution for Unbounce, it was frankly hard to find a provider with a focus on SMB SaaS. Build a kit that equips your partners to take action as soon as possible, including partner logos, competitor comparisons, sales enablement material, content suggestions, etc.

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. SMB and Mid-Market orgs don’t have an analytics department with data scientists, so the technology fills the gap. SMB products tend to have similarly less flexibility or customization capability.

SaaS Payments 58

SaaS Payments Sales Hiring Payments Enterprise 58

SaaStr

SEPTEMBER 18, 2020

You can watch the full session , and if you missed the podcast with the first half of the interview, you’ll find that here. What does sales enablement motion look like? Do you segment enterprise and SMB? This episode is an excerpt from Jason and Henry’s session at SaaStr Annual @ Home. Henry Schuck.

Sales Hiring 239

Sales Hiring CTO Hire Scale Investment 239

Sales Hacker

OCTOBER 7, 2021

These types of experiences will allow you to show up strongly when it comes time for the interview because you will have examples and experiences to demonstrate your skill set. What is your best piece of career advice for women in sales? It took me a long time to admit to myself that I don’t enjoy transactional SMB sales.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

Sales Hacker

AUGUST 25, 2020

Sales enablement is easy. But Sapper Consulting has built REGIE to keep the promise of sales enablement and keep your team doing what they do best, which is winning. They’re the number one sales engagement platform. Now, without further ado, let’s listen to this interview with Alyssa Merwin.

Management 72

Management Sales Recruiting Sales Hiring Development Team Review 72