SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. On the sales side, people hired way too much. More salespeople do not equal more sales. Sam just finished 18 months at Founders Fund after joining in mid-to-late 2022.

Sales Hiring 259

Sales Hiring Sales Recruiting Scale Headcount 259

Intercom, Inc.

SEPTEMBER 10, 2020

It’s an approach that’s served him well along the road to building the HubSpot sales team, where he was CRO for nine years. That experience led to his bestselling book, The Sales Acceleration Formula. A data-driven framework for scaling. Mark’s latest ebook, The Science of Scaling , outlines a precise framework for success.

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226

SaaStr

AUGUST 26, 2020

Founder-led sales generally stops scaling around $1m-$2m ARR. A sign to hire a real sales leader. Over the years at SaaStr we’ve talked a lot about hiring a great VP of Sales, when it works, when it does, and how it moves the needle. The distraction of building a real sales team isn’t worth it yet.

Sales Hiring 291

Sales Hiring Sales Recruiting Scale Sales 291

OpenView Labs

DECEMBER 16, 2019

So if scaling your sales organization is a priority in 2020, here are the things you need to be aware of to make sure you do so successfully. In my experience both as a salesperson and as a recruiter, it’s primarily been four things: They want the work they’re doing to matter to them. Hiring sales leaders will get harder.

Sales Recruiting 53

Sales Recruiting Sales Hiring Scale Trends 53

SaaStr

JUNE 24, 2022

Your best sales reps can close so much more than your average rep. Move the bottom 10% out and give the best leads to your top performer, and watch sales go up 20%. The best VPs of Sales design comp plans so the team never wants to leave. You should be striving for zero voluntary attrition on your sales team.

Sales Recruiting 217

Sales Recruiting Sales Hiring Scale Customer Success 217

SaaStr

MAY 31, 2021

Still, an overall deep-dive on lessons learned the second and third time around: Not Easier : Recruiting – Not Easier. You might think after (goodness) the best part of 20 years of working in tech, 18 as an executive or CEO, and 13 as a founder … I’d be pretty good at recruiting at this point. I’m not.

Sales Recruiting 325

Sales Recruiting Sales Hiring Scale Branding 325

Totango

MARCH 15, 2022

Efforts to scale customer success team activity often fall short because of failure to avoid common mistakes. Your human resources practices, your project management procedures and your technology strategy all need to come together in order for you to scale up without overextending yourself.

Sales Recruiting 95

Sales Recruiting Customer Success Sales Hiring Scaling 95

Valuize Consulting

DECEMBER 7, 2021

The question now is, how big should CS organizations be, and what’s the best way to staff and scale its success? To uncover how today’s CS leaders are successfully building and scaling their CS organizations, Valuize’s Founder and CEO, Ross Fulton, spoke to TSIA’s Vice President, Customer Success Research, Stephen Fulkerson.

VP of Engineering 98

VP of Engineering Customer Success Sales Hiring Interviewing 98

Buffer Resources

SEPTEMBER 11, 2023

I’ve never created LinkedIn content with the “goal” of lead generation or immediate-term sales. Another cool example I really like is Tito Bohrt — he stands out with the pseudo, “ Sales Mad Scientist ” — which demonstrates confidence and a unique identity online.

Sales Recruiting 127

Sales Recruiting Sales Hiring Scale Social Media 127

OpenView Labs

MARCH 8, 2021

B2B sales involves one business selling its product to another business. Those with experience in both B2B and B2C sales know that B2B is a lot tougher—the deals are bigger, there’s often more than one decision-maker, and the competition is intense. For all those reasons, hiring and management must be on point.

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

SaaStr

JULY 9, 2019

Join Anish Shivdasani, CEO of Giraffe, as he provides unique African experiences learned from scaling to 1M users. Giraffe is a mobile job matching platform that helps medium skilled workers get access to opportunities and helps businesses to recruit staff faster, and easier, and more affordably than any other way. How’s it guys?

Scale 162

Scale Sales Recruiting Scaling SaaS Payments 162

Tom Tunguz

NOVEMBER 24, 2018

You might have a few account executives and a sales leader in place; maybe some revenue and a handful of customers. The sales team costs real money, and the question before the company is: how do you know what quota plan to assign to the account executives? Stage 1: Management by Objectives.

Compensation 153

Compensation Sales Recruiting Sales Hiring Scale 153

Sales Hacker

JANUARY 30, 2023

The first goal of sales at a startup isn’t to bring in revenue — it’s to get customer feedback. I’ve used our sales process to iterate our way to product market-fit and wanted to share what I’ve learned along the way. Use sales conversations as a tool to get product feedback. So how do you get there?

Sales Recruiting 88

Sales Recruiting Product Marketing Scale Sales Hiring 88

Andreessen Horowitz

APRIL 23, 2024

They also talked about the difficulties — and potential advantages — of selling into small businesses, taking alternative approaches to interviewing candidates, and the importance of keeping culture a vital part of a company as it scales. It scales with your customers. Here’s an edited excerpt from their conversation.

Payments 107

Payments Forecasting Payment Services Payment Solutions 107

OpenView Labs

DECEMBER 8, 2020

According to First Round’s 2019 State of Startups report , sales leadership is the most difficult hire to make. And with sales being a top priority for founders…. …along with it getting harder to recruit top-quality talent… Image: State of Startups. That’s the opposite of scaling efficiently.

Sales Hiring 81

Sales Hiring Sales Recruiting Scale Sales 81

Totango

OCTOBER 20, 2022

In some companies, customer success managers may play an active role in the sales process, helping sales representatives elicit customer goals and persuade buyers of product benefits. At other companies, CS managers may be assigned to follow up on sales during the customer onboarding phase. Persuasion Skills.

Sales Hiring 90

Sales Hiring Customer Success Sales Recruiting Technical Review 90

Sales Hacker

NOVEMBER 29, 2018

Company raises money and is now ready to “scale the sales team.” Their current seller has done a great job, so the natural inclination is to assume that we want to replicate that person and sales will continue to grow, right? Fast forward 1 year later: “Oh no, my entire sales team looks the exact same…”. Sound familiar?

Sales Hiring 74

Sales Hiring Sales Recruiting Scale Sales 74

SaaStr

FEBRUARY 7, 2023

Before you rush in for the sale, you need to assess everything. Tailor your solution and sales material to meet their specific need in the same language they use when they talk about their problems and desired solutions. Remember, not every conversation is a sale. Recruit advocates (actual insiders) early. Familiarity.

Enterprise 139

Enterprise Technical Review Sales Recruiting Scale 139

Point Nine Land

OCTOBER 23, 2023

P9 Panel on Hiring Sales Leaders — Founders Summit 2023 “You are going to fire your first sales manager!” — A lesson too many founders learn the hard way. The Founder isn’t willing to be the first salesperson Many of the best founders we work with don’t have a sales background and are either product or engineering focused.

Sales Hiring 125

Sales Hiring Scale Technical Advisors Technical Cofounder 125

Sales Hacker

SEPTEMBER 28, 2021

In this episode of the Sales Hacker Podcast, we have Hakim Myers , Business Recruiter at Nextdoor , where he recruits for people, finance, and legal functions for startups. Join us for a revealing conversation on sales and talent from the perspective of a recruiter in an executive search firm. powered by Sounder.

Sales Recruiting 81

Sales Recruiting Retention Scale Sales Hiring 81

Mucker Capital

APRIL 2, 2024

In this Mucker Growth session, Mike Genstil with ValueCore delves into the concept of value selling and its application in enterprise sales. As a founder, ideally you want your sellers, marketers, and product leaders aligned in transforming product features into value-based messages to accelerate sales cycles and secure corporate deals.

Sales Recruiting 52

Sales Recruiting Technical Review Enterprise Cybersecurity 52

SaaStr

MARCH 26, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. In this talk, Claire will share these and other lessons for scaling high-growth organizations. Manual processes first. Names stick.

Scale 152

Scale Payment Services Payment Methods Scaling 152

Sales Hacker

NOVEMBER 4, 2017

You even get to read the same questions from your sales job interview script over and over and over. ” The purpose of this article is to talk about the characteristics to look for when interviewing for sales talent. How many times in your career have you gone into multiple sales job interviews with the same company?

Interviewing 57

Interviewing Sales Recruiting Scale Sales Hiring 57

User Pilot

APRIL 19, 2024

Interviews. This involves collecting new data directly from your target audience using various methods, such as surveys , focus groups, and interviews. Interviews : Have one-on-one conversations to gather detailed information from individuals in your target audience. Organizational scale. Focus groups. Product trials.

Market Research 52

Market Research Sales Recruiting Marketing Underperforming Technical Team 52

Sales Hacker

APRIL 5, 2021

In 2020 I was building my sales team at Livestorm , and at the time we were going through a big hiring boom. For the first time in my life, I was in charge of vetting and hiring new team members at scale. Over the course of time, I’ve interviewed and talked to hundreds of sales candidates. First impressions still count.

Sales Hiring 92

Sales Hiring Sales Recruiting Company Culture Interviewing 92

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

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Gaetan Gachet | SVP of Sales @Algolia. It’s an honor to be here with this mythical creature, this sales leader that goes from zero to 50 million in the same job. He has a whole French sales team and office that only speaks English in Paris.

Scale 136

Scale Sales Hiring Sales Recruiting Technical Advisors 136

OpenView Labs

AUGUST 19, 2021

Sales recruiting is broken. The sad truth is that VP of Sales are turning over within 19 months —and that timeline is shrinking. . Not only that, the market has heated way back up and the VP of Sales is one of the most sought after roles. This isn’t linear and there are many shades of grey when it comes to sales. .

Sales Hiring 82

Sales Hiring Sales Recruiting Scale Startup 82

Intercom, Inc.

OCTOBER 26, 2021

Getting the team right is one of the hardest parts of scaling sales. But no sales team can afford to grow without intention. While building a sales team, we’ve focused a lot on our sales culture. Here’s how we went about growing a sales team that is both world class and culture-additive.

Scale 160

Scale Sales Hiring Sales Recruiting Sales 160

SaaStr

MARCH 24, 2020

Nothing matters but recruiting and using your personal network. Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. Sam Blond | Chief Sales Officer @ Brex. I’m doing The Playbook To Recruiting Your Sales Team.

Sales Recruiting 131

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 131

OpenView Labs

NOVEMBER 2, 2021

Faced with one of the hottest recruiting markets in recent memory, many newly remote tech companies have dramatically expanded their hiring borders. Salary expectations are skyrocketing and many applicants have four or more offers in hand at the end of an interview cycle. . Right now, many early-stage companies are in a tight spot.

Sales Hiring 68

Sales Hiring Sales Recruiting Marketing Interviewing 68

Natalia Luneva

NOVEMBER 24, 2021

On this episode of the podcast, I interview Arthur Nobel and we discuss scaling SaaS companies. What we discovered is companies sometimes struggle with scaling so we dived into the reasons for that. Levers of scaling a SaaS company. He is passionate about enabling entrepreneurs to realize their vision.

Scale 52

Scale Scaling Sales Recruiting SaaS 52

User Pilot

JULY 27, 2023

Account Managers: They serve as the lead point of contact for all customer account management matters. Product Marketing Manager: This person is tasked with developing product marketing campaigns , crafting compelling marketing messages, and coming up with ideas to retain customers. Average salary: $46,035/yr.

Sales Hiring 94

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 94

User Pilot

NOVEMBER 5, 2023

Overall, customer value management can make your product more competitive. Sales reps can use the knowledge to shift sales negotiations from price to value. Its aim is to diagnose customer pain points and needs via market and customer research techniques like surveys or interviews. How do you recruit your interviewees?

Management 90

Management Scale Customer Lifetime Value SaaS 90

SaaStr

MARCH 18, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. Here’s what Claire talks about: How to avoid trapdoor decisions when scaling. Lessons for scaling high-growth organizations.

Scale 117

Scale Payment Services Payment Methods Sales Hiring 117

Buffer Resources

SEPTEMBER 11, 2023

I’ve never created LinkedIn content with the “goal” of lead generation or immediate-term sales. Another cool example I really like is Tito Bohrt — he stands out with the pseudo, “ Sales Mad Scientist ” — which demonstrates confidence and a unique identity online.

Sales Recruiting 52

Sales Recruiting Sales Hiring Scale Social Media 52

SaaStr

SEPTEMBER 27, 2019

As for Ryan, prior to G2 he was Senior Director of Global Marketing at Hubspot where among many other achievements, he scaled HubSpot’s marketing-generated sales revenue by 330% year-over-year. Below, we’ve shared the full transcript of Harry’s interview with Ryan Bonnici. Harry Stebbings. Ryan Bonnici. Romain Lapeyre.

Sales Hiring 131

Sales Hiring Sales Recruiting Scale Software Review 131