SaaStr

OCTOBER 30, 2021

I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. I sent cold emails and LinkedIn messages and ended up with nine interviews. From those nine interviews, I received four offers. Going into the interviews, I knew what I wanted out of a job– that part was simple.

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Scale Sales Hiring Sales SMB 260

Sales Hacker

APRIL 21, 2020

When I first wrote this article, we were in a very different place, with unemployment at an all-time low and sales hiring a top priority. You’ll be able to download the interview scorecard template that I use with my clients. Also: What are the top performers in my current team doing? The cherry on top? And that’s not all.

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Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 93

Sales Hacker

DECEMBER 19, 2022

As the president of Sales Xceleration, a firm specializing in assessing and implementing sales strategy , sales processes, and sales execution to drive growth, I’ve seen how job hopping can affect otherwise stable sales teams. But also the cost it has on their careers — and your sales team.

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Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 79

Intercom, Inc.

JUNE 10, 2020

I hope this post allows people and teams to safely talk about Product Judgment. If you ever had to face a Manager, Director or Exec as they make bad product decisions and you’re struggling to persuade them otherwise, this post will help you. It takes years to build, and therefore ranges from very weak to very strong.

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Underperforming Technical Team Interviewing Communication B2B 291

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.

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Sales Hiring Scale Technical Advisors Technical Cofounder 125

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. These lessons come from LB Harvey, our SVP of Sales and Support. 4 steps to stand out as a sales leader. Prioritize work that will move the needle.

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Sales Hiring Underperforming Technical Team Sales Management 123

SaaStr

SEPTEMBER 24, 2020

You know how everyone says you'll never look and wish you'd kept a bad VP as long as you did? How to interview them and qualify them. Some classics here: How My VP, Sales Doubled Our Sales in 90 Days. If Your VP Sales Isn’t Going to Work Out — You’ll Know in 30 Days. Your VP of Sales Shouldn’t Be Perfect.

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Sales Hiring Part-Time VPE Scale Underperforming Technical Team 215

OpenView Labs

JANUARY 8, 2021

What’s your biggest weakness? Great interview questions tell you who a person is, what motivates them, how they think and solve problems, and what they’d be like as a teammate. To help us all conduct better interviews, we asked some of the smartest leaders in SaaS to share their favorite questions. It’s just not productive.

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Interviewing Underperforming Technical Team SaaS Scale 75

Sales Hacker

FEBRUARY 20, 2020

Success in sales requires the right skills and a competitive, driven, and personable nature. However, scoring a great sales role takes more than just being confident in your own skills and nature. You have to convince a management team of those things as well. Start Acing Your Interview Before You Even Start.

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Sales Recruiting Interviewing Sales Hiring Sales 76

FastSpring

APRIL 4, 2024

As an experienced sales and GTM leader, John Eitel has more than witnessed how product-led growth (PLG) has affected the tech and SaaS space in the last few years — he and his teams have been up close and personal with how PLG increased in popularity as a sales strategy. “I What success looks like for using both together.

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Scale Sales Payment Methods Merchant Services 130

SaaStr

NOVEMBER 26, 2019

Hear from Duo Security’s VP of Inside Sales America on how to build a $2.3B sales team. Jennifer Lawrence | VP, Inside Sales @ Duo Security. Today I’m going to start by telling you a little bit about me, a little bit about Duo, and then the secrets to building a killer inside sales org. Good afternoon.

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Scale Sales Hiring Underperforming Technical Team Sales 219

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. Conducting interviews. What’s your biggest weakness?

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Sales Hiring Scale Sales Recruiting B2B 80

User Pilot

NOVEMBER 30, 2023

A market gap can be caused by missing functionality or poor user experience. Tracking user behavior in-app enables product teams to find ways to improve product experience. You can collect feedback from your customer base via in-app surveys, feedback widgets, interviews, and by monitoring social media mentions and reviews.

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Underperforming Technical Team Marketing Market Research Outsourced Development 91

SaaStr

JANUARY 24, 2024

How should you handle presenting challenges to your C-suite team when you’ve just joined the company? Lattice had a product-led growth flow on the website while the sales team was still trying to sell the PLG companies The good news is Lattice had a lot of activity and initiatives at play. Can you start and stop a PLG motion?

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Scale Sales Hiring Scaling Revenue 226

Valuize Consulting

DECEMBER 7, 2021

Stephen is a Customer Success Executive in the SaaS industry, specializing in customer renewals and relationships, with 20+ years of organizational development experience. When it comes to budget, organizations often haven’t established where the investment is coming from to fund the CS team. leverage Training & Development.

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VP of Engineering Customer Success Sales Hiring Interviewing 98

Sales Hacker

AUGUST 11, 2023

Before we get into it, curious to hear your thoughts on last weeks Sales Hacker/GTMnow announcement ?! This week I sat down and interview the VP of Sales at Crunchbase , Ang McManamon. Ang shares her 5 P’s of Sales Leadership: Professionalism Preparation Process Performance Play More on these below.

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Scale Leadership Sales Hiring Sales 63

Sales Hacker

MARCH 8, 2018

Sales interviews are nerve-wracking. You may have to pass on hundreds of excellent sales hires—it’s definitely frustrating. Hopefully, these 5 tips will help you avoid many of the pitfalls I see candidates falling into, and drastically improve how you prepare for a sales interview.

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Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 68

User Pilot

SEPTEMBER 14, 2023

TL;DR Customer discovery questions enable product teams to better understand customer needs and problems so that they can build products that the potential customer truly needs. To collect the necessary data, you can conduct customer discovery interviews or trigger in-app surveys.

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Underperforming Technical Team Scale Interviewing Social Media 81

Sales Hacker

MAY 20, 2020

As such, much of sales and marketing’s focus is external to attract customers, and rightly so. The key to this internal success is sales enablement and quality, competitive intelligence. Improved communication between sales, marketing, and product. Building the Sales Enablement Function. But as a leader, be prepared.

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Sales Enablement Underperforming Technical Team Sales Communication 121

OpenView Labs

MARCH 17, 2020

So I’m always on the lookout for provocative interview questions that help you learn much more about the person than just their canned answer to “What’s your biggest weakness?” What area of professional development are you working on most deliberately and how? “Not just my public speaking skills.

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Sales Hiring CTO Hire Interviewing Underperforming Technical Team 52

ChurnZero

JULY 22, 2022

Does your Customer Success team have a shallow view of onboarding? I recommend you interview customers. I’m going to interview their customers to find out what they did to get off that legacy system so we can bake that into the customer journey. I have the internal handoff from pre-sales to post-sales customer teams.

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Scale Onboarding Scaling Underperforming Technical Team 98

User Pilot

MARCH 23, 2023

And how can customer success teams address them to ensure product growth? Reasons why customers churn: #1: Customers churn when there is a bad product-customer fit and your product’s features don’t align with their needs. 3: Poor customer service or experience with the sales teams can make customers churn.

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SaaS Payments Churn Underperforming Technical Team Payment Methods 93

Intercom, Inc.

JULY 29, 2021

And so, Mark Rudden and his team had to figure it all out by themselves. Fortunately, Mark had quite a bit of experience working and scaling teams in demanding, hypergrowth environments. In fact, in some form or another, he’s been working in sales for most of his career. The journey to sales is a bit of a random one.

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Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

User Pilot

JANUARY 16, 2024

Perform a SWOT analysis, identify the strengths and weaknesses of your top competing products, etc. You may want to learn who your top competitors are, their value proposition , and their weaknesses. Can you help me with a list of the top 3 competitors in this space, their value propositions, and their weaknesses?

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ChatGPT Management Underperforming Technical Team Technical Review 90

Andreessen Horowitz

FEBRUARY 12, 2024

Getting executives out of the 1:1 interview process and into a whiteboard session can help you assess their core competencies and how they’ll work with your team. We’re not necessarily interviewing them for a specific role in the portfolio. How can we help the team get calibrated on the role? Talent in 2024.

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Sales Recruiting Technical Advisors Sales Hiring Underperforming Technical Team 90

User Pilot

APRIL 7, 2023

When your product is catering to other businesses, it can be difficult for sales reps and other teams to understand the needs and experiences of the clients, especially if the client company sells multiple products. However, customer insights can help your teams understand all aspects of your B2B partners.

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B2B Underperforming Technical Team B2C Scale 87

Buffer Resources

JANUARY 15, 2024

Inaccurate, packed with "filler," or completely AI-generated — bad B2B (business-to-business) content is easy to spot and even easier to find online. Interview them. "  She likes the "Grow and Tell" podcast by the B2B sales, onboarding, and renewals workspace provider Dock. Tough question.

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B2B Technical Advisors SaaS Payments Underperforming Technical Team 111

Sales Hacker

FEBRUARY 20, 2023

This usually includes a CRM and marketing automation plus any other systems related to sales, marketing, and customer success. Folks occasionally start in revenue operations, but many others begin in sales or marketing and transition to revenue operations later on. Teams need to scale, fast. Sounds basic enough, right?

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Sales Hiring Underperforming Technical Team Scale Consulting 70

Sales Enablement, SaaS and Growth

MARCH 23, 2020

Companies which don’t use mental models risk unleashing mayhem with poor choices or becoming bloated and bureaucratic by reducing the volume and speed at which decisions are made - both scenarios are undesirable and will impact growth. OKRs are a useful mental model - they make it crystal clear what people and teams should be striving for.

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Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. That means your focus should be on building the right customer profile and developing precise messaging to reach them.

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Sales Hiring Scale Sales Recruiting Technical Advisors 183

Sales Hacker

MARCH 8, 2018

Sales interviews are nerve-wracking. You may have to pass on hundreds of excellent sales hires—it’s definitely frustrating. Yet as a hiring manager, seeking to build the best sales team in the industry, there are a few things I’ve observed that separate the good from the great.

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Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 41

Sales Hacker

APRIL 5, 2022

Andy is an award-winning podcast host and a career sales veteran, having seen the growth and evolution of the entire technology industry. Join us for a fascinating conversation about how a more buyer-centric sales process leads to more sales. Subscribe to the Sales Hacker Podcast. Good companies vs. bad companies [22:48].

Scale 78

Scale Sales Underperforming Technical Team Compensation 78

User Pilot

FEBRUARY 10, 2023

You probably thought that companies only used one type of persona for sales, marketing, feature adoption , and everything else. Actually, there are multiple types of personas for different teams, levels of research, and use cases—which you need to understand if you want to connect with customers. What is a persona?

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Underperforming Technical Team Software Review SaaS Interviewing 91

GetUplift

NOVEMBER 15, 2022

Because once you know that, you can apply that messaging to every page, ad, sales email and funnel you create. And then we show marketing, product & sales teams how to use it. Before that, our target audience was everybody — because everybody has bad posture. Simple, right? That’s exactly where we come in.

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Sales Hiring Underperforming Technical Team Sales Consulting 52

Totango

OCTOBER 20, 2022

Hiring team members with the right customer success manager skills is critical for the effectiveness of your CS team and strategy. We’ll cover these below, along with five best practices to follow when bringing a new customer success manager aboard your team. What Is a Customer Success Manager (CSM)?

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Sales Hiring Customer Success Sales Recruiting Technical Review 90

User Pilot

APRIL 19, 2024

Applying insights from market research to product development and marketing strategies can significantly enhance business growth. Sharper marketing messages, savvy product development strategies, and an intimate grasp of both prospective buyers and existing customers’ preferences and needs. Interviews. The outcome? Focus groups.

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Market Research Sales Recruiting Marketing Underperforming Technical Team 52

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. This has created large amounts of data for running teams. . This has created large amounts of data for running teams. .

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Scale Scaling Sales Recruiting Sales Hiring 226