Sales Hacker

OCTOBER 17, 2023

Prior to starting Blueprint in 2020, he worked for over fifteen years in various sales and sales management roles, building teams across presales, partnerships, SMB, Mid-Market, & Enterprise Sales. Chuck lives in the Bay Area with his wife and has two daughters, a junior at UCLA and a freshman at UC Santa Barbara.

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Sales Hiring Sales Recruiting Interviewing SMB 107

Sales Hacker

APRIL 21, 2020

You’ll be able to download the interview scorecard template that I use with my clients. Part two of this scorecard series will help you create a sales interview scorecard to land that sales role you’ve been dreaming about. Who is involved in the interview process, onboarding process, and ongoing support and training process?

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Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 96

SaaStr

DECEMBER 5, 2023

Salesforce Ventures interviewed several sales leaders in the space — Gong, Miro, Monday, Okta, and Wiz — to get an informed perspective on the challenges and lessons learned moving upmarket. You always have to build more relationships within the customer organizations Gong, as an example, started as an SMB platform and went to Enterprise.

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Scale Enterprise readiness compliance Enterprise 189

Sales Hacker

NOVEMBER 9, 2020

Having the right technology in place is often the difference between success and failure, and this is even more true for startups and SMB, where you have a small team and limited resources. In fact, over two-thirds of their total users are startups. You can access the full 2020 Startup Sales Stack Report here.

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Technical Review Scale Trends Startup 119

SaaStr

JANUARY 24, 2024

As a startup, it’s tempting to try and do everything. Scaling Enterprise vs. Mid-Market Sales: Key Takeaways from Calendly It’s a common blueprint to start with SMB and mid-market accounts as your ideal customers. Lattice had limited resources and a small team, which meant they needed to focus in. In the early days, you have to.

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Scale Sales Hiring Scaling Revenue 227

SaaStr

JANUARY 7, 2021

We were fortunate enough to interview CEOs who were in the trenches navigating the COVID-19 pandemic, investors who were advising companies on how best to move forward, and operators who saw explosive growth given the shift to working from home. . Listen to how he turned his small startup team into a force multiplier in this episode. .

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Scale Sales Hiring Scaling B2B 245

SaaStr

NOVEMBER 22, 2021

There are about 20,000 active SaaS companies today, startups, pre IPO. Okay, you’re small, you’re early, you’re a startup, there’s so much you want to do to raise awareness. And yet, people from this group hosted media interviews, did sessions, answered Q&A. So let’s take a look at the numbers.

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B2C Scale Consulting Software Review 281

SaaStr

MARCH 20, 2020

317: Rachel Hepworth is VP of Marketing @ Pilot, the startup that offers the best bookkeeping, tax and CFO services for growing businesses. 318: The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Below, we’ve shared the transcript of Harry’s interview with Rachel. Agnes Bazin.

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SMB Scale Startup Marketplace as a Service 179

Sales Hacker

SEPTEMBER 30, 2019

The difference between the pace of a startup and large company. Navigating the Pace and Pressure of a Startup (36:02). Now, without further ado, my interview with Vikas Bhambri. Navigating the Pace and Pressure of Startup. What You’ll Learn. Why sales engineers are the “technical conscience of a deal”. We’re on iTunes.

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Sales Hacker

JUNE 20, 2018

Tune in to episode 12 of the Sales Hacker podcast with Jaimie Buss , VP of Sales, North America for Zendesk as she talks about startups careers and transitions! Building your career in startups and managing different career transitions. Differences between startups with a product-market fit and those without. What You’ll Learn.

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Scale Sales Hiring SMB Interviewing 83

SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader.

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Scale Sales Hiring Sales Recruiting Sales 173

Intercom, Inc.

JULY 29, 2021

If there’s anything we’ve learned when it comes to working in hypergrowth startups is that you’re not really supposed to have it all figured out on the first try. You can also read the full transcript of the interview, which has been lightly edited for clarity, below. We have SMB mid-market enterprise. Iterate, iterate, iterate.

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Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

Sales Hacker

FEBRUARY 13, 2020

When you are selling to SMB and MM, you can get away with fairly lean marketing. RELATED: From SMB to Enterprise: A 2-Step Strategy to Boost Adoption & Growth. Make no mistake, this is a long way from the SMB sales motion! You can’t just hire an enterprise rep from Oracle if you are a startup. Sales strategy.

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Sales Hiring Enterprise Technical Review SMB 72

SaaStr

FEBRUARY 8, 2019

Bridget Gleason is VP of Sales @ Logz.io, the startup that uses predictive analytics and machine learning to provide monitoring, troubleshooting and security. How does the successful profile of a sales rep depend on (1) whether you are selling to SMB or enterprise? (2) Welcome to Episode 210! 2) The stage of the company?

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Sales Hiring Scale Sales SMB 114

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. But I couldn’t raise the money for the startup; this was 2009, right after the recession. Starting sales from scratch.

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Sales Hiring Scale Sales Recruiting Technical Advisors 183

SaaStr

OCTOBER 8, 2019

Katie Helton: Yeah, and from a rep’s perspective and being at previous earlier stage startups, I’ve seen CEOs grapple with this transition from founder to first salesperson, because after all they likely know the product best and are able to use customer feedback to measure product market fit in real time. Katie Helton: Yeah.

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Sales Hiring Scale Sales Interviewing 127

SaaStr

JUNE 21, 2019

* Messaging is very dependent on the customer being targeted, how does the messaging need to be different when targeting SMB vs enterprise? How does the creative plan to get the message to the target customer change dependent on SMB vs enterprise? What questions does Sara find most revealing in the interview process? Sara Varni.

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Scale Sales Hiring SMB Interviewing 138

FastSpring

DECEMBER 7, 2023

In this episode of Growth Stage, Carl will dives into his experience running acquisitions of SMB software businesses, including: His thoughts on what makes a software company a good target for an acquisition by a brand. David Vogelpohl So we’ve talked about kind of building building a sellable business, a lot of this interview.

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Software Review Technical Review Development Team Review Branding 148

SaaStr

JULY 24, 2019

Final point about Talkdesk is that we started selling about five years ago in the SMB space. These may feel a little soft, but they’re incredibly helpful in the hiring process, because probably like many of you, I spend a lot of my time on video conferencing, interviewing candidates. It’s a startup.”

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Retention VP of Engineering Sales Hiring Scale 137

SaaStr

AUGUST 9, 2019

Ep 255: Vikas Bhambri is SVP Sales and Customer Experience @ Kustomer, the startup providing Real-time, actionable views of customers with continuous omnichannel conversations and intelligence that automates repetitive, manual tasks. What is the right way for startup founders to address sales rep onboarding? Eyal Manor. Megan Lueders.

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SaaS Payments Cloud Technical Review Scale 132

SaaStr

NOVEMBER 16, 2020

How can one determine a closer in the interview process? Below, we’ve shared the transcript of Harry’s interview with Andy. So taking us off, how did you make your way into the world of startups and how did you come to be CEO in UserTesting today? How does Andy think about discounting? Should one hire sales reps 2×2?

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Sales Hiring Scale Leadership Technical Review 197

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. So we reorganized ourselves in a model — like, all startups within a startup. So, like, we are a startup, but we’ll form new startups inside it.

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Product Marketing Scale Sales Hiring Sales Recruiting 77

Sales Hacker

SEPTEMBER 16, 2019

Inside sales focuses on SMB, mid-market buyers. For example, if you’re an early-stage startup and a first-time founder, it’s unlikely you’ll have a dedicated person finding and qualifying leads with a well-defined go-to-market strategy. But when it comes to a startup, those same rules don’t apply.

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Sales Hiring Scale Sales Recruiting Payment Methods 83

SaaStr

AUGUST 16, 2019

Ep 257: Justin Welsh is the former SVP Sales @ PatientPop, the startup that offers the first all-in-one practice growth platform that’s HIPAA-compliant and is proven to grow your practice. Below, we’ve shared the full transcript of Harry’s interview with Justin Welsh. Justin Welsh. Zach Perret. ” ZocDoc was just nine people deep.

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Scale Underperforming Technical Team Sales Hiring Interviewing 139

SaaStr

MAY 8, 2020

What specific and deliberate things can startups do not just to prevent churn but also to increase usage and upsell? Below, we’ve shared the transcript of Harry’s interview with Jessica. It’s that 12 to 18 month sales cycle versus the two to three month SMB contract. What should be the compromise with discounts?

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Sales Recruiting Technical Review Sales Hiring Outsourced Development 175

SaaStr

NOVEMBER 2, 2019

How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? Below, we’ve shared the full transcript of Harry’s interview with Krish Subramanian.

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Scale SaaS Payments Sales Recruiting Payment Services 127

SaaStr

MARCH 27, 2019

What advice does Leyla give to young people considering whether to found a startup, join a startup or join a hyper-growth company? I think for me one of the biggest realizations for me, we were a mid market company, right, we grew up in SMB. Leyla Seka: You know, to me, Salesforce is still a startup.

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Scale VP of Engineering Mobile Scaling 131

SaaStr

SEPTEMBER 7, 2023

At least 90% at a base case onboarding in 30 days, ideally much faster if you sell to SMBs. Klaviyo for example hits 90% activation in 30 days even with 100,000+ SMB customers and $600m in ARR. Try to get every single customer to fully be on-board within 30 days in general — or much faster for many apps. Let them close.

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Sales Hiring SaaS SMB Churn 246

SaaStr

NOVEMBER 28, 2021

Yesterday Harry Stebbings and I caught up for an upcoming podcast on sales, startups, venture, and more. 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. And at scale, you pay 3x-5x bookings for SMB-enterprise.

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Scale Sales Hiring Sales Recruiting Scaling 185

ChurnZero

OCTOBER 15, 2021

If you’re a startup or SMB, this sets you up with unrealistic NRR expectations. When interviewing CSMs, I used to never get asked about what tools we have to support our CS team. These markets tend to be volatile, so there’s much more that’s outside of your control. Now, I’m asked all the time.

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Customer Success Benchmarks Scale Underperforming Technical Team 97

FastSpring

DECEMBER 8, 2022

I interviewed him for insights into how to build a global growth strategy, especially when it comes to localization. David Vogelpohl 02:42 We had some fairly large customers in my agency days, but the majority of them would be be what you would consider in the larger scale, like an SMB software company.

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Payment Methods Payment Solutions SaaS Payments Software Review 78

SaaStr

SEPTEMBER 27, 2019

Below, we’ve shared the full transcript of Harry’s interview with Ryan Bonnici. Harry Stebbings: Can I ask, that is a s**t ton of people to interview. And so I think we have a similar style, he and I now, in terms of interviewing. I’m very much about a case format of interview. Harry Stebbings. Ryan Bonnici.

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Sales Hiring Sales Recruiting Scale Software Review 131

Sales Hacker

APRIL 16, 2018

8) How to interview properly [30:00]. I think that was really a turning point in my career because it was a startup within a bigger company. Even back then, as an individual contributor for this startup within this larger enterprise, I was getting involved in things that would be more like the head of sales or CRO.

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Sales Hacker

JANUARY 14, 2019

Amy walks us through her background from being an SMB entrepreneur to leading large sales teams and why sales emerged as her true calling. If you missed episode 39, check it out here: PODCAST 39: How to Build A Startup Inside One of the World’s Biggest Tech Companies. Now, before we get to the interview, we’ve got some sponsors.

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Scale Sales Hiring Sales Interviewing 55

Sales Hacker

SEPTEMBER 11, 2018

A 1×1 interview with Tomasz Tunguz, legendary VC and SaaS expert, to discuss the key operational paradigms leading to SaaS excellence. I was basically bitten by the bug of startups. If you missed episode 23, check it out here: PODCAST 23: Optimizing Sales Productivity to Drive Exponential Growth. Then I went to work at Google.

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Scale SaaS Investment Construction 42

SaaStr

MARCH 12, 2019

How can founders know when is the right time to make the move from SMB to enterprise? Because one message isn’t necessarily always transferable when considering kind of SMB to enterprise. ” How do you know when’s the right time to think about moving from an SMB and mid-market to enterprise? It’s a craft.

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Scale Enterprise Scaling Sales Hiring 168

SaaStr

AUGUST 30, 2019

Finally, prior to HelloSign Whitney spent close to 5 years at Box where as SVP Global Marketing & GM Enterprise she took on all of marketing globally for Box and was responsible for reshaping the company brand from SMB to enterprise. What are the questions that suggest an individual has a startup culture to them? Whitney Bouck.

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