OpenView Labs

JULY 20, 2020

Interviewing is hard , and interviewing candidates for sales roles can be doubly so. Sales requires a mix of left- and right-brained qualities, and accurately evaluating a candidate’s skills is a challenge for hiring managers. Better interviewing = better sales teams. How not to interview for sales.

Interviewing 73

Interviewing Sales Hiring Sales Recruiting Underperforming Technical Team 73

SaaStr

NOVEMBER 12, 2019

I started a software company in college to make it easy to update websites called Content Management Software Now, and I had this idea for Pardot, I wanted to make it easy for marketers to run campaigns online and measure their results. SalesLoft, why was that Pardot, I tried to recruit this guy, Kyle Porter, to come run sales at Pardot.

Sales Recruiting 164

Sales Recruiting Scale Outsourcing Services Sales Hiring 164

SaaStr

JULY 8, 2020

What Nobody Tells You About Seed Investing with SaaStr CEO Jason Lemkin and Cowboy Ventures Founder and Partner Aileen Lee. I think it gives us a perspective that maybe we don’t get in some other places, in addition to many great investments over the years. You have two partners and one or two other investing?

Investment 160

Investment Technical Review Part-Time VPE Development Team Review 160

Sales Hacker

JANUARY 8, 2021

Elements of Successful Global Sales Expansion. “Be So, let’s look at four keys to a successful global sales expansion. Make Investments Across the Board, and Make a Plan for the Resources You Have. Global expansion requires strong business partners in all functions, and committed investment across the board.

Sales Hiring 82

Sales Hiring Sales Recruiting Sales Technical Review 82

User Pilot

NOVEMBER 23, 2023

Why do product managers need them? That’s what Dave Martin , a product leadership coach, has talked about in his talk at this year’s Product Drive Summit hosted by Userpilot. Leadership and investors often challenge them because they can’t see anything tangible that they’re paying for. Ready to dive in to learn more?

Scale 87

Scale Underperforming Technical Team Sales Recruiting Software Review 87

OpenView Labs

APRIL 14, 2021

For every qualified candidate, there are myriad recruiters trying to snatch them up. But if you consider a regional lead, such as a SVP of North American Sales, says Steve, they may be owning 75% of the company’s revenue target. Recruiters are fighting for a coveted slice of your time. But you’d be wrong, says Steve.

Sales Hiring 55

Sales Hiring Sales Recruiting Technical Review Technical Advisors 55

SaaStr

NOVEMBER 6, 2019

It’s hard enough to position your own company and product, let alone create a cognitive reference for an entire industry. A signal of success in time will be recognizing that you’re not the only one screaming your category name into a void, but rather others in the marketplace are starting to refer to it accurately as well.

Scale 109

Scale Sales Recruiting Marketplace as a Service Forecasting 109

Neil Patel

OCTOBER 25, 2020

References can be useful, but employers typically stay on the safe side and give a positive reference to avoid any potential legal trouble. The right employee will be more invested on an emotional level more than any agency partner as they are fully immersed in your company’s journey. Employees Are More Focused.

Sales Hiring 145

Sales Hiring Outsourcing Services Underperforming Technical Team Sales Recruiting 145

SaaStr

FEBRUARY 18, 2020

Maria and Anthony present the CEO and CMO playbook of how the CEO and CMO can partner with other members of the team to grow sales and marketing. Maria : I mean, I’ve talked to over 60 recruiters. They’re investing in growth. Want to see more content like this? Join us at SaaStr Annual 2020. Maria Pergolino | frmr.

Scale 214

Scale Sales Recruiting Sales Hiring Underperforming Technical Team 214

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Meghan Gill | VP of Sales Ops @ MongoDB. FULL TRANSCRIPT BELOW.

Sales Recruiting 132

Sales Recruiting Sales Hiring Scale Sales 132

SaaStr

APRIL 18, 2019

And so once I had the idea I convinced my father to invest and become a customer. He was investing in internet companies. And I started as an engineer and as an MBA and frankly in business school back then they didn’t even have a class on sales. And I think most of your teams, you need sales engineers, you need founders.

Sales Recruiting 170

Sales Recruiting VP of Engineering Scale SaaS Payments 170

Sales Hacker

DECEMBER 2, 2019

This week on the Sales Hacker podcast, we speak with Mary Rogul , a VP Sales Consultant, who’s currently an Enterprise Sales Advisor at Crayon. Fresh out of college, Mary started out in accounting, but it didn’t take long before she began a 20-year sales career that led her through Monster.com, HubSpot, and several others.

Scale 52

Scale Sales Recruiting Sales Hiring Sales 52

OpenView Labs

APRIL 13, 2021

She transitioned into a solution engineer, a role that sits at the crossroads of sales and product, which gave her the opportunity to do more of what she loved: discussing business challenges and crafting corresponding technology solutions. How do you get design to work with sales, or engineering to work with customer success?

Sales Recruiting 60

Sales Recruiting Management Engineering Leadership 60

Incredo

NOVEMBER 1, 2019

Do you want to grow your SaaS sales team and improve your processes? maintain healthy atmosphere in your Smarketing team, make smart choices regarding your SaaS sales model, strategy, pricing, . build smoother connections both with your prospects through optimized sales process. And from SaaS sales models to SaaS pricing.

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

Sales Hacker

NOVEMBER 27, 2019

Sales leaders have a bad habit of dumping people into a new job without properly preparing them to succeed. When I landed my first “big girl job” 20 years ago as an Inside Sales Manager , I was underqualified, overambitious, and soon underwater. What’s So Important About Sales Onboarding? So tune in….

Sales Hiring 74

Sales Hiring Onboarding Sales Recruiting Outsourcing Services 74

SaaStr

JUNE 11, 2019

Keith Rabois is an investment partner at Khosla Ventures where he focuses on consumer Internet, education, enterprise, financial services, and digital health investments. Because you’ve done a lot of angel investments in your time as well. I probably invested in 80 or so, maybe 85 companies. You guys are awesome.

Merchant Services 227

Merchant Services Part-Time VPE Sales Hiring Scale 227

Andreessen Horowitz

OCTOBER 16, 2023

One of the toughest challenges for founders — and especially technical founders who are used to focusing so much on product features over sales — is striking “product-market fit”. So in that shift from product-market fit to product-market-SALES fit, how much should you optimize your go-to-market for product… and even the other way around?

Product Marketing 80

Product Marketing Scale Sales Hiring Sales Recruiting 80

SaaStr

JUNE 23, 2019

Keith Rabois is a General Partner at Founders Fund where he focuses on consumer Internet, education, enterprise, financial services, and digital health investments. Because you’ve done a lot of angel investments in your time as well. I probably invested in 80 or so, maybe 85 companies. You guys are awesome.

Merchant Services 192

Merchant Services Part-Time VPE Sales Hiring Scale 192

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. Part two of this scorecard series will help you create a sales interview scorecard to land that sales role you’ve been dreaming about. Sales chops. What sales system do we use?

Sales Hiring 93

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 93

SaaStr

MARCH 6, 2020

To meet buyers’ high expectations and manage the challenging sales landscape, companies must involve their entire organization in maturing the sales process- including after prospects sign on the dotted line. And it was all about relationship building with our sales reps, which is a super useful tactic.

Scale 215

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 215

Intercom, Inc.

FEBRUARY 26, 2018

I’m referring to the full spectrum of business execution, from product management to design to engineering to marketing to sales to support and all the other functions needed to scale a business. We are the soldiers companies are trying to recruit to help them win the battle for talent. The talent.

Software Review 224

Software Review Outsourcing Services Software Outsourced Development 224

SaaStr

OCTOBER 25, 2019

Before Assist, Liat spent 6 years at Twitter where she first hand saw their hyper-growth, managing a team of 40 across New York and SF and also Liat achieved 102% to quota on average every year. Finally before Twitter, Liat was VP of Sales @ Revolution Prep where she led and managed 7 offices. Loving our podcast content?

Sales Hiring 110

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 110

SaaStr

AUGUST 5, 2019

And this is the moment of reckoning that you get to as a SaaS company is that a sale is not the end. You can be very happy when you sell someone, you can exalt, you can have the high fives, but a sale is really the beginning. First off, the land, this is your typical initial sale. That’s really what they’re buying.

Sales Recruiting 167

Sales Recruiting Construction Scale SaaS 167

SaaStr

NOVEMBER 19, 2019

It’s a global technology focused investment firm. Then I went over to the sales department. The demo is the sale and we close everybody in month. Heidi promptly referred me to a good physical therapist so at least I started acquiring physical therapy domain expertise. My name is Becky Buckman. He joined our board.

Scale 169

Scale SMB VP of Engineering Leadership 169

SaaStr

JULY 10, 2021

Then we needed to hire a sales guy who had experience selling to enterprise. We got the guy who ran enterprise sales at Rackspace. UberConference started as this freemium, kind of funnel builder for later sales product. Dan : We’d start it with sales. As a B2B enterprise company, sales was our first key.

Sales Hiring 255

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 255

SaaStr

FEBRUARY 22, 2019

Matt Turck talks with three hyper-growth stage Co-Founders and CEOs on three roadblocks when scaling past $15M ARR: hiring, culture, and sales. We invest all over the country and very much in Europe as well including Paris. So we decided to take you to know three specific topics which are hiring, culture and sales.

Sales Hiring 114

Sales Hiring Scale Sales Recruiting Company Culture 114

The Marketing & Growth Hacking Publication

FEBRUARY 28, 2019

That talent can be nurtured; that intelligence can be fostered; and that creativity and leadership can be developed. It’s for this reason that in every company I’ve managed, I’ve done my best to help my employees develop and sustain growth mindsets of their own. marketing, sales, production, design?—?came

Development 40

Development Sales Recruiting Growth Hacking Leadership 40

SaaStr

MAY 14, 2019

Tables have turned because I first met Mikkel when just after I was working for previous fund index, he had just invested. it’s to say that we are gonna provide a lot of components, lot of helping stuff, a lot of infrastructure, a lot of reference stuff, but you should think about the public cloud as your platform.

Cloud 186

Cloud Sales Recruiting Scale AWS 186

SaaStr

NOVEMBER 15, 2019

Does having an exec and sales team in one place and the rest of the team elsewhere work? When working in sales and marketing, where maybe the idea sharing and team collaboration elements are more central, do you find it still has such success? * How important is it for your team to be near your customers? How easy is travel?

Education 108

Education Sales Hiring Technical Review Underperforming Technical Team 108

SaaStr

OCTOBER 4, 2019

How does leadership change for Jesse in the face of scale? How does Jesse think about scaling humanity and the personal touch with the scaling of his leadership? You’re facing extremely long sales cycles, which doesn’t really align with the quick results you want to have as a business. Where are the challenges?

Scale 121

Scale SaaS Payments SMB Sales Hiring 121

SaaStr

JANUARY 28, 2020

And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Maria : Yeah, I think, coming from a marketing side and thinking about that as a marketer, marketing is all about investments. And notice that I said investments, not cost or spend.

Sales Hiring 205

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 205

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Here they are… The 97 Best Sales Books in 2020.

Scale 141

Scale Sales Hiring Sales Recruiting Payment Methods 141

Outseta

MAY 8, 2020

But there’s a very real reason why so many software entrepreneurs now refer to themselves as “makers” or “creators”—even in a role as technically oriented as software engineering, there’s a remarkable amount of artisanship and thought that goes into bringing something new into existence. The lack of self awareness is real.

Part-Time VPE 102

Part-Time VPE Fractional VPE Sales Hiring Underperforming Technical Team 102

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

SaaStr

AUGUST 20, 2019

Anna Khan: Since then, we’ve become good friends and he’s been a CEO reference for me in building my portfolio. We were signing up hundreds of new paying customers every month with five sales reps. And that was an important shift, I think, for our leadership team. This business is special. That was perfect.

Scale 132

Scale Acquisition Scaling Sales Hiring 132

SaaStr

FEBRUARY 1, 2019

Prior to Figma, Amanda held numerous roles at Zendesk including SVP of Marketing and Sales Strategy. Harry Stebbings: And prior to Figma, Amanda held numerous roles at Zendesk including SVP of marketing and sales strategy. I’d also run sales strategy for the company right before I left. You might have some creative ideas.

Sales Hiring 107

Sales Hiring Communication Scale Interviewing 107

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. They need fewer sales as a percentage of overall employees.

Payment Solutions 149

Payment Solutions Pricing Payments Payment Services 149