Sales Enablement, SaaS and Growth

JULY 30, 2017

Leading sales enablement programmes for over 100 sales professionals is challenging, rewarding and lots of fun. The way I see it, my role primarily is to partner with the sales organisation, so sales reps are successful, which enables sales reps and by extension, HubSpot to grow.

Sales Enablement 100

Sales Enablement Scale Sales Underperforming Technical Team 100

Sales Hacker

DECEMBER 12, 2018

If the impact of your sales enablement initiative seems disappointing or misunderstood, it could be because of your organization’s (all too common) mistake of confusing sales training with sales enablement. What sales enablement isn’t. What sales enablement is. In one word – data.

Sales Enablement 76

Sales Enablement Sales Hiring Sales Onboarding 76

Sales Hacker

AUGUST 30, 2019

Let’s explore four types of sales enablement content (you often forget) your sales reps need to close the deal. We’re going to cover: The 4 types of sales enablement content your reps need. Stats the prove sales engagement content is vital to their success. 4 tips to optimize your sales engagement content.

Sales Enablement 67

Sales Enablement Sales compliance Technical Review 67

SaaStr

JULY 13, 2022

You need a sales enablement team if your company has scaled to over $10 million ARR. Conduct special presentations and training sessions for your sales team. Help them adapt to the requirements of enterprise and mid-enterprise sales. . Mistake 5: Assuming your sales rep is Ironman. Teach them to handle objections.

Scale 211

Scale Sales Hiring Revenue Marketplace as a Service 211

Intercom, Inc.

JULY 28, 2022

And for Intercom’s VP of Sales EMEA, Sanj Bhayro , scaling is just what you need to invest in to ensure growth becomes as constant and linear as it can be. Here are some of our favorite takeaways from the conversation: A sales organization needs a good foundation to scale. The second moment was after I became a leader.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

SaaStr

MARCH 2, 2022

Many frameworks exist to build messaging and sales enablement. This approach enables the effects of proposed changes to be understood before they happen. Leadership education. Your executive team and leadership board should understand that many different actions lead to a conversion. Net Expansion Rate.

Outsourcing Services 195

Outsourcing Services Scale Outsourced Development Marketing 195

SaaStr

NOVEMBER 16, 2020

You said before, to me, it’s the believing in kind of participatory leadership over servant leadership. I don’t subscribe to the servant leadership model. Harry Stebbings: I think that participation and leadership is almost like a luxury of later stage companies. Andy MacMillan: Yeah. Let’s do it.

Sales Hiring 189

Sales Hiring Scale Leadership Sales Enablement 189

Sales Hacker

MAY 27, 2021

Maybe you’re already convinced that remote sales is a new world, what about your Sales Enablement? Think about the sales software that your organization is invested in. The software tech stack is the infrastructure that enables you and your team to sell at full power. Does it match your needs? Rely on it.

Underperforming Technical Team 111

Underperforming Technical Team Sales Software Review Technical Review 111

SaaStr

NOVEMBER 16, 2021

David Sacks: SaaS Background and Investments. In 2008, he founded Yammer, an enterprise software company that David grew to 500 employees and $60 million in sales. In 2008, he founded Yammer, an enterprise software company that David grew to 500 employees and $60 million in sales. Subscribe Please do not fill in this field.

CTO Hire 236

CTO Hire Sales Hiring Sales Recruiting CTO 236

Sales Enablement, SaaS and Growth

JANUARY 11, 2018

At the beginning of each year I like to reflect on where I’m investing my time - this exercise helps me evaluate whether or not it’s being used in the most valuable, productive and impactful way. In my mind, that’s the best way to set myself up for success. I want to maximise each minute on my commute. But that’s for another day.

Sales Recruiting 100

Sales Recruiting Sales Hiring Sales Enablement Construction 100

Sales Enablement, SaaS and Growth

MARCH 23, 2020

Customer > Team > Individual During my time at HubSpot, the leadership team shared this mental model to help with decision-making. The lesson here is to view your products in terms of S Curves and ensure you’re investing in your next greatest hit. Sharing knowledge and ideas demonstrates true leadership and confidence.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

InsightSquared

MARCH 6, 2018

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. The resulting reports will set the metrics and KPIs for which sales will be held accountable.

Sales Recruiting 119

Sales Recruiting Scale Sales Hiring Sales 119

Sales Enablement, SaaS and Growth

AUGUST 28, 2018

One of the questions I get asked most frequently is around building a sales enablement strategy and what that might look like. While each company, context and industry is different, I believe that there are some fundamentals that should form the blueprint of any sales enablement strategy.

Sales Enablement 122

Sales Enablement Scale Strategy Underperforming Technical Team 122

Sales Hacker

JANUARY 3, 2022

Content is the cornerstone of sales enablement, but creating it is a massive headache. Those are resources that most sales teams do not have, and resources that most marketing teams need to protect. Read on for a cursory overview of how Agile can be applied to creating sales content along with a few tips for getting started.

Sales Enablement 100

Sales Enablement Scale Sales Hiring Outsourcing Services 100

Sales Hacker

JUNE 12, 2020

Lesson 4: When you are having sales conversations, make sure it’s directed at the CFO. Return on investment, the faster the better , has always been an element of purchasing decisions, but it’s truer than ever in the current climate. Thought leadership is particularly crucial. The Future Is Bright.

Sales 77

Sales Marketing Social Media Leadership 77

Sales Hacker

NOVEMBER 16, 2021

Making gender in leadership a less controversial topic [22:45]. Veronika Riederle is the co-founder and CEO of Demodesk, the number one sales meeting platform. Making gender in leadership a less controversial topic [22:45]. We need to actively foster women in leadership. It’s a sales meeting platform.

Scale 95

Scale Leadership Construction Sales 95

Sales Hacker

JULY 10, 2018

It’s easy to spend much of our time focused on setting goals for sales reps while providing a level of blind trust to our managers (as long as their team gets to their number). As the leader of Sales Enablement , one of my major initiatives is to invest in the development of our management team.

Scale 45

Scale Management Sales Leadership 45

ChurnZero

MARCH 31, 2020

Elevate a communication by sending it from a member of your executive leadership team with a personal message or offer. To help stay connected while working remotely, Ashley shared that their leadership team has been scheduling one-on-one meetings with at least three people they wouldn’t normally interact with each week.

Payment Methods 72

Payment Methods Payment Solutions Software Review Payment Services 72

Sales Hacker

FEBRUARY 8, 2022

Our private membership connects you with a network of thousands of like-minded peers and resources where you can tap into leadership opportunities, professional development, mentorship, and services made just for high-growth leaders like you. Ashley Welch: We’re a sales enablement firm, first and foremost. Finally, Flockjay.

Innovation 83

Innovation Consulting Revenue Forecasting 83

Sales Hacker

JULY 29, 2019

This week on the Sales Hacker podcast, we speak with Ed Calnan , co-Founder and CEO of Seismic. With a background in sales leadership that extends beyond 20 years, he knows a thing or two about growing a company. Welcome back to the Sales Hacker podcast. Ed has taken the business from $0 to $100 million.

Enterprise 52

Enterprise Artificial Intelligence Scale Marketing 52

SaaStr

DECEMBER 3, 2020

I had an opportunity to be one of their first five sales reps. Sam Taylor: On my first leadership role, I was the first enterprise sales rep, a manager of mid-market team. And so I was their first sales leadership hire. Harry Stebbings: Final one, what do you think your biggest weaknesses as a sales leader?

Scale 171

Scale Sales Hiring Sales Recruiting Sales 171

Sales Hacker

JUNE 14, 2018

When it comes to choosing a sales provider, the cheapest solution is not always the best solution. When you select the low-cost option, you sacrifice expertise, leadership, and the ability to execute. There are many factors you should consider as you assess potential partners for augmenting or extending your sales team.

Outsourcing Services 57

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 57

SaaStr

AUGUST 9, 2021

Sales Enablement. In its early life, the TripActions team assumed they could scale by hiring more sales reps and replicating their process. Instead, he suggests building a sales enablement team with onboarding, playbooks, boot camps and continuing education, especially as the product evolves. Pick Your Lane.

Scale 248

Scale Sales Hiring Enterprise Sales 248

Sales Hacker

SEPTEMBER 16, 2021

When a prospect requests a pilot, that type of engagement typically highlights a much more complex sales cycle where value needs to be established in a compelling way relative to doing nothing or beating out competitors. Pilots are usually applied in high-value opportunities in key accounts that justify this big investment by the seller.

Revenue 73

Revenue Sales SMB Engineering 73

Sales Hacker

OCTOBER 2, 2020

What’s the difference between sales enablement and Sales Engagement? As sales leaders figure out how to do more with less, 9 out of 10 sales orgs consider a Sales Engagement Platform (SEP) critical to their team’s success. What is a Sales Engagement Platform (SEP)?

Scale 132

Scale Engagement Sales Sales Enablement 132

yoursales

DECEMBER 12, 2018

Prospect.io – Sales Automation Platform for modern sales teams. Showpad – Sales Enablement for the Modern Seller. Dink – High Impact Sales Interactions. Naturally it remains incredibly important to understand what each tool can do for your sales process. PieSync – Integrate your Apps.

Outsourcing Services 77

Outsourcing Services Outsourced Development Sales Technical Review 77

SmartKarrot

AUGUST 9, 2022

The most successful SaaS companies invest time and resources into business processes such as talent acquisition, retention, development, training, and the development of incentive programs. Employees are much more likely to stay with companies that invest in their professional and personal development. Thought Leadership.

Scale 10

Scale Sales Recruiting Business SaaS 10

SmartKarrot

AUGUST 9, 2022

The most successful SaaS companies invest time and resources into business processes such as talent acquisition, retention, development, training, and the development of incentive programs. Employees are much more likely to stay with companies that invest in their professional and personal development. Thought Leadership.

Scale 10

Scale Sales Recruiting Business SaaS 10

SaaStr

JANUARY 28, 2020

Maria : Yeah, I think, coming from a marketing side and thinking about that as a marketer, marketing is all about investments. There’s none of the brands that you’ve seen get to an IPO or continue on to a Fortune 500 company that is not making some significant investments there. Aaron : And they just have to do it.

Sales Hiring 204

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 204

Sales Hacker

MARCH 2, 2020

Sales Differentiation. Sales Engagement. Sales Engagement. Sales Enablement. The Sales Enablement Playbook. Enablement Mastery. Coaching Salespeople into Sales Champions. Sales Manager Survival Guide. The Ultimate Sales Machine. Wooden on Leadership. Pitch Anything.

Scale 141

Scale Sales Hiring Sales Recruiting Payment Methods 141

ChurnZero

AUGUST 23, 2019

I think that the reason that this team is invested in early is because you’re generally investing in the must-haves, you have to have Customer Success Managers. So often times, it is something that has an investment in later stages. If you look at a Sales Ops team, a lot of times that falls into the sales enablement bucket.

Sales Hiring 40

Sales Hiring Scale Customer Success Retention 40

Andreessen Horowitz

OCTOBER 16, 2023

And the rule of thumb that I followed — that was [that] two-third of our engineering investment should go with our existing TAM. <The > And the one-third of our engineering investment, we should keep putting on expanding our TAM always. And don’t let it, from a leadership standpoint, get out of control. Jyoti: Yes.

Product Marketing 76

Product Marketing Scale Sales Hiring Sales Recruiting 76

Sales Hacker

SEPTEMBER 16, 2019

This week on the Sales Hacker podcast, we speak with Jason Holmes , President and COO of Showpad. Jason specializes in executive sales leadership with CRM, SaaS, and other tech companies. Jason’s 3-layer approach to stage-appropriate leadership [22:44]. Welcome to The Sales Hacker podcast. Sam’s Corner [39:10].

Leadership 51

Leadership Scale Sales Hiring Compensation 51

yoursales

DECEMBER 12, 2018

Prospect.io – Sales Automation Platform for modern sales teams. Showpad – Sales Enablement for the Modern Seller. Dink – High Impact Sales Interactions. Naturally it remains incredibly important to understand what each tool can do for your sales process. PieSync – Integrate your Apps.

Outsourcing Services 44

Outsourcing Services Outsourced Development Sales Technical Review 44

Sales Hacker

APRIL 16, 2018

Why you should spend time with and invest in your new hires. How a cohesive leadership team should function. Subscribe to the Sales Hacker Podcast. 3) Kiva’s sales story [3:02]. 4) Going up the sales career ladder [9:00]. Each of those teams has a VP of Sales. 1) Sales operations. 2) Sales enablement.

Sales Hiring 40

Sales Hiring Management Scale Sales Recruiting 40

SaaStr

JUNE 10, 2020

So if you think about it, everything, when you pivot your messaging, now my second priority was sales enablement, making sure that we took what we had to pivot and what we were building and get it into the hands of the sales team and make sure they were delivering it appropriately. But there were some long hours.

Travel 174

Travel Marketing Scale Outsourcing Services 174

Sales Hacker

MAY 8, 2018

I was fortunate enough at Greenhouse to have a really good sales enablement person who was great at helping with training. The sales enablement person is doing a great job of setting up trainings and making sure that people are getting the right onboarding sessions—it has to be across the board.

Sales Hiring 43

Sales Hiring Scale Management Sales 43