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. that you’re invested in their success).

Sales Recruiting 53

Sales Recruiting Sales Hiring Scale Trends 53

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. And now it’s all about like, can you really scale and execute? Dev Ittycheria : Thank you.

Sales Recruiting 247

Sales Recruiting Sales Hiring Scale VP of Engineering 247

SaaStr

AUGUST 7, 2020

A few factors that contribute to high-performing sales teams: High quota attainment. The best startups invest in their sales teams and work hard so most of the reps hit and exceed quota. Turning over a sales team is very hard on the organization. A great VP of Sales is worth her weight in gold.

Sales Hiring 318

Sales Hiring Scale Sales Recruiting Compensation 318

SaaStr

MARCH 7, 2021

I thought it would be worth drilling down deeper into each of them, and sharing the learnings and mistakes: 1/ Spending less time fixing things, more time recruiting senior folks to own them. No one spends enough time recruiting as it is, after $1m ARR or so. Yes, you can manage the sales team yourself. You can do this.

Part-Time VPE 265

Part-Time VPE Sales Recruiting Sales Hiring Scale 265

SaaStr

JANUARY 25, 2021

And then, I would have invested more wisely in Year 1 especially. Not Hiring 2-3 Sales Reps to Start. More on that here: When You Hire Your First Sales Rep — Just Make Sure You Hire Two. Scaling Too Slowly — and Too Quickly. But I also tried to scale up too quickly after our Series A.

Sales Recruiting 264

Sales Recruiting Sales Hiring Scale SaaS 264

Sales Hacker

JANUARY 20, 2022

Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success, but you can’t rely on those inputs to tell you if they are personally satisfied.

Sales Recruiting 98

Sales Recruiting Scale Retention Sales 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 128

Sales Recruiting Sales Hiring Scale Social Media 128

SaaStr

NOVEMBER 19, 2020

Enough to invest, but not enough to go crazy with. More on that here and a great video discussion below: You’ll probably be ready for your first VP of Sales by $1m in ARR. But you’ll need a manager to scale beyond 2. But it’ll be harder on you, and you’ll scale more slowly than you could.

Part-Time VPE 363

Part-Time VPE Sales Hiring CTO Hire Scale 363

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

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

Intercom, Inc.

MARCH 12, 2019

A little over a year ago, I got the opportunity to start a new team within our sales organization – a team of Relationship Managers dedicated to growing our current customers at scale. The opportunity emerged out of a shift in how we practice sales. Starting a new sales team is not unlike doing improv.

Sales Hiring 171

Sales Hiring Sales Recruiting Underperforming Technical Team Scale 171

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. Start building out your sales operations department by hiring someone to own your CRM.

Sales Recruiting 119

Sales Recruiting Scale Sales Hiring Sales 119

InsightSquared

MAY 15, 2019

It’s one of my favorite questions to ask a fellow professional in sales operations. Insurance sales rep. Account Manager. Sales Operations is Still Developing. Sales operations as a profession is growing, yet it is a comparatively new function in businesses. Sales Ops is Many Disciplines in One.

Sales Recruiting 110

Sales Recruiting Scale Technical Review Sales 110

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

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. David Sacks has invested in over 20 unicorn companies, including Airbnb, Bird, ClickUp, Facebook, Slack, and Uber. Head of Sales. VP Sales (45 Employees).

CTO Hire 245

CTO Hire Sales Hiring Sales Recruiting CTO 245

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

SaaStr

JANUARY 27, 2021

I probably will pass on investing in you if I don’t know you want money. We recently did a New New in Venture event and I asked the question of many top VCs including David Sacks, Keith Rabois, Aileen Lee and more. “Give the VP of Sales More Time” This is always terrible advice. In one sales cycle, or less.

Part-Time VPE 297

Part-Time VPE Sales Hiring Scale Sales Recruiting 297

SaaStr

JANUARY 15, 2021

You might also include developers on sales calls from time to time — it makes everyone feel heard. The CEO of Dominoes recruited his Head of Technology personally, telling him that his realm was the most critical thing Dominoes was going to do in the next decade. 3 Assign problems, not tasks. 4 Provide executive enthusiasm.

Sales Recruiting 162

Sales Recruiting Development Software Review Management 162

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

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. As companies scale, they often cannot satisfy customer needs equally well. One of the consequences of this is that the sales cycles slow down.

Scale 89

Scale Underperforming Technical Team Sales Recruiting Software Review 89

Intercom, Inc.

MAY 13, 2021

Although Linda started her career in sales, she has spent the past twelve years scaling post-sales teams and moving hyper-growth companies like Zendesk, Slack, and now Gong upmarket into the enterprise realm. What “customer success” looks like evolves as your company and customers scale upmarket.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

Valuize Consulting

DECEMBER 7, 2021

In the subscription economy, there’s no debate about whether or not to invest in Customer Success (CS); 70% of rapidly growing businesses say that Customer Success is extremely important ( Hubspot , 2017). The question now is, how big should CS organizations be, and what’s the best way to staff and scale its success?

VP of Engineering 98

VP of Engineering Customer Success Sales Hiring Interviewing 98

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 116

Scale Payment Services Payment Methods Sales Hiring 116

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.

Scale 173

Scale Sales Hiring Sales Recruiting Sales 173

Sales Hacker

SEPTEMBER 30, 2020

Companies were growing their sales organizations and bringing in more revenue. Companies everywhere have frozen their hiring and laid off workers — with sales reps often among the first to go. I’ll be honest: as the leader of a sales-focused recruiting company, this has been tough for me and my team.

Sales Hiring 94

Sales Hiring Scale Sales Recruiting Sales 94

Neil Patel

OCTOBER 25, 2020

If you are looking to scale up your marketing, you will need talented people that can take charge of and execute your strategy. Scaling a business isn’t easy. Two of the key challenges that come with scaling are getting the right talent and getting enough new customers. Read on to find out which decision is better for you.

Sales Hiring 145

Sales Hiring Outsourcing Services Underperforming Technical Team Sales Recruiting 145

Sales Hacker

OCTOBER 26, 2021

In this episode of the Sales Hacker Podcast, we have Kerry Hudson , VP of Commercial Sales at Conga , a sales leader in the high tech space across multiple verticals. Join us for a timely conversation about producing high performing sales organizations with a focus on people, process, and customers. powered by Sounder.

Scale 95

Scale Sales Hiring Sales Recruiting Leadership 95

OpenView Labs

JUNE 20, 2019

Europe is a major target for B2B SaaS firms seeking to scale their businesses internationally. It’s clear to see that finding new logos in Europe has given many scaling SaaS firms a big headache during the last year. The toughest EU country to hire senior sales/commercial talent. How wrong can they be!

Scale 45

Scale B2B Sales Hiring Scaling 45

The Angel VC

DECEMBER 12, 2018

While this is generally true for most companies, it’s particularly true for SaaS businesses, which invest heavily in product development, sales, and marketing upfront and get payments from customers over a delayed period of time, usually several years. The main reason is that your customer acquisition costs are highly front-loaded.

Sales Recruiting 106

Sales Recruiting SaaS Payments Sales Hiring Scale 106

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

SaaStr

NOVEMBER 6, 2019

According to Harvard Business Review , companies that were instrumental in creating their categories accounted for 53 percent of incremental revenue growth and 74 percent of incremental market capitalization growth. For startups creating categories, the value of dominating a market while scaling can result in operational benefits as well.

Scale 109

Scale Sales Recruiting Marketplace as a Service Forecasting 109

SaaStr

APRIL 23, 2019

And can you talk a little bit about touching on the hiring point, because you did say that you focused a lot on talent, and recruiting. And coming from Brazil without a big network in Silicon Valley, un-launched, without a website, it was actually really hard to recruit the first ten people. I’m going to go, and scale it up.”

Sales Hiring 156

Sales Hiring Sales Recruiting Scale Payment Methods 156

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 82

Product Marketing Scale Sales Hiring Sales Recruiting 82

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. Yes, it does not scale, but the beauty is the product.

Scale 127

Scale SaaS Payments Sales Recruiting Payment Services 127

Sales Hacker

JUNE 9, 2020

This week on the Sales Hacker podcast, we speak with Barrett Boston , Chief Revenue Officer at TriNet. The finance world wasn’t scratching the itch, though, so he decided that he just had to be in sales. The finance world wasn’t scratching the itch, though, so he decided that he just had to be in sales.

Leadership 78

Leadership Scale Sales Recruiting VP of Engineering 78

SaaStr

APRIL 17, 2019

What were Steve’s biggest takeaways from seeing the hyper-scaling at AppDynamics? Steve has previously said, “Sales and marketing must be one team.” Where does Steve find common points of tension between sales and marketing? How can a CEO determine when is the right time to fundamentally invest in devops? What works?

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

OpenView Labs

OCTOBER 26, 2021

The exciting thing about prototypes is that large-scale experiments can be built through open-source projects , which companies like Netflix and Linkedin will do as a strategic way of recruiting top talent. . If none exist, pick a price where the scaling mechanism is clearly tied to the buyer’s perception of value.

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Marketing 82