Sales Hacker

FEBRUARY 25, 2025

As a key GTMfund partner, they equip sales and marketing teams with top performers. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member. I know you advise, invest, you know, in a lot of, you know, startups. That’s the metric of success.

Sales Hiring

Sales Hacker

JULY 8, 2025

06:33 Why Sales Nav was a $250M business with a “crappy product” — and how Doug turned it around. 13:26 The speed dating hack that landed Coffee’s first sales leader. 17:36 What Doug learned running Sales Cloud at Salesforce — and why he left. 24:37 Why sales tech stacks are bloated — and how AI-native CRMs solve it.

Sales Recruiting

Sales Hacker

JANUARY 28, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Kraig Swensrud is the Founder & CEO of Qualified where he provides crucial experience and entrepreneurial energy to create the future of enterprise sales tech. You got sales reps. Everybody was learning on the fly.

Sales Hiring

Sales Hacker

DECEMBER 31, 2024

Featuring hot takes from leaders at HubSpot, Brex, GitHub, and more, this compilation challenges the status quo and might just change how you think about volume vs. value, outbound sales, and hiring in 2025. 11:46) Neal Patel on why you shouldn’t hire a sales leader for their playbook. (15:44) But I started on superhuman.

Sales Hiring

Sales Hacker

JUNE 3, 2025

Over his 15-year career at Meta, Rick was instrumental in driving international expansion, especially across Europe, the Middle East, and Africahelping to localize strategy, scale high-performing sales teams, and bring new ad products to market. Rick is the former managing director of Meta Ireland. Rick Kelley: You’re right.

Sales Hiring

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. 16:00 End-to-end GTM orchestration across sales, marketing, product, and CS.

Engineering

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. 16:00 End-to-end GTM orchestration across sales, marketing, product, and CS.

Engineering

SaaStr

JUNE 21, 2024

Sam Blond, the former CRO at Brex with 15 years in tech sales, took the stage at SaaStr Europa 2024 to share nine easy sales concepts that so many get wrong. Sam got his first job in tech sales as an SDR for Jason Lemkin’s company, EchoSign, which later sold to Adobe and launched his career. They did this right at Brex.

Sales Recruiting

SaaStr

MARCH 5, 2021

Flock Safety’s Founder and CEO, Garrett Langley, and its VP of Growth, Alex Latraverse, know a bit about sales. Enough to go from 0 to 100 sales reps in about 18 months — and they’re looking to be well beyond 100 by the end of this month. The three things that led to ramping up sales at Flock Safety were: Achieving product-market fit.

Sales Recruiting

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop. I was a local sales manager or regional manager.

Sales Recruiting

SaaStr

JULY 20, 2024

Dedicated Slack Channel For Every Metric From the early days at Secureframe, they have had a dedicated Slack channel for every metric: every net new sale, every expansion, every churn, and every expense. Invest in People You want to keep the bar high on talent, especially in hypergrowth, and not just in the early stages.

Sales Recruiting

SaaStr

SEPTEMBER 20, 2024

What are the top 10 mistakes founders are still making today when hiring their VP of Sales? In this post, we’ll delve into the common pitfalls founders encounter when hiring a VP of Sales. 1: You Can’t Stay Founder-Led Sales Forever. . #1: 1: You Can’t Stay Founder-Led Sales Forever. This one is newer.

Sales Hiring

SaaStr

OCTOBER 5, 2020

There’s a common thinking that sales teams should be relatively high churn. That the bottom 15-20% of the sales team almost has to churn each year, because it’s survival of the fittest. At Salesforce, at Box, the bottom end of the sales team churns out each year. First, do sales reps really compete with each other?

Scale

SaaStr

DECEMBER 4, 2023

So backstage at SaaStr Annual this year, and in a number of other conversations since, I’ve had a chance to get a few quiet moments with maybe two dozen top CROs and VPs of Sales. Yes, macro issues come up, and how they have to sell to more stakeholders now, and sales cycles are longer. But the best long ago adapted.

Sales Recruiting

SaaStr

MARCH 22, 2022

I really appreciate you coming to talk about how to attract, hire, and build a more diverse sales team in your organization. So I’ve been building top-producing sales teams for a really, really long time. So over the years, I’ve watched many sales leaders go out and say, “Brian’s my top producer.

Sales Hiring

SaaStr

OCTOBER 25, 2023

For part one of this Ask Me Anything session, Jason covers everything you need to know about hiring your first VP of Sales, what he really thinks about AI, what the future of lead generation in 2024 looks like, and much more. Lead generation tools do change, but the basic motions of sales and marketing haven’t changed much.

Scale

SaaStr

FEBRUARY 27, 2023

Storyblok started with a leadership-first hiring plan and a recruitment strategy that involved the following: A test to know how candidates handle different tasks and their expertise level. A way of onboarding new employees and equipping them with the right tools. Outbound: including Account Based Marketing (ABM). Self-service.

Scale

SaaStr

MARCH 18, 2022

Then, decide how much time, money, and effort your company is willing to invest in the CAB. . Mapistry recruited a diverse pool by inviting both legacy customers and new customers. . New customers add value to your CABs with their fresh experience with your sales cycle and onboarding processes. Networking opportunities.

Sales Recruiting

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

The Angel VC

APRIL 1, 2017

At the excellent SaaStr Annual 2016 conference about a year ago, a very experienced SaaS CEO said on stage that an internal recruiter can be a startup CEO’s secret superpower. Being willing to invest in an internal recruiter or talent manager (or more broadly, an HR person) early on requires pretty big balls a lot of confidence.

Sales Hiring

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

SaaStr

JULY 1, 2020

An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. Kristen Habacht runs EDR sales at Atlassian, which I got a check today, $40 billion-$50 billion company. She manages a huge global team. Four, people in the sale? Jason Lemkin: None.

Merchant Services

Sales Hacker

AUGUST 3, 2020

It would be foolish to tell you that every CRO and CFO I talk to agrees with me in saying that SDRs are a no-brainer investment. Most companies are intrigued by the potential of SDRs, but cautious when investing the necessary resources to build a proper team. And with the right setup in place, onboarding is almost as simple.

Sales Recruiting

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

SaaStr

APRIL 23, 2019

Expense management was something people care about. And also very fast onboarding. And that one was actually the toughest one to do, this really instant onboarding that we have. For example, never onboarding. So, we were like, “Hey, we need to make this onboarding more simple.” ” Anu: Got it.

Sales Hiring

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

Intercom, Inc.

DECEMBER 16, 2020

Your sales team is integral to your business’s success: not only do your salespeople bring in the big deals, but they also represent your company and culture to every new and potential prospect. So why is sales team culture still an afterthought for so many organizations? People all across the company are so proud of our sales team.

Sales Hiring

SaaStr

AUGUST 8, 2019

Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Andrei Brasoveanu will sit down for a conversation with Agnes Bazin Doctolib on how to create a targeted and effective sales process tailor-made for SMB. The topic of the day is secret to SMB sales. That’s fantastic.

Sales Recruiting

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

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

Incredo

NOVEMBER 21, 2019

Software to track analytics, transfer payments, manage inventory, create videos and for many other things. You will never again worry about investing thousands of dollars in paid ads and receiving nothing. If sounds like this topic can help you generate more SaaS sales with less risk, we are starting!

SaaS Payments

Kellblog

MAY 10, 2021

In this post, I’ll present what I view as the minimum sales management framework for an enterprise SaaS startup — i.e., the basics you should have covered as you seek to build and scale your sales organization [1]. Pipeline management rules, with an optional stage matrix. Onboarding program. Value (e.g.,

Sales Hiring

SaaStr

AUGUST 8, 2019

Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Andrei Brasoveanu will sit down for a conversation with Agnes Bazin Doctolib on how to create a targeted and effective sales process tailor-made for SMB. The topic of the day is secret to SMB sales. That’s fantastic.

Sales Recruiting

Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. While most of us have settled into the new normal and the challenges that come with it, sales leaders are looking ahead with uncertainty. Best Sales Statistics to Know in 2021. Short on time? What this means for you.

Sales Hiring

OpenView Labs

MARCH 15, 2019

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. For the uninitiated, channel sales refers to the process of partnering with third parties to get your product into the end user’s hands. Channel Sales versus Direct Sales – The Good and the Bad.

Sales Recruiting

Intercom, Inc.

APRIL 25, 2019

Given that the primary metric we measure growth in is revenue, it follows that sales feels growth more acutely than almost any other function. As the Senior Vice President of Sales for Pipedrive , she’s currently responsible for building nimble sales teams who drive sustainable revenue.

Scale

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. Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom.

Scale