SaaStr

AUGUST 7, 2021

I thought it might be helpful to assemble a checklist of 22 reasons I almost immediately pass on investing in start-ups that are still interesting. Exit Strategy Slide. An Exit Strategy Slide almost by definition tells me you aren’t. You’re in sales. Recruit the VPs? Others bet on traction.

Sales Recruiting 336

Sales Recruiting Scale AWS Investment 336

SaaStr

FEBRUARY 27, 2023

This was Storyblok’s strategy when it started expanding its team. 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. Outbound: including Account Based Marketing (ABM). Self-service.

Scale 199

Scale Sales Hiring Sales Recruiting Scaling 199

Sales Hacker

DECEMBER 5, 2023

Tips for recruiting the best possible team members and how patience factors into that. 25:17) Writer’s PLG motion, including self-serve and sales-assisted, and how it’s used to turn small downloads into big enterprise accounts. (31:07) 31:07) A consultative sales process and messaging considerations. (36:56)

Sales Recruiting 93

Sales Recruiting Enterprise AI Banking 93

SaaStr

OCTOBER 3, 2023

It’s so, so easy to stand out in recruiting if you’ve actually done your homework. Invest those extra cycles. At a C-level you are interviewing the client to identify culture fit, blockers, budget, vision and can you execute, fund and build your strategy.” A week later, he emailed me back — “Aha!

Interviewing 229

Interviewing Sales Hiring Sales Recruiting Consulting 229

Sales Hacker

JUNE 10, 2021

There’s one thing recruiters are unanimous about. It’s that sales representatives are one of the toughest positions to hire for. The demand for sales reps is one of the highest of any job. Our recruitment team at EASI has gotten really good at this. Sales courses are largely absent from college curricula.

Sales Hiring 103

Sales Hiring Sales Recruiting Sales Interviewing 103

SaaStr

JULY 29, 2021

Someone great at something core you aren’t: Sales, Engineering, Marketing. Great at sales. If you hire someone to do the first sales, you’ll never understand it yourself. When you go to hire your first sales rep, hire 2. 50% of the job for a VP is recruiting. A bit more here. Great at engineering. More here.

Sales Hiring 300

Sales Hiring Sales Recruiting Interviewing Engineering 300

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 127

Sales Recruiting Sales Hiring Scale Social Media 127

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. 20 VCs do come to me to invest in the company now. Jyoti Bansal: Let’s switch topics to sales.

Sales Recruiting 249

Sales Recruiting Sales Hiring Scale VP of Engineering 249

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. Ideally, have your VP of Sales on board in time to hire reps 3-300. Earlier is better. IME, rough order to make hires in: VPM: $0.2m

Part-Time VPE 363

Part-Time VPE Sales Hiring CTO Hire Scale 363

Tom Tunguz

DECEMBER 16, 2020

The merry retail investors using Robinhood bolster the passive investment wave, and their market-shaping forces sustain stratospheric multiples in the public markets. I thought the remote trend would be a powerful recruiting advantage; I didn’t foresee a global pandemic obligating companies to work remotely.

Sales Recruiting 279

Sales Recruiting Blockchain Banking Machine Learning 279

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. Who should be responsible for sales compensation planning?

Compensation 86

Compensation Sales Recruiting Sales Hiring Retention 86

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. Moving upmarket means larger customers and higher revenue, but it’s not without its challenges.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

Intercom, Inc.

NOVEMBER 17, 2021

Every tech company wants to be more “data-driven”, to ensure their decisions are shaped by a robust customer understanding – a picture of their customers’ past, present, and future needs that can inform long-term company strategy. For that, we rely on user research. User research is the practice of understanding people – the “why”.

Sales Recruiting 156

Sales Recruiting Sales Hiring Interviewing Trends 156

Neil Patel

FEBRUARY 17, 2021

You must employ marketing strategies that work. One such marketing strategy is direct response marketing. Unlike other marketing strategies that focus on building relationships with prospects first, direct response marketing seeks to turn prospects into customers in one step. Advantages of Direct Response Marketing.

Sales Recruiting 141

Sales Recruiting Marketing Social Media Branding 141

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. See, hiring and sales aren’t dissimilar.

Sales Hiring 81

Sales Hiring Sales Recruiting Scale Sales 81

Totango

MARCH 15, 2022

Your human resources practices, your project management procedures and your technology strategy all need to come together in order for you to scale up without overextending yourself. To avoid this, make sure you follow sound human resource strategies when making staffing decisions.

Sales Recruiting 95

Sales Recruiting Customer Success Sales Hiring Scaling 95

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

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 302

Part-Time VPE Sales Hiring Scale Sales Recruiting 302

User Pilot

APRIL 19, 2024

TL;DR Market research is vital for making informed business decisions, enabling companies to understand the market, target audience, and competitors, reducing risks, and optimizing marketing communications and product strategies. Accumulating demographic information forms the basis for executing effective market segmentation strategies.

Market Research 52

Market Research Sales Recruiting Marketing Underperforming Technical Team 52

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

Sales Hacker

DECEMBER 19, 2022

As the president of Sales Xceleration, a firm specializing in assessing and implementing sales strategy , sales processes, and sales execution to drive growth, I’ve seen how job hopping can affect otherwise stable sales teams. But also the cost it has on their careers — and your sales team.

Sales Hiring 79

Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 79

Valuize Consulting

JANUARY 25, 2024

While they touched on data strategy, tooling and metrics, all 3 experts emphasized that successful Digital Customer Success programs demand a holistic approach, embracing cross-functional collaboration and strategic adaptation. Successful digital programming demands investment in specialized digital CS roles.

Customer Success 52

Customer Success Sales Recruiting Scale Strategy 52

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

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 Recruiting 125

Sales Recruiting Sales Hiring Underperforming Technical Team Revenue 125

SaaStr

AUGUST 25, 2023

2 “Give the VP of Sales more time.” You can’t always expect a great VP of Sales to double sales in 30-60-90 days. But you have to see progress in one sales cycle. If, in one sales cycle, things aren’t improving on several core metrics, they never will. The best VPs of Sales hit the ground running.

Part-Time VPE 185

Part-Time VPE Scale Sales Hiring CTO Hire 185

User Pilot

JULY 27, 2023

Chief Technical Officer : Responsible for outlining the company’s technological vision, implementing technology strategies, and ensuring that the technological resources are aligned with the company’s business needs. Engineering Manager: In charge of planning, designing, and overseeing projects. Average salary: $196,172/yr.

Sales Hiring 93

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 93

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 210

Scale Scaling Sales Hiring Sales Recruiting 210

FastSpring

AUGUST 23, 2019

With the right planning and strategy in place, investing in an affiliate program is a great way to scale a software company and drive more online sales. In our latest webinar, FastSpring Affiliate Marketing Manager Mark Jacobs, guided attendees through the exciting world of affiliate marketing.

Sales Recruiting 63

Sales Recruiting Scale Software Sales 63

Sales Hacker

NOVEMBER 4, 2020

I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. Starting Your International Sales Team. The key to starting an international sales team is having the right people in your landing team. A mercenary is driven by the sale.

Sales Hiring 99

Sales Hiring Scale Sales Recruiting Sales 99

Intercom, Inc.

JUNE 2, 2021

By failing to acknowledge the differences early, teams risk misallocating their focus and energy when solving problems, investing too much or too little in each one. “ Investment . This type of innovation can factor into the business strategy, product strategy, and execution levels. Investment. How to rank.

Innovation 251

Innovation Investment Sales Recruiting Strategy 251

InsightSquared

OCTOBER 10, 2019

With communication taking on digital forms, tech-based tools and solutions are lucrative to the success of a modern sales and marketing strategy. A successful tech-based communication strategy depends on defining the plan, finding and implementing the right tools, and taking measures to ensure their longevity. Design a Strategy.

Communication 70

Communication Sales Recruiting Marketing Sales 70

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

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 139

SaaS Payments Payment Methods Merchant Services Sales Recruiting 139

InsightSquared

AUGUST 14, 2019

For sales professionals, AI is not only impacting your personal life, but it will soon influence your professional work too if it hasn’t already done so. Many of today’s forward-thinking companies have already begun using AI in their sales strategies. Strengthens Communication With Sales Leads.

AI 91

AI Artificial Intelligence Sales Recruiting Forecasting 91

OpenView Labs

FEBRUARY 3, 2022

The market need for SaaS products has exploded and investment in SaaS companies has accelerated, requiring more talent to grow and scale. And the primary burden of your product and GTM execution can fall on an effective technical leader and proven sales executive. Accelerate hiring of internal recruiters.

Sales Hiring 82

Sales Hiring Sales Recruiting Scale Startup 82

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