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. While, I do partake in all these activities at some point during the week, where possible I optimise travel for learning, growing and improving.

Sales Recruiting 100

Sales Recruiting Sales Hiring Sales Enablement Construction 100

User Pilot

NOVEMBER 30, 2023

How do you recruit your interviewees? For example, the customer support and success teams deal with customer problems on a daily basis, so they can help you improve user experience, while the sales team can give you ideas for new features that customers are looking for. Spotting market gaps: interview invite. Don’t stop there!

Underperforming Technical Team 97

Underperforming Technical Team Marketing Market Research Outsourced Development 97

yoursales

JANUARY 28, 2022

Sales Stack 2022 Sales Tools for Professional B2B Sales SALES STACK 2022: Sales Tools for. Professional Sales SALES STACK. 2021: Sales Tools. Sales W hich challenges would you like sales technology to solve for your sales team? What is sales technology here to do?

Scale 111

Scale Payment Methods Payment Solutions Sales Recruiting 111

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 81

Product Marketing Scale Sales Hiring Sales Recruiting 81

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

Chart Mogul

OCTOBER 15, 2021

And in the case of the ChartMogul team that has been entirely remote (with teams in practically every time zone), traveling to San Mateo requires … The decision to sponsor and attend SaaStr Annual 2021 with thousands of in-person participants was challenging to make this year. We’re still in the middle of a pandemic, for one.

Sales Recruiting 52

Sales Recruiting Sales Hiring Travel Compensation 52

ChurnZero

APRIL 27, 2021

As ChurnZero recently secured a Series B investment bringing our total funding that has been raised to date to $35 million, we thought we’d take a look back and see the role that Customer Success plays at each respective stage of funding for SaaS companies. And we thought, who better to ask than those that chose to invest in us along the way.

Scale 98

Scale Customer Success Payments Underperforming Technical Team 98

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. . Why startup founders should treat fundraising like a sales funnel. Milestone: Hire an accomplished head of sales or revenue.

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Marketing 82

yoursales

JANUARY 29, 2021

Sales Stack 2021. Sales Tools for Professional Sales. SALES STACK 2020: THE TOOLS SALES STACK 2020: THE TOOLS. Sales technology for professional sales will be more important than ever. In 2020 almost every single Sales Professional was forced inside. Same goes for Sales Professionals.

Scale 104

Scale Payment Methods Payment Solutions Sales Recruiting 104

yoursales

DECEMBER 23, 2019

SALES STACK 2020. Sales Tools for Professional Sales. SALES STACK 2019: THE TOOLS SALES STACK 2019: THE TOOLS. W elcome to "Sales Stack 2020 - Sales Tools for Professional Sales". Next to that we'll continue to have the full list of sales tools available right here.

Scale 102

Scale Payment Methods Payment Solutions Sales Recruiting 102

yoursales

DECEMBER 23, 2019

Sales Stack 2020. Sales Tools for Professional Sales. SALES STACK 2020: THE TOOLS SALES STACK 2020: THE TOOLS. W elcome to "Sales Stack 2020 - Sales Tools for Professional Sales". Next to that we'll continue to have the full list of sales tools available right here.

Scale 102

Scale Payment Methods Payment Solutions Sales Recruiting 102

SaaStr

MAY 24, 2019

How does the product and what you invest in proactively need to change as you move into enterprise? I was personally responsible for my action, to any concurrent projects on the delivery side, I was responsible for managing digital marketing, recruiting. What are the benefits of starting in SMB? We had a pretty big team.

Sales Hiring 145

Sales Hiring Scale SMB Sales Recruiting 145

yoursales

DECEMBER 12, 2018

SALES STACK 2019 SALES TOOLS FOR. PROFESSIONAL SALES SALES STACK 2019: THE TOOLS SALES STACK 2019: THE TOOLS I t’s 2019 and we’re back at the sales tools workshop, working out the best sales tools for your sales process. Which sales tools best support your sales process?

Scale 99

Scale Payment Methods Payment Solutions Sales Recruiting 99

SaaStr

FEBRUARY 2, 2024

The backup of 2020 was great, 2021 comes in and somehow we have 600 unicorns and everyone can burn 500 million a year or have huge sales teams. But the meta point is this, if you’re recruiting in 2024, beware of the “Lost Generation” candidate and persona you may come across. This starts to get tough.

Sales Recruiting 279

Sales Recruiting Trends Sales Hiring Software Review 279

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. In Today’s Episode We Discuss: * How Kyle made his way into the world of SaaS and sales and came to be Head of Sales at one of the fastest-growing companies in Figma. What worked?

Sales Hiring 192

Sales Hiring Sales Recruiting Scale Technical Advisors 192

SaaStr

JULY 1, 2021

I want to come be your VP of sales and, you’re going to meet me for the first time. Spencer : For me, the key things for a VP of sales is, “OK, tell me about your best reps. We’re trying to recruit someone that’s way above our weight class, so that we can actually scale. You hire a search firm.

VP of Engineering 253

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 253

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 159

Investment Technical Review Part-Time VPE Development Team Review 159

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 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 147

Payment Solutions Pricing Payments Payment Services 147

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 107

Sales Recruiting SMB Scale Sales Hiring 107

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 173

Merchant Services Scale Sales Recruiting Sales 173

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 107

Sales Recruiting SMB Scale Sales Hiring 107

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 166

Sales Recruiting VP of Engineering Scale SaaS Payments 166

Sales Hacker

AUGUST 18, 2020

This week on the Sales Hacker podcast, we’ve got a fantastic episode for you. He even managed to help pivot the company from a programmatic transactional revenue model to a subscription model over the course of, not just the last three months during COVID, but over the course of the last few years. Sales enablement is easy.

Subscription 106

Subscription Payment Features Scale Underperforming Technical Team 106

SaaStr

JULY 4, 2019

Matt Schatz is SVP of Sales at WPEngine, responsible for defining and executing the global sales strategy. Matt has nearly two decades of senior leadership experience in sales and customer growth, specifically for technology companies with customers around the world including Bazaarvoice, CityVoice and Rackspace. It is hard.

Scale 161

Scale Sales Hiring Engineering Sales Recruiting 161

SaaStr

DECEMBER 17, 2019

And so in Plaid, we build integrations into bank accounts focused on letting you interact with your money in your bank account in whatever way you want to in the web. Quovo had focused on investment accounts and allowing you to programmatically interact with your investment accounts through third-party applications.

Payments 142

Payments SaaS Payments Banking Underperforming Technical Team 142

Sales Hacker

MAY 20, 2021

You need to measure and repeat so you and your sales team only put effort into promising prospects abroad. Let’s explore the mathematical process the sales outsourcing team at Sales Force Europe takes both on behalf of our clients and in our own lead generation and international sales strategy. What about size?

Scale 90

Scale Metrics Outsourcing Services Sales Recruiting 90

SaaStr

NOVEMBER 13, 2020

Interesting for a couple reasons, but Sunil’s been investing in cloud internet since before almost anybody. So, not that many people have started so early in the career, so long in the space, and great investments that we know like Datadog and Fastly, and good at it. GP and founder of Amplify Partners. Jason Lemkin: Crazy.

Sales Recruiting 166

Sales Recruiting Development Team Review Technical Review Sales Hiring 166

SaaStr

JULY 26, 2019

Prior to founding Zylo, Eric was the VP of Sales @ Sprout Social leading the revenue operations for over 11,000 customers. Before Sprout Social he was VP of Sales at Shoutlet, responsible for global direct and channel sales teams and developing and managing strategic relationships. What was the founding moment with Zylo?

Sales Hiring 141

Sales Hiring Scale SaaS Payments Payment Services 141

SaaStr

JUNE 25, 2019

The company was, their sales were quite a bit bigger than the other two companies. As I said before, 15 people in the company when we started, five engineers, now there’s 140 in this office, 110 engineers, product managers and designers, and they’re awesome. One moment, 10:00 AM, 90,000 tickets go on sale.

Engineering 129

Engineering Part-Time VPE Sales Hiring Scale 129

SaaStr

NOVEMBER 15, 2019

Does having an exec and sales team in one place and the rest of the team elsewhere work? It allows us to, when people want to travel or if they need to go home and be with family or whatever comes up, it seems just superior in the logistics. How easy is travel? * How important is it for your team to be near your customers?

Education 107

Education Sales Hiring Technical Review Underperforming Technical Team 107

SaaStr

JULY 11, 2019

I invest across consumer, B2B SaaS companies, and then also dev tools and infrastructure companies as well. When we launched the US market, we had spent probably two to three months up front doing road shows, traveling city by city by city and explaining the new product, demoing the new product. These are sales goals.

Scale 116

Scale Marketplace as a Service Sales Recruiting Scaling 116

SmartKarrot

SEPTEMBER 15, 2021

There are two things that need to be seen here – getting company-wide cultural buy-in and securing the investment to make that happen. Now, if you are looking at that versus the sales or product-led organizations, I suppose the ROI attached to that is pretty long-term. Implementing CS without Strategic Planning. capturing,?and

Customer Success 21

Customer Success Technical Review Development Team Review Systems Review 21

Sales Hacker

AUGUST 25, 2020

This week on the Sales Hacker podcast, we’ve got Alyssa Merwin , Vice President of Sales Solutions for LinkedIn, North America. She runs Sales Navigator and is perhaps one of the most important people selling sales engagement and sales software in the world. Subscribe to the Sales Hacker Podcast.

Management 72

Management Sales Recruiting Sales Hiring Development Team Review 72

SaaStr

MARCH 13, 2020

Harry has also angel invested in the likes of BreathePod and Try.com. Why does Harry believe investing in customer success is far more important than customer acquisition? * Do you have to invest in it from Day 1? What mistakes does Harry see many founders make when it comes to investing in their early brand?

SaaS Payments 212

SaaS Payments Payment Methods Finance Payments 212

SaaStr

JULY 10, 2020

The first will be sharing five perspectives and things that I found to be useful in adjusting sales in the midst of a crisis or a turnaround. ” And invest your team’s time and energy to say, “Hey, if this, then that. If you’re selling to recruiting, they may be deeply hurting. What’s the base case?”

Scale 182

Scale Sales Hiring Pricing Sales Recruiting 182

SaaStr

OCTOBER 4, 2019

And Tradeshift was a modern company in many ways and we really trusted everyone, and we wanted everyone to be empowered and efficient and we also trusted them to use the company money in a sensible way, because they needed to sign up to services, they need to travel and advertise and stuff like that.

Scale 121

Scale SaaS Payments SMB Sales Hiring 121