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

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. Sales organizations experienced 58% higher voluntary turnover in 2021 than in 2020.

Sales Hiring 80

Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 80

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 88

Compensation Sales Recruiting Sales Hiring Retention 88

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 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

OpenView Labs

DECEMBER 17, 2019

OpenView’s experts weighed in with their predictions across product, sales, marketing, pricing, corporate development and talent. Product Managers Will Own a KPI. How many of your highest paid team members are in sales? The fact is that a great (albeit expensive) sales rep is worth every penny and has an obvious ROI.

Trends 67

Trends Sales Recruiting Technical Review SaaS 67

User Pilot

APRIL 19, 2024

For a 360 view of your market trends, combine both techniques – exploratory primary research and secondary channels of inquiry. To make the most of secondary market research, it’s important to analyze summarized data to identify trends, rely on reputable sources for accurate data, and remain unbiased in data collection methods.

Market Research 52

Market Research Sales Recruiting Marketing Underperforming Technical Team 52

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

Have you noticed one of the latest and growing trends in the worklife? 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. 4) Software companies pay only when they get paid.

SaaS Payments 139

SaaS Payments Payment Methods Merchant Services Sales Recruiting 139

Sales Enablement, SaaS and Growth

JUNE 26, 2018

Today, everyone working in and around sales and marketing knows that bots are hot, in vogue and quite simply, of the moment. In my role leading sales enablement at HubSpot in EMEA, we deliberately carve out time to think about ways to leverage tools, technology and software that will make sales reps more effective.

Sales Enablement 100

Sales Enablement Scale Sales Recruiting Sales Hiring 100

User Pilot

NOVEMBER 30, 2023

Keyword research and industry reports are two ways to track market trends and identify arising opportunities. Industry events, like Product Drive , are an opportunity to catch up with the trends in the sector. How do you recruit your interviewees? Use Google Trends to track interest in keywords related to your niche.

Underperforming Technical Team 105

Underperforming Technical Team Marketing Market Research Outsourced Development 105

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

JULY 20, 2020

Interviewing is hard , and interviewing candidates for sales roles can be doubly so. Sales requires a mix of left- and right-brained qualities, and accurately evaluating a candidate’s skills is a challenge for hiring managers. Better interviewing = better sales teams. How not to interview for sales.

Interviewing 73

Interviewing Sales Hiring Sales Recruiting Underperforming Technical Team 73

Sales Hacker

JANUARY 22, 2020

If you think sales is a simple job, I have a few hundred professional connections who would like a word with you. By mastering your sales interview questions. As a longtime recruiting leader, I’ve worked with countless hiring managers looking to fill sales roles , and I’ve had a firsthand look at their interview process.

Sales Hiring 77

Sales Hiring Interviewing Underperforming Technical Team Sales Recruiting 77

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Gaetan Gachet | SVP of Sales @Algolia. It’s an honor to be here with this mythical creature, this sales leader that goes from zero to 50 million in the same job. He has a whole French sales team and office that only speaks English in Paris.

Scale 144

Scale Sales Hiring Sales Recruiting Technical Advisors 144

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 295

Sales Recruiting Trends Sales Hiring Software Review 295

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. Recommended episode: Talking trends in product with Intercom’s Paul Adams and Emmet Connolly. I want to maximise each minute on my commute.

Sales Recruiting 100

Sales Recruiting Sales Hiring Sales Enablement Construction 100

OpenView Labs

APRIL 13, 2021

She transitioned into a solution engineer, a role that sits at the crossroads of sales and product, which gave her the opportunity to do more of what she loved: discussing business challenges and crafting corresponding technology solutions. How do you get design to work with sales, or engineering to work with customer success?

Sales Recruiting 60

Sales Recruiting Management Engineering Leadership 60

SaaStr

JUNE 3, 2020

My background as a SaaS entrepreneur, and then share the big trends we’re seeing in the world of SaaS, both what we’re seeing over the next few years and then also zeroing in on what has changed in the last few weeks in the middle of this COVID crisis. This was a 30 year mega trend into the future.

Software Review 189

Software Review Scale Technical Review SaaS 189

Chart Mogul

SEPTEMBER 19, 2019

But sales is the one thing founders cannot oversee — without it your startup will die. But the one thing you must think about is sales. Without sales, your startup dies. Yet, sales is all too often a dirty word. They go for the sale without caring about what the customer needs in the first place. Coach regularly.

Sales Hiring 93

Sales Hiring Scale Sales Recruiting Startup 93

User Pilot

NOVEMBER 23, 2023

One of the consequences of this is that the sales cycles slow down. Create strategic value PMs are under a lot of pressure to deliver features – from the sales team chasing a deal, the customer service colleagues trying to alleviate customer pain points, and executive leadership eyeing market expansion or increased market share.

Scale 105

Scale Underperforming Technical Team Sales Recruiting Software Review 105

OpenView Labs

MARCH 17, 2021

We invested more capital than in any prior year in the firm’s history, and we returned more capital than we’ve raised across all OpenView funds combined. Tom focuses on infrastructure, security and application software and has been a part of our investments in Axonius , Buildkite , and Intezer.

Sales Recruiting 62

Sales Recruiting Venture Capital Construction Investment 62

Neil Patel

JANUARY 6, 2023

At the same time, the number of houses up for sale is at historic lows. As a real estate professional, you may wonder why you need to invest in SEO. All that results in more sales and a growing income. In fact, real estate agents who invest in SEO make 2-3x more sales every month than those who don’t.

Technical Review 84

Technical Review Social Media Sales Recruiting Engineering 84

Unbounce

OCTOBER 18, 2021

When done right, marketing can be about more than return on investment or brand metrics. Sounds like a big opportunity for talent-starved companies to recruit, right? It’s also interesting to see how “community” shapes the allWomen sales funnel. “We But a great story doesn’t mean success is easy for the team. No problem!

Artificial Intelligence 136

Artificial Intelligence Marketing Scale Sales Recruiting 136

Chart Mogul

SEPTEMBER 19, 2019

But sales is the one thing founders cannot oversee — without it your startup will die. But the one thing you must think about is sales. Without sales, your startup dies. Yet, sales is all too often a dirty word. They go for the sale without caring about what the customer needs in the first place. Coach regularly.

Sales Hiring 52

Sales Hiring Scale Sales Recruiting Startup 52

SaaStr

NOVEMBER 2, 2019

Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. Hear about the early days of Glassdoor; tactical lessons on scaling—from building a business model and recruiting an all-star management team to advice on building a compelling, innovative company culture; and learn whyGlassdoor’s $1.2

Scale 134

Scale SaaS Payments Sales Recruiting Payment Services 134

Neil Patel

OCTOBER 9, 2020

You have developed a killer website and drafted an effective marketing strategy to generate leads and drive sales. You’ll also get better and more relevant marketing strategies to drive your online sales. In the end, you‘ll have better pay-per-click management that will give you more exposure in search engines. So what next?

Consulting 83

Consulting Sales Hiring Scale Sales Recruiting 83

SaaStr

NOVEMBER 28, 2019

I remember talking to Belgium investors at the time and everybody said, look, enterprise software is dead, there’s no opportunity through investment. Felix : It was a lot easier to invest to convince customers and investors and so we actually, I mean more of a European way of scaling a company. It made raising money a lot harder.

Sales Hiring 187

Sales Hiring Scale Sales Recruiting Government 187

ProfitWell

JANUARY 23, 2020

February may be creeping in, but we’re still on that new year grind —with 14 tech trends to watch closely in 2020. These are some of the top tech trends poised to reshape industries in 2020, according to CB Insights. And the 68-page report digs into trends like: Apple doubling down on healthcare products and services.

Sales Recruiting 43

Sales Recruiting Sales Hiring Venture Capital Pricing 43

ChurnZero

DECEMBER 18, 2020

Can we recruit hiring new team members from January to April, or from January to June this year, just to make sure that as we enter in the next year, we’re able to start off with some wins and not get upside down. You may not be able to get it from the sales ops team anymore. Every board meeting is going to suck.

Customer Success 87

Customer Success Sales Recruiting Finance Sales Hiring 87

ChurnZero

JULY 9, 2020

Sure, you won customers over to get the initial purchase, but what about your post-sale courting? We gift customers whenever they leave an online review, act as a reference for a potential customer, or refer a customer who connects with our Sales team as well as when the referred prospect becomes a customer.

Retention 64

Retention Strategy Scale Sales Recruiting 64

SaaStr

JANUARY 28, 2020

And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Maria : Yeah, I think, coming from a marketing side and thinking about that as a marketer, marketing is all about investments. And notice that I said investments, not cost or spend.

Sales Hiring 212

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 212

Intercom, Inc.

NOVEMBER 11, 2021

Users are recruiting your product to reach a specific outcome in their lives — whether that’s catching a flight to reunite with their families or using a productivity app to meet a deadline and impress their boss. Be selective about the outcomes you’re investing in. Let’s be really selective about the ones we invest in.

Onboarding 254

Onboarding Sales Hiring Sales Recruiting Underperforming Technical Team 254

Sales Hacker

OCTOBER 2, 2019

Unfortunately, the same template that worked on decision-makers at digital agencies won’t work on decision-makers in recruitment. RELATED: 7 Battle Tested Cold Sales Email Subject Lines (And Why They Work). In sales, you don’t want your outreach emails to be confused with a branded newsletter. I’m in the first group.

Sales Recruiting 66

Sales Recruiting Mobile Strategy Sales 66

ChurnZero

APRIL 26, 2019

Whether dealing with onboarding or recruitment, every HR department hopes for a smooth and well-defined employee experience. A successful HR manager leverages metrics to forecast, track and report on new employee onboarding. It also provides a visible signal that you are investing in the long-term success of your team.

Onboarding 58

Onboarding Sales Recruiting Scale Sales Hiring 58

OpenView Labs

JUNE 10, 2019

Six SaaS product managers share best practices on how their role differs from an “old school” software PM?—?and, Breaking down everything from must-have skills to mistakes to be avoided to up-and-coming trends within the SaaS product management space, these insights from Roadmunk are a worthy primer on the discipline of PM.

Management 55

Management SaaS Scale Sales Recruiting 55

ProfitWell

JANUARY 24, 2020

We know the idea of “brand affinity” has been this sort of buzz-worthy, industry-trending topic. is a much worthier investment for your 2020. Recruit your teammates into the subscription know: recurnow.com to sign up for episodes on the daily. And an urban electric vehicle company with… a waiting list? Do you like me?

Sales Recruiting 40

Sales Recruiting CTO Hire New CTO Sales Hiring 40