SaaStr

MARCH 30, 2024

Then, you’ll have enough folks and experience to put a small team on a new initiative / segment / market. Micromanaging Your First (and Second) Management Team. But there’s a reason you hired managers. Bad operational model / misunderstanding the burn rate. Leave the pipedreams for $100m in ARR.

Scaling 271

Scaling Revenue Underperforming Technical Team Market Segmentation 271

Intercom, Inc.

AUGUST 15, 2018

At Reddit, he led a team of 35 – none of whom knew how to manage other engineers. He had to quickly determine which team members displayed a potential for leadership and teach them the fundamentals of management so they could make new hires and scale – without ruining the culture. Short on time?

Leadership 141

Leadership Engineering Part-Time VPE CTO Coach 141

30 Day Leadership

JANUARY 17, 2023

Confidence and trust are at the heart of great leadership. In this episode of the B2B Leadership podcast, I spoke with Mark Stouse , Chairman and CEO at Proof Analytics. He and his team at Proof Analytics are champions of the truth with their clients, employees, and partners.

Leadership 52

Leadership Underperforming Technical Team B2B Development 52

30 Day Leadership

JANUARY 17, 2023

Confidence and trust are at the heart of great leadership. In this episode of the B2B Leadership podcast, I spoke with Mark Stouse , Chairman and CEO at Proof Analytics. He and his team at Proof Analytics are champions of the truth with their clients, employees, and partners. Leadership #B2bleadership #BusinessLeader.

Leadership 52

Leadership Underperforming Technical Team B2B Development 52

User Pilot

NOVEMBER 21, 2023

In his talk, Jason talked about how product managers can upskill to meet the challenges in their daily work and how to make sure that their organizations value their work. How to upskill as a product manager. Measuring the value of product management is difficult too. Let’s dive in! Book the demo! It gets even worse.

Technical Review 84

Technical Review Management Underperforming Technical Team Leadership 84

Sales Hacker

OCTOBER 17, 2022

As cross-functional leadership teams across the country clamor to prioritize and agree upon the top threats to address, many underestimate the importance of effective change management. Related: 6 Change Management Hacks for Sales and Marketing Alignment that Lasts. Change management and change intelligence.

Sales Recruiting 77

Sales Recruiting Underperforming Technical Team Strategy Management 77

Intercom, Inc.

JUNE 1, 2021

Most support teams have seen an influx of support queries since COVID-19 hit – and those issues are more complex than ever. According to recent research, however, many teams aren’t sufficiently equipped to meet these new challenges. Download your copy of the thought leadership paper now. Sound familiar?

Underperforming Technical Team 232

Underperforming Technical Team Technical Review Scale Headcount 232

Intercom, Inc.

OCTOBER 22, 2019

If you are new to sales management, it can be hard to know what concrete steps you can take to improve your skills, be recognized, and eventually, rise to a senior leadership role. As a manager, the tasks competing for your attention only multiplies – coaching , training, interviewing, forecasting , planning, and more.

Sales Hiring 123

Sales Hiring Underperforming Technical Team Sales Management 123

User Pilot

MAY 1, 2024

There is a ton of product management advice out there, but most of it is generic tips repeated over and over again. Keep on reading to learn about his journey into product management , his recommended newsletters and podcast episodes, and his top tips for product management success.

Underperforming Technical Team 64

Underperforming Technical Team New CTO Interviewing CTO 64

OpenView Labs

JULY 1, 2020

IT teams scrambled to respond to the work-from-home lockdown by developing new procedures for provisioning home equipment, deploying new collaboration tools, beefing up their VPN networks and redesigning their service desk support procedures. There’s a Difference. If Phase I was a sprint, Phase II will be a marathon.

Underperforming Technical Team 86

Underperforming Technical Team Headcount Compensation Leadership 86

Intercom, Inc.

MAY 24, 2022

Whether you’re an individual contributor, manager, or director, you can leverage your own skills – and those around you – to influence growth across your team, org, and company. Every team has a valuable mix of strengths, and varying levels of skill and expertise in different areas across its members.

Underperforming Technical Team 118

Underperforming Technical Team Construction Development Education 118

OpenView Labs

MARCH 8, 2021

For all those reasons, hiring and management must be on point. What Interviewing 600+ Sales Reps Taught Me About Team Building. What’s your biggest weakness? For many folks in leadership positions, the answer might be… asking job candidates good questions. The last thing you can afford is a bad sales hire.

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

Sales Hacker

OCTOBER 9, 2019

Sales is the most important function with any company, and the sales manager plays a critical role within it. That said… The importance of your sales manager cannot be understated. The sales force drives the company’s revenue and it’s the sales manager’s job to drive the sales force. Here’s why this is a problem….

Sales Hiring 68

Sales Hiring Leadership Management Sales 68

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. This trend especially impacts sales teams.

Sales Hiring 79

Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 79

Totango

DECEMBER 23, 2021

To help you and your team combat this dangerous phenomenon, we’re going to do a series of articles over the next few weeks discussing various burnout and mental health topics. Decreased productivity, a high turnover rate, low engagement, and employees with poor mental and physical health all lead to heavy financial burdens for companies.

Underperforming Technical Team 98

Underperforming Technical Team Customer Success Scale Leadership 98

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. To do the first, we had to hire, train, and write a playbook – the building blocks of any team. Relentlessly measure impact.

Sales Hiring 171

Sales Hiring Sales Recruiting Underperforming Technical Team Scale 171

Sales Hacker

JANUARY 19, 2023

I socialized with them at elegant black-tie events, fine client dinners, and weekend leadership retreats. Maybe it goes without saying, I never heard them mistake the mail room guy or the security guard for a leadership team member.) It comes down to respect and credit that each team member deserves on a fundamental level.

Sales Recruiting 85

Sales Recruiting Underperforming Technical Team Sales Hiring Sales 85

SaaStr

NOVEMBER 25, 2023

The underperformers who aren’t putting in the effort get a conversation, and if things don’t change, it’s not a good fit. Jameson and Sam also recommend that across the org: sales, marketing and CS — the early and sooner you can get the entire team re-focused on creating their own pipeline, the better. Guess what?

Sales Hiring 199

Sales Hiring Underperforming Technical Team Revenue Sales 199

SaaStr

MAY 10, 2022

Recovery from COVID has taught us that adapting and learning how to thrive in new ways in the face of change, whether good or bad, can lead to exponential growth. . Develop a well-defined vision. It’s normal for people to seek inspiration and leadership during times of uncertainty. Do not waste time developing a Plan B.

Travel 202

Travel Revenue Underperforming Technical Team Scale 202

Sales Hacker

FEBRUARY 27, 2020

As a sales manager, your job is to drive growth. The best way to do that is to develop the right behaviors in your sales reps. In other words, you can’t just be a sales manager. There are many things that can drive revenue growth within your company, but as a sales leader, it all starts with your team. How do you do that?

Underperforming Technical Team 96

Underperforming Technical Team Development Revenue Sales Hiring 96

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. TL;DR Regular roadmaps kill outcomes by forcing teams to think in the categories of features and timelines. Ready to dive in to learn more?

Scale 89

Scale Underperforming Technical Team Sales Recruiting Software Review 89

Sales Enablement, SaaS and Growth

MARCH 23, 2020

Companies which don’t use mental models risk unleashing mayhem with poor choices or becoming bloated and bureaucratic by reducing the volume and speed at which decisions are made - both scenarios are undesirable and will impact growth. OKRs are a useful mental model - they make it crystal clear what people and teams should be striving for.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

CustomerSuccessBox

MARCH 10, 2022

To deliver the service to the clients which a company’s sales team laid out has a real thing to deal with. If not met, it’s just up for a downfall while creating a poor experience for the clients. The role and responsibilities of these two separate operations-“ Client Service Manager ” and “ Client Engagement Manager ”-differ.

Engagement 52

Engagement Management Underperforming Technical Team Outsourced Development 52

Sales Hacker

OCTOBER 23, 2020

They could have a lack of trust from above due to a predecessor doing a bad job. It starts with overcoming those 2 bad habits we mentioned earlier by developing a learner’s mindset and finding the right solution by staying curious. 3 ways to develop a learner’s mindset: Study or read something that is new to you.

Underperforming Technical Team 82

Underperforming Technical Team Sales Sales Funnel Leadership 82

Intercom, Inc.

JULY 28, 2022

Sanj started working at Salesforce back in 2005, when the company had around 1,000 employees and a few hundred million in revenue, and he was a part of its growth for 14 years, holding several leadership positions in multiple markets in EMEA. It’s very transparent, very collaborative, and filled with really smart, amazing people.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

Andreessen Horowitz

SEPTEMBER 19, 2023

We pulled from my prior marketplaces experience and dove into their business quickly to develop a point-of-view on the opportunity. a16z has long had an investment theory that we should invest behind strengths of a business model and opportunity, not lack of weakness. It truly has been a team effort.

Marketplace as a Service 142

Marketplace as a Service Scale Underperforming Technical Team Construction 142

Scytale

DECEMBER 13, 2023

These CISOs are responsible for information security strategy and governance, risk management, compliance, threat intelligence, vulnerability management, and security awareness training across major companies. The CISO coordinates with technical teams to contain breaches and prevent future attacks.

Technical Review 52

Technical Review Underperforming Technical Team compliance Automotive 52

Scytale

DECEMBER 13, 2023

These CISOs are responsible for information security strategy and governance, risk management, compliance, threat intelligence, vulnerability management, and security awareness training across major companies. The CISO coordinates with technical teams to contain breaches and prevent future attacks.

Technical Review 52

Technical Review Underperforming Technical Team compliance Automotive 52

SaaStr

FEBRUARY 16, 2022

As companies begin to succeed, they sometimes develop a tunnel vision towards the customers who have brought them their success. If you don’t work to keep your knowledge of the market fresh and current, you may be left with a narrow view that will inevitably catch your sales and product teams flat-footed. Verify product-user fit.

Underperforming Technical Team 238

Underperforming Technical Team Company Culture Customer Success Product Marketing 238

SaaStr

JULY 25, 2021

You can have the great product and a great team, but the market of small or very niche. The second one is the team, obviously depending on how earlier the team has a huge factor because you may be so early in your journey that there’s nothing else to point to, but the track record of the team. Jyoti Bansal: Yeah.

Sales Recruiting 247

Sales Recruiting Sales Hiring Scale VP of Engineering 247

Sales Hacker

MARCH 28, 2019

To begin, perform an audit of your own sales team, and answer these questions: How are women compensated in comparison with men of their same role level? By the way, even if you don’t find there are gender differences on these three criteria (good job), this exercise can help you improve how you manage your team in myriad other ways.

Sales Hiring 79

Sales Hiring Underperforming Technical Team Sales Management 79

SaaStr

NOVEMBER 26, 2019

sales team. We had custom CRM apps for the Weight Watchers group, scheduling systems for optical chains, inventory management for car dealers. We ended up creating a healthcare app that connected all the substance abuse manage care agencies with their providers, and their payers, and the state system. FULL TRANSCRIPT BELOW.

Scale 219

Scale Sales Hiring Underperforming Technical Team Sales 219

OpenView Labs

JULY 20, 2020

Sales requires a mix of left- and right-brained qualities, and accurately evaluating a candidate’s skills is a challenge for hiring managers. The true cost to a company of a bad sales hire making $50k annually can be $380k , meaning the stakes for each hire are almost 8x an individual’s salary. Better interviewing = better sales teams.

Interviewing 73

Interviewing Sales Hiring Sales Recruiting Underperforming Technical Team 73

Sales Hacker

JANUARY 22, 2020

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. Too many sales managers have trouble identifying the key questions to ask. It’s also one of the hardest to teach and develop. But all is not lost.

Sales Hiring 76

Sales Hiring Interviewing Underperforming Technical Team Sales Recruiting 76

Intercom, Inc.

MARCH 15, 2021

It’s not just that more diverse teams are more effective and more profitable ( though they are ); but, as Karen Peacock, our CEO, says , “It’s just the right thing to do.”. So what can employers and managers do to help? Karen’s former manager is a great example of an ally using their privilege to advocate for change. The lesson?

Part-Time VPE 209

Part-Time VPE Underperforming Technical Team Leadership Engineering 209

ChurnZero

APRIL 1, 2022

Like many people with leadership aspirations, Sharon saw the vice president title as her dream designation: “I knew that a VP role would be harder to attain because there are fewer of them within a company structure.”. How to help teams with imposter syndrome as a leader. How to help teams with imposter syndrome as a leader.

Customer Success 98

Customer Success Underperforming Technical Team Leadership Strategy 98

Neil Patel

OCTOBER 25, 2020

But should you build your own in-house marketing team or hire an agency partner? Digital agencies are companies that help other businesses perform a specific function such as marketing, development, or design. They act as a substitute for an in-house team, serving the same labor function but outside of the organization.

Sales Hiring 145

Sales Hiring Outsourcing Services Underperforming Technical Team Sales Recruiting 145