yoursales

JANUARY 28, 2022

Whether you're a VP Sales of a Sales Development Representative, you should expect your company to equip you to get the job done. With sales consulting, lead generation, and outsourced sales clients in the range of 1 to 1500 full time employees you can imagine we come across quite a few different CRMs. Sales Stack Graveyard.

Scale 111

Scale Payment Methods Payment Solutions Sales Recruiting 111

SaaStr

NOVEMBER 19, 2019

So I went down the hall, met with the head of marketing, and I discovered a lot about in bound SaaS, about SMB, the importance of building this machine as I call it now that generates all these lovely leads. They all looked at me really weird because remember, I’d never done SMB before. Liberate some operating expenses.

Scale 168

Scale SMB VP of Engineering Leadership 168

Sales Hacker

APRIL 21, 2022

After a couple of years, we had built a solid SMB business, but realized that in order to hit our growth goals we needed to move up-market. This was all in an effort to increase our average contract value (ACV). They might not close revenue in this segment today, but it’s an investment for the future development of the company.

Marketing 86

Marketing Sales Hiring SaaS SMB 86

SaaStr

MAY 24, 2019

As for Andrew, he started his first software development company at the age of 18 and has been running Wrike for the last 13 years alongside advisory roles with both Ditto and Appulate. How does Andrew advise founders on the question of whether to start in enterprise or SMB? What are the benefits of starting in SMB?

Sales Hiring 143

Sales Hiring Scale SMB Sales Recruiting 143

yoursales

JANUARY 29, 2021

Pipedrive has been part of YourSales and many of our outsourced sales assignments since the beginning. Mimiran – More Leads and More Deals for SMB Services Business. SalesMethods - World Class Account Development and Sales Opportunity Management. StoryDimensions - Capture, Develop and Deliver Customer Stories … at Scale.

Scale 104

Scale Payment Methods Payment Solutions Sales Recruiting 104

Andreessen Horowitz

NOVEMBER 17, 2023

In this conversation recorded at ELC 2023, Segment’s former CRO Joe Morrissey and former chief product development officer Tido Carriero discuss how they turned sales-product tension into a successful $3.2B Because you sell in the enterprise in a very different way than you sell in SMB. Progress and growth grinds to a halt.

Sales Hiring 85

Sales Hiring Scale Sales Underperforming Technical Team 85

Sales Hacker

FEBRUARY 2, 2021

SMB Sales vs Enterprise Sales Process. This will give you the annual contract value. It is essential that you take time to study your ICP as well as emerging market trends and developments. SMB Sales vs Enterprise Sales Process. Contract Size: 5 years, high six figures. What Is Enterprise Level Sales?

Scale 96

Scale Enterprise Marketing Sales 96

Intercom, Inc.

MAY 13, 2021

Of course, we always excelled in SMB at Slack as well. Since then, you’ve spent over 12 years in post-sales leadership. Also, skill-wise, I think one thing you really learn when you are in a sales leadership position in pre-sales is driving urgency. When I left, we were just bridging the $1 billion mark. Moving upmarket.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

Intercom, Inc.

FEBRUARY 5, 2019

Developing a sales strategy is one of the core activities every business will have to undertake. When done correctly, your sales strategy will help your sales team execute with focus – SMB or enterprise, inbound or outbound, hunting or farming. 8 steps to develop a winning sales strategy. Excerpt from Intercom on Starting Up.

Scale 177

Scale Strategy Sales Underperforming Technical Team 177

ChurnZero

DECEMBER 2, 2021

RYG events started as local Customer Success meetups (now called RYG Leadership Hours ), which provided a casual and intimate setting for Customer Success leaders to talk shop. They could be your contract signers, your champions, or anyone that’s VP or higher.”. Let’s say your SMB, and you’re below 95%, it’s not good enough for SMB.

Customer Success 98

Customer Success Technical Review Scale Compensation 98

SaaStr

MARCH 12, 2019

How can founders know when is the right time to make the move from SMB to enterprise? Because one message isn’t necessarily always transferable when considering kind of SMB to enterprise. ” How do you know when’s the right time to think about moving from an SMB and mid-market to enterprise?

Scale 168

Scale Enterprise Scaling Sales Hiring 168

Tom Tunguz

JULY 14, 2013

Because customers are paying to improve the product, rather than buying a “production-ready” enterprise product, the company can go to market much earlier in their development. Ideally, the company offers 12 month contracts and the company can be profitable on a customer before the customer has an option to churn.

Sales Hiring 100

Sales Hiring Venture Capital SaaS Machine Learning 100

SaaStr

JUNE 7, 2019

Finally, before that, Amit was the Founder & CEO @ SparkThis, an outsourced marketing and sales service for cloud companies. And finally, before that, Amit was the founder and CEO at SparkThis, an outsource marketing and sales service for cloud companies. Just to test it and develop it. Be it enterprise or SMB.

Outsourced Development 130

Outsourced Development Outsourcing Services Sales Hiring Scale 130

Sales Hacker

JUNE 27, 2019

There is a big difference between selling to the SMB, Mid, and Enterprise markets. Hiring an Enterprise Account Executive is very pricey — and overkill for a business that’s selling to the SMB market. Hiring an SMB rep (even a good one) will likely have them way out of their element and not create the results you’re after.

Sales Hiring 66

Sales Hiring Sales Recruiting Scale SMB 66

SaaStr

MAY 8, 2020

Prior to Work-Bench, Jessica was a Learning and Development Manager at Cisco Systems, where she worked with the Engineering organization on Agile transformation, innovation and culture. He’ll cover remote work, team management, sales, marketing, product development, and more. This podcast is sponsored by Guru.

Sales Recruiting 173

Sales Recruiting Technical Review Sales Hiring Outsourced Development 173

Sales Hacker

SEPTEMBER 16, 2021

Sales Profile: SMB to Commercial. This is where the pre-sales professionals are much more consultative with the prospect to better understand use cases and develop a clear value proposition within the product. Sales Profile: SMB to Commercial. Duration: 15 to 30 Days. Seller’s Cost: Low. Deal Size: Low. Duration: 15 to 45 Days.

Revenue 74

Revenue Sales SMB Engineering 74

SmartKarrot

NOVEMBER 4, 2022

Role: Director of Customer Success Location: Remote, United States Organization : Fleetio As a Director of Customer Success, you will lead the Customer Success Management Team across three segments (Enterprise, Mid-Market and SMB) to achieve long-term retention via aggressive usage, adoption, and value realization targets. Apply here: [link].

Customer Success 19

Customer Success Scale Outsourced Development Systems Review 19

yoursales

DECEMBER 12, 2018

Pipedrive has been part of YourSales and many of our outsourced sales assignments since the beginning. Mimiran – More Leads and More Deals for SMB Services Business. StoryDimensions – Capture, Develop and Deliver Customer Stories … at Scale. Mimiran – More Leads and More Deals for SMB Services Business.

Scale 99

Scale Payment Methods Payment Solutions Outsourcing Services 99

Sales Hacker

DECEMBER 30, 2019

Justin is the former SVP of sales at PatientPop and a current advisor to it, as well as a tremendous number of SMB SaaS companies. He then went on to help build PatientPop to over 60 million in recurring revenue and now he’s consulting to SMB businesses. Today on the show, we’ve got Justin Welsh.

Sales Hiring 52

Sales Hiring Revenue Scale Underperforming Technical Team 52

yoursales

DECEMBER 23, 2019

It seems like for some of the companies with little development it becomes increasingly easy to win clients and then just keep their too chugging along until eventually clients leave for something better. Pipedrive has been part of YourSales and many of our outsourced sales assignments since the beginning. One Simple Price.

Scale 102

Scale Payment Methods Payment Solutions Sales Recruiting 102

ChurnZero

JUNE 11, 2021

During that time, health score factors (that are based on features, use cases, processes, leadership, and KPIs) have likely changed which affect the metrics associated with your health score. . You could also have a health score for a customer who uses Product A but is in their second contract year. Always Be Evaluating.

Software Review 96

Software Review Systems Review Scale Underperforming Technical Team 96

SmartKarrot

SEPTEMBER 29, 2022

Serve as project manager and leader for critical cross-functional initiatives such as building Business Value consulting expertise for Strategic customers, standing up a CS/Sales qualified lead engine process, or developing Scaled / Tech Touch programs for SMB/MM customers.

Customer Success 19

Customer Success Scale Sales Hiring Technical Review 19

SaaStr

JULY 26, 2019

Before Sprout Social he was VP of Sales at Shoutlet, responsible for global direct and channel sales teams and developing and managing strategic relationships. Finally, prior to Shoutlet, Eric spent over 7 years at ExactTarget as a Senior Business Development Manager which is where he met High Alpha’s Scott Dorsey.

Sales Hiring 139

Sales Hiring Scale SaaS Payments Payment Services 139

Intercom, Inc.

SEPTEMBER 26, 2019

And it’s not without good reason: nearly all software products with dominant market share started as apps but grew to the point where third-party developers began building valuable integrations on top of what these companies had already created. New Relic’s General Manager, Mark Weitzel, weighs in on how you can support your developers.

Underperforming Technical Team 170

Underperforming Technical Team Marketplace as a Service Outsourced Development Development 170

SaaStr

JULY 2, 2019

I manage North America sales for Slack, and I’m joined by my colleague Dannie Herzberg, who runs mid-market sales in our sales development team. A third bucket actually guides how we’ve built our sales development program here. Dannie : The way we specialized is we segmented, so SMB originally, enterprise, large enterprise.

Enterprise 143

Enterprise Scale Sales Hiring SMB 143

SaaStr

JUNE 16, 2020

Also, there is focus on changing terms to try and close and accelerate deals, reducing time commitment requirements for contracts, pricing minimums to get to a yes more quickly, and then also focusing on cash and cash collections by building more efficiency in that process. Contract modifications were still so decentralized.

Sales Hiring 158

Sales Hiring Scale SaaS Payments Payment Services 158

SaaStr

AUGUST 13, 2019

You now actually have to develop features that you didn’t have in your roadmap. Salesforce started at SMB and they moved up market and they have really done a fantastic job. How do you actually go from selling to consumers to then to SMB customers and then going up market. Business development reps, they’re called.

Scale 151

Scale Sales Hiring SaaS Sales Recruiting 151

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? What questions reveal the most?

Scale 126

Scale SaaS Payments Sales Recruiting Payment Services 126

ChurnZero

OCTOBER 15, 2021

So, as we were planning our closing session for our recently held BIG RYG Leadership Summit, we thought what better way to wrap up our event than to answer the question of “Where is Customer Success headed?”. They reviewed all our contracts. If you’re a startup or SMB, this sets you up with unrealistic NRR expectations.

Customer Success 97

Customer Success Benchmarks Scale Underperforming Technical Team 97

SmartKarrot

OCTOBER 11, 2022

Creating and maintaining regular project status reporting for internal stakeholders and leadership. Work closely with Creator IQ’s Sales, Enablement, Customer Support, and Product teams to ensure successful customer onboarding and launch of contracted services. Drive and build repeatable processes in the SMB and MM book of business.

Customer Success 19

Customer Success Technical Review Systems Review Outsourced Development 19

yoursales

DECEMBER 23, 2019

It seems like for some of the companies with little development it becomes increasingly easy to win clients and then just keep their too chugging along until eventually clients leave for something better. Pipedrive has been part of YourSales and many of our outsourced sales assignments since the beginning. Grow with Maximizer CRM.

Scale 102

Scale Payment Methods Payment Solutions Sales Recruiting 102

SmartKarrot

JANUARY 10, 2023

Role: Customer Success Lead Location: Remote, Canada Organization: Testimonial Hero As a Customer Success Lead, you will be developing and managing value-based relationships with the highest-value accounts with a focus on agreement completion and retention. Apply here: [link].

Customer Success 19

Customer Success Technical Review Outsourced Development Systems Review 19

SmartKarrot

NOVEMBER 29, 2021

Guide customers on non-technical issues such as data security and governance, compliance, and contracting. Forecast accurately and communicate clearly to senior leadership. Develop and execute on account strategies for mid-market accounts while working alongside Sales to deliver positive outcomes for clients.

Customer Success 19

Customer Success Sales Hiring Technical Review SMB 19

SaaStr

DECEMBER 12, 2020

As for Kate, prior to making the move to Notion just last month, she spent an incredible 8 years at Dropbox including holding roles such as Head of Sales Development, North America and Director of Global SMB Revenue and Operations. Before Notion, Kate spent 2 years at Salesforce in the corporate sales and enterprise business units.

Scale 163

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 163

SaaStr

AUGUST 19, 2022

And we now got to this point of one to $2 million in ARR across about 50 to 60 contracts. But the thing about the TAM you were talking about is that, partially what we’re seeing is that those customers, it’s harder to get bigger contracts out of them. The ROI is amazing. It’s working well. Jason Lemkin: Okay.

Scale 211

Scale Sales Hiring Scaling VP of Engineering 211

yoursales

DECEMBER 12, 2018

Pipedrive has been part of YourSales and many of our outsourced sales assignments since the beginning. Mimiran – More Leads and More Deals for SMB Services Business. SalesMethods – World Class Account Development and Sales Opportunity Management. Mimiran – More Leads and More Deals for SMB Services Business.

Scale 99

Scale Payment Methods Payment Solutions Sales Recruiting 99

SaaStr

OCTOBER 15, 2019

At Mapistry, moving upmarket is exactly what CEO, Allie Janoch, set out to do two years ago and in this talk, she and Lauren Alexander, Mapistry’s VP of Marketing and Demand Generation, will share the playbook they have developed for generating warm leads in a market of buyers unused to purchasing software. It’s not going to work.

Underperforming Technical Team 152

Underperforming Technical Team Sales Hiring compliance SMB 152