SaaStr

JANUARY 24, 2024

Sales reps were hosting 4-6 calls daily but most of these calls were early demos or top-of-funnel discovery calls Sales was closing really small deals on one end while talking to really large companies with hundreds of thousands of people on the other. Define your ICP as early as you can and segment your sales team accordingly.

Scale 218

Scale Sales Hiring Scaling Revenue 218

Sales Hacker

OCTOBER 19, 2022

Sales compensation planning can be a tricky beast to tame — but know that you’re not alone. I asked 12 incredible sales leaders across the SaaS industry to share their biggest challenges with comp planning and how to overcome them. Related: New to sales compensation planning? Top 10 sales compensation challenges.

Compensation 94

Compensation Sales Recruiting Sales Finance 94

SaaStr

JANUARY 27, 2021

“Give the VP of Sales More Time” This is always terrible advice. If a VP of Sales can’t improve things in one sales cycle or less — she never will. In one sales cycle, or less. At twice the price. “The Leads are There, the Problem is the Sales Team.” More on that here.

Part-Time VPE 289

Part-Time VPE Sales Hiring Scale Sales Recruiting 289

SaaStr

JUNE 4, 2019

I actually worked in sales for five and a half years and that’s probably why I have tended to gravitate to B2B marketing. Worked as an AE and then a sales manager. Decided to go to business school, did that for a little bit and then came out in management consulting, a company. So, they’re a B2B piece.

Sales Recruiting 164

Sales Recruiting Scale Underperforming Technical Team Pricing 164

User Pilot

AUGUST 21, 2023

Because of the multifaceted nature of this role, it can be hard to figure out what you should look for in a new product management hire. TL;DR Product managers need to have good problem-solving, communication, and leadership skills. Leadership. How would you manage a team that works across time zones and remotely?

Interviewing 92

Interviewing Underperforming Technical Team Management Sales Hiring 92

Sales Hacker

MARCH 12, 2020

Like most things in life, hiring sales talent is a matter of timing. Especially since the best candidates with strong sales skills are usually snatched up within 10 days. That’s why it’s critical to overcome indecision and move quickly when recruiting sales talent. Is it unrealistic sales quotas?

Sales Hiring 76

Sales Hiring Sales Recruiting Compensation Underperforming Technical Team 76

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

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. Trisha Price. They need fewer sales as a percentage of overall employees.

Payment Solutions 147

Payment Solutions Pricing Payments Payment Services 147

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. Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. That’s in a case when pricing is successful.

Scale 127

Scale SaaS Payments Sales Recruiting Payment Services 127

OpenView Labs

OCTOBER 26, 2021

Prototypes might also help you gain clarity around your offering: is it packaged and priced competitively? 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. . Still unsure?

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Marketing 82

SaaStr

JULY 9, 2019

Giraffe is a mobile job matching platform that helps medium skilled workers get access to opportunities and helps businesses to recruit staff faster, and easier, and more affordably than any other way. You’ve got to be very sensitive to price, and so you’re caught in this conundrum. I’m from South Africa.

Scale 159

Scale Sales Recruiting Scaling SaaS Payments 159

SaaStr

SEPTEMBER 27, 2019

As for Ryan, prior to G2 he was Senior Director of Global Marketing at Hubspot where among many other achievements, he scaled HubSpot’s marketing-generated sales revenue by 330% year-over-year. It was about, these people that have already pulled in, how do I now convert them into marketing qualified leads for our local sales teams?

Sales Hiring 131

Sales Hiring Sales Recruiting Scale Software Review 131

SaaStr

APRIL 17, 2019

Steve has previously said, “Sales and marketing must be one team.” Where does Steve find common points of tension between sales and marketing? I mean, my career started as a software engineer, and out of frustration, I went into sales. The role of marketing is to help sales sell, and it’s not about creating a logo.

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

Kellblog

JULY 30, 2023

For example: Marketing exists is to make sales easier. HR exists to help managers manage. This one depends on your sales/success model.) You can make sales easier in very strategic ways, like picking great target markets and working with product to uniquely meet customer requirements. Recruiting support.

Software Review 68

Software Review Technical Review Sales Recruiting Artificial Intelligence 68

OpenView Labs

MARCH 27, 2019

To dive into best practices, I spoke with Jenny Shedd , a Recruiting and Talent Strategy Consultant, who guides startups on ATS buy-in from senior leadership and implementation. An ATS is just as important to a company as Salesforce.com is to sales and JIRA is to engineering. Pricing starts at $100/month.

Sales Recruiting 56

Sales Recruiting Sales Hiring Scale Interviewing 56

ProfitWell

OCTOBER 10, 2019

Userpilot’s Aazar Ali Shad begins his latest Twitter storm with a question for the product peeps out there: how do you run sales in the era of product-led growth? And if we look at the product-led vs. sales-led approach, there’s a solid juxtaposition here. Name Your Price. Your top subscription news. A product-led tweet storm.

Technical Advisors 62

Technical Advisors Sales Recruiting Sales Hiring Customer Lifetime Value 62

SaaStr

MAY 8, 2020

Where does Jessica find managers and founders do pipe reviews wrong? What does Jessica believe is the right way for sales reps to engage with new customers during this time? How should sales teams and CS respond to requests for discounts? Harry Stebbings: Totally, in terms of that sales cycle.

Sales Recruiting 175

Sales Recruiting Technical Review Sales Hiring Outsourced Development 175

SaaStr

JUNE 21, 2023

They hired their first VP of Sales with a wonderful pedigree and experience at some of the hottest startups. because they needed to rebuild the sales team. They rebuilt the sales team and closed some big deals. A good executive recruiter is like a real estate agent or matchmaker. A good recruiter is worth it.

Sales Recruiting 238

Sales Recruiting Sales Hiring Underperforming Technical Team Pricing 238

SaaStr

MARCH 26, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. And at the risk of giving you a full Stripe sales pitch, don’t worry, that’s in my other talk. The exchange of value.

Scale 152

Scale Payment Services Payment Methods Scaling 152

SaaStr

JUNE 3, 2020

Then we went on to build another company called SteelBrick, another SaaS configure price quoting solution. And the reality is most of them don’t, most of our customers and prospects don’t trust us, especially those of us in sales. ” I think the same shift is happening in recruiting.

Software Review 178

Software Review Scale Technical Review SaaS 178

SaaStr

APRIL 23, 2019

And can you talk a little bit about touching on the hiring point, because you did say that you focused a lot on talent, and recruiting. And coming from Brazil without a big network in Silicon Valley, un-launched, without a website, it was actually really hard to recruit the first ten people. And it’s very helpful. Anu: Got it.

Sales Hiring 151

Sales Hiring Sales Recruiting Scale Payment Methods 151

Neil Patel

OCTOBER 24, 2020

In a nutshell, they can give you expert opinions, analysis, and recommendations that can help ensure a more objective-based approach to grow your business and maximize sales – all at the same time. What Kinds of Budgets and Prices to Expect. Typically, there are three pricing models: Daily rate Project fee Retainer fee.

Consulting 132

Consulting Sales Hiring Technical Review Sales Recruiting 132

SaaStr

MARCH 18, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. And at the risk of giving you a full Stripe sales pitch, don’t worry, that’s in my other talk. The exchange of value.

Scale 116

Scale Payment Services Payment Methods Sales Hiring 116

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

ProfitWell

OCTOBER 23, 2019

Userpilot’s Aazar Ali Shad begins his latest Twitter storm with a question for the product peeps out there: how do you run sales in the era of product-led growth? And if we look at the product-led vs. sales-led approach, there’s a solid juxtaposition here. Your top subscription news. A product-led tweet storm. Is that just, absurd?

Technical Advisors 40

Technical Advisors Sales Recruiting Sales Hiring Customer Lifetime Value 40

SaaStr

MARCH 3, 2020

Brendon introduces his playbook to hiring the first VP of Sales from his experiences as VP of Sales at LinkedIn, EchoSign, Talkdesk and more. Learn the dos and don’ts to make the correct hire the first time and not rush into hiring the wrong VP of Sales, which can cost the company months or even years. Roughly 90%.

Sales Hiring 152

Sales Hiring Sales Recruiting Scale CTO Hire 152

Upscope

MAY 24, 2019

The KONE CX program was expanded to the entire company not just one section, they expanded it to R&D, sales, marketing and finance. Gusto do not think NPS is a good way to manage your business as they believe you can work hard, measure NPS or CSAT scores but still fail without that CX strategy. They're all participants now.

Strategy 99

Strategy Sales Hiring Airlines Underperforming Technical Team 99

Casey Accidental

JANUARY 23, 2019

Over time, as we refined our process to determine quality restaurant leads and which neighborhoods mattered, we started centralizing supply with an inside sales team in HQ as well. For market launches, we would paratroop salespeople into a market to get to a certain amount of liquidity, then retreat to inside sales to scale.

Scale 73

Scale Marketplace as a Service Outsourcing Services Scaling 73

SaaStr

FEBRUARY 22, 2019

Matt Turck talks with three hyper-growth stage Co-Founders and CEOs on three roadblocks when scaling past $15M ARR: hiring, culture, and sales. Ticket prices go up March 1st! Matt Turck – Managing Director at FirstMark. So we decided to take you to know three specific topics which are hiring, culture and sales.

Sales Hiring 114

Sales Hiring Scale Sales Recruiting Company Culture 114

SaaStr

MARCH 14, 2022

We’ve talked a ton about How to Hire a Great VP of Sales on SaaStr, but I wanted to highlight a few VP of Sales “personas” that I rarely, if ever, see work out. Because again and again, many of your will hire this VP of Sales. Here are the types of VP of Sales that just never work out. Sales is hard.

Sales Recruiting 239

Sales Recruiting Sales Hiring Technical Review Scale 239

SaaStr

MAY 14, 2023

Algolia went from zero to seven figures in revenue in 12 months, and the launch of their search as a service product, and grew pricing from $19 a month to $100,000, which sounds amazing. Daniel, you grew to 3 million in ARR before you hired a VP of Sales. You had all the reps and SDRs reporting to you, managed it all yourself.

Sales Hiring 227

Sales Hiring Sales Recruiting Scale Payment Methods 227

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 : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. You can’t, you have to invest in that sales infrastructure.”

Sales Hiring 204

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 204

Neil Patel

DECEMBER 17, 2020

A sales rep completes their proposal and it’s automatically routed to the right manager for review and approval. Not only is that rep moving on to their next task, the pending approval is queued up exactly where it needs to be for the manager. There are pre-made blueprints you can use for marketing, finance, sales, HR, and more.

Payments 131

Payments Payment Solutions Software Review Payment Services 131

Kellblog

JULY 18, 2019

While the sales-and-marketing types will emphasize “its proven-ness” you will want to know how much technical debt there is associated with this old architecture. Selling SFA to sales, e.g., would be in the most attractive category while selling soft productivity improvement tools to HR would be in the least.

Underperforming Technical Team 79

Underperforming Technical Team Startup Software Technical Cofounder 79

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

MAY 24, 2019

I was personally responsible for my action, to any concurrent projects on the delivery side, I was responsible for managing digital marketing, recruiting. And so, we tried to be a little bit ahead, where you need to build that sales muscle and also you need to build that marketing muscle. We had a pretty big team.

Sales Hiring 145

Sales Hiring Scale SMB Sales Recruiting 145

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. It’s part of the job now.

Sales Recruiting 279

Sales Recruiting Trends Sales Hiring Software Review 279