The importance of doing reference checks (2/2)

The Angel VC

This is part two of Jenny's article about the importance of reference checks. Last time we spoke about WHY you should do reference checks and what impact a bad hire can have on your organization. General thoughts on the HOW: If you do reference checks, make sure they are one of the last steps of your recruitment process. The number of reference checks people do varies greatly between 1 to 15 checks per person. guest post jenny reference checks

Top Lessons in Building Great Teams from Khosla Ventures (Video + Transcript)

SaaStr

Keith : And that’s one thing a good BC, board member, can do is I have a network of all of those people and I sort of have done reference checks on many of them and can kinda triangulate, “Well, here’s a good one that would be a great fit for you.

Top Lessons in Building Great Teams from Keith Rabois and Founders Fund (Video + Transcript)

SaaStr

Keith : And that’s one thing a good BC, board member, can do is I have a network of all of those people and I sort of have done reference checks on many of them and can kinda triangulate, “Well, here’s a good one that would be a great fit for you.

“From Hackathon to Unicorn” Talkdesk Co-Founder Tiago Paiva and SaaStr CEO Jason Lemkin (Video + Transcript)

SaaStr

So Zendesk referred you leads because they’re competitive, their pseudo competitive product broke it’s scale. In 2011, Tiago Paiva won a Twilio hackathon by embracing the overlooked call center industry.

SMB 233

How to Build a CSM Team That Generates 130% Net Retention with Talkdesk (Video + Transcript)

SaaStr

Means are number of QBRs, number of touches, number of on-sites, customer advocacy – reviews or references, and then there’s end, which is, for us, net retention. They’re the ones who are willing to go out there at conferences like this, and talk about Talkdesk, or refer us.

Beyond $1B ARR: Lessons from Zendesk on Why the Cloud is Unstoppable (Video + Transcript)

SaaStr

it’s to say that we are gonna provide a lot of components, lot of helping stuff, a lot of infrastructure, a lot of reference stuff, but you should think about the public cloud as your platform. The cloud’s biggest days are yet to come.

Cloud 244

“Land, Expand, Explode: How to Win the Long-Game in SaaS” Egnyte Chief Customer Officer and Co-Founder Rajesh Ram (Video + Transcript)

SaaStr

These champions are internal references. Of course, they could be external references as well. They want to call the leadership of the company.

How to Make the Whole World Love Your Product from Bevy, Atlassian, Salesforce and Slack (Video + Transcript)

SaaStr

They are driving 40% higher adoption of our products and they’re four times less likely to attrit and these are insane numbers and they’re jaw dropping to our leadership because it’s … you would think that this is common.

Building a Customer-Centric Company: Five Best Practices for Growing to Multi-Digit ARR with Segment and Aloglia (Video + Transcript)

SaaStr

Very hard negotiator, always wanting more, always wanting more, and then shortly after we were starting to raise our Series A, and we asked him if he could be a reference, speak about us to our prospective investors.

10 Tough Lessons We Learned Building a Prenicorn Outside of Silicon Valley from Pendo.io (Video + Transcript)

SaaStr

They talked to all the customers, they did reference calls and turns out they said really, really good things about us and lo and behold it led to our series A. Our Chief Revenue officer, another one of our senior leadership lives in Scottsdale, Arizona.

SaaStr Podcasts for the Week with InCountry and Y Combinator — July 19, 2019

SaaStr

And they can tell just from their diligence process on you, where you really are at, and they’ll do the reference checks and what have you.

SMB 167

“Top lessons learned from our best and worst marketing experiments” Lucidchart Co-Founder and CEO Karl Sun (Video + Transcript)

SaaStr

Some things that Loyd referred to as well. We did one about leadership style based on the characters from Hamilton the musical. Blog Posts Career Growth & Advice Company Stage Featured Videos Leadership Marketing Other SaaStr Events Scale Videos saastr saastr europa

From Idea to Billion Dollar Business: the RingCentral Journey (Video + Transcript)

SaaStr

So once we had Sequoia and Khosla in, we had these references people could call them, so that was fine. Career Growth & Advice Early Exit Strategy Leadership Other SaaStr Events Videos saastr annual

“The “Dos & Don’ts” of Building Winning SaaS Companies with G2 Crowd (Video + Transcript)

SaaStr

And our whole goal with G2 is to make that much easier because you will also tend to tax your references. And I mentioned Lars earlier, but I think after a while for SteelBrick he was doing like 10 reference calls a month and he’d say, “Look I have a job to build.

How To Scale an Open Culture. What We’ve Learned at Atlassian (Video + Transcript)

SaaStr

And is that a reference document that is a living, breathing expression of what you’re trying to accomplish that everybody can contribute to? Jay Simons, President at Atlassian, talks about the openness at Atlassian and some of the lessons he learned along the way.

How To Scale an Open Culture. What We’ve Learned at Atlassian (Video + Transcript)

SaaStr

And is that a reference document that is a living, breathing expression of what you’re trying to accomplish that everybody can contribute to? Jay Simons, President at Atlassian, talks about the openness at Atlassian and some of the lessons he learned along the way.

The Toughest Roadblocks When Breaking Through to $15M ARR

SaaStr

Then we built a video academy with all that material which became the sales and support and success training onboarding it was used as a reference to customers as well. Blog Posts Company Culture Growth Hiring International Expansion Leadership Sales Strategy Scale Videos saastr europa

Meet BetterCloud’s New Chief Customer Officer, Rachel Orston

BetterCloud

I refer to myself as the chief friction-removal officer. In fact, asking good questions is part of my leadership style, because there are no good answers without good questions. Can you share your leadership philosophy with us? Leadership

SaaStr Podcast #209: Amanda Kleha, Chief Customer Officer @ Figma Discusses How To Ensure Successful Cross-Functional Communication

SaaStr

You’re not shy to bring them up, so you might have some leadership capabilities. Amanda Kleha: Oh, I was just going to say another lesson I learned over the years is to do reference checks and wherever possible a back channel reference. Welcome to Episode 209!

SaaStr Podcast #222: Ben Braverman, Flexport CRO Discusses Why Specialization Does Not Lead To The Best Customer Experience

SaaStr

And so it’s a lot to ask of someone, okay, not only do you have to move cargo, but you’re responsible for retaining this customer spend, for increasing their spend over time, for understanding the pain points of all of their senior leadership.

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The Two Dimensions of Startup Performance

Kellblog

in the middle of an accounting scandal (and were even referred to by some as the “ Enron of Norway ”) and after its $11B acquisition by HP, Autonomy was charged with allegations of fraud, some of which are still being litigated. [6]

4 Ways To Help Your Employees And Your Company Develop A Growth Mindset

The Marketing & Growth Hacking Publication

That talent can be nurtured; that intelligence can be fostered; and that creativity and leadership can be developed. But what typically nets the best results is talking to applicants’ references and asking specifically about their drive to improve.

Why a Rapidly Changing World Requires Boards to Innovate and Bring Corporate Governance into the Digital Age

OpenView Labs

Better yet, how about letting the system cross-reference a company’s current regulatory filings, earnings call transcripts, and press releases against prior ones? LeadershipEditor’s Note: This article was first published on LinkedIn here. . Imagine a time when the world’s largest companies were run by boards comprised primarily of white men.

The recipe for developing your career as a product designer

Inside Intercom

The other path, the one I’ll focus on in this post, continues along the journey of individual contributor : to mastery of the craft of design, to leadership without the need to manage, to above all else shipping great work.

How to Make Deal Support Your Sales Organisation’s Secret Weapon

Sales Enablement, SaaS and Growth

To tackle this challenge head-on and meet the needs of the sales organisation I launched a deal support programme consisting of customer reference calls, competitive intelligence and deal strategy, all of which are available on-demand. Back to customer reference calls.

Introducing a New Sales Methodology to Your Sales Team: What To Do

InsightSquared

However, the sales ops team will be responsible for supporting the sales leadership to ensure that the sales methodology your organization selects is adopted and adhered to. Guest blog by Zahra Bukhari, sales operations manager at Localytics.

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When You Hire an Executive, You're Hiring a Network

Tom Tunguz

First, you already have a strong reference on their behalf, so there’s less screening required. Second, there’s no leadership/relationship risk. You’ve just raised a round of financing. Your next step is to build your management team. There are several criteria for finding the right executive. Competency in the field, cultural fit, communication skills, management experience. All of those should be obvious. There is one that is often overlooked. Network.

The Five Phases of Sales Enablement Maturity

Sales Enablement, SaaS and Growth

Many companies are investing in the creation of sales enablement teams, but as they’re so new, there’s a distinct lack of thought leadership, standardised measurement and best practices available. Sales enablement is a rapidly emerging, but immature function.

The Real Reason You’re Having Trouble Hiring Women in Sales (and What you can do About it Now)

Sales Hacker

” Do your LinkedIn, Twitter, Instagram, and Facebook posts contain men-only images and content referring to potential company employees as “he” or “his”? Your Sales Leadership Team All Looks the Same. Who is comprising your current sales leadership team?

The recipe for growth as a designer

Inside Intercom

The other path, the one I’ll focus on in this post, continues along the journey of individual contributor : to mastery of the craft of design, to leadership without the need to manage, to above all else shipping great work.

David & Brad reflect on the first six episodes of the Give First podcast

TechStars

I think Techstars—through all the work that David, you’ve done, that David Brown’s done, that the leadership team of Techstars has done in all the various accelerators that we’ve done with different corporate partners—has really advanced that thinking for me.

Hope for the best or prepare for the worst? How we manage critical incidents at Intercom

Inside Intercom

Communication : When needed, communication with customers, support, sales and leadership can occur. This was managed by engineers with some oversight from engineering leadership. To do this, we created the role of what we refer to as the Business Lead.

Building Company Culture, Before It’s Too Late

Mucker Capital

Start with just your leadership team and get clear on three things that serve as your cultural foundation. It serves as a touchpoint that anyone in the organization can refer back to as you build culture.

An Ode to the OKR - How to Motivate Greater Ambition in Teams

Tom Tunguz

The company leadership set corporate OKRs. Doerr refers to OKRs as the first gift he gave Google. I remember the first time I wrote an OKR (objective and key result) at Google. “You should set your goals so that you attain 70%. That’s success,” my manager told me. “Even better if you have a moonshot goal in there, with a 5% likelihood of success.” ” I was uneasy with calling 70% goal achievement as success.

5 Ways to Make Customers Your Best Salespeople

OpenView Labs

Not only do they create revenue by making purchases, but they can also help you with leadership development, marketing and sales. Through these, they provide valued customers with discounts, rewards points, gifts, cash and even special access for referring friends and family members.

The Expectation of Winning

Sales Enablement, SaaS and Growth

As previously mentioned, I’ve been privileged to have played a small part in some winning organisations – these experiences have taught me a lot, and undoubtedly shape my leadership style. The next few paragraphs hone in on these experiences – you’ll have to both excuse and indulge me a little, but they provide an important frame of reference for how I perceive “winning”. Everybody likes to win.

How to Use the Right Sales Data to Shorten Your Selling Cycle

Sales Hacker

Take a look at the tips below to learn what data is most valuable to sales leadership and how you can use the power of data to shorten your sales cycle. Analyzing past sales data allows leadership to answer questions like: What types of activities (e.g.,

Data 101

Why your content marketing should be like a rock concert

Aaron Beashel

The idea is that white bread content is that really snackable, shareable content like listicles that will tend to get shared a lot, but doesn’t really do a lot leave a lasting impression of thought leadership and authority on your brand.

What 365 Days of Meditation Taught Me about Sales

Sales Hacker

After a few conversations, I joined a Sales and Leadership organization focused on personal development and self-discovery. I’ve heard this be referred to as “subconscious gossip,” or as I like to refer to it, my monkey brain rapidly jumping from tree to tree.

Sales 104

SaaStr Podcast #218: Twilio Founder, Jeff Lawson & SendGrid CEO, Sameer Dholakia on Why Developer First Is A Maturation In The Supply Chain Of Software

SaaStr

Before that, he worked for 12 years at Trilogy, where he held key leadership roles helping the company grow from a start-up to a $300 million business. How do Jeff and Sameer think about what what truly special leadership looks like today? We call them our leadership principles.

Data-Driven Sales Enablement (In 4 Easy Steps)

OpenView Labs

With your universal and role-specific skills defined, work with sales and LoB enablement leadership to assign a target proficiency level for each skill on a scale from 0 to 4 (e.g.,

Selling Sales Enablement as a Service

Sales Enablement, SaaS and Growth

The benefits of sales enablement As sales enablement is an emerging and relatively immature discipline, there’s a distinct lack of sales enablement thought leadership or standardised measurement and best practices.

How One Sales Enablement Programme Increased Sales Rep Attainment at HubSpot by 31%

Sales Enablement, SaaS and Growth

This is a goal I share with HubSpot’s sales leadership - indeed, I’m a firm believer that shared goals are the one true way to drive alignment between teams. I’m privileged to have the role I do at HubSpot.