Buffer Resources

AUGUST 16, 2023

However, scaling a business into a seven-figure enterprise is a completely different ball game altogether. So, how could these startups scale while others struggled to find their footing? So how did I scale my PR agency to a coveted seven-figure powerhouse? To scale and truly stand out, I needed to niche down.

Scale 86

Scale Scaling Strategy Social Media 86

SaaStr

MARCH 17, 2020

Learn from Talkdesk SVP of Client Services how to build a Customer Reference Program. How to create boundaries and norms with the sales team, how to find customer advocates, how to build and scale your program, as well as the difference between incentivized vs. reward program. Do we have to do these customer references?

Scale 140

Scale Payment Services Sales Hiring Payment Methods 140

SaaStr

JULY 13, 2022

First, you hire your sales team. Finally, growth occurs when sales, product, and marketing can come together. She draws from personal experience scaling a global product company to $1B and shares common mistakes. When hiring, do the reference checks yourself. Mistake 3: Hiring non-competitive sales representatives .

Scale 209

Scale Sales Hiring Revenue Marketplace as a Service 209

SaaStr

FEBRUARY 25, 2020

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. We have heard a lot of sessions today around ramping up your lead gen, accelerating marketing. Want to see more content like this?

Scale 213

Scale Underperforming Technical Team Sales Hiring Software Review 213

SaaStr

MARCH 31, 2022

This episode is an excerpt from a session at SaaStr Scale. So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Jabari Norton, VP WW Partner and Alliances, Sumo Logic.

Scale 191

Scale Marketplace as a Service Cloud SaaS Payments 191

SaaStr

MAY 27, 2021

For the past 10 years, I’ve been a sales advisor for the portfolio companies of early stage venture capital firm True Ventures. It’s fascinating work for a sales mind like mine that’s focused on helping brilliant people turn ideas into revenue-driving businesses. . A Pair of Sales Development Representatives. By Lars Nilsson.

Sales Hiring 167

Sales Hiring Scale Venture Capital Sales 167

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. Where does Erica often see founders make mistakes with this scaling? How does the move to enterprise fundamentally impact the sales team? Where do many go wrong?

Scale 160

Scale Enterprise Scaling Sales Hiring 160

Mucker Capital

SEPTEMBER 7, 2023

In one of the recent Mucker’s Growth Series Webinars, we proudly invited one of the previous MuckerLab Partners, Todd Emaus , a serial founder, author of the book Scale Without Losing Your Soul , and currently a partner at Evolution. The webinar delved into the crucial topic of company culture for early-stage startups.

Scale 52

Scale Company Culture Scaling Leadership 52

SaaStr

JANUARY 10, 2024

“Typically that was the marketing hat in my case, but sometimes it was the sales hat or thinking about finance or other areas of the business. So you need context from leadership to what you ultimately need to deliver on in your function to be successful. And without that context, you lose out.” What do we value?”

Sales Hiring 233

Sales Hiring Scale Technical Review Leadership 233

SaaStr

SEPTEMBER 10, 2020

We’ve talked a lot over the years about how not to hire a wrong VP of Sales — 70%+ of the first VPs of Sales don’t make it even 10 months. And figure out if they really are great: For your prospective VP of Sales, did her top 2 hires at least crush it and blow out their quotas ? Talk to them.

Part-Time VPE 313

Part-Time VPE Sales Hiring CTO Hire Sales Recruiting 313

SaaStr

APRIL 20, 2022

This famous quote from self-help author Robert Collier applies to every sales organization because excellent results come through repeatable activities, not one-off wins. This period, often referred to as The Great Resignation, shows us how important it is to take measures to retain our employees. ” Key takeaways.

Sales Hiring 203

Sales Hiring Scale Retention Sales 203

SaaStr

MAY 5, 2023

Do you want to avoid the common pitfalls of scaling a startup? Scaling a business will be different for everyone because every business is different. People come back or refer people if they’re treated well. Nick Mehta, CEO of Gainsight, shares part two of his 10 top mistakes in 10 years at the company. Don’t burn bridges.

Scale 206

Scale Leadership Scaling Customer Success 206

Buffer Resources

AUGUST 16, 2023

However, scaling a business into a seven-figure enterprise is a completely different ball game altogether. So, how could these startups scale while others struggled to find their footing? So how did I scale my PR agency to a coveted seven-figure powerhouse? To scale and truly stand out, I needed to niche down.

Scale 52

Scale Scaling Strategy Social Media 52

SaaStr

FEBRUARY 4, 2020

So a playbook on scaling high performance organizations in 30 bit minutes. So big, big scale. Now this work came out of some really good people analytics from Google that was performed over two years where a group that is referred to as Project Oxygen looked at teams, all functions across many organizations. No big deal.

Scale 172

Scale Underperforming Technical Team Scaling Leadership 172

Intercom, Inc.

SEPTEMBER 8, 2021

When it comes to launching sales teams in hyper-growth startups, few people have walked the walk as much as Maggie Hott. She “stumbled” into it, as she told us, first as one of the earliest sales hires of Eventbrite, where she stayed for four years, and then into Slack in early 2015 as the first sales rep in the Bay Area.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

SaaStr

JANUARY 27, 2021

We’ve talked a ton on SaaStr over the years on how to make sure your VP of Sales and top hires really work out. We can pretty much summarize a lot of it into the following: Your VP of Sales should have lots of experience selling at your average ACV. for that type of sale. That they are the right ones. Ask who they are.

Sales Recruiting 318

Sales Recruiting Sales Hiring Scale Sales 318

Totango

NOVEMBER 5, 2021

Do you use Totango for CSM reps only or as a dashboard for everybody in the Sales/CSM and Customer Care team? . We have implemented forms and email communications to try and see if the right contact can be referred to us and we can update our contacts accordingly. . Well, if you’re Aruba, you go digital. Try Totango for free today! .

Scale 111

Scale Engagement Scaling Strategy 111

SaaStr

MAY 28, 2024

If you’ve read SaaStr or have been around for the last decade, you might be familiar with some of the repeated GTM mistakes founders tend to make, but the world of hiring, people, scaling, and workplace expectations are significantly different today than they were before March 2020. They weren’t getting any leads.

Sales Hiring 189

Sales Hiring Scale AI Search AI 189

Hull

JANUARY 30, 2020

The problem every sales, marketing & customer-facing team has - the data you need in one tool is usually in another. Customer data integration is the process of syncing the data you need about any website visitor, lead, customer, account - any person or any company that has ever interacted with your brand or product - into these tools.

Scale 75

Scale Scaling Data Technical Review 75

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Here they are… The 97 Best Sales Books in 2020.

Scale 141

Scale Sales Hiring Sales Recruiting Payment Methods 141

SaaStr

AUGUST 20, 2019

In this session, Anna and Sameer will highlight SendGrid’s journey from growth stage through acquisition and why focusing on people and culture is mission critical to success as a company goes through the scaling process. We were signing up hundreds of new paying customers every month with five sales reps. Anna Khan | VP @ BVP.

Scale 128

Scale Acquisition Scaling Sales Hiring 128

User Pilot

MAY 20, 2024

For example: “Increase sales from referrals by 15% in the next six months.” Having identified your prospective advocates, prompt them to action, like leaving a review, with targeted in-app messages. Prospective customers are more likely to trust a recommendation from someone they know than your marketing messages.

Scale 89

Scale Strategy Social Media SaaS 89

Totango

NOVEMBER 5, 2021

Do you use Totango for CSM reps only or as a dashboard for everybody in the Sales/CSM and Customer Care team? . We have implemented forms and email communications to try and see if the right contact can be referred to us and we can update our contacts accordingly. . Well, if you’re Aruba, you go digital. Try Totango for free today! .

Scale 85

Scale Engagement Scaling Strategy 85

Sales Hacker

DECEMBER 9, 2022

Nearly every sales organization will admit they could be better at planning. According to a study by Cascade Insights , more than 75% of sales leaders agree their planning efforts are problematic — and 90% of sales ops leaders confessed on LinkedIn they need to do sales planning faster and more frequently.

Scale 99

Scale Headcount Sales Forecasting 99

SaaStr

AUGUST 13, 2021

At least break out who is handling all the key functions, and how and when you are hiring to fill them: Sales lead, Marketing lead, Product lead, Engineering lead. And call out clear metrics that you are counting on — ACV, # Customers Over Time, Cost of Sales & # of Reps, etc etc. Bookings second.

Scale 276

Scale Sales Hiring Venture Capital Headcount 276

Sales Hacker

JANUARY 3, 2022

Content is the cornerstone of sales enablement, but creating it is a massive headache. Those are resources that most sales teams do not have, and resources that most marketing teams need to protect. Read on for a cursory overview of how Agile can be applied to creating sales content along with a few tips for getting started.

Sales Enablement 101

Sales Enablement Scale Sales Hiring Outsourcing Services 101

Payrix

MAY 14, 2024

Adam Tesan, CRO at Worldpay for Platforms, is a seasoned executive leader with decades of experience in sales, marketing, and revenue in the software space. During his tenure, Chargebee experienced high growth, scaling from processing about $3 billion in revenue to $13-14 billion. So pretty significant scale.

Payments 147

Payments Payment Services Payment Solutions SaaS Payments 147

SaaStr

MARCH 5, 2019

In place of a traditional sales organization, we’ve invested in easy to use products. And we’ll lead by example. Jason Lemkin : So I guess maybe the learning, which I still think about it, is that trust scale. Even at Atlassian’s scale, resources are finite. This doesn’t feel very fun.

Scale 144

Scale Scaling VP of Engineering Sales Hiring 144

Andreessen Horowitz

OCTOBER 16, 2023

With massive annual technology budgets and scaled distribution, the largest FIs are the ideal end-buyers. However, a fear of long sales cycles, heavy compliance requirements, and opaque organizational structures preclude many early stage founders from pursuing this go-to-market channel.

Scale 100

Scale Software Sales Generative AI 100

SaaStr

MARCH 19, 2019

Niall Wall, Box SVP of Business and Corporate Development alongside Vicki Lin, Stripe’s Head of Ecosystem and Cecilia Stallsmith, Slack’s Director of Platform Marketing discuss scaling your revenue via indirect channels and platform ecosystems. You can create whatever combined word you’d like for that to be the case.

Payments 117

Payments Scale Scaling Revenue 117

Valuize Consulting

AUGUST 6, 2021

Emily has a strong track record as a practitioner in high-growth Customer Success organizations with leading technology companies including Splunk, Pathgather (acquired by Degreed) and States Title (now Doma; recent IPO) and now serves as Client Principal at Valuize. Business has had a Sales/Services/Support structure for a long time.

Scale 52

Scale Customer Success Interviewing Scaling 52

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 186

Sales Hiring Sales Recruiting Scale Technical Advisors 186

SaaStr

MARCH 5, 2019

In place of a traditional sales organization, we’ve invested in easy to use products. And we’ll lead by example. Jason Lemkin : So I guess maybe the learning, which I still think about it, is that trust scale. Even at Atlassian’s scale, resources are finite. This doesn’t feel very fun.

Scale 132

Scale Scaling VP of Engineering Sales Hiring 132

Sales Hacker

SEPTEMBER 8, 2021

The clock starts ticking as soon as a lead engages with one of your marketing campaigns. At Outreach, we have designed an efficient inbound lead workflow. It’s highly automated to our sales team, so follow up actions with appropriate content rarely fall through the cracks—and each stage is coupled with detailed reporting.

Scale 85

Scale Underperforming Technical Team Sales Funnel Engagement 85

ChurnZero

AUGUST 30, 2019

Top 10 Customer Success Takeaways from SaaStr Scale. Yesterday, ChurnZero had the opportunity to attend and sponsor a brand new SaaStr event called – SaaStr Scale. It was a 1-day turbo-charged event in San Francisco with the best-of-the-best in Sales, Marketing, and Customer Success. Q&A happening now! Ask us anything!

Scale 40

Scale Customer Success Scaling Churn 40

Sales Hacker

AUGUST 12, 2021

When the selling is good, it’s all about scaling, but when there’s less margin for error, it’s easier to pinpoint where your organization isn’t up to snuff and make improvements. Do your sales reps know who they’re supposed to be targeting? Involving decision-makers is a major part of successful sales. Equally as important?

Scale 119

Scale Technical Review Sales Underperforming Technical Team 119

Sales Enablement, SaaS and Growth

APRIL 10, 2018

For the most part, sales enablement is poorly defined and often misunderstood. Across the world conversations take place, day in, day out between business leaders as they decide the part that sales enablement can, should and will play within their organisation. Source: HubSpot. Back to starting my role at HubSpot.

Scale 112

Scale Sales Sales Enablement Software Review 112