SaaStr

JULY 13, 2022

She draws from personal experience scaling a global product company to $1B and shares common mistakes. Mistake 4: The lack of enablement . The establishment of the enablement function is vital in scaling a business. You need a sales enablement team if your company has scaled to over $10 million ARR.

Scale 202

Scale Sales Hiring Revenue Marketplace as a Service 202

OpenView Labs

MAY 10, 2019

Effective sales enablement in the Digital Age blends the traditional practice of aligning business needs to training with the (far trickier) task of finding new and innovative ways to make training as targeted as possible to the needs of the learner. New (0), Basic (1), Intermediate (2), Advanced (3) or Expert (4)).

Sales Enablement 63

Sales Enablement Scale Data Sales 63

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 227

Sales Hiring Scale Technical Review Leadership 227

OpenView Labs

OCTOBER 18, 2019

Companies use various methods such as surveys and assessments to uncover the critical selling and knowledge skill gaps impacting their sales executives. In many cases, these gaps are preventing sales executives from reaching their full potential and meeting and/or exceeding quota. Skills range from universal selling skills (e.g.

Sales Enablement 41

Sales Enablement Scale Data Strategy 41

SaaStr

MARCH 2, 2022

We recommend doing small experiments and iterating before launching a full-scale plan. Many frameworks exist to build messaging and sales enablement. This approach enables the effects of proposed changes to be understood before they happen. Leadership education. A/B test your concepts first.

Outsourcing Services 188

Outsourcing Services Scale Outsourced Development Marketing 188

SaaStr

NOVEMBER 16, 2020

What does it take to scale a sales team successfully? Should one hire sales reps 2×2? How does Andy think about hiring sales reps from adjacent companies and industries? And that became a pretty important skill set as people were trying to scale SaaS businesses all over Silicon Valley. Andy MacMillan: Yeah.

Sales Hiring 183

Sales Hiring Scale Leadership Sales Enablement 183

Sales Hacker

SEPTEMBER 1, 2022

The executive sponsor will often have the title of VP of Sales, VP of Sales Operations, VP of Marketing, or Director of Sales Enablement. The person in this role will likely have a title like Operations Manager, or fall somewhere in Sales Enablement, Marketing Operations, or Sales Operations.

Scale 85

Scale Technical Review Sales Enablement Systems Review 85

Sales Hacker

OCTOBER 30, 2018

Her award-winning sales firm Factor 8 has been instrumental in helping sales teams with their sales and management development programs. Her company #GirlsClub is dedicated to changing the face of sales leaders. Tonni Bennett – VP Sales at Terminus.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

SaaStr

JANUARY 29, 2021

Kyle shared that even as SalesLoft scaled and evolved, the one thing that has remained consistent is his vision –– sincerity in sales. SalesLoft wants to overturn the stereotype of the negative sales experience and create sellers who are loved by the buyers they serve. Always Stick to Your Mission Statement.

Scale 251

Scale Social Media SMB AI 251

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. Why does sales enablement provide deal support?

Scale 112

Scale Sales Sales Enablement Software Review 112

Sales Enablement, SaaS and Growth

MARCH 23, 2020

One of the biggest challenges businesses face when they grow is scaling effective , autonomous and quick decision-making. Customer > Team > Individual During my time at HubSpot, the leadership team shared this mental model to help with decision-making. Again, it was an easy to use model which scaled effective decision-making.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

Intercom, Inc.

SEPTEMBER 1, 2021

When I joined Intercom five years ago, I was thrilled with how closely PMM partnered with the product and sales teams. As Intercom has grown and evolved over the years, so has the way we work – under the leadership of Ali Biggs and alongside colleagues like Christine Sotelo , we have carefully expanded the size of the team and our remit.

Product Marketing 138

Product Marketing Marketing Sales Hiring Scale 138

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

InsightSquared

MARCH 6, 2018

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. The resulting reports will set the metrics and KPIs for which sales will be held accountable.

Sales Recruiting 119

Sales Recruiting Scale Sales Hiring Sales 119

Sales Enablement, SaaS and Growth

AUGUST 28, 2018

One of the questions I get asked most frequently is around building a sales enablement strategy and what that might look like. While each company, context and industry is different, I believe that there are some fundamentals that should form the blueprint of any sales enablement strategy.

Sales Enablement 122

Sales Enablement Scale Strategy Underperforming Technical Team 122

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. Start by making sure that your team has access to robust buyer personas built out by sales enablement and marketing, using data from historical deals.

Scale 119

Scale Technical Review Sales Underperforming Technical Team 119

Sales Hacker

MAY 26, 2021

There are so many dependencies involved with any sales organization and this is especially the case with larger and more complex products and companies. In order to make everything work, the sales ops team handles all of the backend processes. A career in sales, sales ops, or sales enablement?

Scale 60

Scale Sales Hiring Sales Outsourced Development 60

SaaStr

NOVEMBER 16, 2021

Positions Needed: Enterprise AEs, Mid-Market & SMB AEs, SDRs, Sales Ops, Sales Engineer. Positions Needed: Demand Gen, Product Marketing, Sales Enablement, Events/Community. Head of Marketing. Team Size: 5 – 6. Director of CSM. Team Size: 4 – 8.

CTO Hire 227

CTO Hire Sales Hiring Sales Recruiting CTO 227

Sales Hacker

NOVEMBER 16, 2021

Making gender in leadership a less controversial topic [22:45]. We analyze insights at scale. Making gender in leadership a less controversial topic [22:45]. We need to actively foster women in leadership. It’s a sales meeting platform. Is it a sales engagement thing, a sales enablement thing?

Scale 95

Scale Leadership Construction Sales 95

Sales Hacker

DECEMBER 21, 2017

Sales Ops: Table of Contents. Building Sales Ops. Sales Ops vs Sales Management. Sales Operations Process. Sales Ops Metrics & KPIs. Sales Operations vs Sales Enablement. Sales Ops Best Practices. The Structure of an Agile Sales Operations Unit. Performance. Technology.

Scale 88

Scale Sales Recruiting Sales Hiring Technical Review 88

Sales Hacker

FEBRUARY 12, 2021

If you’re familiar with what a CRM is already, then you intuitively know that an enterprise CRM is basically a CRM solution tailored to larger (enterprise-level) companies with complex processes and large sales teams. Sales enablement. Enterprise CRM vs. SMB CRM. But what exactly makes a CRM ideal for a large company?

Payment Solutions 84

Payment Solutions Enterprise Scale Payments 84

Sales Hacker

JULY 10, 2018

It’s easy to spend much of our time focused on setting goals for sales reps while providing a level of blind trust to our managers (as long as their team gets to their number). As the leader of Sales Enablement , one of my major initiatives is to invest in the development of our management team. It went off without a hitch.

Scale 46

Scale Management Sales Leadership 46

SaaStr

DECEMBER 3, 2020

In Today’s Episode We Discuss: * How Sam made his way into the world of SaaS with Dropbox and how that led to his leading the sales and success team today @ Loom. What was Sam’s biggest lesson from scaling the sales team at Dropbox? Thinking of Dropbox, how does Sam justify the role of sales in a world of product-led growth?

Scale 167

Scale Sales Hiring Sales Recruiting Sales 167

Sales Hacker

APRIL 14, 2020

So what can sales and marketing teams do in the meantime? Social media and Zoom webinars can approximate events, but that can be hard to scale for lead generation. Yes, face-to-face discussions and deals are still your best bet for sales — in terms of response, not efficiency. It takes time to put together a quality event.

Scale 123

Scale B2B Social Media Sales 123

Sales Hacker

AUGUST 5, 2022

Scale is a word that’s used frequently these days. ” Creating a proper sequence structure allows you to personalize prospect engagement at scale while ensuring reps spend time focused on highly valued prospects. Create enough sequences to reach all target personas for personalization at scale. Sequence structure.

Scale 87

Scale Government Engagement Strategy 87

Sales Hacker

DECEMBER 29, 2020

Subscribe to the Sales Hacker Podcast. Sales leadership & human leadership insights [9:27]. Chris Pearce, the VP of Sales at Tableau, says they run their entire business from Outreach. Want to see the number one sales engagement platform and what it can do for your business? We’re on iTunes.

Scale 65

Scale Leadership Acquisition B2C 65

Sales Hacker

JUNE 14, 2018

There are many levers a sales leader or organization may pull to gain scale, accelerate revenue, drive cost savings, or augment sales team structures. A viable and proven option is handing over some or all of your sales efforts to outsourced sales professionals. Find a true sales firm.

Outsourcing Services 58

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 58

Sales Hacker

JULY 29, 2019

This week on the Sales Hacker podcast, we speak with Ed Calnan , co-Founder and CEO of Seismic. With a background in sales leadership that extends beyond 20 years, he knows a thing or two about growing a company. Welcome back to the Sales Hacker podcast. Ed has taken the business from $0 to $100 million. About Seismic.

Enterprise 52

Enterprise Artificial Intelligence Scale Marketing 52

SmartKarrot

NOVEMBER 2, 2022

Role: SVP, Customer Success Location: Atlanta, GA, US (Hybrid) Organization: Cardlytics As an SVP of Customer Success, you will lead and scale an inclusive, world-class, multi-discipline services organization – driving vision, growth strategy, and execution.

Customer Success 19

Customer Success Technical Advisors Technical Review Scale 19

SaaStr

AUGUST 9, 2021

He started as the first sales hire at TripActions when the company was small and he helped scale the business to 5,000 customers, 1,200 employees and a $5 billion private valuation. He was the VP of Enterprise Sales until recently moving to help build TripActions Liquid, the company’s new Fintech product offering. Key Takeaways.

Scale 239

Scale Sales Hiring Enterprise Sales 239

Sales Hacker

MAY 6, 2019

Showpad is the leading sales enablement platform for the modern seller. Showpad’s all-in-one platform empowers sales and marketing teams to engage buyers through industry leading training and coaching software and innovative content and engagement solutions. They are the leading sales engagement platform.

Scale 63

Scale Strategy Sales Hiring Consulting 63

Andreessen Horowitz

OCTOBER 16, 2023

They become all about sales and learning sales and scaling sales. Then after pre-product-market fit, the challenge becomes about selling and scaling sales organizations. And then you have to figure out, like, what is the sales strategy or go-to-market strategy that will work and scale.

Product Marketing 75

Product Marketing Scale Sales Hiring Sales Recruiting 75

Sales Hacker

SEPTEMBER 29, 2020

Subscribe to the Sales Hacker Podcast. Keys to success when scaling a company [10:56]. Sales enablement is easy: all you have to do is create perfectly targeted content, stay informed on email best practices, drive more engagement quarter over quarter, spend less money, and do all of this with less time. We’re on iTunes.

Scale 107

Scale CTO Hire Scaling CTO Coach 107

SmartKarrot

AUGUST 9, 2022

Recent technological advancements indicate that SaaS companies will have to manage to scale up operations at an increasing rate without disrupting or affecting the efficiency and overall success of current organizational projects. Scalability is critical in evaluating software because the costs of scaling up software can be high.

Scale 10

Scale Sales Recruiting Business SaaS 10

SmartKarrot

AUGUST 9, 2022

Recent technological advancements indicate that SaaS companies will have to manage to scale up operations at an increasing rate without disrupting or affecting the efficiency and overall success of current organizational projects. Scalability is critical in evaluating software because the costs of scaling up software can be high.

Scale 10

Scale Sales Recruiting Business SaaS 10

Sales Hacker

MARCH 2, 2020

Sales Differentiation. Sales Engagement. Sales Engagement. Sales Enablement. The Sales Enablement Playbook. Enablement Mastery. Coaching Salespeople into Sales Champions. Sales Manager Survival Guide. The Ultimate Sales Machine. Wooden on Leadership. Pitch Anything.

Scale 141

Scale Sales Hiring Sales Recruiting Payment Methods 141

Sales Hacker

SEPTEMBER 16, 2019

This week on the Sales Hacker podcast, we speak with Jason Holmes , President and COO of Showpad. Jason specializes in executive sales leadership with CRM, SaaS, and other tech companies. Jason’s 3-layer approach to stage-appropriate leadership [22:44]. Welcome to The Sales Hacker podcast. Sam’s Corner [39:10].

Leadership 51

Leadership Scale Sales Hiring Compensation 51