Sales Hacker

NOVEMBER 3, 2022

Which is why today’s winning leaders implement strategies that accelerate pipeline and empower their reps to find success, no matter where the sale occurs. In this article, I’ll unpack the playbook for winning in the new world of hybrid sales. For more on the new world of work, check out my last Sales Hacker article: Is Rapport Dead?

Leadership 85

Leadership Strategy Sales Technical Review 85

Baremetrics

SEPTEMBER 10, 2021

This is called price leadership. If you’re interested in whether or not your company has the right pricing, or could leverage into price leadership, try out Baremetrics. What are the types of price leadership? What conditions are necessary to make price leadership happen? What are the types of price leadership?

Leadership 98

Leadership Pricing Forecasting Customer Lifetime Value 98

SaaStr

MAY 23, 2023

So leading growth stage VC Iconiq has published its latest and very detailed Definitive Guide to Sales Compensation here. Corners were cut in the boom times of 2021, but we are back to sane sales models. Renewals, if they are done by sales, are paid out at about 40% of an initial commission. Everyone should have a read.

Scale 258

Scale Compensation Sales SMB 258

SaaStr

JANUARY 19, 2023

So the other day Colin Cadmus, who was VP of Sales at Aircall, summarized a career question I’ve thought about many times over the past 10+ years. If you are a great AE, a great sales exec … I know you might want “more” … but is it really better to be a VP of Sales? VP of Sales is a tough job.

Sales Hiring 238

Sales Hiring Sales Startup Leadership 238

SaaStr

SEPTEMBER 25, 2023

Theoretically, the relationship between sales and marketing should be easy –– after all, these teams are responsible for pulling in more business and increasing revenue. Reconciling the Past and Present Experience can be the best teacher, and Passi can draw on his past career as a sales leader at an early-stage company.

Enterprise 250

Enterprise Marketing Sales SaaS 250

SaaStr

JULY 13, 2023

A strong sales leader is vital to any company hoping to scale. With this in mind, hiring for the Head of Sales role is one of the most important things a business can do. Unfortunately, too many companies focus on the wrong things when hiring their sales leaders, which can lead to hires that aren’t the best fit for the business.

Sales Recruiting 181

Sales Recruiting Sales Hiring Scale Sales 181

Tom Tunguz

AUGUST 14, 2022

Last week, Office Hours welcomed Bill Binch, former CRO at Pendo, EVP Worldwide Sales at Marketo & operating partner at Battery to share his views on building world-class sales organizations. Bill & I exchanged emails about Deliberately Underselling as Sales Strategy. Logo-based quotas focus the team on speed to close.

Startup 342

Startup Construction Sales Compensation 342

Predictable Revenue

JUNE 21, 2023

Dean Yim delves into a fascinating realm where sales leadership, salespeople, and founders converge. The post Sales Experiments & Customer Development Insights with Dean Yim appeared first on Predictable Revenue.

Development 130

Development Sales Leadership Revenue 130

Predictable Revenue

JUNE 21, 2023

Dean Yim delves into a fascinating realm where sales leadership, salespeople, and founders converge. The post Sales Experiments & Customer Development Insights with Dean Yim appeared first on Predictable Revenue.

Development 130

Development Sales Leadership Revenue 130

Predictable Revenue

AUGUST 29, 2023

Debra Senra joined the Predictable Revenue podcast to discuss changes in sales leadership over the last 18 months and her insights. The post Beyond the Deal: The Importance of Post-Sale with Debra Senra appeared first on Predictable Revenue.

Sales 130

Sales Leadership Revenue Development 130

SaaStr

AUGUST 13, 2021

I was recently catching up with one of the top early sales reps at a SaaS company that just crossed $100m ARR. It was a change in sales leadership that just enjoyed hunting $1m+ deals. The sales leadership you bring in will favor a certain price segment most of all. But they never closed a $1m deal.

Sales 243

Sales Leadership Enterprise Startup 243

SaaStr

JUNE 20, 2023

Dear SaaStr: What remarks have a salesperson said to you that lost them the sale? Sales is there to serve. If sales was routed the wrong lead, that’s the company’s fault, not the prospect’s. But a sales rep needs to do it the right way. The post Dear SaaStr: How Do Sales Reps Lose Deals? Yes, you have to do that.

Sales Hiring 188

Sales Hiring Scale Sales SMB 188

SaaStr

MARCH 25, 2023

So one recent survey we did really brought out a healthy debate: does your VP of Sales really need to be a product expert? Many of the comments said it was more important a VP of Sales understand process and leadership more than the product itself. They often melt. I say, you just gotta know the product. At least a little bit.

Scale 217

Scale Sales Hiring Sales Recruiting Sales 217

SaaStr

DECEMBER 29, 2023

It can replace humans for those companies that can’t find someone to send emails, update the website, or do sales. ARR asks Jason how he sees the best companies steering into metrics and KPIs to drive performance at a leadership level. Customer success was pushed into a sales role and that has changed permanently.

Scale 220

Scale Sales Hiring Customer Success AI 220

SaaStr

MAY 5, 2022

What are some of the foundational ways sales leaders can think about building their sales teams as their company continues to expand and grow? There’s no shortage of ways to tackle this challenge, but one thing is clear: build sales teams thoughtfully and intentionally. Principle #1: Ownership is Key.

Scale 207

Scale Sales Hiring Scaling Sales 207

Predictable Revenue

FEBRUARY 2, 2023

Learn how to leverage call dispositions and cold-calling funnels to improve your sales leadership. The post Leveraging Cold Call Dispositions as a Sales Leader appeared first on Predictable Revenue. What are call dispositions, and why do they matter?

Sales 130

Sales Leadership Revenue Development 130

SaaStr

JANUARY 4, 2023

It may seem counterintuitive to seek out a sales leadership hire during this time of slowed hiring, but it’s the number one topic that many founders talk about and many SDRs, AEs, and sales managers ask about. . Founders may ask, “how do I find the right sales leadership hire?” They have some startup experience.

Sales Hiring 188

Sales Hiring Scale Leadership Sales 188

SaaStr

JANUARY 5, 2024

In the latest episode of CRO Confidential, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR.

Sales Hiring 239

Sales Hiring Sales Recruiting Scale Outbound Sales Team 239

SaaStr

NOVEMBER 30, 2023

Go-to-Market matters because sales and marketing spend remain the biggest proportion of SaaS spend, so honing in on that spend to build an engine and drive growth is paramount. Because founder-led sales worked really well for most of the early stages, but you eventually start running out of juice around $15M ARR.

Scale 223

Scale Sales Hiring Scaling Outsourced Development 223

ChurnZero

NOVEMBER 11, 2022

These are just some of the findings in this year’s Customer Success Leadership Study, ChurnZero’s third annual report on the top trends and opportunities in Customer Success, presented in partnership with ESG and sponsored by Higher Logic Vanilla and involve.ai. Download your full copy of the 2022 Customer Success Leadership Study here.

Leadership 98

Leadership Trends Customer Success Investment 98

SaaStr

JANUARY 6, 2021

Finding the perfect VP of Sales position can be daunting, especially in the middle of a global pandemic. Candidates need to find opportunities that not only fit their sales experience and stretch goals, but also companies that are coming out of the pandemic with momentum. Who is looking to hire a VP of Sales in January / Q1?

Sales Hiring 316

Sales Hiring Scale Payment Solutions Payments 316

SaaStr

MARCH 18, 2024

Dear SaaStr: If you were hiring a head of sales for a high-priced, niche B2B SaaS product, would you focus on general B2B SaaS sales experience or on market/customer knowledge, assuming it will be very difficult to find a candidate with both? For highly transactional sales, ignore this advice. Not all, but most.

Sales Hiring 264

Sales Hiring Sales SaaS B2B 264

Kellblog

NOVEMBER 18, 2021

Is your leadership team world-class? Could you grow faster if you replaced your head of sales? Does your board think you have the right leadership team? Heck, does your leadership team think you have the right leadership team? Are some of your executives holding your company back? Do your rank-and-file employees?

Leadership 114

Leadership Underperforming Technical Team Sales Hiring Scale 114

OpenView Labs

JANUARY 12, 2022

It might be a little surprising to learn that the leadership style at Stack Overflow is decidedly not binary. Step 2: Adopt a flexible, non-dual approach to leadership. Prashanth takes a different approach for himself and the leadership style at Stack Overflow. Step 3: See what happens when you forge your own path.

Leadership 76

Leadership SMB Underperforming Technical Team Scale 76

Teamgate

JUNE 21, 2023

After reading this article, you can expect to learn about 100 top business, sales, and marketing leaders who are experts in the field of sales leadership. These thought leaders provide valuable insights and inspiration to help you enhance your understanding of sales leadership and gain a broader perspective on the subject.

Sales 98

Sales Leadership Marketing Business 98

SaaStr

JANUARY 20, 2022

Q: Sales team has a 7% win rate over last 6 months. How do I keep sales from failing? Do you need better sales leadership? Are you providing your sales team enough training on FUD and competitive advantages? The post Dear SaaStr: Our Sales Team Has a 7% Win Rate. Are you nurturing leads properly?

Sales 225

Sales Leadership Engineering Revenue 225

30 Day Leadership

NOVEMBER 29, 2022

In this episode, best-selling author and leadership coach Nils Vinje speaks with Austen Asadorian , Senior Vice President of Sales at SevenRooms. 5:46 - First leadership position - Austen got his start in the restaurant industry. At the B2B Leaders Academy you can gain access to monthly leadership training and live coaching.

Leadership 52

Leadership B2B Software Development 52

30 Day Leadership

NOVEMBER 29, 2022

In this episode, best-selling author and leadership coach Nils Vinje speaks with Austen Asadorian , Senior Vice President of Sales at SevenRooms. 5:46 - First leadership position - Austen got his start in the restaurant industry. Learn more about your own leadership style at: [link]. Learn more about SevenRooms at [link].

Leadership 52

Leadership B2B Software Development 52

30 Day Leadership

JANUARY 18, 2022

In this episode of The B2B Leadership Podcast , best-selling author and leadership coach Nils Vinje speaks with Mike Wolber, Chief Revenue Officer at Rent Dynamics. 2:59 - First leadership position - What was the trajectory that landed Mike his first leadership role?

Leadership 52

Leadership Technology B2B Development 52

30 Day Leadership

JANUARY 18, 2022

In this episode of The B2B Leadership Podcast , best-selling author and leadership coach Nils Vinje speaks with Mike Wolber, Chief Revenue Officer at Rent Dynamics. 2:59 - First leadership position - What was the trajectory that landed Mike his first leadership role? Learn more about your own leadership style at: [link].

Leadership 52

Leadership Technology B2B Development 52

Sales Hacker

JULY 30, 2020

The post Ask Me Anything About: Sales Management & Leadership appeared first on Sales Hacker.

Leadership 54

Leadership Management Sales 54

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. Alice Katwan , SVP at Twilio , discusses how you can build a high-retention sales team while being remote. Implement systems to attract great talent.

Sales Hiring 203

Sales Hiring Scale Retention Sales 203

SaaStr

MARCH 22, 2024

After switching to SaaS, she started as an SMB sales leader with no prior management or SMB sales experience. She wanted to jump into a full cycle capacity as a sales leader, but she said yes. Shifting from an operator and loving operations and data to a sales and revenue leadership role felt like a big jump.

Scale 229

Scale Underperforming Technical Team SMB Finance 229

Sales Hacker

SEPTEMBER 29, 2021

The post Don’t Sit With Failure: Leadership Lessons with Anna Baird appeared first on Sales Hacker. Listening on a desktop & can’t see the links? Just search for Revenue Innovators in your favorite podcast player.

Leadership 80

Leadership Innovation Interviewing Revenue 80

Sales Hacker

MAY 31, 2023

In this insightful episode, Colin Campbell of Sales Hacker engages Lauren Bailey from Sales Bar, Factor Eight, and Girls Club in a thoughtful discussion on the dynamics of the sales industry. They delve into the underrepresentation of women in sales and the initiatives aimed at bridging the gender gap.

Sales 85

Sales Leadership Development Engagement 85

Andreessen Horowitz

DECEMBER 4, 2020

There’s a few ontologies for describing the phases leaders — and their startups — go through, whether it’s product-sales-etc. or pioneer to settler.

Leadership 54

Leadership Sales Startup Cloud 54

Sales Hacker

APRIL 4, 2024

Now is a better time than ever for your sales team to align their goals, motivations, and strategies for the upcoming year (and beyond). With a sales kickoff (SKO). But with the guidance of David Nour, CEO of Nour Group , we will prepare you to have the most effective sales kickoffs. And one of the best ways to do this?

Sales 90

Sales Technical Review Systems Review Engagement 90