How to scale a sales team: what the different stages of growth require from sales leadership

Predictable Revenue

Freemium at Scale with Typeform CEO (Video + Transcript)

SaaStr

Freemium can help software companies gain users quickly—but what happens when it’s time to scale back or up? Join Joaquim Lecha, CEO at Typeform, and Christoph Janz, Managing Partner at Point Nine, as they delve into freemium at scale. The second one is customer feedback at scale.

Lessons from New Relic: Five Critical Steps to Scaling Enterprise (Video + Transcript)

SaaStr

Erica has led New Relic through massive growth, scaling the company’s enterprise business 10x since she joined the business pre-IPO. Erica will share the five critical steps (and some lessons learned along the way) for scaling in the enterprise. We operate at great scale.

Design leadership as a subversive activity

Inside Intercom

The essence of design leadership is the inverse of what I had assumed. As our Product Design team at Intercom scaled through various stages of growth, I carefully put in place new processes that were just right for where we were at each stage. Design leadership as a subversive activity.

“7 Tips and Tricks to having happy customers at Scale” New Relic EVP, Roger Scott (Video + Transcript)

SaaStr

Hear from Roger Scott, New Relic’s EVP and Chief Customer Officer as he shares his 7 tips and tricks for keeping your customers happy— and how to do so at a large scale. If you want to scale your company, you’ve got to think about what is the gold standard look like?

SaaS in Africa: 10 Things We Learned From Scaling to 1M Users (Video + Transcript)

SaaStr

Join Anish Shivdasani, CEO of Giraffe, as he provides unique African experiences learned from scaling to 1M users. Now, unfortunately there are a lot of constraints in Africa, major constraints when you’re talking about setting up and scaling a startup.

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

SaaStr

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. And we think a lot about like how does that particular capability scale? The post How To Scale an Open Culture.

From Product Market Fit to Scale – Perspectives from Founder & Investor (Video + Transcript)

SaaStr

Join Rene Yang Stewart, Co-Head and Principal, Vista Equity Partners, and Monica Enand, Founder and CEO, Zapproved, as they discuss growing a company from product market fit to scale. Hear perspectives from both the investor and founder as the company scaled.

Avoid Trapdoor Decisions: 5 Lessons Learned from Scaling Stripe (Video + Transcript)

SaaStr

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. In this talk, Claire will share these and other lessons for scaling high-growth organizations.

Scaling Up Sales Managers: 5 Mistakes New leaders Make (Video + Transcript)

SaaStr

If your SaaS business has a sales team, there’s no way to grow 100% year-over-year without also growing your sales leadership. SaaS = Software that scales. But, your people have to scale too.

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

SaaStr

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. And we think a lot about like how does that particular capability scale? The post How To Scale an Open Culture.

Reddit’s Nick Caldwell on engineering leadership

Inside Intercom

He had to quickly determine which team members displayed a potential for leadership and teach them the fundamentals of management so they could make new hires and scale – without ruining the culture. I hosted Nick on the podcast, where we discussed the differences between management and leadership, fostering diversity in tech, and more. Here are five quick takeaways: Management and leadership aren’t one and the same.

The Evolving Role of the CEO: As a Company Scales, How Your Job Changes (Video + Transcript)

SaaStr

It’s about the people you bring into the organization, that culture and that’s what’s going to take you from kind of the zero to one to like a scaling company. How are you trying to scale it? You’ve scaled big companies? Join Atrium CEO and Justin.TV/Twitch

Founder’s Guide to Scaling Applications: When to Build, When to Buy and What Breaks by Algolia Co-founder (Video + Transcript)

SaaStr

When it comes to seamlessly scaling your applications, a top-notch engineering team will be your foundation. Of course, not at scale. So just taking this solution making it scale at 300 machines is not a matter of hours. But we knew it was not something that could scale.

SaaStr Podcast #214: Erica Schultz, CRO @ New Relic on What It Takes To Successfully Scale Into Enterprise

SaaStr

Where does Erica often see founders make mistakes with this scaling? With the scaling of departments and teams, what has Erica seen work really well when it comes to making cross-functional teams communicate really well? Maybe regardless of scale? Welcome to Episode 214!

PODCAST 75: 3-Layer Approach to Stage-Appropriate Leadership w/ Jason Holmes

Sales Hacker

Jason specializes in executive sales leadership with CRM, SaaS, and other tech companies. Jason’s 3-layer approach to stage-appropriate leadership [22:44]. Jason’s 3-layer approach to stage-appropriate leadership.

PODCAST 79: Transitioning to New opportunities – Healthy approach to Leadership w/ Bryan Caplin

Sales Hacker

The Healthy Approach to New Leadership (09:12). The Healthy Approach to New Leadership. The post PODCAST 79: Transitioning to New opportunities – Healthy approach to Leadership w/ Bryan Caplin appeared first on Sales Hacker.

PODCAST 47: Key Qualities of great Sales Leadership w/ Dan Fougere

Sales Hacker

Dan talks about the key qualities of great sales leadership and how to be an effective executive in addition to being a great sales leader. Building a Repeatable Leadership System [19:04]. Building a Repeatable Leadership System.

How to Personalize at Scale

Sales Hacker

Left with the reality that the answers to questions 1 – 3 were all a “No”, I began to play out if I WERE to pivot my team from a “volume strategy” to “all tailored – all the time strategy”, what would the top 3 objections from my leadership be?

How Startups Can Deal With Scaling Problems

OpenView Labs

Premature scaling is the leading cause of failure, but businesses with two founders are 19% less likely to scale prematurely, as well as raising 30% more money and enjoying 3 times more user growth. But scaling is a unique phenomenon which needs to be constantly managed.

Scaling Revenue via Indirect Channels and Platform Ecosystems with Stripe, Box and Slack (Video + Transcript)

SaaStr

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.

From Slooooow Growth to Hypergrowth with Collibra and Insight Partners (Video + Transcript)

SaaStr

Felix : It was a lot easier to invest to convince customers and investors and so we actually, I mean more of a European way of scaling a company. What are the global roles where the global roles and how do you structure the regional leadership? And scaling is expensive.

5 Powerful SaaS Growth Tips to Help You Scale Your Business

Incredo

n of thought leadership ?nd The post 5 Powerful SaaS Growth Tips to Help You Scale Your Business appeared first on Incredo. Just a few words before we start… In the f??t-????d t-????d d world ?f growing ??ur ur bu??n??? n??? ??n a significant challenge. The good news ??

Scale vs. Intimacy – The old trade-offs do not cut it in the era of scale insurgency

OPEXEngine

A widely held view on strategy in the 1980s defined two ways to compete: firms could pursue either a low-cost advantage (usually through scale) or a differentiation advantage (by building intimate customer relationships). The prevailing approach to running a firm at the time (what we call the professional management system ) was perfectly tuned to steer most large companies toward the low-cost, scale-driven option. Scale insurgents are business builders.

Everything we’ve learned about scaling sales

Inside Intercom

? ?. In this week’s episode we’ve dug down into the podcast vaults to bring you some of the best insights shared by our guests about scaling sales. It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team.

HubSpot’s Michael Redbord on staying in touch with your customers as you scale

Inside Intercom

In a company’s early days as a lean, mean, business machine, it’s fairly easy for leadership to stay in sync with their users. If you’re a leader, he says, don’t try to scale your job. Scaling support as you grow. As you go from a startup to scaling up, people pull away.

SaaStr Podcast #220: Leyla Seka, EVP @ Salesforce Mobile Discusses What Needs To Be In Place For Hyper-Scale

SaaStr

Over Leyla’s incredible 11 year journey with Salesforce she has seen the team scale from 1,800 to over 40,000 and revenue scale from $500m to over $16Bn. How did Leyla evolve and scale as a leader herself in those 11 years? From seeing that firsthand scaling from 1800 to 40,000.

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

SaaStr

And that’s really good when you’re scaling part of the team that looks like yourself. So until a consumer startup proves that it can do that at least in some micro scale, there isn’t any value creation.

8 Tough Lessons from Closing 12,000 Customers at WebPT (Video + Transcript)

SaaStr

Learn what it takes to create your own category, achieve scale in a niche SaaS vertical and how it requires more than just discovering an unmet need. What we were looking for at that point in time was SaaS experience, but also expertise and had a scale.

SaaStr Podcast #217: Stripe COO Claire Hughes Johnson on The Trapdoor Decisions to Avoid When Scaling

SaaStr

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. Here’s what Claire talks about: How to avoid trapdoor decisions when scaling.

A Step by Step Guide to Revenue Growth with Mark Roberge (Video + Transcript)

SaaStr

Regardless of what stage you are in, he provides a framework to systematically approach this stage and what you should focus on to get to scale faster. We are screwing up the scale. If you scale prematurely we’re gonna scale a cash bleeder. Let’s scale.

The ugly side of growth – how to scale your sales team sustainably

Inside Intercom

However, when researchers at UC Berkeley and Stanford explored growth at more than 3,000 startups , their key finding was that premature scaling was the most common cause of failure. This is episode seven of Scale , a brand new podcast series on moving from startup to scale up.

Top 10 Learnings about Free Trials with Tomasz Tunguz (Video + Transcript)

SaaStr

The question as a business is, at what price point does it actually make sense to hire a salesperson in order to make the cost of customer acquisition scale.

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

SaaStr

And that’s really good when you’re scaling part of the team that looks like yourself. So until a consumer startup proves that it can do that at least in some micro scale, there isn’t any value creation.

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

SaaStr

Goes on to what extent does this login us in, to what extent is it easy to get developers to work on it, to what extent is it easy to scale it? Just scaling software. The cloud’s biggest days are yet to come.

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Hypergrowth, No Office and $100M in ARR with Invision and ARM Holdings (Video + Transcript)

SaaStr

This year for us, as I mentioned, two years into this and we’re scaling like crazy and it’s got all its own problems. Blog Posts Career Growth & Advice Early Growth Leadership Marketing SaaStr Events Scale Videos saastr saastr annual

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

SaaStr

We had a problem keeping up with scale. And a lot of it as you get going is about focusing on a couple of people with an eye for scale, but not anticipating that that’s what it’s going to turn into. Join Derek Anderson, Co-Founder of Bevy alongside Atlassian Sr.