Remove Management Remove Sales Hiring Remove Underperforming Technical Team
article thumbnail

How to Train Your Sales Leaders: Key Learnings from HubSpot and BILL with Michelle Benfer

SaaStr

Former Head of Revenue at BILL and HubSpot Americas leader Michelle Benfer recently joined us on a SaaStr Workshop Wednesday share her insights on one of the most critical roles in any SaaS organization: the frontline sales manager. “At HubSpot, I had over 100 frontline sales managers reporting to me. .

article thumbnail

The Future of AI in SaaS Sales with Henry Schuck, CEO of ZoomInfo and SaaStr CEO Jason Lemkin

SaaStr

On the topic of building SaaS companies, Henry kicks off the conversation with: “I think a lot of bootstrapped founders who are less capital infused have to actually be great at developing their people. “The best hack,” Jason adds, “is not recruiting one management team. Nothing else matters, right?

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Dear SaaStr: What Are Your Top Tips to Building Your First Sales Team?

SaaStr

Dear SaaStr: What Are Your Top Tips to Building A First Sales Team? When it comes to sales hires, the key is to approach it methodically and avoid common pitfalls. Here’s how I’d break it down: Hire Two Reps to Start. Always hire at least two sales reps initially. Hire Reps You’d Buy From.

article thumbnail

AI, Sales + GTM in 2025/2026: This Changes Everything with Jason Lemkin and Owner CRO Kyle Norton

SaaStr

At SaaStr + AI Summit 2025, Jason Lemkin and Kyle Norton CRO of $1B+ vertical SaaS leader Owner (where Jason is on the board) did a deep dive on AI in Sales today. By the end of this quarter, team members who aren’t genuinely AI-curious should be let go. The 50/50 Team Is Coming Fast. And where it will be very soon.

article thumbnail

The Early Days: How Veeva Hit $100m ARR With Just $3m Raised — And a Deep Vertical Focus

SaaStr

Veeva is the dominant cloud software provider for life sciences – serving pharmaceutical, biotech, and medical device companies with mission-critical applications for drug development, clinical trials, regulatory compliance, and commercial operations. You have to have enough to hire people to dedicate on it. That’s it.”

article thumbnail

The Early Days: 5 Things Vanta Got Right, And 5 It Got Wrong, Getting to First $10m ARR

SaaStr

billion trust management platform wasn’t a straight line. ” This approach gave them insights no amount of customer development interviews could provide. “We hear it all the time—people saying, ‘Oh, I first heard about Vanta on a podcast,'” their marketing team reports. 5 Things Vanta Got Right 1.

article thumbnail

4 Things Most Founders Get Wrong About Marketing with Dave Kellogg

SaaStr

The 4 Things Most Founders Get Wrong About Marketing: “We’re a product company, not a marketing company” – The hard truth is that 9 out of 10 B2B companies spend more on sales and marketing than R&D. Better to hire for your specific needs and stage. These “five-five” CMOs barely exist.