Clouded Judgement

FEBRUARY 7, 2025

Signal can come from many places (sales team notes, customer support tickets, etc) IT Incident Management: Similar to the security alert example. Given most software companies are not profitable, or not generating meaningful FCF, it’s the only metric to compare the entire industry against.

Systems Review 144

Systems Review Cloud AI Artificial Intelligence 144

SaaStr

OCTOBER 12, 2020

You can also totally change your sales team. In a way, this is the same point as #1, almost — except you can recruit even more of the team here. The sales team can call back every single prospect, not just the good ones. NPS is A Great Core Metric. Do a 20 minute demo, or a customer presentation, or a deep dive.

Sales Recruiting 351

Sales Recruiting Sales Hiring Churn Onboarding 351

Kellblog

MARCH 17, 2020

Rephrasing Lewis Carroll, “if you don’t know what you’re recruiting for, any candidate looks great.” ” I liken executive recruiters to Realtors. ” That know-not-what, by the way, is that it’s for sale. Let’s switch to executive recruiting. Sound judgment and maturity.

Sales Recruiting 86

Sales Recruiting Sales Enablement Startup Pricing 86

SaaStr

MARCH 22, 2022

I really appreciate you coming to talk about how to attract, hire, and build a more diverse sales team in your organization. So before I get started, I wanted to talk about something that one of my AEs said in a team meeting, while I was preparing for this presentation. ” And it was such an impactful statement at that time.

Sales Hiring 264

Sales Hiring Sales Recruiting Scale Sales 264

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. Recruiting is easier, but the things that don’t change are customers don’t care.

Sales Recruiting 264

Sales Recruiting Sales Hiring Scale VP of Engineering 264

SaaStr

SEPTEMBER 25, 2020

379: From how many reps to hire, to compensation models, here are the top 10 mistakes founders make when hiring their first sales teams and how to avoid them. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. This episode is sponsored by Outgrow.

Sales Hiring 240

Sales Hiring Sales Recruiting Scale Sales 240

Sales Hacker

AUGUST 7, 2020

When it comes time to book a speaker for your next panel, presentation, or podcast there’s a lot to consider. Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. Sales Development. Sales Growth. Sales Enablement. Leadership.

VP of Engineering 131

VP of Engineering Sales Recruiting Sales Hiring Payment Services 131

OpenView Labs

APRIL 29, 2021

Recruiting top talent is the common denominator across all scaling startups. Nine out of 10 founders and CEOs I connect with are involved in recruiting on a weekly, if not daily, basis. Many of them are learning on the fly and trying to juggle being CEO and Chief People Officer/Lead Recruiter/Brand Evangelist all at once.

Sales Recruiting 81

Sales Recruiting Outsourcing Services Sales Hiring Scale 81

Sales Hacker

OCTOBER 18, 2024

Jonathan Moss (EVP at Experity) showcased an Account Plan GPT that streamlines sales and marketing account research for outbound efforts. Examples of automating workflows to solve ongoing challenges: Everyone shared use cases they’re trying for sales account research and lead generation workflows. Link to GPT.

Sales Recruiting 106

Sales Recruiting Software Review Scale AI 106

Intercom, Inc.

SEPTEMBER 10, 2020

It’s an approach that’s served him well along the road to building the HubSpot sales team, where he was CRO for nine years. That experience led to his bestselling book, The Sales Acceleration Formula. Or, even if they’re leaning towards the latter, they’re often not using the right metrics. A data-driven framework for scaling.

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226

ChurnZero

NOVEMBER 26, 2024

This is a guest article by Swati Garg , founder and CEO, Melo Associates , and Lindsay Lynch , senior recruitment consultant, Melo Associates , a recruitment firm focused on customer success hiring for SaaS and tech companies nationwide. Familiarity with customer success frameworks, metrics, and best practices.

Technical Review 52

Technical Review Sales Recruiting Customer Success Sales Hiring 52

SaaStr

APRIL 7, 2022

We’re in the business of robots, software robots, an industry … There was a great presentation earlier, you all probably heard with the category awareness, category urgency, and I’d add one more, company urgency. What we do is look at all those metrics and our hope, goal is that every one of them continues to show this.

Sales Hiring 279

Sales Hiring Scale Sales Recruiting Outsourcing Services 279

Chart Mogul

JANUARY 9, 2025

So read on, and hopefully, your SaaS sales journey will be less about trial and error and more about steady progress toward success. Whats important to note is that each model targets a distinct customer persona and, therefore, has a unique approach to the customer journeyfrom brand awareness to sales and, ultimately, conversion.

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

Kellblog

MAY 10, 2021

In this post, I’ll present what I view as the minimum sales management framework for an enterprise SaaS startup — i.e., the basics you should have covered as you seek to build and scale your sales organization [1]. Pipeline management rules, with an optional stage matrix. Quarterly metrics.

Sales Hiring 124

Sales Hiring Scale Sales Recruiting Enterprise 124

SaaStr

APRIL 23, 2019

And can you talk a little bit about touching on the hiring point, because you did say that you focused a lot on talent, and recruiting. And coming from Brazil without a big network in Silicon Valley, un-launched, without a website, it was actually really hard to recruit the first ten people. And it’s very helpful. Anu: Got it.

Sales Hiring 218

Sales Hiring Sales Recruiting Scale Payment Methods 218

Tom Tunguz

FEBRUARY 22, 2025

The metrics for success are evolving as rapidly as the tools themselves. Of course, this modern interview won’t exclude the other critical components of a high quality process , identifying characteristics of teamwork and sales skills or marketing expertise. Will they feed legal briefs back into AI systems for cross-examination?

Interviewing 114

Interviewing AI Sales Recruiting Construction 114

The Angel VC

AUGUST 10, 2011

One could almost say that CAC and CLTV are for a SaaS company what wholesale price and sales price are for a retailer. So for a bigger SaaS player, sales and marketing costs are the driver of profitability. But at the minimum, looking at these two metrics is a great start when you as an investor evaluate a SaaS company.

Sales Recruiting 155

Sales Recruiting Startup Customer Lifetime Value SaaS 155

Sales Hacker

DECEMBER 21, 2017

What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling. Technology.

Scale 106

Scale Sales Recruiting Sales Hiring Technical Review 106

Intercom, Inc.

FEBRUARY 6, 2020

When Yvonne joined in 2016, the business unit consisted of just 10 people across product, engineering, sales, and marketing. Turning a sales objection into a unique differentiator. Prospects were confused over how the marketplace worked and the sales team struggled to explain it.

Marketplace as a Service 243

Marketplace as a Service Scale Sales Recruiting Business 243

Buffer Resources

NOVEMBER 8, 2023

  Thankfully for folks like me, there are many brilliant tools to help you keep on top of your content marketing metrics (little to no math required). Then, to add a little nuance to the discussion, we’ll deep dive into the metrics that matter the most to several top content marketing teams (including Buffer’s).

Content Marketing 136

Content Marketing Metrics Social Media Marketing 136

FastSpring

JUNE 11, 2024

How to go about recruiting the RIGHT affiliates to help drive meaningful growth in your business. FastSpring provides an all-in-one payment platform for SaaS, software, video game, and other digital goods businesses, including software management, VAT and sales tax management, global payments, and consumer support.

Sales Recruiting 113

Sales Recruiting Software Review Payment Solutions SaaS Payments 113

SaaStr

AUGUST 5, 2019

He will also provide insights on the differences between commercial and enterprise customers and the key metrics to keep an eye on as you grow your business. We’ve been in business for a little over a decade, and what we help our customers do is manage their content i.e., files and move them to the cloud. FULL TRANSCRIPT BELOW.

Sales Recruiting 203

Sales Recruiting Construction Scale SaaS 203

Kellblog

MAY 29, 2021

Someone who, when times are tense, can work as an intermediary between the differing parties, often but certainly not always, the investors on one side and founders/management on the other. Former sales leaders often perform well in this situation [6]. Someone who pushes for standard metrics and templates.

Sales Hiring 142

Sales Hiring Sales Recruiting Consulting Government 142

SaaStock

FEBRUARY 14, 2019

He has given his memorable presentations around the world. The company’s best-selling book, Predictable Revenue , details the hugely successful outbound process and sales created specifically for Salesforce. Starting as VP of Sales, in less than two years he became CEO. Talk: SaaS.City Bootcamp: Sales Leadership.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

Tom Tunguz

OCTOBER 6, 2015

Rather than deliver presentations, SaaS Office Hours are meant to be casual, tactical and collaborative. How do I create the right kind of recruiting process? On November 4, we’ll chat with Kenny van Zant, the creator of high velocity inside sales techniques and flywheel business models.

Sales Recruiting 100

Sales Recruiting SaaS Business Model Development 100

Sales Hacker

SEPTEMBER 6, 2018

Sales is a hyper-social, customer-facing role that can get highly stressful. In this article we talk about the top indicators of sales burnout and how to tackle them. We all know Sales is the job for the people person — the high-flying, always-on-the-go charmer that’s on the phone, in meetings and/or closing deals.

Sales Recruiting 85

Sales Recruiting Sales Metrics Strategy 85

Kellblog

NOVEMBER 6, 2022

Weak sales productivity , measured either relative to the company’s model or industry averages (median $675K) [2]. High sales turnover. Pivot the company , making a major change in strategy or sales model. Let’s do only enterprise accounts and account-based marketing (ABM). Let’s go product-led growth (PLG).

Sales Hiring 144

Sales Hiring Sales Recruiting Marketing Scale 144

Sales Hacker

JANUARY 8, 2021

Elements of Successful Global Sales Expansion. “Be So, let’s look at four keys to a successful global sales expansion. Gain agreement from everyone involved on market status, product, marketing, customer success investments, success metrics, and timeline. But as you likely know, global expansion isn’t easy.

Sales Hiring 114

Sales Hiring Sales Recruiting Sales Technical Review 114

SaaStr

SEPTEMBER 13, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. They started in the point of sale market, and then as the company scaled, they rolled out new value props and modules for payroll, or Toast capital, or ways to manage your employee base. Byron Deeter.

Sales Hiring 235

Sales Hiring Scale Payments Cloud 235

Tom Tunguz

NOVEMBER 20, 2016

But, metrics alone aren’t enough. I’ve been thinking about this quite a bit because in both the recent Software Engineering Daily podcast I did with Jeff, and the presentation I gave at Launch Conference, the question of the limits of metrics surfaced. Most metrics we evaluate are rear-view mirror metrics.

Benchmarks 100

Benchmarks Sales Recruiting Data Sales Hiring 100

Tom Tunguz

OCTOBER 24, 2021

And then from 2004 to 2014, she was at Google and managed lots of different things, including the self-driving cars project, global sales and operations, and the business teams for checkout in Google Apps. I wouldn’t say I have an exact metric, but-. She’s got an English degree and an MBA. So I’m a fan.

CTO Coach 165

CTO Coach Sales Hiring Sales Recruiting CTO Hire 165

User Pilot

JULY 27, 2023

Account Managers: They serve as the lead point of contact for all customer account management matters. Product Marketing Manager: This person is tasked with developing product marketing campaigns , crafting compelling marketing messages, and coming up with ideas to retain customers. Average salary: $46,035/yr.

Sales Hiring 98

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 98

Sales Hacker

JUNE 11, 2018

Once again, Salesforce presents a strategic look into the rapidly shifting world of sales. The third edition of the widely anticipated State of Sales report surveyed more than 2,900 sales professionals and leaders from around the world. Here’s a quick sneak peak of their sales research report.

Sales Recruiting 81

Sales Recruiting Artificial Intelligence Trends Sales Hiring 81

Sales Hacker

APRIL 21, 2021

Do you love chasing down the sale? What about using data analysis to create sales strategies? Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. Unified data problems.

Scale 117

Scale Sales Recruiting Technical Review Technical Advisors 117

Sales Hacker

APRIL 30, 2018

To see what selling on steroids looks like, check out companies with the best sales enablement strategies. You’ll discover a lively place, with a lot of things — like revenue, productivity, and win rate s — going up, and a lot of things — like speed to revenue, sale cycle period, customer churn, and staff attrition rate — going down.

Sales Enablement 100

Sales Enablement Scale Sales Recruiting Sales Hiring 100

SaaStr

JULY 15, 2022

It’s pretty good, someone did a Tweet storm the other day on Zeb from ClickUp’s presentation at SaaStr Annual 2020. Jason Lemkin: I’ll answer it, but are you thinking more on sales or technology or broadly speaking in the question? Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales.

Scale 298

Scale Outsourcing Services Sales Hiring VP of Engineering 298

OpenView Labs

AUGUST 19, 2021

Sales recruiting is broken. The sad truth is that VP of Sales are turning over within 19 months —and that timeline is shrinking. . Not only that, the market has heated way back up and the VP of Sales is one of the most sought after roles. This isn’t linear and there are many shades of grey when it comes to sales. .

Sales Hiring 82

Sales Hiring Sales Recruiting Startup Scale 82