Intercom, Inc.

MARCH 12, 2019

A little over a year ago, I got the opportunity to start a new team within our sales organization – a team of Relationship Managers dedicated to growing our current customers at scale. The opportunity emerged out of a shift in how we practice sales. We had split into two distinct but complementary functions.

Sales Hiring 171

Sales Hiring Sales Recruiting Underperforming Technical Team Scale 171

Intercom, Inc.

DECEMBER 8, 2020

This is where metrics can be invaluable, giving clarity on performance, and circumventing potential issues. But with so much data to consider, how can you define the help desk metrics that matter for your team? What are help desk metrics? Help desk metrics vs. KPIs. Ticket volume or total conversations.

Customer Support 211

Customer Support Metrics Technical Review Scale 211

Sales Hacker

DECEMBER 5, 2019

When hiring sales reps, what qualities do you look for? Having spent time as a BDR himself, Scott correctly identified that grit and curiosity are key identifiers for success in business development: “Intellectual curiosity & ridiculous grit. This is the traditional mindset when looking for new team members.

Sales Hiring 56

Sales Hiring Scale Sales Recruiting Sales 56

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. You can have the great product and a great team, but the market of small or very niche. Jyoti Bansal: Yeah.

Sales Recruiting 252

Sales Recruiting Sales Hiring Scale VP of Engineering 252

SaaStr

DECEMBER 14, 2020

If you already have a few bigger deals under your belt, but most are smaller … a few higher-level suggestions: Hire a Very Good VP of Sales that has sold at your “high end” price point. If you can make this hire now — you will do much, much better. More here: The 48 Types of VP Sales. Get zen about longer sales cycles.

Scale 291

Scale Sales Hiring Underperforming Technical Team Point of Sale 291

OpenView Labs

FEBRUARY 3, 2022

It’s one of my favorite questions, even though it’s really not a financial or operating metric at all. . Startup founders are seeing hiring become their day jobs . In 2021, 42% of founders were kept up at night by concerns about hiring the best talent. What cannot be understated is how challenging hiring can be these days.

Sales Hiring 82

Sales Hiring Sales Recruiting Scale Startup 82

User Pilot

JULY 27, 2023

Before hiring, assess your current needs and hire as your company grows. Engineering Manager: In charge of planning, designing, and overseeing projects. They also manage finances and supervise one or more engineering teams. Average salary: $192,383/yr. Average salary: $151,254/yr. Average salary: $111,208/yr.

Sales Hiring 98

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 98

OpenView Labs

MARCH 24, 2021

Without fail, every week I speak to 5–10 startup founders who are dealing with one of these two painful situations: They’re going through the process of parting ways with the wrong VP of Sales or the wrong enterprise salespeople. For either one, the bottom line is that the cost of a bad hire is significant.

Sales Hiring 56

Sales Hiring Underperforming Technical Team Company Culture Interviewing 56

SaaStr

NOVEMBER 26, 2019

Hear from Duo Security’s VP of Inside Sales America on how to build a $2.3B sales team. Jennifer Lawrence | VP, Inside Sales @ Duo Security. Today I’m going to start by telling you a little bit about me, a little bit about Duo, and then the secrets to building a killer inside sales org. Good afternoon.

Scale 220

Scale Sales Hiring Underperforming Technical Team Sales 220

SaaStr

JANUARY 7, 2022

Have you ever had a sudden realization that you’re spending more on sales and marketing than research and development? If so, you aren’t alone –– the median enterprise SaaS company spends twice as much on sales and marketing than R&D. So how can a CEO manage their marketing effectively?

Sales Hiring 239

Sales Hiring Underperforming Technical Team Marketing Market Research 239

Intercom, Inc.

OCTOBER 26, 2018

Many organizations create customer success teams but there’s no clear definition as to how these teams develop long-term value for both the customer and the business. At some companies, customer success managers create resources for thousands of self-serve customers, while at others they work with a select few.

Sales Hiring 123

Sales Hiring Customer Success Scale Underperforming Technical Team 123

Point Nine Land

MARCH 7, 2019

Lemkin recently posted a tweetstorm about his observation that most startups are bad at finance. No proper finance or account until even after raising millions, even to $5m+ ARR. If there’s a trade-off between hiring a CFO and, say, a marketing leader or 1–2 developers, most founders will understandably go for the latter.

Sales Hiring 72

Sales Hiring Outsourcing Services Payment Services Finance 72

User Pilot

AUGUST 21, 2023

In this ultimate list of product manager interview questions, we have tried to simplify the process of hiring great product managers. Product management encompasses the entire SaaS lifecycle from ideation to launch and everything that follows. What qualities do you look for in a strong product team? Leadership.

Interviewing 98

Interviewing Underperforming Technical Team Management Sales Hiring 98

Sales Hacker

JULY 21, 2021

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. There are sales buzzwords that we love and some that we really hate. But that doesn’t mean they’re all bad. RevOps helps achieve sales and marketing alignment”.

Sales Hiring 125

Sales Hiring Underperforming Technical Team Sales Sales Enablement 125

SaaStr

JANUARY 28, 2020

And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. You can’t, you have to invest in that sales infrastructure.”

Sales Hiring 203

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 203

SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader.

Scale 173

Scale Sales Hiring Sales Recruiting Sales 173

Sales Hacker

AUGUST 11, 2023

Before we get into it, curious to hear your thoughts on last weeks Sales Hacker/GTMnow announcement ?! This week I sat down and interview the VP of Sales at Crunchbase , Ang McManamon. Ang shares her 5 P’s of Sales Leadership: Professionalism Preparation Process Performance Play More on these below.

Scale 63

Scale Leadership Sales Hiring Sales 63

SaaStr

JANUARY 10, 2020

.” In the context of the larger article, he’s making the case for manufacturers to adopt a SaaS playbook: become customer-centric, hire Customer Success Managers (CSMs) to engage customers more deeply, deploy technology to manage the customer relationship beyond the initial sale, etc. It’s all we know.

Sales Hiring 134

Sales Hiring Scale Underperforming Technical Team Onboarding 134

Intercom, Inc.

NOVEMBER 3, 2022

Scaling a support team is challenging enough as it is. You’re investing resources in hiring and training the right people, tracking different metrics at different stages, adding more and more complexity with each increase in headcount, use cases, and customers. For Natasha, the answer is a resounding yes.

Scale 206

Scale Outsourcing Services Software Sales Hiring 206

Valuize Consulting

DECEMBER 7, 2021

Stephen is a Customer Success Executive in the SaaS industry, specializing in customer renewals and relationships, with 20+ years of organizational development experience. When it comes to budget, organizations often haven’t established where the investment is coming from to fund the CS team. leverage Training & Development.

VP of Engineering 98

VP of Engineering Customer Success Sales Hiring Interviewing 98

Sales Hacker

NOVEMBER 5, 2018

I have, since 2009, hired 20+ outsourced resources from all over the world for tasks such as data research, web design, translations, voiceover talent and more. Here are things that we outsource sometimes: Do you cut your own grass, or do you hire a gardener? Do you clean your house, or hire a home cleaning service?

Outsourcing Services 76

Outsourcing Services Outsourced Development Sales Outsourcing Underperforming Technical Team 76

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. This has created large amounts of data for running teams. . This has created large amounts of data for running teams. .

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226

Sales Hacker

FEBRUARY 27, 2020

As a sales manager, your job is to drive growth. The best way to do that is to develop the right behaviors in your sales reps. In other words, you can’t just be a sales manager. You have to be a sales LEADER. Sales Performance. Sales Performance. How do you do that? Self-Improvement.

Underperforming Technical Team 96

Underperforming Technical Team Development Revenue Sales Hiring 96

Andreessen Horowitz

FEBRUARY 12, 2024

A MOC document can help you prioritize what jobs you need an executive to do so you can hire against those needs. Getting executives out of the 1:1 interview process and into a whiteboard session can help you assess their core competencies and how they’ll work with your team. How can we help the team get calibrated on the role?

Sales Recruiting 79

Sales Recruiting Technical Advisors Sales Hiring Underperforming Technical Team 79

Intercom, Inc.

JULY 28, 2022

And for Intercom’s VP of Sales EMEA, Sanj Bhayro , scaling is just what you need to invest in to ensure growth becomes as constant and linear as it can be. Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

Andreessen Horowitz

DECEMBER 5, 2023

But along the way we found that the tool that we’d built was really interesting to a lot of other developers. So, myself and my co founder, we were kind of software developers, like kind of engineers by background. H ow did you guys think about the API that you wanted to launch with for other developers to build on?

Sales Hiring 81

Sales Hiring Sales Recruiting Banking Outsourced Development 81

Sales Enablement, SaaS and Growth

MAY 22, 2017

I lead sales enablement for HubSpot out of Dublin, Ireland and my role encompasses sales content, sales training, deal support and sales productivity. That’s where sales enablement comes in. But how can sales enablement be packaged?

Marketplace as a Service 112

Marketplace as a Service Sales Enablement Sales Hiring Underperforming Technical Team 112

ChurnZero

NOVEMBER 18, 2022

And yet, downplaying your team’s needs undermines CS’s current impact and future revenue-driving potential. According to our 2022 Customer Success Leadership Study, CS teams are already underfunded and under-resourced. It’s going to be the growth team, and we’re going to put three to four headcount on it.

Customer Success 98

Customer Success Sales Hiring Headcount Scale 98

Sales Enablement, SaaS and Growth

APRIL 10, 2017

Sales enablement is a rapidly emerging, but immature function. Many companies are investing in the creation of sales enablement teams, but as they’re so new, there’s a distinct lack of thought leadership, standardised measurement and best practices available. Defining sales enablement How we define sales enablement matters.

Sales Enablement 112

Sales Enablement Sales Hiring Underperforming Technical Team Sales 112

Neil Patel

SEPTEMBER 30, 2020

And what better way to develop this other than enlisting the help of an expert digital strategy consultant who can do a broad set of activities, each of which is directed towards helping you meet your goals. And hiring a consultant will make sure you‘re taking advantage of everything that’s out there and reaping the profits.

Consulting 123

Consulting Strategy Technical Review Underperforming Technical Team 123

Chart Mogul

MAY 7, 2020

Onboarding a new member of your sales team is challenging on its own, but especially so when they have to call prospects out of the blue. Providing the right cold calling training can make or break the success of a new team member. According to data from RingLead, sales reps spend as much as 15% of their time leaving voicemails.

Sales Hiring 121

Sales Hiring Underperforming Technical Team Marketplace as a Service Headcount 121

Sales Hacker

DECEMBER 5, 2017

Over the past few months, I’ve been constantly talking to VPs of Sales, SDR leaders, and SDRs themselves. The problem is mostly centered around accountability, process and compensation. However this is not when the SDR gets paid commission – a result of a fundamental breakdown in the sales compensation structure.

Scale 82

Scale Underperforming Technical Team Outsourced Development Sales Hiring 82

Chart Mogul

MAY 30, 2019

Ingmar, our VP of Customer Success, and our support team cracked the code on first response time and measuring NPS. We realized, however, that we needed to do a better job supporting the strategic vision of our key accounts. At what rate is the key account segment growing? Customer Success Management metrics.

Underperforming Technical Team 78

Underperforming Technical Team Development Strategy Management 78

Neil Patel

OCTOBER 24, 2020

Unfortunately, your in-house team doesn’t have the required expertise to push through change. Hire a consultant, hands down. In a nutshell, they can give you expert opinions, analysis, and recommendations that can help ensure a more objective-based approach to grow your business and maximize sales – all at the same time.

Consulting 132

Consulting Sales Hiring Technical Review Sales Recruiting 132

Tom Tunguz

NOVEMBER 16, 2014

New Relic processes this data and provides interactive reports to identify underperforming code. We will explore revenue growth, average revenue per customer, sales efficiency, payback periods, net income, gross margin and engineering spending. New Relic’s sales efficiency has historically been higher than the median at 1.4,

Benchmarks 100

Benchmarks Underperforming Technical Team Metrics Sales Hiring 100

Intercom, Inc.

JULY 11, 2019

But as the business becomes more successful – and there are resources to build a support team – additional layers begin to separate executives from their customers. Since 2010, he’s helped the company grow to more than 40,000 customers and helped scale the support team to more than 500 employees to assist those users. Short on time?

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

Point Nine Land

MARCH 15, 2022

If you take a look at a 50 person sales team, you’ll likely find it to be very data-driven. They usually track low-level metrics about their app performance or errors, and agile teams have burn-down charts. But because the data lives in different systems (e.g. Big brother is watching you. Enter Athenian.

Investment 52

Investment Underperforming Technical Team Sales Hiring Engineering 52