SaaStr

DECEMBER 26, 2020

Even once you hit just $2m-$3m ARR — fairly early — the trade-offs start to become clear for startups with customers both Smaller and Larger: Small customers consume just as many sales, success, and marketing resources. 1000 small customers may be a death of small cuts to your sales and success teams. Probably more.

SMB 341

SMB Sales Hiring Marketing Enterprise 341

SaaStr

OCTOBER 30, 2021

Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. My personal objective was simple, learn as much about SMB SaaS as I could and move on to another company to continue learning.

Scale 254

Scale Sales Hiring Sales SMB 254

SaaStr

JUNE 23, 2021

I recently put together a list on Quora of 6 things sales reps recently said to me as a buyer of SaaS products myself that killed the deal: “You are wasting my time”. Sales is there to serve. If sales was routed the wrong lead, that’s the company’s fault, not the prospect’s. I’m basically an SMB these days.

Scale 275

Scale Sales Hiring Sales SMB 275

SaaStr

MARCH 3, 2022

In most SaaS companies, a sales rep’s quota is in the end 3x-5x their OTE (i.e., Generally low with smaller deal sizes and SMBs, and generally approaching 5x in the enterprise and with bigger deals. You can push as low as 3x for SMB deals if there are a ton of inbound leads. salary + target bonus).

Scale 252

Scale SMB SaaS Onboarding 252

SaaStr

DECEMBER 1, 2023

Hiring a VP of Sales isn’t new, but the conversations have evolved as the world has. Jason has written about the cheat codes for hiring VPs of Sales since 2012 and realized it was worth a deeper dive. Jason has written about the cheat codes for hiring VPs of Sales since 2012 and realized it was worth a deeper dive.

Sales Hiring 148

Sales Hiring Sales Recruiting Sales Interviewing 148

SaaStr

JULY 20, 2022

While these aren’t great metrics if Weave was enterprise, they are still solid for SMBs. Many SMB SaaS companies struggle to hit 100% NRR and 80% GRR. But it then loses real money on onboarding, at -124% margins, and real money on hardware, at -183% margins. A fairly standard SMB price point.

SaaS Payments 231

SaaS Payments Scale Payment Methods Payments 231

Intercom, Inc.

OCTOBER 24, 2022

On October 19th, the final day of the event, I appeared on the Growth stage for a fantastic conversation with Mark Organ, Categorynauts CEO, and Founder and CEO of Influitive and Eloqua, discussing how companies can build winning sales strategies as they continue to evolve. 4 top tips for optimizing your sales strategy.

Strategy 91

Strategy Sales SMB SaaS 91

SaaStr

APRIL 10, 2023

Others may seek to corner the SMB market. Zendesk knew that they could risk selling to startups like any other SMB, so that was the problem they set out to solve. Anchor your startup strategy in a specific sales and service team. Durham says, “We are judging ourselves in how we treat startups differently from an average SMB.

Startup 197

Startup Scale SMB Venture Capital 197

How To Buy Saas

MARCH 14, 2024

Enhancing sales and marketing opportunities A message with WhatsApp is really hard to ignore compared to other outreach platforms. When you launch a campaign for a new product, sales-related information, or product updates, chatbots help front and center, boosting overall sales and business growth.

SMB 52

SMB Artificial Intelligence Enterprise Business 52

SaaStr

NOVEMBER 6, 2022

Which can and indeed usually should include onboarding, training, follow-up, and often, a full-time admin of your product on the customer side. Most SMB SaaS apps are really ERP 2.0 But it ain’t an Instagram-like deployment, even in an SMB. 10 minutes max. And that’s a good thing, at least, 8.5 times out of 10.

Business 260

Business B2C SMB Customer Success 260

SaaStr

APRIL 5, 2024

Leandra has over 30 years of experience leading large sales and revenue teams. Apollo is a next-gen sales tool that combines sales intelligence and execution workflows with AI. What they did for marketers, Apollo is trying to do for sales. This hypergrowth platform raised $100M at a $1.6B How do you do that?

Scale 183

Scale Sales Hiring Pricing AI 183

CloseSaaS

MAY 10, 2022

New client onboarding can be a challenge. How do you make your consulting onboarding process smooth and easy? Learn from 8 top consulting pros.

Consulting 52

Consulting Onboarding Sales SMB 52

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 171

Scale Sales Hiring Sales Recruiting Sales 171

Andreessen Horowitz

APRIL 23, 2024

Whether it’s creating better tools to write code and test code, better tools for customers to engage with reps, better tools for sales teams to engage with their prospects, all those things are happening inside of Bill. Both of you sell into SMBs, which is a notoriously difficult segment. It scales with your customers.

Payments 108

Payments Forecasting Payment Services Payment Solutions 108

SaaStr

JANUARY 12, 2022

Another top mistake SMB folks make trying to sell enterprise. We all know this, but we forget about it, especially when the Hot New Deal and the sales team’s wants and needs consumes all of management’s resources. We all underresource customer success vs. sales. “Have better Onboarding.”

CTO Hire 268

CTO Hire Sales Hiring New CTO CTO 268

Sales Hacker

APRIL 15, 2019

This week on the Sales Hacker podcast, we speak with David Katz, Senior Director of Sales and Customer Solutions at Intercom. He also gives us a framework for how to move upmarket, and the requirements for taking a company from the SMB space all the way to the enterprise. Subscribe to the Sales Hacker Podcast.

SMB 58

SMB Enterprise Scale VP of Engineering 58

SaaStr

FEBRUARY 8, 2019

Bridget Gleason is VP of Sales @ Logz.io, the startup that uses predictive analytics and machine learning to provide monitoring, troubleshooting and security. Before Logz, Bridget was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. How does one structure commissions for the sales team with that in mind?

Sales Hiring 114

Sales Hiring Scale Sales SMB 114

Sales Hacker

APRIL 15, 2021

Yep, the typical over-confident sales guy. Kind of like on a sales call. Tempo on the sales call and in the sales process is everything for us. A lot of sales organizations view free trials and pilots as crutches that help the weak salesperson. 3 actions that can shorten your sales cycle and increase conversion.

Sales Hiring 138

Sales Hiring SaaS Payments Payment Solutions Sales 138

SaaStr

FEBRUARY 18, 2021

Freemium forces you to have better onboarding and a slicker, easier-to-use product. In VSB or SMB business apps, you can get to one million paying customers — but you really, really need something broad-based to get there. Slack added a big enterprise sales team. Zoom always had a sales team, and is going more enterprise.

Business Model 281

Business Model Scale Business PayPal 281

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. Sales Profile: SMB to Commercial. Duration: 15 to 30 Days.

Revenue 73

Revenue Sales SMB Engineering 73

Intercom, Inc.

JULY 29, 2021

Ever since he was hired as the Director of EMEA Sales at BrowserStack , a web and mobile testing platform that lets developers test their websites and mobile applications across browsers, operating systems, and mobile devices, he had to completely rethink how to successfully onboard hundreds of salespeople just as everyone was going remote.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

Sales Hacker

JUNE 14, 2018

There are many levers a sales leader or organization may pull to gain scale, accelerate revenue, drive cost savings, or augment sales team structures. A viable and proven option is handing over some or all of your sales efforts to outsourced sales professionals. 5) DO ensure sales and marketing are aligned.

Outsourcing Services 57

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 57

Sales Hacker

DECEMBER 29, 2023

Having sat through sales processes before, I can’t tell you the number of times I get “could we book a 15 minute intro call?” It does.” ( Sean Marshall – former Senior Vice President of Sales at Klaviyo). Being transparent with a prospect is somehow diminishing our ability to move a sales cycle forward.

Scale 71

Scale Sales Hiring AI Generative AI 71

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. Then, the sales team went to work. When making a sales hire, Max pays attention to the way candidates approach getting the job.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

Sales Hacker

JANUARY 29, 2018

In this blueprint, we provide insights on how to structure your sales organization. The changes in SaaS require that we no longer look at salespeople as individual contributors, but rather a team that crosses disciplines, not just within sales but also across other parts of the organization such as marketing and product.

Sales Recruiting 74

Sales Recruiting Scale Sales Hiring Sales 74

Sales Hacker

FEBRUARY 15, 2018

15, 2018 – Sales Hacker, the leading resource for sales innovation, acceleration, and the future of sales, is set to host The Revenue Summit , on March 1st, 2018 in San Francisco, California. Jaimie Buss – VP of Sales (Americas), Zendesk. of Sales & Customer Ops, Zendesk. Ran Xiao – Dir.

Scale 66

Scale Customer Success Revenue Marketing 66

Sales Hacker

JANUARY 9, 2023

My first day in B2B sales, I onboarded with an account executive who was part of my new company’s enterprise sales team. Instead of tipping him off to my ineptitude, I consulted my best friend, who was also in sales. Instead of tipping him off to my ineptitude, I consulted my best friend, who was also in sales.

SMB 91

SMB Scale Enterprise Marketing 91

ChurnZero

JUNE 2, 2021

When they start to be onboarded, they still have to love your product and they still have to use your product. Slow down sales and marketing and you can get to breakeven. Is the bar across the same for a SMB-focused company versus an enterprise-focused company? There’s been a lot of successes in the SMB side, like Shopify.

Benchmarks 98

Benchmarks B2B SMB SaaS 98

SaaStr

MAY 8, 2020

What does Jessica believe is the right way for sales reps to engage with new customers during this time? How should sales teams and CS respond to requests for discounts? He’ll cover remote work, team management, sales, marketing, product development, and more. What should be the compromise with discounts?

Sales Recruiting 175

Sales Recruiting Technical Review Sales Hiring Outsourced Development 175

Sales Hacker

APRIL 21, 2020

When I first wrote this article, we were in a very different place, with unemployment at an all-time low and sales hiring a top priority. Part two of this scorecard series will help you create a sales interview scorecard to land that sales role you’ve been dreaming about. Sales chops. What sales system do we use?

Sales Hiring 93

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 93

CustomerSuccessBox

MAY 8, 2022

For example, a complex product may make it harder to onboard (and keep) clients. Furthermore, the typical SMB spends 6.9% First, for a very complex product, CSMs may struggle to onboard new customers and ensure to properly train them. Challenge 3: Effective User Onboarding. of its revenue on IT, compared to 4.1

Customer Success 52

Customer Success Scale Systems Review Software Review 52

Sales Hacker

DECEMBER 1, 2017

Ever since the 4-Hour Workweek where Tim Ferriss wrote about using virtual assistants (VAs) as a way to outsource your inbox – hiring virtual sales assistants has hit the mainstream. What is a Virtual Sales Assistant? A virtual sales assistant can also refer to a contractor located overseas. Think long term.

Sales Hiring 95

Sales Hiring Outsourcing Services Sales Recruiting Sales 95

FastSpring

SEPTEMBER 2, 2020

Because of that, it’s one of the most useful metrics a business can use to make future decisions about where to focus your sales and marketing efforts to bring more customers in. The top three reasons you need to have a firm grip on your LTV are because it: Helps Prioritize Winning Marketing and Sales Strategies.

Scale 128

Scale Payment Methods Payments SaaS Payments 128

Intercom, Inc.

SEPTEMBER 11, 2019

A typical career path in Sales, particularly in SaaS companies usually begins in a Sales Development Representative (SDR) role, learning the fundamentals of the profession, before progressing into a closing role such as Account Executive and hopefully moving up the ladder.

Sales Hiring 33

Sales Hiring SMB Sales Sales Enablement 33

OpenView Labs

MARCH 4, 2019

Part 1: Onboarding and Customer Marketing. Many of my clients, and even some of my professional peers, tend to think that self-service resources only work for SMB clients. The seven elements are: Guided Onboarding. Guided Onboarding. Those features are the essence of your onboarding. That’s not true. Progress Bar.

Customer Success 61

Customer Success SMB Sales Hiring Onboarding 61

Tom Tunguz

NOVEMBER 24, 2014

A fundamental unit is the atomic go-to-market team: the minimum number of people in the marketing, sales and support roles to be able to support X customers and generate Y in revenue. After your SaaS startup has found product market fit, the next evolution of the business is to discover the fundamental unit of SaaS growth.

Scale 100

Scale Sales Hiring SaaS SMB 100