SaaStr

OCTOBER 30, 2021

I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. Together we combed through AngelList and found companies that we saw potential in, however, most were not hiring. While at Gorgias, I expected to leave with as much knowledge to earn me an honorary bachelor’s in sales.

Scale 265

Scale Sales Hiring Sales SMB 265

Kellblog

JULY 24, 2021

I sometimes get asked about how to structure an enterprise software marketing organization and the relative roles of product marketing vs. competitive analysis. My first job in marketing, which served as my bridge from a technical to a sales-and-marketing career, was as a competitive analyst.

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Product Marketing Marketing Sales Hiring Payment Services 136

User Pilot

JULY 27, 2023

In this article, we’ve outlined the major roles that move the needle in terms of product growth alongside their KPIs and current salary ranges. Before hiring, assess your current needs and hire as your company grows. Account Managers: They serve as the lead point of contact for all customer account management matters.

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Sales Hiring SaaS Payments Sales Recruiting CTO Hire 98

SaaStr

MAY 17, 2024

When to Hire Your First CPO You have to evaluate when you need your first Head of Product. If you bring in a really senior person too early, they may want to take the reigns before you have enough product market fit, and they may try to take on the CEO role. Do you have strong product market fit?

Scale 244

Scale Technical Review Sales Hiring Artificial Intelligence 244

SaaStr

APRIL 16, 2021

Own product marketing. Own customer marketing (hopefully). Support and partner with sales. And part of being a good marketer is … well, marketing yourself. Many of the top CMOs are out there are always marketing. Many of the top CMOs are out there are always marketing. The real job.

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Sales Recruiting Sales Hiring Branding Product Marketing 285

SaaStr

OCTOBER 6, 2023

If you’re a seed-stage startup, Michael shares the best ways for you to present your company to startup investors. This is the same advice they give YC companies to become much more successful at fundraising when they’re pre-product market fit. No one cares who you will hire. You earn every two minutes of that meeting.

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Payment Methods Startup Payment Solutions Sales Hiring 234

OPEXEngine

APRIL 12, 2022

Remember it’s a mutual sales process. Unless you’re blessed to be at the hottest company in town, always remember that recruiting is a mutual sales process. And, yes, we succeeded with the hire!) ParkerGale has its own hiring playbook available as well. Have a product marketing manager give a presentation.

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Sales Recruiting Sales Hiring Interviewing Finance 40

Sales Hacker

DECEMBER 13, 2017

In our last article, we did a tactical tear down of when to hire sales trainer or sales consultant. In this post, we’ll explain how to find and hire the right sales consultant or sales trainer for your business. What Do You Look For In A Sales Consultant or Trainer?

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Sales Hiring Consulting Scale Sales 89

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.

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VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

SaaStr

SEPTEMBER 20, 2021

Hire someone. Who do you hire? Or a regional VP of Sales? Inside sales works fine, if you adjust for time differences. Inside sales works fine, if you adjust for time differences. You can hire people here that speak French if you have to. Even if the core product is the same. Someone from here?

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Sales Hiring Customer Success Revenue SaaS 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. I should have hired someone in some role like six months ago, a year ago. None of that changes.

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Sales Recruiting Sales Hiring Scale VP of Engineering 252

Kellblog

APRIL 26, 2020

Many moons ago when I was young product marketing manager, I heard a new VP of Marketing speak at a marketing all-hands meeting. What he said were six words that changed my career: Marketing exists to make sales easier. First, you hire a team to build your product.

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Sales Hiring Marketing Sales Engineering 133

SaaStr

MARCH 10, 2020

Ben Braverman explains how Flexport entered a competitive market with a unique model and continues to grow. Hiring senior leaders can set companies up to fail and see how sticking with a current, successful model can be the key to hypergrowth. So we did about 442 million in sales last year. Want to see more content like this?

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Scale Sales Hiring Sales Recruiting Scaling 198

User Pilot

FEBRUARY 13, 2024

We’ve collected some of the best product management webinars for 2024, so you don’t miss out. TL;DR A product webinar is a virtual seminar showcasing and discussing a product's features and benefits as a marketing and sales tool. What is a product webinar? Book the demo today!

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Sales Hiring Generative AI AI Leadership 105

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. The framework consists of three elements: product-market fit, go-to-market fit, and growth and moat.

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Scale Scaling Sales Recruiting Sales Hiring 226

Kellblog

JANUARY 14, 2021

The number one question go-to-market question in any enterprise software startup is: “do you have a repeatable sales process?” ” or, in more contemporary Silicon Valley patois, “do you have a repeatable sales motion?” Do you have a working product? Have you established product-market fit ?

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Sales Hiring Enterprise Sales Startup 90

Tom Tunguz

JUNE 21, 2022

UBP enabled the company to manage COGs and gross profit. UBP presented an opportunity to reinvent the account executive (AE) compensation model. While slashing marketing program spend may reduce burn quickest and with the least difficult conversations, the company sacrifices medium-term pipeline. Compensation.

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Startup Sales Hiring Outsourced Development Compensation 162

SaaStr

NOVEMBER 16, 2020

What does it take to scale a sales team successfully? Should one hire sales reps 2×2? How does Andy think about hiring sales reps from adjacent companies and industries? How does Andy think about minimizing and optimising sales ramp times? We actually can’t find product marketers full stop.

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Sales Hiring Scale Leadership Technical Review 205

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. Alex: A lot of fintech founders wrestle with the question: should we hire for the “fin” or for the “tech?”

Payments 98

Payments Forecasting Payment Services Payment Solutions 98

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. One of the first steps when you’re preparing to move into a new market is to create a cross-functional, go-to-market strategy. Hire the Right Leaders. Be Quick but Don’t Hurry” – John Wooden.

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Sales Hiring Sales Recruiting Sales Technical Review 82

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?

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Sales Hiring Scale Sales SMB 114

Kellblog

JULY 8, 2020

” Mark’s been a startup CEO twice, selling two companies in strategic acquisitions, and he’s run worldwide sales and channels a few times. Thinking that your first VP of Sales will take you from $0 to $100M. Startups should hire the right person for the next 18-24 months; anything beyond that is a bonus. (DK:

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Sales Hiring Startup Software Review Enterprise 138

SaaStr

FEBRUARY 4, 2022

This should be qualitative (no slides)and present a big-picture narrative on how things are going. . These deep-dive topics can be functional in nature, such as delving into the product roadmap or the sales hiring plan. One hour, every other month for seed companies or companies that are pre-product market fit.

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Sales Hiring Scale Leadership Startup 252

Kellblog

FEBRUARY 16, 2022

Remember it’s a mutual sales process. Unless you’re blessed to be at the hottest company in town, always remember that recruiting is a mutual sales process. And, yes, we succeeded with the hire!) Parker Gale has their own hiring playbook available as well. Have a product marketing manager give a presentation.

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Sales Recruiting Interviewing Sales Hiring Finance 109

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Gaetan Gachet | SVP of Sales @Algolia. It’s an honor to be here with this mythical creature, this sales leader that goes from zero to 50 million in the same job. He has a whole French sales team and office that only speaks English in Paris.

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Scale Sales Hiring Sales Recruiting Technical Advisors 134

SaaStr

DECEMBER 26, 2019

Okay, so first, can we welcome Pauline and Alice, can you please quickly present yourselves and your company and what you do at the company? Guillaume : So your the… as the founder and CEO of a very early stage, like almost pre-product market fits a startup. Alice : Definitely pre-product market fit.

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Sales Hiring Payment Methods Payment Solutions Marketing 149

Andreessen Horowitz

OCTOBER 13, 2023

But the past few years presented challenges that caught even the most-seasoned CEOs off guard. These—along with more practical topics, such as GTM strategy and product-market fit—were among the issues discussed at our recent Connect/Enterprise event, which brought together top executives from across the a16z network.

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Enterprise Travel Sales Hiring Generative AI 94

Sales Hacker

OCTOBER 30, 2018

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.

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Sales Recruiting VP of Engineering Scale Sales Hiring 111

Intercom, Inc.

NOVEMBER 3, 2022

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. Liam: What was the moment when you discovered the problem or the problem presented itself? And so, I started Surfboard.

Scale 206

Scale Outsourcing Services Software Sales Hiring 206

SaaStr

APRIL 23, 2019

How they came up with the idea of Brex, and product market fit. One of the things that I feel like fintech companies really struggle with is what is product market fit? Did you have a product? How do you really … because it takes a long time in fintech for product market fit. Henrique : Yeah.

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Sales Hiring Sales Recruiting Scale Payment Methods 164

The Angel VC

JUNE 28, 2017

I’ve been fascinated by the concept of Product/Market Fit for quite some time. The reason why it’s such an interesting and important concept is that getting to Product/Market Fit (PMF) marks a critical juncture in a company’s lifecycle. What is Product/Market Fit?

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Sales Hiring Scale Product Marketing Startup 237

Tom Tunguz

AUGUST 17, 2015

The most potent weapon in sales is understanding a buyer’s perception of time. As Mark Roberge wrote , “At HubSpot, this lacking sense of urgency is the number one objection we face in the sales funnel.” ” To succeed, SaaS startups’ sales teams must consistently create urgency in the sales process.

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Sales Funnel Sales Hiring Sales Finance 100

Neil Patel

OCTOBER 24, 2020

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. Unfortunately, your in-house team doesn’t have the required expertise to push through change.

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Consulting Sales Hiring Technical Review Sales Recruiting 132

Sales Hacker

OCTOBER 22, 2018

In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales teams is more like writing a “ Choose Your Own Adventure ” novel. In sales, it’s not much different. RELATED: Sales Tools that Actually Matter: Building your Playbook.

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Sales Hiring Sales Sales Enablement Underperforming Technical Team 98

Intercom, Inc.

APRIL 20, 2021

Every percentage point increase in ROAR means that we don’t need to hire an additional head. That said, your new support ops hire doesn’t have to come from a support background, either. For example, at Intercom we use a metric I designed internally called the rate of automated resolution (ROAR) to track how efficient our automation is.

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Scale Customer Support Scaling Headcount 156

SaaStr

MAY 24, 2019

What you need to know about hiring, firing, advisors, and culture. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. You just need to hire more people. And so, it’s all incremental investments, incremental risk, so it can get your product very far.

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Sales Hiring Scale SMB Sales Recruiting 143

Intercom, Inc.

NOVEMBER 7, 2019

As Head of Sales for Spendesk, Nico was initially inspired by the vision of founder Rodolphe Ardant who had spotted a gap for ‘spend management’ in the B2B market based on personal banking trends. If people aren’t looking for your solution, you have to educate them about the problem your product solves.

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Scale Payment Methods Payment Solutions Marketing 162