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: You certainly can hire a whole content team and build 10,000 pieces of content, but I will tell you what I have always seen work is one incredible piece a week.

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Scale Outsourcing Services Sales Hiring VP of Engineering 298

SaaStr

JULY 20, 2021

The session that I’m talking about is basically about the board dynamic and about how to survive this valley of death and bring not just yourself and your team but your extended team, including your board, across that until you cross the $1 million mark, and then the $10 million mark and keep going beyond. There we go.

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Underperforming Technical Team Sales Hiring AWS Business Model 246

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.

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Sales Recruiting Sales Hiring Scale VP of Engineering 264

SaaStr

JANUARY 24, 2024

How should you handle presenting challenges to your C-suite team when you’ve just joined the company? She was hired because they saw a bit of softening in new business growth, and she came to help diagnose what was going on and help scale the business. The bad news is it wasn’t driving the results they wanted.

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Scale Sales Hiring Scaling Revenue 278

SaaStr

JUNE 4, 2021

Pomel focused his session on: Making your SaaS startup customer-centric: Hw event marketing has helped him integrate his engineering and sales teams. The critical role of product managers and ways to utilize them effectively. How many of you guys’ product rely on the highly functioning engineering team?

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Scale Underperforming Technical Team Sales Hiring Engineering 321

Intercom, Inc.

SEPTEMBER 19, 2019

This is the recipe for a mediocre sales team. Like a sports franchise, a top team should be both collaborative and competitive. On this week’s episode, I caught up with Steli to chat all things sales. When not writing his sales handbook, he’s been overseeing the change from Close.io to Close.com.

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Sales Hiring Scale Underperforming Technical Team Sales 184

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.

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Scale Sales Hiring Startup Sales Recruiting 52

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. .

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Scale Scaling Sales Recruiting Sales Hiring 226

Sales Enablement, SaaS and Growth

MARCH 23, 2020

Companies which don’t use mental models risk unleashing mayhem with poor choices or becoming bloated and bureaucratic by reducing the volume and speed at which decisions are made - both scenarios are undesirable and will impact growth. OKRs are a useful mental model - they make it crystal clear what people and teams should be striving for.

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Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

Totango

OCTOBER 20, 2022

Hiring team members with the right customer success manager skills is critical for the effectiveness of your CS team and strategy. Here we’ve identified the 13 most essential qualities to consider when hiring a CS manager. What Is a Customer Success Manager (CSM)?

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Sales Hiring Customer Success Sales Recruiting Technical Review 97

Sales Hacker

MARCH 8, 2018

Sales interviews are nerve-wracking. Not just for candidates, but also for hiring managers. You may have to pass on hundreds of excellent sales hires—it’s definitely frustrating. Prepare For Your Next Sales Interview with These 5 Pro Tips. Present how your personal values align with the company values.

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Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 79

SaaStr

JULY 5, 2023

The Team Matters More Than The Operating Model Snow’s greatest piece of advice is to choose your team wisely. He believes the team is more important than the operating model because you can have the best models in the world. But if you don’t have the underlying team and structure, it won’t work. They didn’t.

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Strategy Marketing Underperforming Technical Team Sales Hiring 246

Sales Hacker

MARCH 30, 2023

If you’re new to sales (or don’t have an economics degree), decoding the sales compensation plan on offer can make your head spin. There are 3 key questions you must ask your hiring manager or recruiter when offered a sales role to maximize your earnings and career potential. They are: What is the pay mix?

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Compensation Underperforming Technical Team Sales Recruiting Sales Hiring 98

Point Nine Land

OCTOBER 23, 2023

P9 Panel on Hiring Sales Leaders — Founders Summit 2023 “You are going to fire your first sales manager!” — A lesson too many founders learn the hard way. Jokes aside, this is listed as number 1 because we’ve yet to see a successful B2B SaaS company where one of the founders wasn’t the first person doing sales.

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Sales Hiring Scale Technical Advisors Technical Cofounder 124

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. Mark’s a seasoned startup executive, he’s go-to-market oriented, and he has some large-company chops that he developed earlier in his career.

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Sales Hiring Startup Software Review Enterprise 145

SaaStr

APRIL 23, 2019

Henrique: So, we applied to YC with this VR idea, which, looking back, it was pretty bad, but at the time we thought it was great. It was, kind of, like a developer friend who had a startup, so they saw their transactions on the terminal. Henrique: So, we wanted … Actually our GC hire was our third hire in the company.

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Sales Hiring Sales Recruiting Scale Payment Methods 218

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Here they are… The 97 Best Sales Books in 2020.

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Scale Sales Hiring Sales Recruiting Sales 143

SaaStr

SEPTEMBER 13, 2020

374: ZoomInfo founder and CEO Henry Schuck shares how he built a business from scratch and grew it into one of the most successful IPOs of the 21st century—and what it was really like…the good, the bad, and most of all, the ugly. This episode is sponsored by Outgrow. You can read the podcast transcript below. Byron Deeter.

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Sales Hiring Scale Payments Cloud 229

Casey Accidental

MARCH 5, 2018

A common question I receive is how to hire analysts and where they fit into an organizational structure. Below I share some tribal knowledge around common team structures, options I think work best and hiring tips that leverage this talent. Functional vs. Embedded Teams. The Hybrid Model.

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Sales Hiring Underperforming Technical Team Scale Interviewing 65

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.

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Scale Outsourcing Services Software Sales Hiring 206

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.

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Underperforming Technical Team Development Revenue Sales Hiring 117

Sales Hacker

JUNE 17, 2020

The cost of hiring the wrong SDR is high. The longer and more complex the sales cycle is (like in enterprise sales), the longer and more complex the onboarding and training process will be. So, how do you ensure you’re hiring the right SDRs for your team? Determine the Skills You Need. Convincing. Being passionate.

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Sales Hiring Enterprise Underperforming Technical Team Interviewing 76

SaaStr

FEBRUARY 18, 2020

Maria and Anthony present the CEO and CMO playbook of how the CEO and CMO can partner with other members of the team to grow sales and marketing. In this Best of Times in Cloud and Saas, learn the questions to ask to hire the CMO expert and create a strong CEO and CMO partnership. Maria : Not too bad. Maria : Yeah.

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Scale Sales Recruiting Sales Hiring Underperforming Technical Team 286

SaaStock

FEBRUARY 14, 2019

The SaaStock team will be landing in São Paulo to run the region’s first Pan-Latin American SaaS conference, SaaStock LatAm. 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.

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Technical Review Scale Entrepreneurship Sales Hiring 207

Intercom, Inc.

JULY 5, 2018

Doug Landis often sees an unsuccessful sales pitch stumble straight out of the gate. Previously, however, he ran sales productivity for teams at Google, Salesforce and Box. His time at the latter culminated in the title of Chief Storyteller, where he rewrote the script for how Box sales team talked to and about their customers.

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Sales Hiring Technical Review Development Team Review Scale 171

Sales Hacker

APRIL 22, 2022

While you may feel pressure to focus your team on immediately starting to close opportunities at the start of each new quarter, you’re doomed to repeat the mistakes of your past if you don’t take some time to review. This is where a Sales QBR or ‘Quarterly Business Review’ comes into play. What is a Sales QBR? isn’t criticism.

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Sales Hiring Sales Forecasting Underperforming Technical Team 117

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?

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Scale Scaling Sales Hiring Underperforming Technical Team 188

SaaStr

APRIL 9, 2019

Not only for the product side, but for the sales and marketing side. Eric Yuan : However, transitioning from engineer to engineer manager probably, is straightforward. You’ve got to learn about sales, about marketing and, otherwise, you need to hire a lot of other people around you to help. Speed is everything.

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Sales Hiring Scale CTO Hire Marketing 145

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. Never believe that doubting yourself is a bad thing. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. What is one a-ha moment you’ve had in your sales career? Anything less is failure.

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Scale Sales Recruiting Sales Hiring VP of Engineering 137

SaaStr

OCTOBER 15, 2019

Lots of us fantasize about moving upmarket, but are unsure of how to get started, is it just a matter of hiring a team of SDRs and getting them to hit the phones? Oops… Today we’ll be covering the five tips and here they are right here, from handling buyer expectations to navigating the complex sale.

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Underperforming Technical Team Sales Hiring SMB Enterprise 219

Kellblog

JUNE 27, 2022

So is developing a geographic strategy. Just as sports teams have an advantage when competing in their home stadium, European startups often have a (sometimes unacknowledged) home country advantage when competing in their home market. Hiring the wrong people. division II) players, or hiring big roles (e.g., It’s worse.

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Startup Sales Hiring Underperforming Technical Team Compensation 134

Intercom, Inc.

JULY 5, 2018

Doug Landis often sees an unsuccessful sales pitch stumble straight out of the gate. Previously, however, he ran sales productivity for teams at Google, Salesforce and Box. His time a the latter culminated in the title of Chief Storyteller, where he rewrote the script for how Box sales team talked to and about their customers.

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Sales Hiring Technical Review Development Team Review Scale 163

Sales Hacker

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity.

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Sales Hiring Scale Sales Recruiting Payment Methods 97

Intercom, Inc.

FEBRUARY 18, 2021

If you’re short on time, here are a few quick takeaways: Leadership is not just about having a clear vision for the team – it’s also about serving others. Having a diverse team is not just better because all the different thoughts, points of view, and experiences make it more profitable in the long run. How can you remove obstacles?

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Leadership Underperforming Technical Team Sales Hiring Education 118

Sales Hacker

APRIL 26, 2019

when interviewing for a sales position? You answered the sales interview questions in a way that made you look like a winner. In this article, we’re going to review the 27 most common sales interview questions, PLUS the types of answers your interviewer is looking for, so you can raise the bar on your interviewing skills.

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Sales Recruiting Interviewing Sales Hiring Underperforming Technical Team 22

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.

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Consulting Sales Hiring Technical Review Sales Recruiting 132

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. Much of the success here depends on how competent and motivated the CTO and their team is.

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Sales Hiring SaaS Payments Sales Recruiting CTO Hire 98