SaaStr

AUGUST 14, 2020

A mistake many founders make is hiring a VP of Sales who has many strengths — but not at sales per se. A VP of Sales who is smart, polished, and worked at the right place, in a management-level position. That can talk about quota attainment and sales operations and scaling and number. you might ask.

Sales Recruiting 359

Sales Recruiting Sales Hiring Scale Sales 359

SaaStr

JULY 7, 2023

But the sale is much more complicated, and different, and to a very, very different buyer. Too many sales and marketing and CS execs just think they will pick it up once they start. A sales rep, a marketer, that doesn’t truly get the product today? And it particularly appealed to SaaS execs because everyone knows Gong.

Marketing 211

Marketing Sales Interviewing Enterprise 211

SaaStr

JANUARY 9, 2023

Well at a practical level, many SaaS companies are doing a Strategic Sales & Marketing Retreat. What’s a Strategic Sales & Marketing Retreat? Second, you slow or stop sales hiring. Third, you often increase quotas in sales. Even in tougher times, at least put as much into Sales & Marketing as you can afford.

Scale 256

Scale Sales Hiring Venture Capital Marketing 256

SaaStr

JANUARY 5, 2024

In the latest episode of CRO Confidential, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR.

Sales Hiring 231

Sales Hiring Sales Recruiting Scale Outbound Sales Team 231

SaaStr

DECEMBER 4, 2023

With the turbulence in the market in 2023, sales cycles have only been getting longer and a lot more complicated. At this year’s SaaStr Annual , CEO and co-founder of Capchase Miguel Fernandez and Director of Marketing Rose Johnson share five tips for getting sales right in any market. Lay out the sales process early on.

SaaS Payments 200

SaaS Payments Payment Services Payments Payment Features 200

SaaStr

FEBRUARY 8, 2022

Scaling a sales organization isn’t easy. Knowing which metrics matter and how to analyze them to increase your revenue and hit organizational sales goals is essential. . What makes a sales organization grow? What’s the best way to grow a sales organization? Enter your email below for the latest SaaStr updates.

Scale 211

Scale Sales Hiring Compensation Sales 211

SaaStr

MARCH 23, 2024

It’s because (1) we aren’t trained sales leaders, and (2) we worry most about not losing the deal. What will matter is that you don’t squander the leads, that you make them happy, that you learn from them, and that they refer others to you. A sales leader will be much better than you at maximizing the revenue per lead.

Pricing 230

Pricing Sales Revenue 230

Tom Tunguz

APRIL 3, 2013

Reference checks are part and parcel of the VC diligence process and most hiring processes. Types of References. I find it’s valuable to speak to references who have worked with the candidate in different roles. I find it’s valuable to speak to references who have worked with the candidate in different roles.

Technical Review 100

Technical Review Sales Hiring Interviewing Engineering 100

Unbounce

JANUARY 29, 2019

You earn 20% of the recurring revenue for every person you refer to Unbounce, and keep earning for as long as they remain a customer (it can really add up). “As the best-in-show landing page software on the market, Unbounce makes it SO easy for me to create residual income by recommending and referring clients and other marketers.”

Payments 109

Payments Revenue Payment Methods PayPal 109

SaaStr

APRIL 20, 2022

This famous quote from self-help author Robert Collier applies to every sales organization because excellent results come through repeatable activities, not one-off wins. This period, often referred to as The Great Resignation, shows us how important it is to take measures to retain our employees. ” Key takeaways.

Sales Hiring 197

Sales Hiring Scale Retention Sales 197

SaaStr

JANUARY 27, 2021

We’ve talked a ton on SaaStr over the years on how to make sure your VP of Sales and top hires really work out. We can pretty much summarize a lot of it into the following: Your VP of Sales should have lots of experience selling at your average ACV. for that type of sale. That they are the right ones. Ask who they are.

Sales Recruiting 321

Sales Recruiting Sales Hiring Scale Sales 321

Nimble - Sales

NOVEMBER 29, 2023

Setting the Stage: Unveiling the Dynamics of Sales Performance Sales performance is a critical aspect of any business, serving as the heartbeat that propels an organization toward success. In this blog […] The post Why is Sales Performance Important For My Business? appeared first on Nimble Blog.

Sales 62

Sales Business 62

Intercom, Inc.

JUNE 14, 2022

A sales-qualified lead (SQL) is a prospective customer who has indicated through a series of actions that they have a high probability of converting. Having expressed interest in your product or service and been vetted to ensure they meet the right criteria, a sales-qualified lead is now ready to move into your sales process. .

Sales 129

Sales Sales Funnel Social Media Engagement 129

SaaStr

MARCH 12, 2024

Be a Bit Wary of “Nice” and Too Many Sales Tactics from VCs. They move into sales mode instead of the founders. Do Reference Checks — Thoughtfully VC reference checks are a bit nuanced. Trust Matters. Once a VC decides they want to do a deal, the vibe changes. And some are very, very good at this. Blog posts.

Sales 215

Sales 215

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 146

Sales Hiring Sales Recruiting Sales Interviewing 146

FastSpring

APRIL 4, 2024

As an experienced sales and GTM leader, John Eitel has more than witnessed how product-led growth (PLG) has affected the tech and SaaS space in the last few years — he and his teams have been up close and personal with how PLG increased in popularity as a sales strategy. “I What success looks like for using both together.

Scale 122

Scale Sales Payment Methods Merchant Services 122

SaaStr

JULY 29, 2021

As the sales landscape evolves and buyers grow more independent, it can be tricky for sales teams to figure out how to build trust and connect with their prospects. Create Trust and Stand Out in Sales. To start, Dorsey references an old quote: “People don’t care how much you know, they want to know how much you care.”

Sales 243

Sales Social Media Marketing Branding 243

Buffer Resources

APRIL 16, 2024

Here are four tactics that have helped us create a seamless experience between our retail and online experiences to improve our sales on both channels.   Our sales associates are trained to deliver an experience that feels like shopping with your best friend.    1.

Social Media 98

Social Media Scale Sales Strategy 98

Sales Hacker

MAY 31, 2023

In this insightful episode, Colin Campbell of Sales Hacker engages Lauren Bailey from Sales Bar, Factor Eight, and Girls Club in a thoughtful discussion on the dynamics of the sales industry. They delve into the underrepresentation of women in sales and the initiatives aimed at bridging the gender gap.

Sales 85

Sales Leadership Development Engagement 85

Sales Hacker

DECEMBER 17, 2021

To remedy this, we can nurture and fortify business relationships, grow sales funnels, and improve client relations just by introducing a little thankfulness. If you want to grow sales, focus on growing relationships . RELATED VIDEO: How to Build a Book of Business to Carry Through Your Sales Career.

Sales 121

Sales Sales Funnel Investment Business 121

SaaStr

MAY 25, 2020

I recently put out a call on Twitter and LinkedIn on folks’ top tip to take friction out of their sales processes. “Presumptive close in a transactional sale. “At “Help people buy how they want to buy and be as transparent as you can with pricing ” – Ken Edwards, Sales leader, Uberflip.

Sales Hiring 331

Sales Hiring Sales Outsourced Development Technical Review 331

SaaStr

FEBRUARY 26, 2024

We all saw the Cloudflare sales rep on social media not work out. Well, as frustrating as it can be when a new VP, a new Director, a new IC doesn’t work out … it was your fault not doing enough diligence: Did you really do reference checks? So this is a simple post, in some ways, but I think an important one for leaders.

Sales Hiring 235

Sales Hiring Social Media Interviewing Education 235

Intercom, Inc.

NOVEMBER 14, 2018

There are many parts to a high-performing sales organization – the right people, processes and strategy, to start. That’s not to say there’s no art to practicing sales. Much of what defines our most outstanding sales reps is their ability to deeply understand our prospects’ and customers’ business needs and speak directly to them.

Sales Hiring 188

Sales Hiring Metrics Revenue Sales 188

SaaStr

MAY 10, 2023

In this week’s episode of CRO Confidential, host Sam Blond, Partner at Founders Fund, continues a mini-series on founder-led sales with Colin Zima, founder and CEO of Omni. Omni didn’t get that customer, but they referred another Finnish company that paid $7k. The Takeaway — You don’t want customers to like your product.

Sales Recruiting 206

Sales Recruiting Sales Hiring Social Media Sales 206

SaaStr

JUNE 4, 2023

A VP of Sales role. A few tells: No CEO-level reference. This is especially rough in a VP of Sales candidate, but it goes for any leader. Have the best CRO you know interview your potential VP of Sales. Please, do real reference checks — and find at least one CEO or boss that says they are truly great.

Sales Hiring 215

Sales Hiring SaaS Interviewing Startup 215

SaaStr

JANUARY 21, 2021

We’ve talked a lot about hiring a VP, Sales. We’ve talked about the 48 Different Types of VP Sales , What a VP Sales Really Does , and a Script to Use When Interviewing a VP Sales. Why do reasonably hot SaaS companies still struggle to get a Great VP Sales, even with the right filters, scripts, and processes?

Sales Hiring 153

Sales Hiring Sales Recruiting Point of Sale Sales 153

CloseSaaS

MARCH 26, 2014

When you're talking with prospective clients, they'll sometimes ask you for references. They want to talk with someone other than you to get a real customer's perspective on your product and service.References of happy customers are one of the most powerful sales tools you have.

Startup 52

Startup Sales 52

Subscription Flow

DECEMBER 18, 2023

This article is for subscription box retailers so that they can maximize not only the festivity of this time but also the sales. We all know of the most tried-out method by businesses at this time of the year which is to put everything on sale that is planned strategically.

Subscription 98

Subscription Payment Features Trends Social Media 98

SaaStr

MAY 24, 2022

Many mediocre hires were made to fill slots, reference checks not made, etc. Do reference checks, on and off sheet. Often with zero reference checks or diligence. Even the very best VPs of Sales I know admitted to lowering the bar a bit on their sales teams, when I quietly pushed them. So did startups. Probably.

Sales Hiring 240

Sales Hiring Sales Recruiting Interviewing Startup 240

SaaStr

MAY 27, 2021

For the past 10 years, I’ve been a sales advisor for the portfolio companies of early stage venture capital firm True Ventures. It’s fascinating work for a sales mind like mine that’s focused on helping brilliant people turn ideas into revenue-driving businesses. . A Pair of Sales Development Representatives. By Lars Nilsson.

Sales Hiring 168

Sales Hiring Scale Venture Capital Sales 168

Andreessen Horowitz

OCTOBER 16, 2023

However, a fear of long sales cycles, heavy compliance requirements, and opaque organizational structures preclude many early stage founders from pursuing this go-to-market channel. Keep in mind: this sales framework is not linear , and these steps should be taken in tandem, not sequentially.

Scale 100

Scale Software Sales Generative AI 100

Chargify

AUGUST 4, 2022

Sales teams are referred to as “the tip of the spear” for good reason. The post Best Practices for Adding a Product-Led Motion to Sales-Led SaaS appeared first on Chargify. They’re responsible for driving the most important metric in any growth-stage.

Sales 94

Sales SaaS Metrics Pricing 94

SaaStr

NOVEMBER 30, 2023

Go-to-Market matters because sales and marketing spend remain the biggest proportion of SaaS spend, so honing in on that spend to build an engine and drive growth is paramount. Because founder-led sales worked really well for most of the early stages, but you eventually start running out of juice around $15M ARR.

Scale 216

Scale Sales Hiring Scaling Outsourced Development 216

Baremetrics

AUGUST 3, 2021

In this article, we’re going to define the types of revenue from NET revenue to Net Sales revenue, what is sales and look at how Baremetrics helps measure your revenue metrics. Non-operational revenue What is Sales? Types of sales 1. Gross sales 2. Net sales The difference between revenue and sales 1.

Payments 98

Payments Revenue Payment Services SaaS Payments 98

Sales Hacker

DECEMBER 20, 2019

What makes a good sales pitch? During my 15-year career in sales development, I’ve built and seen many sales pitches. To find out, our Training and Development Manager Joseph Grieves, analyzed over 500 sales calls in a 6-month period. Scripted vs. Freestyle Sales Pitches. RELATED: Does Your Sales Pitch Suck?

Sales 96

Sales Underperforming Technical Team Social Media Technology 96

Sales Enablement, SaaS and Growth

APRIL 10, 2018

For the most part, sales enablement is poorly defined and often misunderstood. Across the world conversations take place, day in, day out between business leaders as they decide the part that sales enablement can, should and will play within their organisation. Source: HubSpot. Back to starting my role at HubSpot.

Scale 112

Scale Sales Sales Enablement Software Review 112

Teamgate

MARCH 3, 2023

Lead management is an integral part of any sales process. It refers to tracking and managing customer contacts, prospects, and leads throughout the sales cycle. One of the leading […] Source

Management 52

Management Software Sales Acquisition 52