SaaStr

JUNE 24, 2022

Your best sales reps can close so much more than your average rep. Move the bottom 10% out and give the best leads to your top performer, and watch sales go up 20%. The best VPs of Sales design comp plans so the team never wants to leave. You should be striving for zero voluntary attrition on your sales team.

Sales Recruiting 217

Sales Recruiting Sales Hiring Scale Customer Success 217

Sales Hacker

MAY 6, 2021

What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? The VP of Sales. Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. Singular focus on sales. And this is exactly why you hired them!

VP of Engineering 93

VP of Engineering Sales Hiring Sales Recruiting Sales 93

SaaStr

JUNE 23, 2020

In SaaS, it is recruiting your VPs and management team : SaaS products mostly don’t sell themselves. You can hack managing and finding 1–3 reps yourself, but after that, you really need a VP of Sales. Upsell and retention is an art, science and craft. Q: What’s the number one challenge for scale-up founders?

Part-Time VPE 235

Part-Time VPE CTO Hire Fractional VPE Sales Recruiting 235

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. For example, relationship managers who made more phone and video calls saw 4.8%

Sales Hiring 171

Sales Hiring Sales Recruiting Underperforming Technical Team Scale 171

Sales Hacker

SEPTEMBER 28, 2021

In this episode of the Sales Hacker Podcast, we have Hakim Myers , Business Recruiter at Nextdoor , where he recruits for people, finance, and legal functions for startups. Join us for a revealing conversation on sales and talent from the perspective of a recruiter in an executive search firm. powered by Sounder.

Sales Recruiting 81

Sales Recruiting Retention Scale Sales Hiring 81

SaaStr

MARCH 19, 2021

No lead commit, or revenue commit. A head of sales that doesn’t recruit at least one strong rep in the first 90 days. A head of customer success that doesn’t own churn, or net revenue retention in the first 90 days. I can go on. But the top VPs of Sales know you have to get it going soon.

Sales Recruiting 324

Sales Recruiting Sales Hiring SMB Engineering 324

SaaStr

FEBRUARY 27, 2023

Storyblok started with a leadership-first hiring plan and a recruitment strategy that involved the following: A test to know how candidates handle different tasks and their expertise level. Additionally, they had to figure out how they would sustain the revenue stream to retain the staff. Self-service.

Scale 199

Scale Sales Hiring Sales Recruiting Scaling 199

Sales Hacker

OCTOBER 19, 2022

Sales compensation planning can be a tricky beast to tame — but know that you’re not alone. I asked 12 incredible sales leaders across the SaaS industry to share their biggest challenges with comp planning and how to overcome them. Related: New to sales compensation planning? Top 10 sales compensation challenges.

Compensation 94

Compensation Sales Recruiting Sales Finance 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.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

SaaStr

JULY 1, 2020

An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. Kristen Habacht runs EDR sales at Atlassian, which I got a check today, $40 billion-$50 billion company. She manages a huge global team. Four, people in the sale? Jason Lemkin: None.

Merchant Services 179

Merchant Services Scale Sales Recruiting Sales 179

InsightSquared

MAY 15, 2019

It’s one of my favorite questions to ask a fellow professional in sales operations. Insurance sales rep. Account Manager. Sales Operations is Still Developing. Sales operations as a profession is growing, yet it is a comparatively new function in businesses. Sales Ops is Many Disciplines in One.

Sales Recruiting 110

Sales Recruiting Scale Technical Review Sales 110

SaaSX

JULY 12, 2020

Determining if sales or customer success should own customer expansion and renewals is the age-old SaaS question. If you are a SaaS founder, sales, or CX leader you have probably spent a lot of time thinking about this topic. If CS will own it, you need a revenue-minded leader who wants to be held accountable to a number.

Sales Recruiting 90

Sales Recruiting Sales Hiring Sales SaaS 90

Sales Hacker

MAY 20, 2020

One way for companies to avoid layoffs is to hire from within and look for individuals they can take from non-revenue-generating roles and move them into revenue-generating roles like Sales. . That’s why, when hiring the next member of your sales team, you should look within. This leads to more successful partnerships. .

Sales Hiring 108

Sales Hiring Sales Recruiting Sales Sales Enablement 108

Tom Tunguz

JUNE 18, 2019

The template is broken into six sections: People, Bookings & Revenue, Cash, Sales, Marketing, Customer Success. This section covers employee satisfaction, headcount, and recruiting metrics. Bookings and Revenue illuminates the company’s performance in closing new business (bookings) and recurring revenue.

Metrics 210

Metrics Sales Recruiting Startup SaaS 210

Intercom, Inc.

APRIL 25, 2019

In general, growth is a good problem to have – it means you’ve found some measure of product market fit and you’re generating real revenue from active users. Whether it’s revenue or personnel, rapid expansion brings a host of obstacles that could counterintuitively sink your business if you don’t have a strategy for handling it gracefully.

Scale 136

Scale Sales Hiring Sales Recruiting Scaling 136

SaaStr

MAY 20, 2020

You will be able to do a secondary sale of some of your shares if you continue to do well. But even if they do, as long as your customers remain happy, your revenue base will still compound. 120%+ net revenue retention at $10m ARR with happy customers will drive you there. Recruiting is hard. Don’t worry so much.

Sales Recruiting 280

Sales Recruiting Cloud Retention Revenue 280

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. I just don’t think sales have anything to do with product-market fit. A data-driven framework for scaling.

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226

SaaStr

MARCH 12, 2019

He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. Awesome revenue growth on the X axis, awesome revenue retention on the Y. Hundred percent revenue retention, 200% revenue growth. Thirty, 50% revenue growth. What is sales?

Scale 212

Scale Sales Hiring Revenue VP of Engineering 212

User Pilot

MARCH 21, 2024

Creating customer profiles helps you better understand your target audience, enabling you to attract more product-qualified leads , provide personalized customer service , and drive retention. The B2B Customer Profile Template captures in-depth insights into business clients, aiding in developing strategies for partnership and revenue growth.

Sales Recruiting 96

Sales Recruiting Underperforming Technical Team Interviewing Social Media 96

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

SaaStr

OCTOBER 12, 2020

You can also totally change your sales team. If you want to say, increase net retention from 100% to 105% this quarter, make that a Top 3 goal and talk about it every single week. And driving down churn increases revenue just as clearly and surely as closing net new deals. There are only 40-50 hours in a sales week.

Sales Recruiting 346

Sales Recruiting Sales Hiring Churn Onboarding 346

OpenView Labs

AUGUST 19, 2021

Sales recruiting is broken. The sad truth is that VP of Sales are turning over within 19 months —and that timeline is shrinking. . Not only that, the market has heated way back up and the VP of Sales is one of the most sought after roles. This isn’t linear and there are many shades of grey when it comes to sales. .

Sales Hiring 82

Sales Hiring Sales Recruiting Scale Startup 82

InsightSquared

AUGUST 14, 2019

For sales professionals, AI is not only impacting your personal life, but it will soon influence your professional work too if it hasn’t already done so. Many of today’s forward-thinking companies have already begun using AI in their sales strategies. Strengthens Communication With Sales Leads.

AI 91

AI Artificial Intelligence Sales Recruiting Forecasting 91

User Pilot

JULY 27, 2023

Account Managers: They serve as the lead point of contact for all customer account management matters. Product Marketing Manager: This person is tasked with developing product marketing campaigns , crafting compelling marketing messages, and coming up with ideas to retain customers. Average salary: $46,035/yr.

Sales Hiring 93

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 93

Intercom, Inc.

SEPTEMBER 8, 2021

When it comes to launching sales teams in hyper-growth startups, few people have walked the walk as much as Maggie Hott. She “stumbled” into it, as she told us, first as one of the earliest sales hires of Eventbrite, where she stayed for four years, and then into Slack in early 2015 as the first sales rep in the Bay Area.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

Incredo

NOVEMBER 1, 2019

Do you want to grow your SaaS sales team and improve your processes? maintain healthy atmosphere in your Smarketing team, make smart choices regarding your SaaS sales model, strategy, pricing, . build smoother connections both with your prospects through optimized sales process. And from SaaS sales models to SaaS pricing.

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

Sales Hacker

MARCH 10, 2021

As a sales leader, you want your sales reps to be the best they can be. However, if 100% of your sales reps are hitting their quota every single quarter, it may not be cause for celebration. A healthy sales organization should aim for about 60% of reps hitting their quota. Even as adults, we strive for 100%.

Scale 94

Scale Sales Recruiting Compensation Sales 94

Sales Enablement, SaaS and Growth

AUGUST 22, 2017

In my sales enablement role at HubSpot I'm truly privileged to partner with over 100 sales professionals that are at the top of their game and only want to get better. Working with sales reps that want to succeed and push each other to do better is a joy. Revenue trumps all else and sales enablement has to contribute to that.

Sales Recruiting 122

Sales Recruiting Sales Sales Enablement Underperforming Technical Team 122

Valuize Consulting

JANUARY 25, 2024

In the rapidly evolving B2B recurring revenue economy, the focus on Digital Customer Success is more pertinent than ever. Effective Cross-Functional Collaboration Your Digital CS program should be directed by Customer Success but also requires close partnership with Marketing, Product, Sales, and Revenue Operations.

Customer Success 52

Customer Success Sales Recruiting Scale Strategy 52

Sales Hacker

SEPTEMBER 8, 2022

One of the oldest truisms in sales is that recruiting new clients costs more than retaining them ( five to 25 times more costly, depending on the industry). More than ever, customer success teams must be in complete lockstep with their sales teams—both should treat any renewal as a joint effort and success. Put the buyer first.

Sales Recruiting 110

Sales Recruiting Technical Review B2B Benchmarks 110

Intercom, Inc.

OCTOBER 7, 2021

In 2018, it became clear we needed to scale, and fast – our APAC customer base had increased more than 900%, and about 10 to 12% of the company’s revenue was already there. Few things are better for employee retention than career development. Liam: Sam Hoare leads our sales team in APAC.

Sales Recruiting 118

Sales Recruiting Scale Sales Hiring Customer Support 118

SaaStr

DECEMBER 28, 2019

Enough with the excuses for not having hired your real VP of Sales, or that VP of Engineering, or whatever. Hire a real recruiter. Hire more sales reps in the areas where they are profitable. Happy customers and second order revenue are your best secret weapon. Not in April. Not by June. Get it Done. More than ever.

Part-Time VPE 282

Part-Time VPE Sales Hiring Scale Sales Recruiting 282

User Pilot

JULY 22, 2023

In this guide, we’re going to show you how a land and expand strategy can help you grow your revenue generation from existing clients by deploying a foot-in-the-door approach with your sales team! Prioritize user adoption, set customer success goals, and collect feedback to keep retention rates high.

Strategy 72

Strategy Sales Recruiting Customer Success Acquisition 72

ChurnZero

NOVEMBER 29, 2022

At the time, I was a sales engineer, and my job was to close deals and move on to the next prospect. However, I found there were two flaws in our customer management process. After getting slapped on the wrist a few times for my after-sales support, I knew things had to change. We had presales, and we had post-sales.

Customer Success 98

Customer Success Sales Recruiting Technical Review Compensation 98

SaaStr

APRIL 30, 2022

Average Revenue per Customer. And basically SaaS revenue models is just magical for investors and for businesses. And you can basically predict revenue ahead of time and therefore raise money early on to grow even faster. First one and the most important one is obviously the MRR, monthly recurring revenue. MRR, obviously.

SaaS Payments 237

SaaS Payments Metrics Payment Methods Scale 237

SaaStr

APRIL 17, 2019

Prior to Harness, Stephen was VP of Marketing at Glassdoor, managing a team of 52 in product marketing, helping grow B2B revenue from $19m to $90m in just 2 years, leading to their $1.2Bn acquisition. Steve has previously said, “Sales and marketing must be one team.” Why does he believe this is so important? What works?

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

SaaStr

JULY 1, 2021

Dropbox just hit one billion dollars in annual revenue. I want to come be your VP of sales and, you’re going to meet me for the first time. Spencer : For me, the key things for a VP of sales is, “OK, tell me about your best reps. If they’re saying, “Hey, this thing in recruiting is really messed up.

VP of Engineering 264

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 264