Predictable Revenue

FEBRUARY 21, 2024

Collin sat down with Mia Murphy from Tontine.ai, to discuss her transformative journey through the sales landscape. The post What Founders Must Do Before Their First Sales Hire with Mia Murphy appeared first on Predictable Revenue.

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Sales Hiring Sales Revenue Development 130

Predictable Revenue

OCTOBER 28, 2021

Nadja Brow, founder of The Doyenne Agency, joined us to explain why hiring a sales trainer instead of a sales manager will help you scale your sales organization faster. The post Why Hiring a Sales Trainer Will Help You Scale Faster appeared first on Predictable Revenue.

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Sales Hiring Scale Scaling Sales 265

SaaStr

FEBRUARY 25, 2022

Dear SaaStr: How Many More Junior Marketers Should you Hire Before Hiring a VP of Marketing? In fact, one of the 10 most unforced errors I see founders make is hire someone too junior to get marketing going. If you are say $500k in ARR, you can’t hire a CMO that needs a team of 15-20 around her/him. But owned it?

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Sales Hiring Marketing Revenue Management 297

SaaStr

DECEMBER 11, 2021

We’ve walked through why Second Order Revenue (i.e., the revenue ultimately generated or supported by Customer Success) is the key to growing a SaaS business. We’ve talked about how all the Second Timers are hiring in customer success way early , ahead of sales, ahead of revenue. They wait too long.

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Sales Hiring Customer Success Headcount Churn 274

SaaStr

AUGUST 28, 2020

I know we’ve hit a number of these points individually before on SaaStr, but after getting asked about the top mistakes hiring your first sales team so many times over the years, I thought it would be worthwhile to assemble a Top 10 List. Yes, you may be terrible at sales. It’s sales, after all. But you are the CEO.

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Sales Hiring Sales Recruiting Scale Sales 318

SaaStr

FEBRUARY 22, 2022

Ok we’ve talked a bit more on SaaStr over the years on how to hire a Great VP of Sales , but hiring a Great VP of Marketing is just as important. Maybe in some ways more so, in that you can generally hire a great VP of Marketing earlier. A lead commit, or a revenue commit, or an opportunity commit, or an MQL commit.

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Sales Hiring Growth Hacking B2C SMB 277

SaaStr

JULY 12, 2021

Q: What are some common blind spots and mistakes startups make when hiring for and building out a sales team? Some of the top blind spots founders and even VPs of Sales make: #1. You hire a sales rep to sell before you can prove you can do it yourself. You don’t let reps go that fail in one sales cycle.

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Sales Hiring Sales Recruiting Sales Branding 261

SaaStr

MAY 30, 2023

Hiring has way slowed down, but many folks are still hiring, albeit at a reduced rate. 56% of you aren’t hiring, or barely hiring. But a good chunk of you are still hiring, albeit in moderation. Many did layoffs and capped hiring to get radically more efficient — and it worked.

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Sales Hiring Headcount Engineering Revenue 239

SaaStr

JULY 3, 2023

Dear SaaStr: When Should You Hire Your First Demand Generation Marketer in SaaS? A deep dive on that and why here: I Hired My VP of Marketing at $20k MRR. In a recurring revenue model, you want to make every accretive hire you can. Or just hiring a junior marketer to start to save a few dollars. Don’t wait.

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Sales Hiring Marketing SaaS Engineering 233

SaaStr

SEPTEMBER 27, 2021

In the “old” days, there was a rough rule that as soon as you are bringing on more than 1–2 reps a quarter, you needed to hire a director of sales ops. That at that point, at a minimum, there would be too much administrative work for your VP of Sales to handle it herself. One manager can only really manage 8 AEs.

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Sales Hiring Sales Recruiting Scale Sales 231

SaaStr

SEPTEMBER 23, 2021

A "VP of Revenue" often knows nothing about inside sales or building a sales team. A "CRO" often doesn't want to do sales anymore. Ok this is a seemingly simple post but if you are hiring your first or second batch of VPs it will really, really save you some time. But never a sales team. .

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Sales Hiring Sales Recruiting Growth Hacking Product Marketing 284

SaaStr

NOVEMBER 24, 2020

Then, once you know how to do it yourself, you hire 2 sales reps. More on that here: When You Hire Your First Sales Rep — Just Make Sure You Hire Two | SaaStr. After you have 2 reps hitting quota, you hire a head of sales. A related post here: Should Your VP Sales Start Off as a Player-Coach?

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Sales Hiring Scale Sales Management 262

SaaStr

APRIL 12, 2021

The biggest mistake folks make when they go to hire a VP of Sales is hiring a top AE that's never really built a team. But it does not remotely prepare you to be a VP of Sales on its own. They are pretty good and each worth a read: If You are Going to Hire a Stretch VP — Do It Early.

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Sales Hiring PayPal Growth Hacking Startup 325

Predictable Revenue

NOVEMBER 22, 2021

If you’re looking to create consistent revenue for your organization, a quality outbound sales team is precisely what your business needs to continue its path to growth and success. The post 10 Signs It’s Time To Hire An Outbound Sales Team appeared first on Predictable Revenue.

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Outbound Sales Team Sales Hiring Sales Revenue 237

SaaStr

FEBRUARY 1, 2021

That you absolutely, positively, have to only hire “Rockstars” in your startups. If you don’t think you need a great VP of Sales, Product, Marketing, Customer Success, and Engineering — then all that all that means is you’ve never worked with a great one. So I’d hire earlier here rather than wait.

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Sales Hiring Part-Time VPE Scale Sales Recruiting 269

Predictable Revenue

MAY 23, 2022

One of the most common startup questions is when to begin hiring SDRs. The answer comes down to product market fit, and whether you’re in a product or sales motion. The post When’s the Right Time to Start Hiring SDRs? appeared first on Predictable Revenue.

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Sales Hiring Startup Product Marketing Revenue 232

SaaStr

MAY 24, 2022

Many mediocre hires were made to fill slots, reference checks not made, etc. VCs funded startups in a day, with limited diligence, sometimes at 100x revenue for the hottest of deals. And everyone got so tired with the accelerated hiring frameworks, that even more corners were cut than that. So did startups. These are good times.

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Sales Hiring Sales Recruiting Interviewing Startup 266

SaaStr

JANUARY 30, 2021

One of the starkest differences I see between First Timers in SaaS and Second Timers is when they hire their VP of Marketing. They often hire a VP of Demand Gen Marketing even before they have their first paying customers. But it’s very, very easy to make the hire late. In the early days, Revenue Per Lead is critical.

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Sales Hiring Sales Recruiting Scale Marketing 347

Predictable Revenue

JANUARY 4, 2023

Daniele Di Nunzio joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to hire SDRs and AEs and what to look for in your first sales hire. The post The #1 priority for a VP Sales that most people get wrong (hiring) appeared first on Predictable Revenue.

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Sales Hiring Sales Revenue Development 147

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. . In his piece, Jason recommends hiring VPs in a certain order.

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Sales Hiring Scale Venture Capital Sales 172

Predictable Revenue

APRIL 19, 2022

Successful sales development hiring begins with attracting the right candidates. These templates will help you write compelling job descriptions for common sales roles. The post Sales Development Hiring: Job Description Templates for SDRs and Sales Managers appeared first on Predictable Revenue.

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Sales Hiring Development Sales Management 147

Predictable Revenue

APRIL 18, 2022

Successful sales development hiring begins with attracting the right candidates. These templates will help you write compelling job descriptions for common sales roles. The post Sales Development Hiring: Job Description Templates for SDRs and Sales Managers appeared first on Predictable Revenue.

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Sales Hiring Development Sales Management 147

Predictable Revenue

NOVEMBER 9, 2021

Poor hiring processes play a big role in the inability to hire timely or correctly. We’d love to show you our hiring process so you have the right tools at the tip of your hands to start hiring for success. The post How To Hire Top Performing SDRs appeared first on Predictable Revenue.

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Sales Hiring Revenue Development Strategy 214

SaaStr

NOVEMBER 27, 2021

Is your CS team growing as fast as your sales team? If this is your first SaaS company, you may not have ever hired or built a Customer Success team. This one isn’t nearly as risky as a VP of Sales , or a VP of Marketing hire. You’ll make a good hire. If not, are you sure your have this right?

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Sales Hiring Customer Success Scale Customer Lifetime Value 246

Predictable Revenue

MARCH 21, 2022

These tips will help you build a diverse outbound sales team, ensuring your company finds the best possible talent while complying with local laws and regulations. The post Hiring Sales Talent Internationally: Soft vs. Hard Skills appeared first on Predictable Revenue.

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Sales Hiring Outbound Sales Team Sales Revenue 147

Predictable Revenue

AUGUST 29, 2022

Top traits you should look for in sales leaders, how they differ from sales reps, and how to optimize your sales hiring process. The post Hiring Sales Leaders: Skillset To Look For To Find The Ideal Candidate appeared first on Predictable Revenue.

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Sales Hiring Sales Revenue Strategy 147

SaaStr

JULY 18, 2022

Q: Dear SaaStr: What Are Some Good Strategies To Hire People In The Early Days? A few basic thoughts … that many still don’t get right: Don’t hire anyone that doesn’t understand their functional area better than you do. Don’t hire anyone you don’t believe in. If you’re not sure how to hire for a role, get an advisor that does.

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Sales Hiring Strategy Interviewing Startup 249

Predictable Revenue

AUGUST 15, 2023

Jess Klek, CRO at Brighthire joins the Predictable Revenue Podcast to explore her superpower: shaping a culture that fuels success. The post Hiring the Right Way with Jess Klek appeared first on Predictable Revenue.

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Sales Hiring Revenue Development Sales 130

SaaStr

SEPTEMBER 19, 2021

If you want to hit the plan for Q1'22, You need to be hiring all the sales reps you'll need then … Now. Recurring revenue certainly has pros and cons. But maybe even up to $20m ARR, the biggest downside of recurring revenue is that you only get to recognize 1/12th of your ACV (annual contract value) each month.

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Sales Hiring Scale Headcount Acquisition 268

SaaStr

MAY 28, 2024

If you’ve read SaaStr or have been around for the last decade, you might be familiar with some of the repeated GTM mistakes founders tend to make, but the world of hiring, people, scaling, and workplace expectations are significantly different today than they were before March 2020. Don’t make the hire. They weren’t getting any leads.

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Sales Hiring Scale AI Search AI 255

Andreessen Horowitz

JUNE 14, 2023

By the time you reach the growth stages, you almost certainly have a sales leader, or perhaps even multiple sales leaders if you’ve expanded internationally.

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Sales Hiring Revenue Sales 79

SaaStr

AUGUST 19, 2021

Q: When should a bootstrapped startup hire a (CFO, COO, CMO)? How can a CEO hire those C-level positions for the first time as a CEO and entrepreneur? Here are some rough rules: You want a VP of Everything (Sales, Marketing, Product, Eng) by about $1m-$2m ARR. You probably have to hire them one at a time, a bit slowly.

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Sales Hiring Part-Time VPE VPCs (Virtual Private Cloud) Startup 275

SaaStr

NOVEMBER 27, 2021

Is your CS team growing as fast as your sales team? If this is your first SaaS company, you may not have ever hired or built a Customer Success team. This one isn’t nearly as risky as a VP of Sales , or a VP of Marketing hire. You’ll make a good hire. If not, are you sure your have this right?

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Sales Hiring Customer Success Scale Customer Lifetime Value 211

SaaStr

JANUARY 4, 2023

It may seem counterintuitive to seek out a sales leadership hire during this time of slowed hiring, but it’s the number one topic that many founders talk about and many SDRs, AEs, and sales managers ask about. . Founders may ask, “how do I find the right sales leadership hire?” Timing matters.

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Sales Hiring Scale Leadership Sales 212

SaaStr

MAY 6, 2021

Sandi Lin, CEO and Co-founder of Skilljar, and Kathy Lord, its CRO, know a thing or two about Chief Revenue Officers. You might never have considered a Chief Revenue Officer (CRO) because it’s not been a common role until very recently, and because you might not have the kind of revenue that needs its own manager.

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Sales Hiring Sales Recruiting Interviewing Revenue 246

SaaStr

SEPTEMBER 24, 2020

That when you make a mis-hire, you'll always look back and say you should have made a change 3-4 month earlier? When to hire them. Some classics here: How My VP, Sales Doubled Our Sales in 90 Days. If Your VP Sales Isn’t Going to Work Out — You’ll Know in 30 Days. Your VP of Sales Shouldn’t Be Perfect.

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Sales Hiring Part-Time VPE Scale Underperforming Technical Team 224

Predictable Revenue

OCTOBER 29, 2020

The post The Goldilocks Rule: Making Your First Sales Hire appeared first on Predictable Revenue. Let's learn how to be more human in our outreach approach and create quality connections with our target audience.

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Sales Hiring Sales B2B Enterprise 165