Sales Hacker

MARCH 25, 2021

First, how does the knowledge that Terry is married and loves eating Smarties help your reps make a sale? Our guess is that poor Polly from purchasing is gathering dust on a noticeboard in the canteen or buried somewhere deep in your internal network of folders. Your sales team. Or Mary from marketing?

Scale 114

Scale Underperforming Technical Team Outsourcing Services Sales Enablement 114

OpenView Labs

SEPTEMBER 22, 2021

But no matter how thick a skin you develop, it’s never fun to be told ‘no,’ especially after you’ve spent significant time with an investor exploring a potential deal. To make matters worse, the customers revealed that instead of paying for a seat for each team member, they bought one login and shared it amongst 10 people.

Technical Review 73

Technical Review Scale Development Team Review Software Review 73

Sales Hacker

MAY 27, 2021

That means thinking of the sales team as remote-at-heart, not remote-by-default. Running a sales team without face-to-face communication. Remember the sales floor when it existed in physical reality? That means that communication in your team has been slashed to the bare minimum. Reimagined sales coaching.

Underperforming Technical Team 112

Underperforming Technical Team Sales Software Review Technical Review 112

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.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

Sales Hacker

SEPTEMBER 28, 2021

Every day, sales managers work side by side with their reps in customer meetings, planning sessions, and team meetings. It’s easy to assume that sales coaching is accomplished somewhere in this mix. Poor sales coaching affects performance and is often a product of a cultural misunderstanding of what coaching is all about.

Underperforming Technical Team 66

Underperforming Technical Team Systems Review Software Review Sales Enablement 66

Kellblog

JANUARY 24, 2020

Make sales easier” does not just mean lead generation and tactical sales support. These were the days of tradeshow models and free beer: do anything to get people come by the booth – regardless of whether they have any interest in or ability to buy the software. Students, consultants, who cares? The answer: not much.

Software Review 98

Software Review Marketing Software Outsourced Development 98

Sales Hacker

OCTOBER 5, 2018

When sales onboarding is ineffective, the costs are high – not only for the sales department but for the entire organization: Underprepared sales reps can damage your business reputation and may not sell to buyers the way they like to be sold to. Taking a Page from Agile Software Development.

Onboarding 81

Onboarding Sales Hiring Underperforming Technical Team Sales 81

Sales Hacker

FEBRUARY 1, 2021

Sam Jacobs: This week on the show, we want to put a spotlight on account executives, people like you that are in the trenches making sales. We’re talking with Callie Moriarty, an enterprise account executive at 6 River Systems, which is software that manages robotics platforms that help pack e-commerce shipments.

Underperforming Technical Team 69

Underperforming Technical Team Scale Sales Hiring Systems Review 69

Sales Hacker

APRIL 22, 2019

The importance of due diligence in company selection. Subscribe to the Sales Hacker Podcast. Showpad is the leading sales enablement platform for the modern seller. At Priceline, I joined this really interesting group of people that was focused on new market development. What You’ll Learn. We’re on iTunes.

Development Team Review 54

Development Team Review Scale Software Review Sales Hiring 54

SaaStr

NOVEMBER 16, 2020

As for Andy, prior to UserTesting, he was the Chairman and CEO @ Act On Software and before that held several positions at Salesforce, including COO – Products Group. What does it take to scale a sales team successfully? Should one hire sales reps 2×2? How does Andy think about discounting?

Sales Hiring 204

Sales Hiring Scale Leadership Technical Review 204

Sales Hacker

MAY 3, 2021

That said, it’s never a bad idea to exercise a bit of empathy, and put yourself in the shoes of your target customer. Understanding their processes and struggles can help you and your team tweak your approach, messaging, timelines, and even product to ease the stress on the part of the buyer. Too many solutions. Work on this.

Technical Review 78

Technical Review Sales Hiring Software Review Underperforming Technical Team 78

Sales Hacker

MAY 8, 2020

If you sell complex enterprise software, a show-and-tell format may not be useful or persuasive enough to demonstrate your solution. Obviously, it’s a bad sign if you’re not getting any, so aim to create a dialogue. Selling software is a highly collaborative process. Follow up with your team. Document reviews.

Technical Review 77

Technical Review Social Media Underperforming Technical Team Sales 77

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 was also Coordinator and Trainer of startup sales at Gama Academy, the first sales training program for Brazilian startups. Talk: SaaS.City Bootcamp: Sales Leadership.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

Sales Hacker

MARCH 2, 2020

The Pirate’s Guide to Sales. The Sales Acceleration Formula. Mastering the Complex Sale. Sales Development and Prospecting. The Sales Development Playbook. Outbound Sales, No Fluff. Sales Engagement. Sales Engagement. Sales Enablement. The Sales Enablement Playbook.

Scale 141

Scale Sales Hiring Sales Recruiting Payment Methods 141

Sales Hacker

DECEMBER 8, 2017

Regarding our 2017 sales predictions , here’s a quick reflection: What we were RIGHT about: Powerful partnerships and mergers e.g. Salesforce & Google. Powerful buyer influence of software review sites like G2Crowd & Capterra. The evolution of Sales & Marketing into Revenue Ops & Customer Ops.

Scale 97

Scale Technical Review Outsourcing Services Sales Hiring 97

Intercom, Inc.

JANUARY 31, 2019

As part of the process, we’ve spent a lot of time reviewing who we should be selling to these days, and how we should be selling to these customers. And as the organization grows, the work involved to get teams aligned on who you’re selling to and how you’re selling is not something to be taken for granted either. Speed is everything.

Underperforming Technical Team 165

Underperforming Technical Team Scale Benchmarks Sales 165

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. RELATED: Sales Tools that Actually Matter: Building your Playbook. No guarantees there.

Sales Hiring 99

Sales Hiring Sales Sales Enablement Underperforming Technical Team 99

Intercom, Inc.

JULY 29, 2021

And so, Mark Rudden and his team had to figure it all out by themselves. Fortunately, Mark had quite a bit of experience working and scaling teams in demanding, hypergrowth environments. In fact, in some form or another, he’s been working in sales for most of his career. From selling bikes to software.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

SaaStr

JUNE 3, 2020

How does this hire correlate to your hiring in sales enablement? Why does Mike believe that playbooks are for suckers? * Why does Michael believe that most sales meetings are unproductive? What is the right way to structure your sales meeting? Who should be brought into the meeting other than the sales team?

Sales Hiring 174

Sales Hiring Scale Technical Advisors Systems Review 174

Sales Hacker

OCTOBER 7, 2021

Never believe that doubting yourself is a bad thing. That company only lasted another year before they were out of business, so it was a poor use of my energy, time, and being away from my family – a lesson I work to pass on to others new in roles today. What is your best piece of career advice for women in sales?

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

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.” What does this mean for the processes used by marketing teams?

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

Sales Hacker

OCTOBER 13, 2020

Managing a technical team as a non-technical person [24:13]. Sales enablement is easy. Okay, it’s not that easy, but Sapper Consulting has built REGIE to keep the promise of sales enablement alive and keep your team doing what they do best, which is winning. Ideas Ryan finds transformative [29:33].

Marketplace as a Service 96

Marketplace as a Service CTO Hire Sales Recruiting Scale 96

SaaStr

OCTOBER 22, 2020

As for Ryan, he has spent an incredible 9 years at Okta in numerous different roles starting with running the product marketing team before moving to run the marketing team, leading to his promotion to CMO close to 5 years ago now. How does the structure of your marketing team need to change with the evolution?

Sales Hiring 166

Sales Hiring Scale Interviewing Technical Review 166

Sales Hacker

APRIL 10, 2019

Think of the hundreds of hours you’d save chasing bad deals… the good deals you could stop from slipping into next quarter… and the trust you’d build by making your prospects feel they’re in safe hands. How to use a mutual action plan to improve your sales process. What Is a Mutual Action Plan?

Sales 82

Sales Underperforming Technical Team Forecasting Outsourced Development 82

Sales Hacker

SEPTEMBER 29, 2020

They sell that product to general councils, operations teams, and deal desks. They sell that product to general councils, operations teams, and deal desks. Keep the promise of sales enablement and keep your team doing what they do best, which is winning. Before we get there, we want to thank our sponsors.

Scale 108

Scale CTO Hire Scaling CTO Coach 108

Sales Hacker

AUGUST 25, 2020

This week on the Sales Hacker podcast, we’ve got Alyssa Merwin , Vice President of Sales Solutions for LinkedIn, North America. She runs Sales Navigator and is perhaps one of the most important people selling sales engagement and sales software in the world. Sales enablement is easy.

Management 73

Management Sales Recruiting Sales Hiring Development Team Review 73

Sales Hacker

OCTOBER 21, 2019

What’s your favorite sales book? . I love sales books and have a hard time choosing a favorite! But Cracking the Sales Management Code is always in the top three. Manager of Enterprise Account Development at Lucidchart. Co-Founder of Utah Women in Sales. How long have you been in sales? .

Sales Recruiting 90

Sales Recruiting Scale Sales Hiring VP of Engineering 90

SmartKarrot

AUGUST 9, 2022

Software As A Service (SaaS) is a cloud-based method of delivering on-demand software to users. Instead of building, developing, and implementing enterprise applications, SaaS users can simply license and subscribe to them. Using remote cloud servers, users can access and utilize SaaS applications from any web-enabled device.

Scale 10

Scale Sales Recruiting Business SaaS 10

SmartKarrot

AUGUST 9, 2022

Software As A Service (SaaS) is a cloud-based method of delivering on-demand software to users. Instead of building, developing, and implementing enterprise applications, SaaS users can simply license and subscribe to them. Using remote cloud servers, users can access and utilize SaaS applications from any web-enabled device.

Scale 10

Scale Sales Recruiting Business SaaS 10