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

JULY 21, 2021

There are sales buzzwords that we love and some that we really hate. But that doesn’t mean they’re all bad. When you use sales buzzwords correctly, you’ll sound like you’re an industry insider. A strategy is how a team plans to reach their overarching goals and all of the steps to get there. ” – you’re not alone.

Sales Hiring 134

Sales Hiring Underperforming Technical Team Sales Sales Enablement 134

Sales Hacker

OCTOBER 22, 2017

Modern sales teams need competent professionals with a variety of talents, skills and abilities. But in a hyper changing landscap e, which are the most crucial sales skills and traits that reps must possess (or develop) in order to exceed targets and deliver consistent sales success? So is yours. Collaboration.

Underperforming Technical Team 107

Underperforming Technical Team Outsourced Development Development Social Media 107

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 128

Underperforming Technical Team Sales Software Review Technical Review 128

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

Intercom, Inc.

JANUARY 31, 2019

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. Ambient Strategy founder and CEO April Dunford on the symptoms of weak positioning. When you’re a small team, your time is everything. Speed is everything.

Underperforming Technical Team 165

Underperforming Technical Team Scale Benchmarks Sales 165

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. That means your focus should be on building the right customer profile and developing precise messaging to reach them.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

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 86

Underperforming Technical Team Systems Review Software Review Sales Enablement 86

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 92

Onboarding Sales Hiring Underperforming Technical Team Sales 92

InsightSquared

MARCH 8, 2019

A career in sales isn’t for everyone, though. Over the past 16 months, I’ve worked really hard to build a brand for myself amongst my colleagues as a go-getter, team player, and someone who will spend an unlimited amount of time trying to overcome whatever challenges stand in front of me. Sales is all about goals. Goal Setting.

Underperforming Technical Team 106

Underperforming Technical Team Sales Sales Enablement Engagement 106

Intercom, Inc.

FEBRUARY 1, 2018

In August of 2016, Rachel Hepworth embarked on a unique challenge: start a growth marketing team at one of the most successful startups of this generation – one that had long relied heavily on word of mouth. Adam: Rachel, you’re leading growth marketing at one of the fastest growing software companies of this generation.

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

User Pilot

MAY 30, 2024

PMs prioritize product development and functionality, while PMMs focus on market adoption and product desirability. Project management software, visual collaboration tools, roadmap software, shared Slack channels, and customer feedback and analytics tools can facilitate collaboration between PMs and PMMs.

Product Marketing 103

Product Marketing Interviewing Management Scale 103

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 110

Sales Hiring Sales Sales Enablement Underperforming Technical Team 110

Sales Hacker

JANUARY 4, 2021

Developing a revenue operations (RevOps) strategy — and the team to implement it — is no easy task. As the VP of Revenue Operations at Sales BQ®, I saw my role develop from primarily sales enablement to sales operations as we worked to understand and get a hold of the wide variety of roles RevOps is in charge of.

Scale 99

Scale Underperforming Technical Team Sales Enablement Communication 99

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 84

Underperforming Technical Team Scale Sales Hiring Systems Review 84

Sales Hacker

MAY 24, 2021

We get the best results when both the sales and the marketing teams’ content is based around the customers and their desired outcomes. We can’t do this without a shared effort from Sales and Marketing running customer development and jobs-to-be-done interviews. Alex is the boss. Use content to get them there.

Sales 98

Sales Marketing Underperforming Technical Team Social Media 98

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. Capitalize on Content.

Technical Review 95

Technical Review Social Media Underperforming Technical Team Sales 95

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 113

Marketplace as a Service CTO Hire Sales Recruiting Scale 113

SaaStr

JANUARY 14, 2020

So my father sat down with me in our basement, and I remember working in this makeshift workstation that we built together and we learned how to code, because back then there weren’t a lot of applications, there weren’t a lot of games, a lot of software to be used, so we actually had to create it ourselves.

B2B 164

B2B B2C Scale New CTO 164

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. Work on this.

Technical Review 106

Technical Review Sales Hiring Software Review Underperforming Technical Team 106

Sales Hacker

APRIL 8, 2019

Rob is a longtime sales veteran and is incredibly passionate about both the profession of sales but, more importantly, the importance of investing in your team through sales coaching and training. If you missed episode 51, check it out here: Approach Sales with Gap Selling w/ Keenan. What You’ll Learn. So I did it.

Scale 106

Scale VP of Engineering Underperforming Technical Team Sales 106

SaaSX

FEBRUARY 26, 2020

Plus, you’ll also be obliged to bring your entire team on board by encouraging your colleagues to roll out the welcome mat and adopt some partner-friendly best practices. Using this blueprint as your guide, make sure to evaluate each candidate and determine their overarching goals, market value, potential weaknesses, etc.

Outsourcing Services 93

Outsourcing Services Strategy Underperforming Technical Team Technical Advisors 93

Sales Hacker

DECEMBER 28, 2018

The best sales conferences enrich your team, build knowledge, and offer plenty of networking opportunities (and fun)! Bad sales conferences just feel like a huge waste of time away from you prospects. We are leaving with new friends, new knowledge and new ideas.” – Team Microsoft. TOPO Sales Summit.

Scale 88

Scale Sales Recruiting Sales Underperforming Technical Team 88

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. Welcome to the Sales Hacker podcast.

Scale 120

Scale CTO Hire CTO Coach Scaling 120

Sales Hacker

APRIL 22, 2019

Showpad is the leading sales enablement platform for the modern seller. Showpad’s all-in-one platform empowers sales and marketing teams to engage buyers through industry leading training and coaching software and innovative content and engagement solutions. And that’s the way I treat my team today.

Development Team Review 66

Development Team Review Scale Software Review Sales Hiring 66

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

Andreessen Horowitz

OCTOBER 16, 2023

And that comes down to users, which is where the concept of “product-market- sales fit” comes in, observes Jyoti Bansal, founding CEO of AppDynamics (which was acquired by Cisco for $3.7B And this was before the phrase you guys coined, on “software is eating the world.” But it was clear that software is eating the world, right?

Product Marketing 78

Product Marketing Scale Sales Hiring Sales Recruiting 78

Sales Enablement, SaaS and Growth

AUGUST 28, 2018

One of the questions I get asked most frequently is around building a sales enablement strategy and what that might look like. While each company, context and industry is different, I believe that there are some fundamentals that should form the blueprint of any sales enablement strategy.

Sales Enablement 122

Sales Enablement Scale Strategy Underperforming Technical Team 122

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 137

Scale Sales Recruiting Sales Hiring VP of Engineering 137

SaaStr

JANUARY 28, 2020

And some folks would come back and say, “I want to renegotiate because the world has ended,” but enterprise software is budgeted. And we’re not all building the most mission critical software, but our stakeholders don’t want to rip us out. What do you do with that lightly toxic person on your team?

Sales Hiring 239

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 239

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

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 143

Scale Sales Hiring Sales Recruiting Sales 143

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

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 99

Software Review Marketing Software Outsourced Development 99

Sales Hacker

JULY 3, 2018

There are a number of existing resources available on sales automation, but they don’t offer use cases and examples of how to put the tools to action. So our team tried to fill the gap to help you build or enhance your own sales stack. Here goes our effort to curate the ultimate list of sales automation tools!

Scale 89

Scale Outsourcing Services Sales Recruiting Outsourced Development 89

Sales Hacker

OCTOBER 21, 2019

Manager of Enterprise Account Development at Lucidchart. Co-Founder of Utah Women in Sales. How long have you been in sales? . I have been in sales for around 4 years. Building out a new enterprise development team, and scaling it from 3 to 14 reps over a one-year period. . I’ve been in sales for 20+ years.

Sales Recruiting 99

Sales Recruiting Scale Sales Hiring VP of Engineering 99