Tom Tunguz

MARCH 8, 2020

The first place to start is to learn to sell your startup’s product well. To make a partnership successful, your startup will need to teach another sales team to sell your product. After scaling sales enablement successfully, the next step is to understand where your customers are. Here are my notes.

Scale 316

Scale AWS Consulting Sales Enablement 316

SaaStr

JANUARY 10, 2024

In this CMO panel from SaaStr, Rick Schultz, CMO at Databricks, Janine Pelosi, Former CMO at Zoom, and Ryan Carlson, Former CMO at Okta, joined Carilu Dietrich, Advisor at Hypergrowth B2B Startups to talk about the seven biggest mistakes CMOs make. And a quarter is an eternity in a startup. That’s the thing.”

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Sales Hiring Scale Technical Review Leadership 248

Sales Hacker

NOVEMBER 9, 2020

Having the right technology in place is often the difference between success and failure, and this is even more true for startups and SMB, where you have a small team and limited resources. In fact, over two-thirds of their total users are startups. You can access the full 2020 Startup Sales Stack Report here.

Technical Review 119

Technical Review Scale Trends Startup 119

Sales Hacker

OCTOBER 20, 2023

Here is how to think about ownership and process: Ownership Who should take ownership for the creation process and content that the sales team uses – marketing or sales? Initiating the process could be either, as sales enablement is ideally an open and ongoing conversation. Well… it’s a bit of a trick question.

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Sales Hiring Marketing Sales Sales Enablement 106

Chart Mogul

SEPTEMBER 19, 2019

But sales is the one thing founders cannot oversee — without it your startup will die. Startup founders are stretched thinly like silly putty. But the one thing you must think about is sales. Without sales, your startup dies. Sales methodology and why you can’t wing it. The sales ops balance.

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Sales Hiring Scale Sales Recruiting Startup 93

Sales Enablement, SaaS and Growth

JANUARY 11, 2018

I subscribe to numerous podcasts that help me learn more about business and marketing, but also those further afield, in the hope that I can apply a learning or glean insight that can be leveraged in my sales enablement role. Recommended episode: Before the Startup - Paul Graham. I want to maximise each minute on my commute.

Sales Recruiting 100

Sales Recruiting Sales Hiring Sales Enablement Construction 100

SaaStr

NOVEMBER 16, 2021

David’s first foray into SaaS was in 1999 when he joined a startup that would become PayPal, starting as the product leader and later as the COO. In 2008, he founded Yammer, an enterprise software company that David grew to 500 employees and $60 million in sales. Email * The latest SaaStr updates straight to your inbox.

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CTO Hire Sales Hiring Sales Recruiting CTO 246

Sales Hacker

SEPTEMBER 1, 2022

The executive sponsor will often have the title of VP of Sales, VP of Sales Operations, VP of Marketing, or Director of Sales Enablement. The person in this role will likely have a title like Operations Manager, or fall somewhere in Sales Enablement, Marketing Operations, or Sales Operations.

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Scale Technical Review Sales Enablement Systems Review 86

Sales Hacker

FEBRUARY 18, 2021

Tenbound Sales Development Conference. AA-ISP Virtual Sales Summit. Sales Enablement Pro Sales Enablement Soirée, Americas 2021. Sales Success Summit 2021. If you’re wondering who should attend, Unleash is geared for: Sales leaders. Sales managers. Sales hunters. Channel Sales.

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Sales Sales Enablement B2B Leadership 106

Chart Mogul

SEPTEMBER 19, 2019

But sales is the one thing founders cannot oversee — without it your startup will die. Startup founders are stretched thinly like silly putty. But the one thing you must think about is sales. Without sales, your startup dies. Sales methodology and why you can’t wing it. The sales ops balance.

Sales Hiring 52

Sales Hiring Scale Sales Recruiting Startup 52

Sales Hacker

JUNE 16, 2021

Their sales tools are integrated effectively, coaching is readily available, and sales reps are happily using their CRM. They have a sales enablement plan and the right sales enablement platform in place. What is sales enablement? Sales enablement has evolved quickly. Not exactly.

Sales Enablement 101

Sales Enablement Scale Sales Hiring Technical Review 101

Kellblog

FEBRUARY 18, 2019

With the average enterprise SaaS startup spending somewhere between 40% to 80%+ of revenue on sales, doesn’t it make sense to carve off some portion of that money into a Sales Enablement team, to make sure the rest is well spent? What to do in your first 90 days in a new sales enablement role?

Software Review 51

Software Review Scale Sales Hiring Sales Enablement 51

OpenView Labs

FEBRUARY 6, 2020

Editor’s Note: This article is part three of a four-part series that covers the most crucial product marketing activities for an early-stage startup. Let’s start hiring a whole sales team!”. Welcome to Part Three, focused on scaling sales. Welcome to Part Three, focused on scaling sales. Scaling Sales.

Scale 52

Scale Product Marketing Sales Hiring Scaling 52

Sales Hacker

FEBRUARY 10, 2021

Whether you need to hire dozens of sales reps in the next few months or you’re a scrappy startup and need your first three sales hires, building a business will nearly always involve hiring for sales. Are they asking more detailed questions than just about the sales role? How can the product be improved?

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Sales Hiring Sales Recruiting Interviewing Sales Enablement 139

Sales Hacker

OCTOBER 30, 2018

Tonni Bennett – VP Sales at Terminus. Tonni is a sales leader passionate about building a unique, diverse and value-driven sales team. She’s a sales leader with an accomplished background at several tech startups. Misha McPherson – CEO at HumbleGritSales | Sales Enablement at SaaSy Sales Management.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

Intercom, Inc.

SEPTEMBER 1, 2021

More and more, I see startups hiring PMMs as their first marketer ”. More and more, I see startups hiring PMMs as their first marketer – understanding the value they bring when it comes to nailing your positioning and product-market fit from the start. Luckily, we’re seeing some shifts in the industry. Nurture your team.

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Product Marketing Marketing Sales Hiring Scale 138

SaaStr

NOVEMBER 16, 2020

So taking us off, how did you make your way into the world of startups and how did you come to be CEO in UserTesting today? So it may be easy to pick at large companies if you’re in the startup game, but there’s a lot of really smart people doing things really well at massive scale in these very successful companies.

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Sales Hiring Scale Leadership Technical Review 198

Kellblog

FEBRUARY 21, 2019

Happily, in the past several years startups are increasingly recognizing the value of strong sales enablement and sales productivity teams. In fact, the nonsensicality of the fairly typical approach to building a startup sales force becomes most clear when viewed through the onboarding lens.

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Sales Hiring Onboarding Sales Recruiting Scale 45

ChurnZero

JANUARY 23, 2019

We are a startup located in Arlington, VA. Our fast-growing startup is looking for a forward-thinking Outbound Marketing Manager. Reporting to the Director of Marketing, this role aligns ChurnZero’s marketing and sales efforts. Knowledge of events, marketing and sales enablement best practices. About ChurnZero.

Management 40

Management Marketing Travel Sales Enablement 40

FastSpring

APRIL 7, 2022

In their case, the cash that Messente generated from these early sales enabled them to pay salaries quickly, which meant they could keep their doors open and the ideas flowing. Because you’ll have a revenue stream and that gives you way more oxygen.”. Now that they were able to survive, it was time to focus on growth.

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SaaS Payments Technical Advisors Payment Services Payments 143

Sales Hacker

JUNE 23, 2021

Over 2 million annual visitors and more than 18,000 community members contribute with the aim to help all sales pros succeed – from brand new SDRs to the head of RevOps. Topics and discussion channels include: Sales management. Sales enablement. Focus areas: Is it a sales blog? Common pitfalls for startups.

Sales 81

Sales Technical Review Outbound Sales Team Interviewing 81

Sales Hacker

DECEMBER 21, 2017

Sales Ops: Table of Contents. Building Sales Ops. Sales Ops vs Sales Management. Sales Operations Process. Sales Ops Metrics & KPIs. Sales Operations vs Sales Enablement. Sales Ops Best Practices. Sales growth and operating plan. Sales Enablement vs Sales Operations.

Scale 89

Scale Sales Recruiting Sales Hiring Technical Review 89

OpenView Labs

DECEMBER 21, 2020

Teams are starting to ramp back up, and the next chapter of inside sales is a little wild. In 2021 we will start to see the convergence of product led growth, remote sellers, remote buyers and sales enablement technology that tracks EVERYTHING. We’ll see fintech startups turning into true platforms.

SaaS Payments 96

SaaS Payments Payments Payment Services Payment Solutions 96

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. But I couldn’t raise the money for the startup; this was 2009, right after the recession.

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Sales Hiring Scale Sales Recruiting Technical Advisors 183

Kellblog

MARCH 17, 2020

Let’s make an example of what an must-have / nice-to-have list could look like for an EVP of Sales at $50M startup. Previously led all sales at an enterprise SaaS startup as it grew from $50M to $100M in ARR. Prior experience creating and growing a sales enablement function with onboarding and certification.

Sales Recruiting 77

Sales Recruiting Sales Enablement Startup Pricing 77

Sales Hacker

MAY 24, 2023

So at one company, the sales enablement person is the type of person who says, ‘I hate my job. In another company, the enablement guy is a hungry person who’s trying to up their career. You’re not gonna pay me cash because you’re a startup. And I will charge you x amount of money for that advice.

Underperforming Technical Team 86

Underperforming Technical Team Consulting Company Culture Acquisition 86

OpenView Labs

MARCH 10, 2019

According to the Atlantic , about 30% of employees are in product and engineering at startups. Forbes also noted that of the first five employees of a startup, about 50% are technical or in product roles. That’s why, early on, most companies hire product and engineering way before marketing.

Scale 65

Scale Sales Hiring Sales Education 65

Sales Hacker

MAY 26, 2021

There are so many dependencies involved with any sales organization and this is especially the case with larger and more complex products and companies. In order to make everything work, the sales ops team handles all of the backend processes. A career in sales, sales ops, or sales enablement?

Scale 60

Scale Sales Hiring Sales Outsourced Development 60

Andreessen Horowitz

OCTOBER 16, 2023

Let me go and find people in larger enterprises to talk to, let me go and find people in startups to talk to, let me go and find people in midsize companies to talk to, and see where it sticks the most — of where the most pain is. So that’s how engineers always got to understand that sales motion. But I didn’t know who would buy it.

Product Marketing 80

Product Marketing Scale Sales Hiring Sales Recruiting 80

Sales Hacker

APRIL 16, 2018

Here are three ways marketers can use recorded calls to be a better partner to their sales teams: 1) Validate buyer personas. 3) Identify sales enablement opportunities. 3) Identify Sales Enablement Opportunities. Whether we want to admit it or not, marketing plays an enormous role in sales enablement.

Data 62

Data Technical Review Sales Marketing 62

Sales Hacker

SEPTEMBER 23, 2021

These programs are a great way for startups and enterprises to generate demand for their product and build brand awareness. But still, 80% of startups focus their energy on negotiating and ignore the partners who are going to sell their product. Different types of channel partners in SaaS.

Technical Review 103

Technical Review Scale Systems Review Software Review 103

Sales Hacker

NOVEMBER 16, 2021

Was that an easier startup environment or a difficult one from your perspective? There’s a strong startup ecosystem emerging. It’s a sales meeting platform. Is it a sales engagement thing, a sales enablement thing? You can search for certain keywords. But that’s not what they do.

Scale 96

Scale Leadership Construction Sales 96

Sales Hacker

MARCH 23, 2021

If you missed episode 152 check it out here: A Framework for Bringing Ethics into Sales with Paul Fifield. Subscribe to the Sales Hacker Podcast. Fred’s Floors and other startup ideas that didn’t make it [7:02]. On May 11 through 13th, we’re focusing on how to win all together in the new sales era.

Sales 101

Sales Finance Education Startup 101

InsightSquared

MARCH 8, 2019

After getting perspectives from my manager, our Director of Biz Dev, and our Sales Enablement Manager, I had a clearer picture for steps I could take to better manage my time and optimize the morning dial block. The secret of your success is found in your daily routine.”. Personal Accountability.

Underperforming Technical Team 106

Underperforming Technical Team Sales Sales Enablement Engagement 106

Sales Hacker

FEBRUARY 17, 2021

But thanks to our VP of Business Development, I realize team-based selling for an early-stage startup or company is still likely a necessity, and far outweighs specialization when your sales org is fewer than five people or so. In part, my shift in thinking could pertain to not being the “front man” handling the pitch.

Underperforming Technical Team 121

Underperforming Technical Team CTO Hire CTO Coach Technical Review 121

User Pilot

JUNE 13, 2022

His blog focuses on product marketing, SaaS metrics, sales enablements, and customer marketing. Managed by Joel York, Chaotic flow is one of the best SaaS sales blogs. The blog focuses on SaaS marketing, SaaS sales, SaaS metrics, and cloud computing. How Continuous Discovery Works (and Doesn’t) in Early-Stage Startups.

Venture Capital 52

Venture Capital SaaS Data Scale 52

Sales Hacker

SEPTEMBER 16, 2019

Because outside sales reps typically deal with larger and more expensive accounts and products than inside sales reps do, they’re often seen as their company’s superstars. Armed with today’s sales enablement tools, Skype, and Zoom, a large portion of the job can be done from the office.

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Sales Hiring Scale Sales Recruiting Payment Methods 82