SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. And now it’s all about like, can you really scale and execute? Dev Ittycheria : Thank you.

Sales Recruiting 245

Sales Recruiting Sales Hiring Scale VP of Engineering 245

Sales Hacker

JANUARY 20, 2022

Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success, but you can’t rely on those inputs to tell you if they are personally satisfied.

Sales Recruiting 101

Sales Recruiting Scale Retention Sales 101

Intercom, Inc.

FEBRUARY 26, 2018

It’s even harder if you don’t know all of the armies on the field, their strategies and weapons, or even who’s a friend and who’s a foe. The same is true in software. In this battle, I’ve found a secret weapon hidden within one of our core engineering strategies, an idea called Run Less Software. Innovative startups.

Outsourcing Services 224

Outsourcing Services Software Review Software Outsourced Development 224

Buffer Resources

SEPTEMBER 11, 2023

I’ve never created LinkedIn content with the “goal” of lead generation or immediate-term sales. Another cool example I really like is Tito Bohrt — he stands out with the pseudo, “ Sales Mad Scientist ” — which demonstrates confidence and a unique identity online.

Sales Recruiting 134

Sales Recruiting Sales Hiring Scale Social Media 134

Sales Hacker

JANUARY 30, 2023

The first goal of sales at a startup isn’t to bring in revenue — it’s to get customer feedback. I’ve used our sales process to iterate our way to product market-fit and wanted to share what I’ve learned along the way. Use sales conversations as a tool to get product feedback. So how do you get there?

Sales Recruiting 91

Sales Recruiting Product Marketing Scale Sales Hiring 91

SaaStr

JULY 9, 2019

Join Anish Shivdasani, CEO of Giraffe, as he provides unique African experiences learned from scaling to 1M users. Giraffe is a mobile job matching platform that helps medium skilled workers get access to opportunities and helps businesses to recruit staff faster, and easier, and more affordably than any other way. How’s it guys?

Scale 160

Scale Sales Recruiting Scaling SaaS Payments 160

SaaStr

AUGUST 25, 2023

On top of that, founders are full of excuses preventing them from scaling. 2 “Give the VP of Sales more time.” You can’t always expect a great VP of Sales to double sales in 30-60-90 days. But you have to see progress in one sales cycle. The best VPs of Sales hit the ground running. It never works, folks!

Part-Time VPE 178

Part-Time VPE Scale Sales Hiring CTO Hire 178

Tom Tunguz

NOVEMBER 24, 2018

You might have a few account executives and a sales leader in place; maybe some revenue and a handful of customers. The sales team costs real money, and the question before the company is: how do you know what quota plan to assign to the account executives? I’ve seen four stages in early stage software companies.

Compensation 141

Compensation Sales Recruiting Sales Hiring Scale 141

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

User Pilot

JULY 27, 2023

TL;DR SaaS, or “Software as a Service,” is a business model that delivers centrally hosted software to subscribers over the internet. Chief Operating Officer: Responsible for overseeing day-to-day operations, providing strategic advice, and managing the company’s operations. Average salary: $196,172/yr.

Sales Hiring 98

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 98

InsightSquared

MARCH 6, 2018

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. Start building out your sales operations department by hiring someone to own your CRM.

Sales Recruiting 119

Sales Recruiting Scale Sales Hiring Sales 119

User Pilot

NOVEMBER 23, 2023

Many companies lack differentiation strategies and drive product development by copying competitors. As companies scale, they often cannot satisfy customer needs equally well. To be actionable, a product strategy should focus on specific user behaviors that create customer value. Or bridge it when it appears?

Scale 105

Scale Underperforming Technical Team Sales Recruiting Software Review 105

User Pilot

MAY 30, 2024

Project management software, visual collaboration tools, roadmap software, shared Slack channels, and customer feedback and analytics tools can facilitate collaboration between PMs and PMMs. If you’re looking for an all-in-one platform for both product managers and product marketing managers, Userpilot is the solution you need.

Product Marketing 103

Product Marketing Interviewing Management Scale 103

ChurnZero

NOVEMBER 29, 2022

When I ventured out to build my first Customer Success department at a tech software company, my leadership team thought I was nuts. 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.

Customer Success 98

Customer Success Sales Recruiting Technical Review Compensation 98

Intercom, Inc.

OCTOBER 26, 2021

Getting the team right is one of the hardest parts of scaling sales. But no sales team can afford to grow without intention. While building a sales team, we’ve focused a lot on our sales culture. Here’s how we went about growing a sales team that is both world class and culture-additive.

Scale 160

Scale Sales Hiring Sales Recruiting Sales 160

Sales Hacker

NOVEMBER 4, 2020

I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. Starting Your International Sales Team. The key to starting an international sales team is having the right people in your landing team. A mercenary is driven by the sale.

Sales Hiring 103

Sales Hiring Scale Sales Recruiting Sales 103

Tom Tunguz

MAY 31, 2017

This might seem like a very logical argument for differentiating on sales processes, but it’s a fallacy. Why doesn’t this strategy work? First, it presumes that the most valuable skill set in sales is building rapport. Great account executives understand where to spend their time to maximize their success.

Sales Hiring 100

Sales Hiring Sales Recruiting Scale Outsourced Development 100

User Pilot

APRIL 19, 2024

TL;DR Market research is vital for making informed business decisions, enabling companies to understand the market, target audience, and competitors, reducing risks, and optimizing marketing communications and product strategies. Accumulating demographic information forms the basis for executing effective market segmentation strategies.

Market Research 52

Market Research Sales Recruiting Marketing Underperforming Technical Team 52

SaaStr

MARCH 24, 2020

Nothing matters but recruiting and using your personal network. Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. Sam Blond | Chief Sales Officer @ Brex. I’m doing The Playbook To Recruiting Your Sales Team.

Sales Recruiting 128

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 128

Andreessen Horowitz

APRIL 23, 2024

They also talked about the difficulties — and potential advantages — of selling into small businesses, taking alternative approaches to interviewing candidates, and the importance of keeping culture a vital part of a company as it scales. One of the holy grails of SMB software is, how are you going to acquire customers?

Payments 112

Payments Forecasting Payment Services Payment Solutions 112

Buffer Resources

SEPTEMBER 11, 2023

I’ve never created LinkedIn content with the “goal” of lead generation or immediate-term sales. Another cool example I really like is Tito Bohrt — he stands out with the pseudo, “ Sales Mad Scientist ” — which demonstrates confidence and a unique identity online.

Sales Recruiting 52

Sales Recruiting Sales Hiring Scale Social Media 52

OpenView Labs

FEBRUARY 3, 2022

Software companies are hiring significantly more than ever before. The market need for SaaS products has exploded and investment in SaaS companies has accelerated, requiring more talent to grow and scale. And the primary burden of your product and GTM execution can fall on an effective technical leader and proven sales executive.

Sales Hiring 82

Sales Hiring Sales Recruiting Scale Startup 82

FastSpring

JUNE 11, 2024

Affiliate marketing can be a great growth lever to scale your digital product business, but how can you drive meaningful growth with the right affiliates without losing out to fraud or shady attribution schemes? How to go about recruiting the RIGHT affiliates to help drive meaningful growth in your business. Listen or watch now!

Sales Recruiting 113

Sales Recruiting Software Review Payment Solutions SaaS Payments 113

Natalia Luneva

NOVEMBER 24, 2021

On this episode of the podcast, I interview Arthur Nobel and we discuss scaling SaaS companies. Arthur is a Principal at Knight Capital – an investment firm that specialises in B2B software businesses. What we discovered is companies sometimes struggle with scaling so we dived into the reasons for that.

Scale 52

Scale Scaling Sales Recruiting SaaS 52

Intercom, Inc.

APRIL 22, 2019

Rick started Guru in 2013, after successfully founding Boomi (a cloud integration and data management company) and selling it to Dell. He joined me for a conversation on tackling issues that come up as you scale your customer experience. When scaling your customer experience, remember AI can’t simulate human empathy.

Scale 156

Scale Scaling AI Search Underperforming Technical Team 156

Sales Hacker

DECEMBER 21, 2017

What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling. Technology.

Scale 90

Scale Sales Recruiting Sales Hiring Technical Review 90

Tom Tunguz

MAY 18, 2015

Both companies eventually offered talent acquisition, performance management, and learning tools for human resources teams. Taleo initially focused on recruiting tools and SuccessFactors on performance management. As the chart above shows, both companies scaled revenue rapidly, reaching $100M in revenue 7 years after founding.

Sales Recruiting 100

Sales Recruiting Scale Software Acquisition 100

ChurnZero

JANUARY 25, 2024

Skillset 1: Sales acumen In 2024, driving revenue is a primary responsibility of CS. This means that sales acumen is no longer just a bonus for CS professionals—it’s a new baseline for many companies. Scaled customer success roles This role is starting to carve out its own space and made a huge splash in 2023.

Customer Success 52

Customer Success Sales Recruiting Sales Hiring Scale 52

Valuize Consulting

DECEMBER 7, 2021

The question now is, how big should CS organizations be, and what’s the best way to staff and scale its success? To uncover how today’s CS leaders are successfully building and scaling their CS organizations, Valuize’s Founder and CEO, Ross Fulton, spoke to TSIA’s Vice President, Customer Success Research, Stephen Fulkerson.

VP of Engineering 98

VP of Engineering Customer Success Sales Hiring Interviewing 98

SaaStr

SEPTEMBER 27, 2019

268: Ryan Bonnici is the CMO @ G2, the company that allows you to get the right software and services for your business with over 897,000 user reviews to help you make smarter buying decisions. Before Hubspot, Ryan was Head of Marketing @ Salesforce (APAC) where he led his team to achieve 227% YoY net-new sales sourced through marketing.

Sales Hiring 131

Sales Hiring Sales Recruiting Scale Software Review 131

Andreessen Horowitz

OCTOBER 16, 2023

One of the toughest challenges for founders — and especially technical founders who are used to focusing so much on product features over sales — is striking “product-market fit”. So in that shift from product-market fit to product-market-SALES fit, how much should you optimize your go-to-market for product… and even the other way around?

Product Marketing 80

Product Marketing Scale Sales Hiring Sales Recruiting 80

Neil Patel

OCTOBER 25, 2020

If you are looking to scale up your marketing, you will need talented people that can take charge of and execute your strategy. Flexibility – It may be the case that you need to expand into a different marketing channel or adapt your strategy based on a changing environment. Scaling a business isn’t easy.

Sales Hiring 145

Sales Hiring Outsourcing Services Underperforming Technical Team Sales Recruiting 145

Intercom, Inc.

JULY 29, 2021

Ever since he was hired as the Director of EMEA Sales at BrowserStack , a web and mobile testing platform that lets developers test their websites and mobile applications across browsers, operating systems, and mobile devices, he had to completely rethink how to successfully onboard hundreds of salespeople just as everyone was going remote.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

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. Then, the sales team went to work. When making a sales hire, Max pays attention to the way candidates approach getting the job.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

SmartKarrot

JUNE 28, 2023

The key account manager is then supposed to act as the first contact point between these clients and the business, dedicate resources, and hold meetings with them. The main aim of this practice is to help grow the number of key accounts in order to attain mutually beneficial goals and maximize their value.

Sales Recruiting 10

Sales Recruiting Management Scale Underperforming Technical Team 10

FastSpring

MARCH 27, 2023

On this podcast, we share stories from global SaaS leaders like Ryan, that you can use to inspire new growth strategies in your own business. We’re enterprise software for a new category called LearnOps. Cognota didn’t necessarily start as a software business. We’d like to see your software.

Payment Solutions 136

Payment Solutions Payment Services SaaS Payments VP of Engineering 136

Intercom, Inc.

DECEMBER 19, 2018

“The journey from startup to scale-up is a fascinating story, and we thoroughly enjoy sharing our perspective, our insights and our experiences” The journey from startup to scale-up is a fascinating story, and we thoroughly enjoy sharing our perspective, our insights and our experiences as we continue on that journey.

Scale 150

Scale Sales Recruiting Underperforming Technical Team Sales Hiring 150