Sales Hacker

OCTOBER 13, 2020

If you missed episode 130, check it out here: Turning Junior-level Talent into Top Sales Professionals with Eddie Baez. Subscribe to the Sales Hacker Podcast. Sales enablement is easy. REGIE uses artificial intelligence to create entire outbound inbound, and even follow-up sales campaigns faster. We’re on iTunes.

Marketplace as a Service 96

Marketplace as a Service CTO Hire Sales Recruiting Scale 96

SaaStock

FEBRUARY 14, 2019

With an MBA from the Kellogg School of Management, Rodrigo Baer launched a successful career in consultancy and entrepreneurship, and today is among the top figures in venture capital for early-stage tech companies in Brazil. Starting as VP of Sales, in less than two years he became CEO. Patrick Campbell, CEO, ProfitWell.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

Sales Hacker

AUGUST 4, 2020

This week on the Sales Hacker podcast, we speak with Matt Rizzetta , founder of North 6th Agency, which is a communications and PR firm based in New York City. Years later, he’s got a thriving business that is not venture capital backed. Subscribe to the Sales Hacker Podcast. How to get better at sales [21:37].

Scale 106

Scale Sales Hiring Sales Recruiting Outsourcing Services 106

Kellblog

MAY 29, 2021

Someone who, when times are tense, can work as an intermediary between the differing parties, often but certainly not always, the investors on one side and founders/management on the other. Former sales leaders often perform well in this situation [6]. Someone who challenges the CEO on strategy and executive hiring.

Sales Hiring 128

Sales Hiring Sales Recruiting Consulting Government 128

The Angel VC

DECEMBER 12, 2018

It’s an important question, as your target growth rate determines your hiring plan, budget, and fundraising strategy. As I wrote here , trying to forecast what happens to your CACs if you 10x your sales and marketing spend is very difficult. The main reason is that your customer acquisition costs are highly front-loaded.

Sales Recruiting 106

Sales Recruiting SaaS Payments Sales Hiring Scale 106

OpenView Labs

MARCH 17, 2021

“He has the unique ability to move between strategic and tactical level of analysis, from positioning opportunities in the context of larger market trends, to discerning actionable sales and marketing insights.” Kyle Poyar joined OpenView in 2016 as the Director of Market Strategy.

Sales Recruiting 62

Sales Recruiting Venture Capital Construction Investment 62

SaaStr

APRIL 18, 2019

We burned through $23 million in venture capital and only had 1 million in revenue to show for it. And I started as an engineer and as an MBA and frankly in business school back then they didn’t even have a class on sales. And I think most of your teams, you need sales engineers, you need founders.

Sales Recruiting 170

Sales Recruiting VP of Engineering Scale SaaS Payments 170

ChurnZero

APRIL 27, 2021

million round of financing led by Grotech Ventures in 2017. Grotech Ventures is a team committed to helping creative and driven entrepreneurs build technology companies that last. Their strategy is simple. Interest from channel partners and sales via channel partners can be another meaningful indicator. .

Scale 98

Scale Customer Success Payments Underperforming Technical Team 98

SaaStr

DECEMBER 5, 2019

And we had been talking about that and I also run corporate strategy. And the very first thing that I did, like any neurotic person is I Googled corporate venture capital. They might be sales operations challenges. So this was part of our thinking about where are we going to take the organization.

Development Team Review 131

Development Team Review Scale Technical Review Software Review 131

Kellblog

AUGUST 23, 2019

When we met, he was a pre-sales engineer and I was a technical support rep. We’ve each spent over 25 years in enterprise software, in mixed roles that involve both technology and sales & marketing (S&M). Jim went on to write a great book, Making the Technical Sale. I went on to create Kellblog.

Technical Review 65

Technical Review Software Review Sales Hiring Venture Capital 65

SaaStr

AUGUST 5, 2019

It was just a catch phrase we would use but became the cornerstone, if you would, of our customer retention strategy. We’re over 600 employees, and we’re currently privately backed, and you could see the list of a lot of our venture capital backers who have some common Silicon Valley names.

Sales Recruiting 166

Sales Recruiting Construction Scale SaaS 166

Kellblog

JULY 18, 2019

In venture capital (VC) land, you should view investors as long-term partners in value creation. While the sales-and-marketing types will emphasize “its proven-ness” you will want to know how much technical debt there is associated with this old architecture. You might well be doing so. Strong investors.

Underperforming Technical Team 78

Underperforming Technical Team Startup Software Technical Cofounder 78

ProfitWell

DECEMBER 4, 2019

There are a number of funding types that serve the SaaS business model, including: Venture Capital: The glamour means of procuring funds for your startup, venture capital is provided by firms or funds that see high growth potential or a strong track record of recent growth in a SaaS company, enough to merit substantial financial assistance.

Business Model 54

Business Model SaaS Payments Payment Methods Payments 54

SaaStr

NOVEMBER 13, 2020

394: Where is Venture Capital today? Sunil Dhaliwal: I was at one of the biggest firms around and I think we had a $200 million fund and people were like, I can’t believe we’re running $200 million in venture capital. ” So, depends on the strategy. And how do you hack it? Jason Lemkin: Crazy.

Sales Recruiting 166

Sales Recruiting Development Team Review Technical Review Sales Hiring 166

Outseta

JANUARY 20, 2020

I was one of the first 10 or so employees at the company, and over the next five years I was given a remarkable amount of freedom to try new growth strategies, to succeed, and to fail. In light of the sale of Buildium last month I figured now is as good of a time as any to reflect on the most important ones. We mostly succeeded.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

SaaStr

FEBRUARY 22, 2019

* What does Nick mean when he says, “Customer success will fail if it is just a role and not a strategy?” Nick has previously said, “Burying customer success under sales does not work.” What should the optimal sales to customer success relationship look like? What did you mean by this strategy, not role? What works?

Sales Hiring 117

Sales Hiring Customer Success Scale Sales Recruiting 117

ProfitWell

JANUARY 23, 2020

Blake Bartlett over at OpenView , the expansion-stage venture capital firm, chatted with me a bit about product-led growth. Product-led growth is a go-to-market strategy that relies on the product itself as the primary driver of customer acquisition, conversion, and expansion.”. How can you do better inside sales?

Sales Recruiting 43

Sales Recruiting Sales Hiring Venture Capital Pricing 43

Natalia Luneva

NOVEMBER 17, 2021

Michael Cardamone is the CEO/Managing Partner at Forum Ventures (formerly Accleprise) which is a B2B SaaS focused seed fund & pre-seed accelerator with locations in SF, NYC & Toronto. Raising money and venture capital is not for most businesses. You basically want to run it like a sales process. Show Notes.

Sales Recruiting 52

Sales Recruiting Venture Capital Investment Technical Review 52

Point Nine Land

DECEMBER 12, 2018

It’s an important question, as your target growth rate determines your hiring plan, budget, and fundraising strategy. As I wrote here , trying to forecast what happens to your CACs if you 10x your sales and marketing spend is very difficult. The main reason is that your customer acquisition costs are highly front-loaded.

Sales Recruiting 61

Sales Recruiting SaaS Payments Sales Hiring Scale 61

SaaStr

JANUARY 10, 2020

Does Bob agree with the notion that channel sales have completely died in the world of SaaS? Bob Moore: And I was t nerdy engineer in college, so getting the opportunity to have to pitch, it’s really a sales job at the end of the day. You’re selling capital and I think it was a really transformative experience for me.

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

SaaStr

FEBRUARY 21, 2020

* How does David think about scaling sales teams? How does one know when is the right time to hire your first sales reps? What have been his lessons on optimizing payback period for sales reps? How should founders think about sales rep compensation? How does David think about payback period on a per rep basis?

Scale 187

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 187

SaaStr

NOVEMBER 19, 2019

Then I went over to the sales department. The demo is the sale and we close everybody in month. We partnered with a best in breed strategy of being able to connect to a lot of these billing platforms. The first thing you bring in your playbook on sales. Venture capital always finds you, even when you’re in Phoenix.

Scale 168

Scale SMB VP of Engineering Leadership 168

SaaStr

FEBRUARY 26, 2019

His strategy for entering into other markets and addressing TAM with investors. And we were about a $50 million sales run rate, but I’d never done a media interview. For the first 10 years when we didn’t do one media interview and we got to 50 million in sales. It’s not a good strategy. Think about that.

Acquisition 126

Acquisition Sales Recruiting Scale Sales Hiring 126

Outseta

MAY 8, 2020

Software should be used as a tool that’s supportive of your strategy, not something that’s opportunistically driving your strategy. For example, if the product isn’t up to snuff or if the onboarding process is just a bit rough, even perfect execution by the sales and marketing teams will yield lackluster results.

Part-Time VPE 102

Part-Time VPE Fractional VPE Sales Hiring Underperforming Technical Team 102

SaaStr

NOVEMBER 21, 2019

So the actions are define and design the funding strategy seed extremely well. To give an example, I was talking to one founder before his B2B SaaS company, and he’s like, “Well, I want to hire a VP of sales to prove what our cost of acquisition is and our payback, et cetera, et cetera.”

New CTO 145

New CTO Sales Hiring B2C CTO Hire 145

Point Nine Land

JANUARY 30, 2019

To sum it up, I believe the winners of this “installation phase” were the companies which managed to overcome these three challenges and which have picked the right early “use case” (sales pipeline management for Salesforce, content marketing for Hubspot, HR for Workdays…). The timing aspect is crucial. Native AI UI/UX.

AI Search 70

AI Search AI B2B Software 70

SaaStr

AUGUST 20, 2019

I’m a vice president at Bessemer Venture Partners, which is a venture capital firm, which was very lucky to be a part of SendGrid’s journey. We were signing up hundreds of new paying customers every month with five sales reps. This is just a fundamental strategy question. This business is special.

Scale 130

Scale Acquisition Scaling Sales Hiring 130