SaaStr

JANUARY 5, 2021

1% equity considered low as a startup Director of Sales? What types of due diligence are undertaken by VCs before investing in a company? What types of due diligence are undertaken by VCs before investing in a company? I’m Head of Product and I think our CEO is actively recruiting a VP of Product.

Software Review 286

Software Review CTO Coach Technical Review Sales Recruiting 286

SaaStr

JANUARY 18, 2023

It’s the most common objection you’ll get in SaaS sales … Not Right Now. Every business is mostly running OK already with its tech stack, and it’s unlikely your little app, alone, is going to change the revenue/profits course of any customer. I had about $400k a year when I was a VP at a Fortune 500 Tech Company.

Sales Recruiting 272

Sales Recruiting Sales Hiring Technical Review Software Review 272

SaaStr

FEBRUARY 27, 2023

Storyblok started with a leadership-first hiring plan and a recruitment strategy that involved the following: A test to know how candidates handle different tasks and their expertise level. Their first step to achieving this was hiring a sales leader to build a sales team.

Scale 206

Scale Sales Hiring Sales Recruiting Scaling 206

Mucker Capital

APRIL 2, 2024

In this Mucker Growth session, Mike Genstil with ValueCore delves into the concept of value selling and its application in enterprise sales. As a founder, ideally you want your sellers, marketers, and product leaders aligned in transforming product features into value-based messages to accelerate sales cycles and secure corporate deals.

Sales Recruiting 52

Sales Recruiting Technical Review Enterprise Cybersecurity 52

Buffer Resources

JANUARY 18, 2024

  Your options, in order of cost: LinkedIn Premium Career  LinkedIn Premium Business LinkedIn Sales Navigator LinkedIn Recruiter Lite The primary differences between the plans are how far back you can see profile views, people browsing, more advanced search filters, and saved leads. Technically, yes!

Technical Review 102

Technical Review Systems Review Sales Recruiting AI Search 102

SaaStr

FEBRUARY 7, 2023

Before you rush in for the sale, you need to assess everything. You can operate with a sense of urgency while also doing your due diligence to ensure you’re ready. Tailor your solution and sales material to meet their specific need in the same language they use when they talk about their problems and desired solutions.

Enterprise 141

Enterprise Technical Review Sales Recruiting Scale 141

SaaStr

MARCH 7, 2021

I thought it would be worth drilling down deeper into each of them, and sharing the learnings and mistakes: 1/ Spending less time fixing things, more time recruiting senior folks to own them. No one spends enough time recruiting as it is, after $1m ARR or so. Yes, you can manage the sales team yourself. You can do this.

Part-Time VPE 278

Part-Time VPE Sales Recruiting Sales Hiring Scale 278

SaaStr

JULY 14, 2022

The day our trucks started rolling into the venue, we got the call the county was closing and immediately locking down due to the emerging outbreak of COVID-19.We Founders were able to recruit on-site. total attendees, e.g., a CEO + a VP of Sales and a VP of Customer Success, or two Co-Founders, or CEO + CTO, etc.

Scale 292

Scale Sales Recruiting CTO Hire New CTO 292

Buffer Resources

SEPTEMBER 11, 2023

I’ve been invited to speak on hundreds of podcasts and written for some of the most prestigious websites in business and marketing, like Buffer, HubSpot, Nasdaq, Harvard Business Review, Fast Company, NBC, and more. I’ve never created LinkedIn content with the “goal” of lead generation or immediate-term sales.

Sales Recruiting 126

Sales Recruiting Sales Hiring Scale Social Media 126

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. How defendable is the technology of the product or the business model? That fundraising is easier.

Sales Recruiting 254

Sales Recruiting Sales Hiring Scale VP of Engineering 254

InsightSquared

MAY 15, 2019

It’s one of my favorite questions to ask a fellow professional in sales operations. Pharmacy Tech. Insurance sales rep. Account Manager. Sales Operations is Still Developing. Sales operations as a profession is growing, yet it is a comparatively new function in businesses. Sales & Process Support.

Sales Recruiting 110

Sales Recruiting Scale Technical Review Sales 110

SaaStr

JANUARY 27, 2021

“Give the VP of Sales More Time” This is always terrible advice. If a VP of Sales can’t improve things in one sales cycle or less — she never will. In one sales cycle, or less. “The Leads are There, the Problem is the Sales Team.” And you are better off without her.

Part-Time VPE 311

Part-Time VPE Sales Hiring Scale Sales Recruiting 311

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 98

Sales Recruiting Scale Retention Sales 98

Totango

MARCH 15, 2022

Your human resources practices, your project management procedures and your technology strategy all need to come together in order for you to scale up without overextending yourself. When recruiting, start by reviewing your existing staff to see if you already have the talent you need.

Sales Recruiting 96

Sales Recruiting Customer Success Sales Hiring Scaling 96

Intercom, Inc.

NOVEMBER 13, 2019

Recently our internal tech support team found themselves in this situation while providing support to our 650-person team spread across five offices and timezones. They offer rescue for a broad swath of issues, from account lockouts to AV issues and hardware requests. Our tech support team’s Custom Bot. The result?

Technical Review 143

Technical Review Sales Hiring Sales Recruiting Software Review 143

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 88

Sales Recruiting Product Marketing Scale Sales Hiring 88

Buffer Resources

JANUARY 18, 2024

  Your options, in order of cost: LinkedIn Premium Career  LinkedIn Premium Business LinkedIn Sales Navigator LinkedIn Recruiter Lite The primary differences between the plans are how far back you can see profile views, people browsing, more advanced search filters, and saved leads. Technically, yes!

Technical Review 61

Technical Review Systems Review Sales Recruiting AI Search 61

Totango

OCTOBER 20, 2022

In some companies, customer success managers may play an active role in the sales process, helping sales representatives elicit customer goals and persuade buyers of product benefits. At other companies, CS managers may be assigned to follow up on sales during the customer onboarding phase. Time management.

Sales Hiring 91

Sales Hiring Customer Success Sales Recruiting Technical Review 91

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

SaaStr

JANUARY 15, 2021

You might also include developers on sales calls from time to time — it makes everyone feel heard. The CEO of Dominoes recruited his Head of Technology personally, telling him that his realm was the most critical thing Dominoes was going to do in the next decade. 3 Assign problems, not tasks. 4 Provide executive enthusiasm.

Sales Recruiting 169

Sales Recruiting Development Software Review Management 169

Neil Patel

SEPTEMBER 11, 2020

To help speed up the process, I reviewed six of the best systems on the market and put together a comprehensive list of what to look for as you make your final decision. But if you manage payroll for a large company or find your current solution limited, it may be a good idea to consider an enterprise solution. #1

Payment Services 145

Payment Services SaaS Payments Outsourcing Services Payment Solutions 145

User Pilot

DECEMBER 6, 2023

Start implementing a dogfooding program by recruiting users from across the organization, especially those not involved in the product development. Dogfooding is a common practice in tech, and lots of companies use it to improve their products: Userpilot uses its own tools to onboard and guide users. What are examples of dogfooding?

Software Development 90

Software Development Sales Recruiting Development Software Review 90

Neil Patel

OCTOBER 20, 2020

Always make sure to talk with a sales representative and be as detailed as possible about your current and future situation to make sure they can handle everything you need. Do you need help for the foreseeable future or just for a one-off event like a round of recruitment? Types of services. Short-term vs. long-term. HR software.

Outsourcing Services 118

Outsourcing Services Outsourced Development Sales Recruiting Sales Hiring 118

Practical Advice on SaaS marketing

NOVEMBER 5, 2016

No matter how wonderful your proprietary algorithms, the priceless virtues of your state-of-the-art platform, or the brilliance of whatever other sophisticated technologies you’ve got under the hood of your software-as-a service (SaaS) solution, here’s an unpleasant truth: Lots of your customers don’t really care.

Sales Recruiting 100

Sales Recruiting Technical Review SaaS Healthcare 100

SaaStr

MAY 8, 2020

What does Jessica believe is the right way to do proper pipe reviews? What specific elements does Jessica really double click on in reviews? Where does Jessica find managers and founders do pipe reviews wrong? What does Jessica believe is the right way for sales reps to engage with new customers during this time?

Sales Recruiting 183

Sales Recruiting Technical Review Sales Hiring Outsourced Development 183

OpenView Labs

SEPTEMBER 22, 2021

However, when we started doing our market diligence, the first three customers we chatted with said they would be churning in the next 12 months,” says Sanjiv. Do your due diligence and make sure those customers will represent you in a positive light. I wish founders would take that more into account,” says Itxaso.

Technical Review 73

Technical Review Scale Development Team Review Software Review 73

OpenView Labs

AUGUST 19, 2021

Sales recruiting is broken. The sad truth is that VP of Sales are turning over within 19 months —and that timeline is shrinking. . Not only that, the market has heated way back up and the VP of Sales is one of the most sought after roles. Yet, it’s one of the hardest to fill due to a supply vs. demand issue. .

Sales Hiring 82

Sales Hiring Sales Recruiting Scale Startup 82

SaaStr

JANUARY 28, 2022

When you think of scaling up, many things may come to mind, like hiring, culture, marketing, and sales. This foundation has three pillars: Recruiting: You need to have clarity on the profile of a successful account executive and how you’ll identify them, quickly assess them, and retain the exceptional talent in your organization.

Scale 187

Scale Sales Hiring Scaling Sales Recruiting 187

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 87

Scale Sales Recruiting Sales Hiring Technical Review 87

SaaStr

MARCH 10, 2020

That was the most over the top entrance that the sales leader for a company that moves boxes around the world has ever gotten. So we did about 442 million in sales last year. So the largest vendor of software in our industry is a company called Wise Tech. The top 25 freight forwarders combined to do 100 billion a year in sales.

Scale 207

Scale Sales Hiring Sales Recruiting Scaling 207

Buffer Resources

SEPTEMBER 11, 2023

I’ve been invited to speak on hundreds of podcasts and written for some of the most prestigious websites in business and marketing, like Buffer, HubSpot, Nasdaq, Harvard Business Review, Fast Company, NBC, and more. I’ve never created LinkedIn content with the “goal” of lead generation or immediate-term sales.

Sales Recruiting 52

Sales Recruiting Sales Hiring Scale Social Media 52

Sales Hacker

APRIL 18, 2023

Table of contents Joel’s background: 80% interview rate, 0 sales experience Burn your resume! Here’s why Statistics: Video pitches vs. resumes How to make a video pitch Video pitch + follow-up cadence Real success stories Hone your mindset My story: How I landed an 80% interview rate with 0 sales experience It was early 2020.

Sales Recruiting 78

Sales Recruiting Sales Hiring Interviewing Sales 78

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

Incredo

MARCH 11, 2020

WordPress is a standard recommendation because it’s highly customizable, easy to understand, and extremely popular. Having a CMS for your website is useful because once it’s setup, even tech novices can use it to update website content, post blogs, add images and so on. Of course, consult with your staff before choosing a CMS.

Strategy 257

Strategy Social Media Sales Recruiting Marketing 257

OpenView Labs

APRIL 14, 2021

For every qualified candidate, there are myriad recruiters trying to snatch them up. But if you consider a regional lead, such as a SVP of North American Sales, says Steve, they may be owning 75% of the company’s revenue target. Recruiters are fighting for a coveted slice of your time.

Sales Hiring 55

Sales Hiring Sales Recruiting Technical Review Technical Advisors 55

SaaStr

JUNE 3, 2020

Just last month, we had over five million SaaS and software buyers, coming to G2, to find trusted SaaS solutions, and what those software buyers are looking at on G2, are trusted peer reviews. And what we’re seeing is that businesses are really scrutinizing their existing technology stack.

Software Review 189

Software Review Scale Technical Review SaaS 189

Sales Hacker

SEPTEMBER 8, 2022

One of the oldest truisms in sales is that recruiting new clients costs more than retaining them ( five to 25 times more costly, depending on the industry). More than ever, customer success teams must be in complete lockstep with their sales teams—both should treat any renewal as a joint effort and success. Put the buyer first.

Sales Recruiting 110

Sales Recruiting Technical Review B2B Benchmarks 110