SaaStr

APRIL 5, 2023

A bad experience with a revenue operations leader might taint your view of the position at all future companies, but that would be a mistake, as CRO Confidential podcast host Sam Blond learned first-hand. Considering aspects of sales and GTM strategies. A good range for this hire might be between 2-8 sales reps. Enablement.

Sales Hiring 199

Sales Hiring Education Scale Strategy 199

SaaStr

NOVEMBER 9, 2020

My top suggestions: Hire those “Bay Area VPs” now while they’ll (still) work with startups HQ’d anywhere. Do a lot more Business Development and Partnerships. Underperformers found it harder to hide after Covid, and many have already left or moved on. This one is perhaps the most actionable.

Underperforming Technical Team 323

Underperforming Technical Team Sales Hiring Travel Cloud 323

OnStartups

MAY 18, 2021

First off, just to be clear, I’ve never been a sales person. I’ve never even played a sales person on TV. All the points below have been pulled from startup sales teams that I think work pretty well (including the team at CRM software company, HubSpot). Building Startup Sales Teams.

Sales Hiring 52

Sales Hiring Scale Underperforming Technical Team Startup 52

SaaStr

NOVEMBER 26, 2019

Duo Security is an Ann Arbor, Michigan based cyber-security startup. Hear from Duo Security’s VP of Inside Sales America on how to build a $2.3B sales team. Jennifer Lawrence | VP, Inside Sales @ Duo Security. Now, we did really cool stuff at this startup. Want to see more content like this?

Scale 220

Scale Sales Hiring Underperforming Technical Team Sales 220

Sales Hacker

FEBRUARY 17, 2021

analyzing how often Directors and Executives are involved in the sales process. Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side.

Underperforming Technical Team 121

Underperforming Technical Team CTO Hire CTO Coach Technical Review 121

SaaStr

JANUARY 29, 2023

Sometimes it’s VP Sales (OK, often, this is the most common mishire — another post here on what a really great VPS can do for you, and how a poor one can wreck your company, coming). The #1 reason to do a start-up is Career Development. 1/ Want the best startup VP Sales candidates in the world?

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Sales Hiring Scale Underperforming Technical Team Startup 286

SaaStr

DECEMBER 1, 2023

Hiring a VP of Sales isn’t new, but the conversations have evolved as the world has. Jason has written about the cheat codes for hiring VPs of Sales since 2012 and realized it was worth a deeper dive. Read the Ultimate Guide to Hiring a Great VP of Sales ebook or What Makes a Great VP of Sales and How to Hire One blog post.

Sales Hiring 148

Sales Hiring Sales Recruiting Sales Interviewing 148

SaaStr

OCTOBER 30, 2021

I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. Four years ago, after launching and failing my first startup I realized I had a lot to learn. I considered the four companies and chose Gorgias based on my experience with their team during the interview process. Stay Laser-Focused.

Scale 263

Scale Sales Hiring Sales SMB 263

Kellblog

JUNE 27, 2022

Bernard , Suranga , Alice , Rob ) as well as my other European startup colleagues (e.g., The US poses numerous, often unique, challenges for a European technology startup. So is developing a geographic strategy. This series was both a lot of work and a lot of fun. I was able to leverage many of my Balderton colleages (e.g.,

Startup 118

Startup Sales Hiring Underperforming Technical Team Compensation 118

Kellblog

JULY 8, 2020

I was talking with my old friend, Mark Tice , the other day and he referred to a startup mistake as, “on his top ten list.” ” Mark’s been a startup CEO twice, selling two companies in strategic acquisitions, and he’s run worldwide sales and channels a few times.

Sales Hiring 140

Sales Hiring Startup Software Review Enterprise 140

Baremetrics

NOVEMBER 18, 2021

Unfortunately, things only get more difficult when it comes to running the whole business as a Shopify app developer. This article will cover 10 business tips for improving your Shopify app’s development, marketing, and sales. 10 business tips for Shopify app developers 1. The Shopify QA team are your friends 6.

Payment Solutions 98

Payment Solutions Underperforming Technical Team Outsourced Development Development 98

Intercom, Inc.

NOVEMBER 20, 2018

In the early stages of most SaaS startups’ lives, the CEO or founder often acts as the initial head of sales. Despite that value, however, there’s a drawback – a lack of formal sales training and sales process can seriously undermine those initial efforts. Identify a market specific methodology.

Startup 178

Startup Sales SaaS Systems Review 178

Tom Tunguz

MAY 25, 2017

A beer supplier sells to wholesaler sells to distributor sales to retailers sells to customer. The more interesting of the two for startups is the company level. In order to be successful, startups have to be good at many things. The startup often inherits this exceptional characteristic from one or more of the founders.

Startup 100

Startup Underperforming Technical Team Strategy Azure 100

SaaStr

JANUARY 24, 2024

How should you handle presenting challenges to your C-suite team when you’ve just joined the company? Lattice had a product-led growth flow on the website while the sales team was still trying to sell the PLG companies The good news is Lattice had a lot of activity and initiatives at play. Can you start and stop a PLG motion?

Scale 231

Scale Sales Hiring Scaling Revenue 231

Intercom, Inc.

JUNE 10, 2020

I hope this post allows people and teams to safely talk about Product Judgment. If you ever had to face a Manager, Director or Exec as they make bad product decisions and you’re struggling to persuade them otherwise, this post will help you. It takes years to build, and therefore ranges from very weak to very strong.

Underperforming Technical Team 291

Underperforming Technical Team Interviewing Communication B2B 291

Kellblog

JULY 18, 2019

So, you’re thinking of taking a job at a startup, but are nervous about the risk, perhaps having trouble telling one from another, and unsure about knowing what’s really important in startup success. Great core/founding team. Startups are about people. We live in a founder-friendly VC era.

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Underperforming Technical Team Startup Software Technical Cofounder 79

OpenView Labs

MARCH 8, 2021

B2B sales involves one business selling its product to another business. Those with experience in both B2B and B2C sales know that B2B is a lot tougher—the deals are bigger, there’s often more than one decision-maker, and the competition is intense. What Interviewing 600+ Sales Reps Taught Me About Team Building.

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Sales Hiring Scale Sales Recruiting B2B 80

Kellblog

NOVEMBER 2, 2023

With capital scarce and expensive, with companies increasingly trapped in Schrödinger’s startup paradox , and with more startups than ever focused on positive cashflow and The Rule of 40 , it’s safe to say that Silicon Valley is still very much in a cost-cutting mood. It’s been a tough year. Why do we forget this?

VP of Engineering 109

VP of Engineering Travel Underperforming Technical Team Headcount 109

SaaStr

APRIL 14, 2023

Many startups crash and burn when they hit the Series A crunch — that do-or-die time where many seem to lose their footing even if they’ve been successful up to that point. Mistake #1: Viewing Investors Only As Capital As founders build a team, they focus on obtaining complementary skill sets. That’s a mistake. Absolutely.

Development Team Review 224

Development Team Review Technical Review Underperforming Technical Team SMB 224

Sales Hacker

AUGUST 11, 2023

Before we get into it, curious to hear your thoughts on last weeks Sales Hacker/GTMnow announcement ?! This week I sat down and interview the VP of Sales at Crunchbase , Ang McManamon. Ang shares her 5 P’s of Sales Leadership: Professionalism Preparation Process Performance Play More on these below.

Scale 63

Scale Leadership Sales Hiring Sales 63

SaaStr

NOVEMBER 25, 2020

Do you have two sales teams? Who gets what part of the long-term development budget? And most importantly, multiple products can be very distracting at the management team level. The last thing you want the team doing is chasing a shiny penny, when what really matters is hitting the plan for the quarter.

Underperforming Technical Team 353

Underperforming Technical Team Cloud Revenue Acquisition 353

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.

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Sales Hiring Scale Sales Recruiting Technical Advisors 183

Tom Tunguz

APRIL 14, 2019

Since writing The AI Agency: A Novel GTM for Machine Learning Startups , I’ve been meeting many companies who operate this way. These startups use machine learning to disrupt an industry traditionally dominated by agencies: law, accounting, recruiting, translation, debt collection, marketing…the list is long.

AI 191

AI Sales Recruiting Underperforming Technical Team Machine Learning 191

OpenView Labs

FEBRUARY 3, 2022

As part of our last three annual finance and operating benchmarks surveys, we’ve asked nearly 2,000 startup founders and leaders of B2B SaaS businesses this simple question: “What’s keeping you up at night?”. It’s simply about which areas startup founders feel like they may be coming up short, not doing enough, or missing the mark.

Sales Hiring 82

Sales Hiring Sales Recruiting Scale Startup 82

Chart Mogul

OCTOBER 3, 2019

After your product/market fit, your business model is the most important consideration if you’re to save your business from the startup graveyard. Every team has their own slightly different way of calculating the cost of customer acquisition. Marketing? . How about your business model ? Oh yeah, that thing. How to calculate CAC.

Acquisition 91

Acquisition Underperforming Technical Team Startup Customer Lifetime Value 91

Kellblog

NOVEMBER 18, 2021

Is your leadership team world-class? Could you grow faster if you replaced your head of sales? Does your board think you have the right leadership team? Heck, does your leadership team think you have the right leadership team? Are some of your executives holding your company back? Do your rank-and-file employees?

Leadership 115

Leadership Underperforming Technical Team Sales Hiring Scale 115

Sales Hacker

JULY 19, 2022

Celine, who transitioned from agency sales to SaaS, is the Vice President of Boardable. Join us for a great conversation about transitioning in sales and technology selling. Sometimes you have to take one step back to go two steps forward in sales. Sales is all about building internal relationships. powered by Sounder.

Sales Recruiting 82

Sales Recruiting VP of Engineering Sales Hiring Sales 82

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 82

Product Marketing Scale Sales Hiring Sales Recruiting 82

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. You can have the great product and a great team, but the market of small or very niche.

Sales Recruiting 249

Sales Recruiting Sales Hiring Scale VP of Engineering 249

SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. Before Quip, Sam spent an incredible 3 years at Dropbox where he was the first enterprise sales rep in the entire company. Should you hire 2 at a time?

Scale 174

Scale Sales Hiring Sales Recruiting Sales 174

Sales Hacker

JANUARY 23, 2020

Learn to brand your (SELF) and you can improve your sales game and career trajectory. Examples of Self Branding (Good and Bad). RELATED: Persuasive Words and Phrases: the Good, the Bad, and the Silent. The Challenger Sales , by Matthew Dixon, popularized not only the four-color wheel, but also branding of a sale’s “type.”

Branding 70

Branding Underperforming Technical Team Sales Consulting 70

Intercom, Inc.

SEPTEMBER 10, 2020

It’s an approach that’s served him well along the road to building the HubSpot sales team, where he was CRO for nine years. That experience led to his bestselling book, The Sales Acceleration Formula. This has created large amounts of data for running teams. . This has created large amounts of data for running teams. .

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226

Sales Hacker

FEBRUARY 1, 2021

Subscribe to the Sales Hacker Podcast. Lessons learned from nine months in enterprise sales [10:18]. 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. What’s your sales organization’s biggest challenge right now?

Underperforming Technical Team 68

Underperforming Technical Team Scale Sales Hiring Systems Review 68

InsightSquared

MARCH 8, 2019

My transition into a BDR role at InsightSquared came shortly after spending my first few post-grad years gaining experience in a highly transactional, customer-facing sales role. A career in sales isn’t for everyone, though. Having a go-getter or team player mentality, unfortunately, accounts for $0 in the comp plan.

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Underperforming Technical Team Sales Sales Enablement Engagement 106

Sales Hacker

APRIL 5, 2022

Andy is an award-winning podcast host and a career sales veteran, having seen the growth and evolution of the entire technology industry. Join us for a fascinating conversation about how a more buyer-centric sales process leads to more sales. Subscribe to the Sales Hacker Podcast. Good companies vs. bad companies [22:48].

Scale 78

Scale Sales Underperforming Technical Team Compensation 78

Sales Hacker

NOVEMBER 26, 2019

The Sales Hacker Success Summit will be here before you know it! WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. Sales Hacker Success Summit: Level Up for 2020. So, start clearing your schedule, and get ready for the best week of your sales career! COST : Nada.

Sales 103

Sales Underperforming Technical Team B2B Technical Review 103

Sales Hacker

DECEMBER 1, 2022

I’ve been an SDR , an SDR director, and now run a sales team at a startup. Why the old models hurt your sales team’s attainment. To overcome these challenges, some sales organizations are turning to a more flexible approach to defining which accounts a rep might be assigned to work. Introducing….

Technical Review 77

Technical Review Underperforming Technical Team Outsourced Development Education 77