Intercom, Inc.

OCTOBER 22, 2019

Sales managers looking to stand out among their peers would do well to focus on four things: prioritizing work that will move the needle, making sure the right people are on their team, thinking about initiatives that will improve the business (not just themselves and their reps), and developing a solid decision-making framework.

Sales Hiring 123

Sales Hiring Underperforming Technical Team Sales Management 123

Chart Mogul

MAY 30, 2019

If you're asking questions like these, then it’s likely time to turn your attention to strategies tailor-made to support top-tier customers. Ingmar, our VP of Customer Success, and our support team cracked the code on first response time and measuring NPS. Who are your most valuable customers? The first two are fairly obvious.

Underperforming Technical Team 78

Underperforming Technical Team Development Strategy Management 78

SaaStr

OCTOBER 15, 2019

Lots of us fantasize about moving upmarket, but are unsure of how to get started, is it just a matter of hiring a team of SDRs and getting them to hit the phones? So as Lauren sort of alluded to, we started by focusing on SMB’s. Want to see more content like this? Join us at SaaStr Annual 2020. Allie Janoch | CEO @ Mapistry.

Underperforming Technical Team 222

Underperforming Technical Team Sales Hiring SMB Enterprise 222

SaaStr

JUNE 1, 2021

Turns out a founding team of six MBAs creating a full suite of products sold solely to SMBs can become a multi-million dollar public company in nine years – and continue growing rapidly ($77.6 Dharmesh : …said, “This is a very bad idea. million in 2013 to $115.9 million in 2014.). I said, “Holy crap.

Part-Time VPE 296

Part-Time VPE Technical Cofounder CTO Hire New CTO 296

Intercom, Inc.

NOVEMBER 21, 2019

No one knows this better than Sprout Social’s Director of Marketing Strategy, Tara Robertson. Tara and her team used it to take a deep dive into the customer’s journey through the product and make a focused effort to truly understand each step along the way. But, ultimately both teams have a shared end goal: increasing revenue.

Retention 34

Retention Scale Marketing Underperforming Technical Team 34

FastSpring

JANUARY 27, 2022

And in cases where our customers get stuck, our support team responds in a timely manner with personalized video. It’s not always a bad thing to be priced higher than your competitors — it can signal to prospects that yours is a premium service. In other words, if you want to attract SMBs, make sure you have SMB language on your site.

Merchant Services 146

Merchant Services Payment Services SaaS Payments Payment Solutions 146

Sales Hacker

APRIL 1, 2021

A made-up role so companies can hire more people to tell sales how best to do their job.” — Jason Henson , Manager, SMB Sales Development at Lytx, Inc. . As long as you don’t hear about it, you know it’s working great.” — Jim Lee , VP Revenue Strategy at Outreach. “A .” — Dwamian McLeish , CEO & Founder at Junction. “A

Sales Recruiting 123

Sales Recruiting Underperforming Technical Team Sales Hiring Scale 123

Sales Hacker

NOVEMBER 5, 2018

No wonder you never want to eat out again… The Sales Development outsourcing industry is broken for that exact reason. Your cost of trying to build Sales Development in house is therefore $90,000 at a minimum. Rats in the kitchen doesn’t always mean the food is bad, but I wouldn’t risk it.

Outsourcing Services 92

Outsourcing Services Outsourced Development Sales Outsourcing Underperforming Technical Team 92

SaaStr

JULY 22, 2019

That’s not a bad start. We work with mostly modern teams. We started out in the commercial SMB mid-market space. Developers were really loyal to the product, and they were able to take the product with them whenever they went. Join us at SaaStr Europa 2020. Roger Scott | EVP @ New Relic. FULL TRANSCRIPT BELOW.

Scale 235

Scale Scaling Sales Hiring Underperforming Technical Team 235

Sales Hacker

JULY 21, 2021

But that doesn’t mean they’re all bad. Yeah, that’s not a strategy, it’s a tactic – and not a great one at that. For Sue Singh , Customer Success and Project Manager at NextBee, strategy makes her want to say: “Nah, I just spent the last few hours wasting my time or twiddling my thumbs.”. I just wanted to touch base”.

Sales Hiring 134

Sales Hiring Underperforming Technical Team Sales Sales Enablement 134

How To Buy Saas

FEBRUARY 25, 2025

Effective sales teams are also 81% more likely to be consistent CRM users , underscoring how vital these systems are for success. By the end of this guide, youll have a clear understanding of each platforms strengths, weaknesses, and ideal use cases. Rapid SMB adoption with 200K+ customers. Lets dive in!

Scale 52

Scale Underperforming Technical Team Technical Review Software Review 52

SaaStr

JULY 1, 2020

She manages a huge global team. It has a portion of its revenue that’s very sensitive to the economy and a lot of startups in the customer base, good and bad, right? Sam will have a lot of interesting perspectives on how he manages his team through these times. Four, people in the sale? Jason Lemkin: None.

Merchant Services 265

Merchant Services Scale Sales Recruiting Sales 265

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. Short on time?

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

Casey Accidental

MARCH 29, 2022

Non-sexy things include general user experience improvements, performance, developer velocity, infrastructure, technical debt, and, fortunately less than it used to be, growth. But I urge everyone I can in product to develop the intuition to support these initiatives without making teams jump through hoops to justify these investments.

Investment 139

Investment Underperforming Technical Team Scale User Experience 139

Sales Hacker

APRIL 21, 2020

In my experience, getting caught up in shiny objects (like great numbers) during the hiring process is a straight line to Disasterville, and when the cost of a bad hire is painfully significant , it pays to take a measured approach. Turns out, the candidate was scared, rather than excited, about their exit strategy.

Sales Hiring 124

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 124

Sales Hacker

APRIL 25, 2019

I am passionate about helping small to medium-sized businesses (SMBs) accelerate their growth with outbound sales. And while strategy is incredibly important, considering the cost of every piece of that strategy can be a game-changer to your bottom line. The SMB Decision: In-House vs. Outsourced Sales Development.

Outsourcing Services 98

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 98

SaaStr

JULY 29, 2022

There was another company I invested in called Automile, that for a while was quite successful in SMB fleet tracking, tracking where your fleets of vehicles are. And we’re about to add basically a team collaboration tier on top of the product. And you have to allow that, in fact, you have to support that in your sales team.

Scale 277

Scale Scaling Sales Hiring Enterprise 277

Baremetrics

NOVEMBER 9, 2021

At some point in your journey, you’ll need to think about your exit strategy from your SaaS startup. Develop a Full Marketing Strategy 2. SMB SaaS companies tend to have higher churn rates due to their lower demand and less sophisticated needs. But what’s the final checkpoint for your business? Transferability 2.

SaaS Payments 105

SaaS Payments Technical Review Development Team Review Software Review 105

Intercom, Inc.

AUGUST 29, 2019

It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. How quickly you’re able to accelerate growth depends on your ability to build a nimble sales org and develop a strong sales strategy. These lay the foundation that enables your team to run as efficiently as possible.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

Intercom, Inc.

SEPTEMBER 8, 2021

When it comes to launching sales teams in hyper-growth startups, few people have walked the walk as much as Maggie Hott. We recently sat down with Maggie to chat about all things sales – from laying down a solid foundation to hiring the right people and, finally, scaling the team into hyper-growth. Look for the team players.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

Sales Hacker

OCTOBER 16, 2020

And finding time is tough compared to an SMB executive. The days of leveraging someone’s college, hometown, favorite sports team, etc., Growth strategy. Here, you can uncover financial statuses, market research reports, internal news about their strategies, new hires, and more. Is your team using X product? ”.

Enterprise 128

Enterprise Payment Methods Payment Services Sales Hiring 128

Sales Hacker

FEBRUARY 7, 2018

Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. However, in a SaaS model , the customer acquisition team can grow revenue to $1M in year 1. If the same team keeps performing at the same growth it will achieve $2M in year 2 – whilst the renewals come in at 100%.

Scale 101

Scale Growth Hacking Scaling Sales Hiring 101

OpenView Labs

JANUARY 12, 2022

Take Stack Overflow , the world’s largest software developer network, community, and platform, serving close to 100 million monthly visitors. In fact, the team intentionally takes a non-dualistic approach that relies more on empathy, flexibility, and context than on the concept of right versus wrong. .

Leadership 76

Leadership SMB Underperforming Technical Team Scale 76

Intercom, Inc.

JUNE 6, 2019

For instance, many teams build apps on Intercom so users can leverage their workflows and services within our live chat Messenger and messages. A predictive lead scoring tool for B2B SaaS companies, MadKudu’s strategy is all about integrating with other platforms – including Intercom – to link customer intelligence and customer engagement.

Scale 190

Scale Branding Underperforming Technical Team Enterprise 190

Baremetrics

AUGUST 29, 2021

An effective sales outbound strategy needs to balance two opposing elements: efficiency vs. personal touch. Let’s say your ICP is a web developer running a startup on the East Coast. This will result in poor open and response rates. For a regular audience, this cross-platform strategy might be a little overkill.

Scale 97

Scale Startup Sales Hiring Sales 97

FastSpring

DECEMBER 7, 2023

As the Director of Corporate Development & Strategic Partnerships at WP Engine , Carl has worked on many acquisitions and partnerships, including brands like Flywheel, Perfect Dashboard, Block Lab, and recently, Delicious Brains. And then we’ll get into a little bit of the strategy discussions we talked about a minute ago.

Software Review 148

Software Review Technical Review Development Team Review Branding 148

Baremetrics

JANUARY 24, 2021

This is when the good stuff starts to happen within a subscription business In this post I’m going to share the strategy and steps we followed to reduce our monthly customer churn by over 70%, and explain how we positioned Nudge Coach for efficient, long-term growth. Table of Contents. It took us over 9 months, but here’s how we did it.

Churn 71

Churn SaaS Payments Payment Methods Payment Solutions 71

Sales Hacker

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. We’ll look at the strengths of each type of sales, why you need both of them in your team, and how to determine the best balance for your organization. What is inside sales? What is outside sales.

Sales Hiring 97

Sales Hiring Scale Sales Recruiting Payment Methods 97

Point Nine Land

JUNE 18, 2023

You can also see right away that, for instance, month 5 was an unusually bad month for the April 2020 cohort. a churn or retention rate you’d be happy with), red for “bad” values, yellow for “OK”, and gradients for values in between. How can different teams use cohort analysis to make better decisions?

SaaS Payments 128

SaaS Payments Payment Services SaaS Payments 128

SaaStr

SEPTEMBER 13, 2020

374: ZoomInfo founder and CEO Henry Schuck shares how he built a business from scratch and grew it into one of the most successful IPOs of the 21st century—and what it was really like…the good, the bad, and most of all, the ugly. If you think of this from a market size standpoint, there’s often this debate, is that good or bad?

Sales Hiring 235

Sales Hiring Scale Payments Cloud 235

Sales Hacker

AUGUST 23, 2018

There’s a general tendency among most frontline sales teams to sell to enterprises and become the next Salesforce. But only if you have the capacity or if your product is specially developed to solve their problems. Starting off with SMB sales can be an advantage. Ask them: How badly do they need a product like yours.

B2B 72

B2B Development Team Review Underperforming Technical Team Sales 72

FastSpring

JUNE 11, 2024

And of course, I’ve known you for forever and a day and really looking forward to picking your brain here to talk about advanced strategies for digital product companies. SEO work as well as content marketing and strategy. So a really bad affiliate would be maybe someone with malware that’s stuffing cookies in browsers.

Sales Recruiting 113

Sales Recruiting Software Review Payment Solutions SaaS Payments 113

Totango

JULY 8, 2021

To move away from this pattern, we suggest organizations put in place an early customer warning system that enables their customer success team focus on proactive customer retention. We find this solution works best for teams operating in a high- to medium-touch engagement model. How to Build An Early Customer Warning System.

Systems Review 66

Systems Review Underperforming Technical Team Payment Features Churn 66

FastSpring

APRIL 4, 2024

As an experienced sales and GTM leader, John Eitel has more than witnessed how product-led growth (PLG) has affected the tech and SaaS space in the last few years — he and his teams have been up close and personal with how PLG increased in popularity as a sales strategy. “I And it makes up for a lot of bad product experiences, right?

Scale 157

Scale Sales Payment Methods Merchant Services 157

SaaStr

OCTOBER 31, 2019

Before I joined the venture capital industry many years ago, I was a software developer, and I worked for a startup around the 2000 time period. Contrast that with companies that might also sell into the SMB segment of the market where the ASPs, the average deal sizes are lower. I think it’s a really staggering stat.

Cloud 113

Cloud Scale AWS Artificial Intelligence 113

ChurnZero

OCTOBER 15, 2021

During one of our BIG RYG Hyper-Workshops on budgeting for Customer Success headcount, Kristen Hayer of The Success League, framed this shift by explaining that as a CS leader, you’re not running a happiness team, you’re running a revenue team. CS moves to a land-and-expand strategy. NRR is your “friend”.

Customer Success 97

Customer Success Benchmarks Scale Underperforming Technical Team 97

Andreessen Horowitz

NOVEMBER 17, 2023

In this conversation recorded at ELC 2023, Segment’s former CRO Joe Morrissey and former chief product development officer Tido Carriero discuss how they turned sales-product tension into a successful $3.2B The problem is the sales team. The sales team don’t know how to sell the product. It’s a familiar story.

Sales Hiring 96

Sales Hiring Scale Sales Underperforming Technical Team 96