This post by Dave Kellogg gives a fresh and realistic approach to probabilistically hitting sales forecasting. By following Dave’s suggestions, your VP of Sales will be empowered to start drawing connections with frequency.
Every startup CEO will face the question, “When do I hire a CMO?” and the answer may seem obvious after reading this SaaStr article.
Greylock Partners puts it best; Startup growth is different than traditional growth. So what does that mean for your teams that own growth metrics? This article explores the details behind the differences and how you can build a growth team to tackle the unique challenges your company will face while scaling.
Sales pitches are often the same mundane, ineffective tactic every company uses. This article by The Mission goes into detail why Zuora was the best sales pitch they’ve seen to date, including the surprisingly pleasant (and counterintuitive) approaches that made the biggest difference.
Once a company has about 10 customers, a marketing executive is a key hire. Many qualified SaaS marketing hires will be best suited for corporate marketing because of their experience with larger SaaS companies. But, this may not be the best fit for a startup SaaS company. This SaaStr articles describes the reasons why a marketing person who excels in demand generation may in fact be the best fit.
Many startup companies face the same problem as they scale – sales targets are missed. A common source for this problem revolves around failure to hit sales hiring targets. This thinkgrowth.org article provides an in-depth look at the formula that will assist in visibility with this issue and ensure success during this key transition point in a company’s growth.
As a company grows, salespeople will shift from information disseminators to value-added consultants. At this point, a granular sales process is key to ensure all employees are speaking the same language and understand company expectations for customer acquisition and success. This First Round Review article uses Wildfire’s Stage Management Guide to explore the benefits and best execution methods for a granular sales approach.
As a company approaches $1.5M ARR the dynamics rapidly change. It’s imperative to hire the right revenue team because if not time is wasted and a company may not be able to scale. This SaaStr article explores why there needs to be a level of comfort spending $3M to get a real marketing and sales team up-and-going.
From startup to scaled, there can be a lot of bumps along the way. HubSpot was no different as they found themselves stuck between product market fix and the next step. They took what might seem like an unconventional approach leaning hard into their weakness and reinventing their strategy completely. Every portion of the business was affected and the results were significant. This Readthink article dives into HubSpot’s playbook for real takeaways on a successfully scaled business.
Most of the time a Vice President of Sales will fail in the first 12 months. And, it will cost the company. At about $20M ARR a company needs to pivot from being tactical to strategic with sales. This SaaStr article explores the when, how and who to hire when sales needs to the taken to the next level.