Sales Hacker

OCTOBER 17, 2023

Chuck is the co-founder of Blueprint Expansion , a GTM roles recruiting firm that has helped over 50 VC-backed companies make amazing Sales, Marketing, & Customer Success hires. This week we have a special 2 guest episode, with the best hiring guru’s in the game, Chuck Brotman & David Teichner.

GTM 104

GTM B2B CRM Launch 104

Cerebral Selling

AUGUST 8, 2022

For salespeople, the pendulum has swung – from pandemic-driven job losses all the way to labor shortages that fueled a candidate-centric recruiting market, back to the current climate of fiscal tightening and unfortunate layoffs. The disruption will continue, particularly as technology advances and disrupts work as we know it today.

Sales 199

Sales Contract Clients Quota 199

Veloxy

JANUARY 20, 2023

How can a salesperson meet all of these standards while also enjoying what they do? How can a salesperson meet all of these standards while also enjoying what they do? What if the answer was this: Be more human. Share the Intangible Benefits of Your Solution What is Cultural and Business Anthropology?

Sell 246

Sell Quota Sales Cold Call 246

Understanding the Sales Force

FEBRUARY 9, 2024

Suppose you have a project or task that you don’t particularly enjoy doing, but despite your lackluster feeling, must complete it. Do you seek out the most efficient way to complete the project or task, or default to the most inefficient way to complete it? For HR, that’s part of their job.

Clients 77

Clients Quota Sales Process 77

Understanding the Sales Force

APRIL 22, 2024

” Thirty-two years ago, when we decided to make major landscaping improvements to our first home, the landscaper got out of his truck, looked around and yelled loudly enough for every neighbor within ten miles to hear, “Homeowner landscaping!!” Do you know where this is going? ” He was right.

Drivers/motivators 81

Drivers/motivators Construction Sales CRM 81

Veloxy

MARCH 16, 2022

Did you know that more than 50% of college graduates will start their career in sales? You have to handle rejection, find a balance between being persuasive and demanding, and have perfect listening skills, among others. Where do you want to be in 10 years?” recruiters, sales executives will seek you out).

Pharmaceutical 223

Pharmaceutical Commission Inside sales Sales 223

Hubspot

APRIL 15, 2024

It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible. Let’s take a look at what they had to say. 7 Habits of Highly Successful Prospectors 1. They balance realism with aspirational goals.

Cold Call 80

Cold Call Territory Prospecting Sales 80

Salesforce

OCTOBER 30, 2023

We know that the Setup menu is in a certain spot, and our tabs are in familiar places. But as you learn how to become a Marketing Cloud Administrator, you’ll notice that when you get into Marketing Cloud, everything looks completely different. Hi, I’m Kaelan!

Start-ups 130

Start-ups Consult Drivers/motivators Networking 130

SaaStr

JANUARY 5, 2024

Getting Outbound off the Ground in the Early Days Whatever stage your company is in, you can map wherever you are to outbound and use this article to either create, scale up or improve your outbound SaaS sales. Start with who you are targeting in your own network. Instead, they approached it more strategically.

Quota 98

Quota Commission Networking Drivers/motivators 98

Sales Hacker

JUNE 10, 2021

There’s one thing recruiters are unanimous about. But you can train your HR team to overcome these hurdles. Our recruitment team at EASI has gotten really good at this. And we’re here to discuss several actionable steps you can take toward improving your recruitment process just like we have. Leadership.

Teamwork 104

Teamwork Sales Commission Negotiate 104

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. What he’s learned on both sides of the VC table is that the bar is really high for most VCs. And that’s what makes the bar that much higher.

Quota 101

Quota Finance Drivers/motivators GTM 101

SaaStr

SEPTEMBER 13, 2020

Recruiting is tough. I certainly don’t do it well enough. But to be a great CEO, you need to find a way to force yourself to be a great recruiter. Let me share some learnings, and what I do now to force myself to be a better recruiter. Great things will happen if you do. Find a way.

Networking 144

Networking Clients Closing Start-ups 144

Search Engine Land

OCTOBER 9, 2023

Whether you’re working in SEO , PPC or somewhere in between, salaries are always a contentious subject. Knowing that marketing salaries can be hard to navigate from an employer’s perspective, how should you ensure you’re fairly compensated for your knowledge and experience as an employee? Know what’s realistic.

Negotiate 115

Negotiate Pharmaceutical Gambling Entertainment 115

Martech

DECEMBER 26, 2023

Channel partner marketing means efforts to recruit and support third-party partners to expand a vendor’s market access. At that point, it’s time to take a pause to review and ensure that it’s easy for partners to find and access what they need to be most effective. No surprise, complexity and duplication began to creep in.

B2B 106

B2B Cross-sell Hospitality GTM 106

Lead Fuze

DECEMBER 15, 2023

But dig a little deeper and you’ll find their secret weapon – an unbeatable team of talent! That’s no coincidence – it’s the result of a carefully designed recruitment plan. This post will take you on a journey through the ins and outs of crafting winning recruitment strategies.

Referrals 52

Referrals Objectives and Key Results Niche Strategize 52

Salesforce

FEBRUARY 12, 2024

What you need to know When we say “Salesforce ecosystem,” we mean the thousands of companies and organizations worldwide who run their businesses on Salesforce. They’re looking for knowledgeable Salesforce Administrators, Developers, Business Analysts, Salespeople, and more to run their companies successfully.

Relationship building 116

Relationship building Niche Contact Trust 116

Salesforce

DECEMBER 12, 2023

But being able to close deals doesn’t automatically make you a good leader. While a player might be able to execute seamlessly — passing, running, tackling — they don’t necessarily know the best play to run. What you’ll learn: What is sales leadership? Learn more What is sales leadership?

Sales 59

Sales Strategize CRM Drivers/motivators 59

SaaStr

AUGUST 30, 2022

It’s all looking strong, and yet … it’s really the other co-founder that should be CEO. And both really can be co-CEOs, no matter what the titles are, up to that point. But after that, it starts to break down when you have to recruit a true management team, and in many cases, additional capital.

Start-ups 91

Start-ups Trust Engineering Product 91

Search Engine Land

JULY 14, 2023

Win-back campaigns where customers haven’t shopped yet or rediscovered you. If you only focus on direct conversions, the whole picture of your impact on the company has been missed. Here are some examples of metrics you may not be using but could be a good way to show your true value as an SEO to your organization.

Conversion 91

Conversion Commission Drivers/motivators Territory 91

Martech

MARCH 12, 2024

Here’s a list of key things CEOs should know about social media in business marketing. To do that, you must invest in finding the connection. To do that, you must invest in finding the connection. But if you don’t look…you won’t find it. Do we have a strategy? Do we need one?

B2B 78

B2B Strategize Networking Promote 78

SaaStr

OCTOBER 20, 2023

What Happened? Ok to some of you this will make no sense. It may not be 100% logical, but looking back, here’s where I see it happen: A new VP of Sales comes in. Their comp goes down, or simply, looks harder to achieve. She said the next year just looked a lot harder. Always a risky time. I asked her why.

Sales 79

Sales Start-ups Up-sell Engineering 79

Search Engine Land

APRIL 17, 2024

You don’t need to take any action on your existing setup. For example, you could mark an important event like a purchase or newsletter subscription as a key event. “A A key event is an event that you mark as important to your business. And is there anything I need to be doing?” So, what is highly valued by the C-suite?

Conversion 120

Conversion Gaming Objectives and Key Results Referrals 120

SaaStr

JANUARY 30, 2021

Second Timers know. What I can tell you both mathematically and qualitatively, is that you almost can’t hire a VP of Marketing too early. What I can tell you both mathematically and qualitatively, is that you almost can’t hire a VP of Marketing too early. But she can help.

Up-sell 140

Up-sell Start-ups Pipeline Sell 140

SaaStr

OCTOBER 27, 2022

In SaaS, I think one of the biggest traps you can get yourself into as a founder is doing Low ROI things for one minute longer than you have to. You need engineering, product in all start-ups — but in SaaS, even in the very early days, you also need sales, client success, true support, demand gen marketing, etc.

Clients 114

Clients Growth Start-ups Engineering 114

SaaStr

MAY 31, 2021

Patrick Collision, CEO and co-founder of mammothly successful Stripe, a while back put together a list of things to do from age 10 to 20 to be a successful entrepreneur. I do wish I’d done all those things. And paying a little more for a lot more experience can be one of the top investments you’ll ever make.

Start-ups 125

Start-ups Growth Closing Engineering 125

Sales Hacker

NOVEMBER 3, 2023

This week, I’m breaking down what we’re seeing and hearing in the market and what candidates can do to differentiate in the hiring process. Recruiters are still reporting it as a challenging time to fill roles, with both employers and candidates being more gun shy than previously. Lots of talented folks are seeking jobs.

GTM 87

GTM Represent Growth CRM 87

SaaStr

MARCH 19, 2024

What does it take to become a founder, and how does it differ from operations? At hypergrowth companies raising a lot of VC money, you contemplate how to do things in a capital-efficient way, but there’s always a need for more — more pipeline, more tools, etc. As a founder, you have to know the why — why do we exist?

Networking 80

Networking Finance Pipeline Engineering 80

SaaStr

DECEMBER 1, 2023

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. While this topic isn’t new, you want to avoid getting this hire wrong. So, let’s look at the top 10 mistakes Jason sees in the VP of Sales hiring process. But they never understand the product.

Quota 60

Quota Gaming Sales Up-sell 60

SaaStr

NOVEMBER 25, 2020

A great VP of Sales has to have recruited at least 2-3 quota-carrying sales reps before under her to succeed on her own. If you can avoid most things on this list — your odds of success go up. 15 Things Not to Do as a First-Time VP of Sales: Pretending you know how to do something you don’t.

Quota 138

Quota Sales Drivers/motivators Up-sell 138

SaaStr

MARCH 5, 2021

When you go to raise venture capital, if you are in the fortunate group of start-ups with access to venture capital, you’ll either have options (more than one VC wants to fund you), or you won’t. You’ll also have options in that scenario. You’ll also have options in that scenario.

Price 130

Price Up-sell Start-ups Promote 130

SaaStr

AUGUST 7, 2021

So if you take some of these issues off the table, maybe, it will increase the odds in your favor with fundraising in general. I take it as a given you know your existing customers — even if it’s just 2 or 3 of them (ideally 10 for me). So I always have to pass here, no matter how good the metrics look today.

Up-sell 135

Up-sell Pitch Represent Price 135

Partners in Excellence

JULY 6, 2023

Yes, I know the majority of you, justifiably, will think this title is an oxymoron. This impression is reinforced by the imitative behaviors we constantly see in selling, focused on doing more of what we know doesn’t work, but doing it because that’s what everyone does.

Sales 91

Sales Quota Pitch Start-ups 91

SaaStr

JUNE 22, 2021

The other day I saw a VP of Sales flame out and resign with no notice from a SaaS company doing $10m ARR growing quickly. And a VPS convinced he had to do it his way. But it’s more common than you’d think. What 3 factors/skills must every VP of sales possess? Ability to Recruit a Large and Successful Team.

Cross-sell 122

Cross-sell Sales Start-ups Up-sell 122

Martech

OCTOBER 2, 2023

Just because we walked to school in the snow barefoot uphill (both ways), doesn’t mean we should make our successors do that merely to build character. Looking at this from a broader perspective, this isn’t necessarily a new problem. In the first case, you know that training is specifically what you need.

Drivers/motivators 112

Drivers/motivators Education Technology Technology 112

Sales Hacker

FEBRUARY 10, 2021

Whether you need to hire dozens of sales reps in the next few months or you’re a scrappy startup and need your first three sales hires, building a business will nearly always involve hiring for sales. Although hiring is the hardest job we have to do as sales leaders, it’s certainly one of the most important tasks to get right.

Sports 139

Sports Negotiate Technique Presentation 139

Martech

APRIL 18, 2024

You don’t need to take any action on your existing setup. For example, you could mark an important event like a purchase or newsletter subscription as a key event. “A A key event is an event that you mark as important to your business. And is there anything I need to be doing?” So, what is highly valued by the C-suite?

Gaming 103

Gaming Conversion Objectives and Key Results Referrals 103

Openview

JANUARY 7, 2019

“When I think about working with a recruiter I cringe.”. I’ve spent 20 years working with recruiters and talent leaders in HR Tech sales (plus the last 3 in recruiting here at Avenue Talent Partners) and I want to address the elephant in the room: sales recruiting as an industry is cringe-worthy. Here’s how to do it.

Sales 94

Sales Gaming Clients Process 94