Catch Up on the The Amazing Sessions from the Summer Social!

Missed the SaaStr Summer Social? Good news: all the sessions are now on-line! We’ve got:
  • The CEOs of red-hot PagerDuty + Algolia, talking about how to scale sales and culture, with customers Small, Medium and Large
  • The co-founder and President of unicorn Medallia with Sequoia Capital + CEO of Clari, on all the lessons learned building an inconic SaaS company
  • The VPs of Sales of newly-minted unicorn Duo Security + LinkedIn/EchoSign/Talkdesk on hiring a Great VP of Sales and more;
  • The CIOs of Uber and Netflix talked about how and why big companies really buy from SaaS startups (you will learn a lot from this one)
  • and more!
These really were great sessions. Check ’em out here:   The post Catch Up on the The Amazing Sessions from the Summer Social! appeared first on SaaStr.

Use These Real-world Assessments to Hire Your Next BDR Manager

Hiring successful BDR managers is no easy feat, but it’s crucial to the long-term success of your sales team – BDR managers own the top of your lead funnel, and often the talent pipeline for your company as well. You task them with hiring junior team members and ramping those new hires quickly on your product, market and sales process. They must handle all of that while facing an extremely high turnover rate, competitive market/comp while likely building training, processes and operations on their own. In my experience, few individuals stay in the front line BDR Manager role for more than a few years. The BDR Manager job is a stepping stone to the next thing – maybe a BDR Director, an AE role, or even managing a full cycles sales team. So you have a choice to make in recruiting: Do you take a risk on a first-time manager
Continue reading "Use These Real-world Assessments to Hire Your Next BDR Manager"

Solving the SDR Debate: Sales or Marketing?

It’s an age-old question: should SDRs report to sales or marketing? Ask five people, and you’ll get five different answers based on individual experience and factors ranging from company stage to the SDR career path to the individual personalities and preferences of a company’s heads of sales and marketing. It’s a complex issue that is always evolving as the marketplace changes. As someone who is often caught in the crossfire between sales and marketing (it’s part of my job description as the VP of Go-to-Market here at OpenView) I was delighted to have the opportunity to host a panel of industry leaders with diverse opinions about and varied experience with this very issue. As part of our Go-to-Market Forum, Casey Cheshire of Cheshire Impact moderated a panel with Natasha Sekket, VP of Demand Generation at ClickSoftware; Frank Ernst, Vice President of Sales Development and Inside Sales at Zuora;
Continue reading "Solving the SDR Debate: Sales or Marketing?"

Sample Daily Report to Your Manager

When you are one of the first 10 business development reps at a startup, processes and policies are likely few and far between. The lack of bureaucracy is probably one of the reasons why you joined the team. That said, I am willing to bet you don’t have adequate sales ops nor training resources to support you. It is critical then for you to learn ways to effectively self-manage early in your career and in the company’s development so you and the company can achieve your full potential Below are guidelines you can follow to create a daily email report to show management your progress and to ensure your results are in line with their expectations.

But first, why is this even important?

Before we talk about how to create a performance report to your manager, let’s make sure we are on the same page on why doing so is
Continue reading "Sample Daily Report to Your Manager"

SaaStr Podcast #135: Auren Hoffman, Founder & CEO @ Safegraph on Why Raising Prices Is Not A Good Idea

Welcome to Episode 135! Auren Hoffman is the Founder & CEO of Safegraph, the startup that is unlocking the world’s most powerful data so that machines and humans can answer society’s toughest questions. They have backing from likes of Naval Ravikant and prior guests of the show including SignalFire, IDG Ventures, and David Rodnitzky, just to name a few. Prior to Safegraph, Auren has an astonishing 5 successful exits under his belt with one being, LiveRamp (sold to Acxiom for $310m in 2014). If that was not enough, Auren is also a prolific angel investor with a portfolio including the likes of ThumbTack, Rainforest QA, Brightroll, and Groupon. In Today’s Episode You Will Learn:

5 Signs Your Organization is Ready for Sales Enablement Now

The way customers approach new purchases is changing and companies using traditional methods of adding more sales reps or overlay sales to increase sales may no longer be effective or practical. Selling the way your customers want while also scaling the sales organization to drive revenue and growth is challenging. Successful sales leaders are rethinking ways to optimize their current sales force and sales enablement is addressing that challenge. But is implementing a sales enablement function the answer? Clearly it is no longer just for early adopters and enterprise level sales, and it has become much more mainstream. However, there may still be hesitation in your organization about when and if this initiative will really pay off. Investing in sales enablement is usually not a matter of if, but when. Here are five tell-tale signs that your organization is ready to make the investment with sales enablement .

1. The increased
Continue reading "5 Signs Your Organization is Ready for Sales Enablement Now"

Michele Law (Castlight Health, OpenDNS) + Mark Roberge (HBS, Hubspot): Sales Mistakes that Can Kill Your SaaS Business How to Avoid Them (Video + Transcript)

Building a well-oiled sales machine in SaaS is no easy feat. Mark Roberge, Senior Lecturer at Harvard Business School and former CRO at Hubspot, and Michele Law, former CRO at Castlight Health and former COO at OpenDNS, take the stage to talk about the top four sales mistakes that could ruin your SaaS business. But what’s more important than understanding what these mistakes are? Knowing how to rectify them, or even better, avoiding them altogether. One of the mistakes that Mike and Michele made was growing too fast. We can all agree that growing too fast can potentially destroy a business, as ironic as it may be. It’s not just about hiring as many sales reps as possible so your revenue balloons uncontrollably, but understanding the stages going into growth, when and who to hire, and more. Check out the video and full transcript to learn more about the other
Continue reading "Michele Law (Castlight Health, OpenDNS) + Mark Roberge (HBS, Hubspot): Sales Mistakes that Can Kill Your SaaS Business How to Avoid Them (Video + Transcript)"