HubSpot’s Best Practices for Managing SaaS Inside Sales

For Entrepreneurs

Best practices for inside sales managers. An interview with Mark Roberge, VP of Sales at HubSpot, discussing how he blends science and process with the art of selling. Building for Success SaaS Sales & Marketing Machine Hubspot Inside Sales inside sales management SaaS inside sales SaaS sales SaaS sales managementHubSpot is a SaaS company selling Inbound Marketing software.

Improving Sales: The Excuse Departement is Closed

Both Sides of the Table

Specifically what is often not in the DNA of founders are sales skills. The result is a lack of knowledge of the process and of sales people themselves. I had never had any sales training so everything we did for the first couple of years was instinctual.

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Trending Sources

10+ Trends: Recap of 2011 and What’s Next…


But even more exciting is when I see inflection points of adoption — which is why 2011 was a particularly exhilirating year for me. What We Saw in 2011…. 2011 was finally the year when the media spotlight shone on how under-represented women are in almost all power structures in business, government, technology and media – and how crucial it is that we leverage the leadership skill set that they bring to the table to tackle the problems facing the world today.

Mobile: A Walk Down Memory Lane, 2000 to 2011 - NextWala


Congratulations to Rashmi, Jon & Amit at Slideshare for LinkedIn sale. Mobile: A Walk Down Memory Lane, 2000 to 2011. June 2011. January 2011. Mobile-Only is the Future: A Rebuttal » June 16, 2011. Mobile: A Walk Down Memory Lane, 2000 to 2011.

How to value your company for sale (Part 1)

A Smart Bear: Startups and Marketing for Geeks

I recently helped a friend broker the sale of his small, bootstrapped company. This is a smart guy with experience and a logical approach to such things, but the way he was initially trying to value his company was not only wrong, but the wrong way to think about the entire sale.

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Why I Quit My Job to Start a Tech Company

Vinicius Vacanti

One was Chad Hurley, fresh off his recent sale of YouTube to Google, and the other, wearing sandals, was a still unknown pre-&# The Social Network&# Mark Zuckerberg.

Entrepreneurs Need to Learn to Be Good at Sales

Startup Professionals Musings

Generate leads using social media, but don’t rely on it alone to make sales. Facilitate a transition to a private environment for closing a sale. As you go through the sales cycle with your customer, there comes a point when it’s natural for the transaction to conclude.

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Hiring – Easy as Pie

Steve Blank

Don’t start with the candidate (board member x has a great VP of sales he knows, founder y wants this CEO he met at a conference, etc.). Over the last few weeks I’ve gotten involved in hiring for two startups, a public agency and a non profit.

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It Takes a Customer Sale to Prove a Business Model

Startup Professionals Musings

Of course, one sale isn’t really enough, so you need to get the first customer to recommend you to a second, and make sure rate of sales ramps up quickly enough to keep the business alive and growing. If you lose money on every sale, it’s hard to make it up in volume.

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Bonfire of the Vanities

Steve Blank

When I was in my 20’s, I was taught the relationship between marketing and sales over a bonfire. And once we went public, we hired a veteran VP of Sales from Honeywell. As we typically did, I printed up several thousand to send out to the sales force.

5 Common Sales Mistakes

Entrepreneur Success Blog

For instance if they are an amiable, you don’t jump into your sales pitch, you might ask them if that is a picture of their kids on the desk and have a conversation about what their hobbies are. However if you are with an expressive (that’s me) it’s more of an emotional sale.

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How do I get my first few customers?

A Smart Bear: Startups and Marketing for Geeks

I had none of those things at Smart Bear , no unfair advantage at all, no network, no blog, no insights, no sales skills, no marketing skills, not even a particularly good product. How-To marketing sales starting(Powered by LaunchBit ).

The Helsinki Spring

Steve Blank

The number of serial entrepreneurs is very low and until recently most of the talented sales and marketing professionals choose to work for Nokia.

Special: Top 50 Israeli Startups for 2011

VC Cafe

The top 15 companies were selected for their “health&# – they all make north of tens of millions in sales, employ a large number of people and measure themselves in business fundamentals rather than exit dreams. Top 50 Israeli startups for 2011.

10 Marketing Lessons for Early-Stage Tech Startups

Both Sides of the Table

Marketing futures can be really good for enterprise software companies where the information is passed between sales rep and potential customer in terms of near-term roadmap. Sales & Marketing Advice Startup Advice

Business 2011 - Optimism, But Heed the Lessons

Startup Professionals Musings

Even though it has been a long haul, it’s nice to see some optimism surfacing in 2011. A majority of small business leaders intend to be more aggressive in 2011 by implementing a range of actions to advance their businesses.

Pain on Sale. Anyone?

Life Beyond Code

Some good news – the right kind of pain is on sale, too, if you are willing to look for it. If education is the right kind of pain, it’s on sale via others experiences shared on blogs, twitter and via videos. Main Page pain pain on sale pleasure tony robbins

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Should Startups Focus on Profitability or Not?

Both Sides of the Table

The most obvious way to explain this is with sales people. If you hire 6 sales reps in January at $120,000 / year salary then you’ve taken on an extra $60,000 per month in costs yet these sales people might not close new business for 4-6 months.

From the Sales Cycle to Innovation Nibbles

The Product Guy

On Starting Up… [link] Hop on the sales cycle. Every week I read thousands of blog posts. For your weekend enjoyment, here are some of those highlights. What are you reading this weekend? On Design & Product Experience… [link] Welcome the beauty of failure.

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10 Rules For Writing An Effective Sales Letter by Yaro Starak

For people who hate cold calling, a sales prospecting letter that converts well can be a golden ticket to a successful start-up. What I find tragic, however, is the amazing number of freelancers and larger businesses who put time and effort into sending out sales letters and emails without even taking the basics of copywriting into consideration. They seem as if they’ve all come from the same template on some sales letter example website.

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The Oxymoron of Small Business Social Media Marketing

A VC : Venture Capital and Technology

This means that, unless you can show immediate sales through engaging on social websites, the value is not seen by many a small business. I’ve worked with a great number of small businesses that I admire, both as social media consulting clients as well as potential customers.

5 Stages of the New Sales Cycle

Duct Tape Marketing

5 Stages of the New Sales Cycle This content from: Duct Tape Marketing Generating and converting leads is mostly what marketing is about. Below are the 5 stages in the new sales cycle. Listen – The very first stage of the sales cycle today involves intent listening.

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The Amazing Power of Deflationary Economics for Startups

Both Sides of the Table

In order to grow we hired successful and expensive sales people who in turn were able to (and incentivized to) sell projects at higher margins and close big deals. I’m often asked by people what investment areas interest me.

Understanding How Dilution Affects You at a Startup

Both Sides of the Table

Listen, understanding the world of valuations and how equity gets split on a sale is a whole lot more complicated than the graphic depicts. This post originally appeared on TechCrunch. Dilution. Or as industry insiders call it, “taking a haircut.”

Never Ask a Busy Person to Lunch. Here’s Why:

Both Sides of the Table

Let’s say it’s for biz dev purposes, or you’re pitching investors, recruiting, or it’s a sales meeting – whatever. It’s great for sales meetings where you can show your prospects what kind of organization you have.

Lead, Follow or Get the Fuck Out of the Way

Both Sides of the Table

They are great at their respective fields whether they be marketing, sales, programming, PR, whatever. Today’s post courtesy of the Dave McClure school of vocabulary. About a month ago I was meeting with a seasoned entrepreneur.

Why You Need to Take 50 Coffee Meetings

Both Sides of the Table

Talented brand sales people? 50 coffee meetings. It should stick in your head as a metaphor for networking. For getting outside of your comfort zone. For starting relationships today that won’t pay off for a year. It’s the entrepreneur’s equivalent of “ 10,000 hours.&#.

[Competition] Startup Open 2011 Starts… Opens… Launches!


A startup moment is defined as any action related to launching a new business, such as incorporating a company; officially opening the doors for business; completing a first sale; or securing outside funding.

I Don’t Hate Marketing

Feld Thoughts

And, the second part of the quote could be applied to almost all aspects of a startup business including sales, finance, etc. One of the jokes in my little universe is that “every time I hear the word ‘marketing’ I throw up a little in my mouth.” ” I’ve been joking about this long enough that it’s become conventional wisdom that I hate marketing.

Quick Practical, Tactical Tips for Presentations

Both Sides of the Table

This might be a VC meeting but also might just be a sales or biz dev meeting.

Invest in Israel Newsletter September 2011 Edition

VC Cafe

See the September 2011 edition after the jump. Telmap, which provides mapping, local business listings and other location-based services, has been profitable since last year, with sales for 2010 reaching $28 million, and an expected turnover of $33 million for 2011.

Hiring Employee #1

A Smart Bear: Startups and Marketing for Geeks

Remember, tech support is sales ! You’re not hiring a Systems Engineer III for IBM or a Senior Regional Sales Manager for Dell. (Powered by LaunchBit ).

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5 Ways To Make An Email Newsletter Your Best Sales Tool

Duct Tape Marketing

5 Ways To Make An Email Newsletter Your Best Sales Tool This content from: Duct Tape Marketing. No matter how enamored you may be with social media, email still outpunches just about every tool out there when it comes to cost effective lead conversion.

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10 Surprising Brand Winners of 2011

Inc Startups

Some corporate, personal and conceptual brands captured unexpected headwinds in 2011. By remaining focused purely on business folk, LinkedIn established itself as the go-to site for recruiting, job-hunting, and developing sales contacts.

Gnip Is On Fire

Feld Thoughts

Oh, and they are hiring as fast as they can find great people ; across the spectrum (business, sales, & engineering). I expect we’ll look back on 2011 as the year that Gnip went from a highly product development focused company to a company that was firing on all cylinders. One of my favorite times for me in the life of a company is when it finds its sweet spot and really turns on the juice.

The unfortunate math behind consulting companies

A Smart Bear: Startups and Marketing for Geeks

With all these new tasks, there’s no way you can also manage the projects and client relationships and internal product development, so you’ll need a project manager or a sales person or an office manager or some kind of help, and all of those come out of your profits.

Whom Should You Hire at a Startup? (Attitude Over Aptitude)

Both Sides of the Table

It means somebody who held the director of sales in their last company but in this company wants to be VP. This post originally ran on TechCrunch. Startups. We know the mantra: Team matters. Is this philosophy exaggerated? Overrated? Cliché? Team is the only thing that matters.

Raise Cache

A VC : Venture Capital and Technology

The early bird sales close sometime on thursday so if you want to get a discount (other than student discount), get your tickets now. On the evening of November 17th, the NY tech community is going to throw a party to raise $100k for HackNY.

Why your company should have a single email address

A Smart Bear: Startups and Marketing for Geeks

This guest-post is from Joannes Vermorel, founder of Lokad which produces sales forecasts for off-line companies. As a result, the pitch was less than useful, and the sales team appeared clueless.

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A Detailed Sample Restaurant Sales Forecast

Up and Running

Magda was looking at forecasting sales for a small restaurant. Magda isn’t turning to some magic information source to find out what her sales will be. She should also add a row for Other, because there are always miscellaneous sales.

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