In my experience, leading a tech company for over ten years, SaaS engineering talent is the hardest to find. I was at a barbecue over the weekend and ended up commiserating with another CEO over the challenges and philosophies around SaaS engineering quality vs. quantity. We all know that demand outstrips supply for software engineers, […]
Recruiting
Accountability and Transparency: Keys to SaaS Culture
As the CEO of martech SaaS ion interactive, I was big on accountability and transparency. My co-founders and I managed the organization around the ideas that everyone pulls their own weight and everyone else is entitled to see that. Of course when someone or some team didn’t make it happen, it was obvious to all. […]
Video: Want Your Sales Team to Sell More? Hire and Train for Curiosity.
The best sales people are naturally curious. They instinctively ask the right questions, at the right moment, in the right tone. This trait helps them gather key information, bond with their prospect, sell consultatively and win more deals. Here’s how to help your team be more curious.
Want Your Sales Team to Sell More? Hire and Train for Curiosity.
The best sales people are naturally curious. They instinctively ask the right questions, at the right moment, in the right tone. This trait helps them gather key information, bond with their prospect, sell consultatively and win more deals. According to Harvard Business Review, “Curiosity can be described as a person’s hunger for knowledge and information. […]
Video: Interview Sales Reps the Way Your Buyers Buy
Married2Growth’s Anna Talerico explains why you must interview your sales rep candidates the same way your buyers buy.
Interview SaaS Sales Reps the Same Way Your Buyers Buy
I know this sounds tough, but it’s really not. It’s just a different process for SaaS recruiting. If you find it hard, remember it’s much harder to lose time, money and momentum with bad hires.
Why “Sell Me This Pen” is the Best Way to Find the Best Sales People
Despite how cliche it is, I love to ask sales candidates to “sell me this pen” during the first interview. I can learn more about a candidate with this request than with any other question. As sales leaders, we need to consider increasing our situational questions like this one during interviews to help find the best candidates and avoid the wrong hires.
The Most Important Interview Question You Can Ask
No matter what role I am interviewing for, and what I have already asked, I have one critical question that I ask everyone at the end of final round of interviews. When a candidate has made it through all the hoops and I think I am ready to make them an offer, I end the final interview with…
Replacing Myself
After our acquisition, one of my transitional responsibilities was to recruit my replacement. This is the story of replacing myself.
Run Your Company for Good Glassdoor Reviews. And Also Don’t.
The first time I heard about Glassdoor was at one of our company happy hours, probably in 2012. Our Boston team was in town, and we took the entire company, then about 40-ish people in total, out for a private happy hour at a local bar. Looking back, this moment marked a loss of innocence for me.
