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11 questions you NEED to ask when hiring a SaaS VP Sales

11 questions you NEED to ask when hiring a SaaS VP Sales

Ready to hire your first VP Sales for your SaaS business, but haven’t done it before?   Let me give you a partial interview script that may help.  You’ll have to vary it for different types of SaaS businesses, but it will work for all SaaS companies from £10m ARR to £200k ARR — a wide range! After that, you’ll…

5 tips to help you avoid screwing-up a sales interview!

5 tips to help you avoid screwing-up a sales interview!

I’ve spent the overwhelming majority of the last 20-years in and around sales functions, either working within them as a sales person, hiring as a sales leader or working with hiring managers to recruit top sales professionals. During this time, I’ve witnessed some fundamental interview mistakes which, for any sales person who has been in the work-place for a reasonable…

The game is up! You’re going to miss your target… and there’s NOTHING you can do about it!

The game is up! You’re going to miss your target… and there’s NOTHING you can do about it!

As we head towards the end of the quarter, and the end of financial year for most, there will be a high number of sales guys and girls across the SaaS industry faced with the prospect of coming-up short on their quota. You may be clutching on to a deal or two in your pipeline, but in your heart of…

Hiring a Marketer: 4 common questions asked by SaaS start-ups

Hiring a Marketer: 4 common questions asked by SaaS start-ups

Why should I hire a Marketer?   The B2B landscape has changed in recent years and with that so has B2B buying behaviours. A recent study showed that in today’s market B2B buyers complete between 50-90% of the sales process BEFORE even speaking to a sales person. With a vast range of information available on the internet, customers want to…

When should a SaaS start-up hire the first sales person?

When should a SaaS start-up hire the first sales person?

Answer - Once you have proven you can sell your product multiple times. The actual number will depend on your deal size, but you need to prove it can be sold and it works. Even better if you have evidence of genuine renewals to provide you with great case studies.   I’m not talking about POC customers here, actual paying…

Silver Bullet

Silver Bullet

New Year, new start? Nah…   Forget New Year resolutions, they are a waste of time with less than 8% of people achieving their goals, according to statistics.   Improvement requires goal setting and measurement. Whatever is measured improves, including yourself. Self-evaluation, personal goal-setting and personal improvement needs to be a continual process to stand any chance of being successful…

Another mistake start-ups make…

Another mistake start-ups make…

The article below lists 11 common reasons start-ups fail. But I feel it left out a vital one... Talent Acquisition. In any business, hiring the right people is paramount to the businesses being a success, but even more-so for start-ups. Making the right hires can help to build a strong culture, have a team that are committed to making the…

Flexible working – a new age of employment?

Flexible working – a new age of employment?

Given how easy it is to work remotely these days, it's a surprise to learn that many companies still don't offer flexible work environments. There are various reasons as to why this is, including a lack of investment in the right technology to enable flexible working, a lack of trust in their employees or even an assumption that employees need…

Bad sales hiring is the death knell of your business

Bad sales hiring is the death knell of your business

Why do so many companies undervalue the importance of hiring great sales people? The majority of my 18 years in recruitment has been focused on helping clients recruit sales people across a multitude of sectors. I can say with a great deal of confidence the majority have next to no structured hiring plan when it comes to sales people. Sales…

Hiring a sales person? Try this great interview approach

Hiring a sales person? Try this great interview approach

I have been involved in recruiting sales people now for the best part of 18 years. Sometimes on behalf of my clients, sometimes for my own teams and own businesses. Getting it right all of the time is impossible, getting it right most of the time is vital! Good sales people are not cheap to hire, they are the face…

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