Salespeople love numbers, period. So why is it that sales leaders often credit their gut when determining if someone will be a great hire? We interview salespeople differently depending on role, experience and...

Adopting new sales technology is a big deal. Whether you’re looking to switch from non-VoIP to VoIP phone systems, get the latest sales engagement software, purchase or enrich a lead database, invest in...

As a sales leader, you want to on-board new hires quickly so they hit their quotas ASAP. The speed at which you do that is your sales ramp rate. What happens when that rate is poor? It’s a huge drain on...

An Account Executive is responsible for closing deals and acquiring new customers. Although SDRs may identify potential customers, the AE brings them to the point of decision — and the account.  So when...

Economic downturns bring out challenges that not all businesses are prepared for. While each company is uniquely impacted by global events, it’s the customer-facing teams that often take the hardest blow. It...

As an Engineering recruitment firm, we care a lot about developer salary benchmarks. Although we have our own proprietary data, we decided to do a targeted analysis of salary averages in SF and NYC of the top...

Building an effective recruitment machine requires proactivity and thinking like a marketer. Because the best hires won’t just fall in your lap—at least not without some work. Most HR departments struggle with...

According to some estimates, around 75% of venture-backed companies fail to provide any return to investors. A staggering 30-40% of startups liquidate all assets before folding completely. For many teams, this...

One of the most common challenges with evaluating a sales job offer is the mystical OTE number. OTE (on-target-earnings) is the expected first year total earnings a person can expect in a revenue-generating...

Now you’re a sales manager—congratulations! Next up: Your first 90 days on the job. This is an exciting but nerve-wracking time. To hit the ground running, you need goals and a plan for executing them. To help...

Cold calling has been a hot topic over the past few years. The advent of inbound sales tactics has left many salespeople scratching their heads, asking: is cold calling still an effective technique? But...