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Hiring & Talent

How to Set up a System for SDR Success

Measuring productivity and finding the right number of hires is a key to succeed Last week, I touched on the paradox that exists in a SaaS world largely celebratory of…

Why do SDRs Fail?

4 questions to answer that help you avoid prospecting woes when you start specializing sales roles If we measured online chatter alone around sales development in scaling companies, I’d be hard pressed to think of many opinions that earn greater approval than the importance of segmenting your funnel and specializing roles to increase your bookings. Everywhere I look it seems my favorite thought-leaders in the industry are singing the praises of sales specialization roles. Yet a survey last year revealed that just over half…

3 Questions you Need to Answer if You Plan to Hit Your Quarterly Goals

Q2 is here. Now every startup CEO will set out to accomplish the big wins that will catapult the company forward. But big objectives will ultimately come down to small details.…

When do You Hire a Customer Success Manager?

Especially in the early days—when you’re scrapping for revenue and closing last minute deals to hit quarterly goals—it’s easy for SaaS startups to overlook client success. Making a hire on the client success side doesn’t provide the immediate returns like a sales or marketing addition. It won’t improve your product like an engineering addition.  But a strong client success strategy offers enormous value and is every bit as important as sales, marketing and product. It’s a long-term investment in growth and also…

Roundup: The Importance of SDRs

The Call for Sales Development Reps Sales development reps (SDR) are an extraordinary tool to help you efficiently scale your startup sales staff. Reallocating some of the early work to SDRs can help experienced account executives focus on closing deals. But despite the value of specialization, a recent survey by Bridge Group revealed that just over half (51%) the companies asked segment inbound qualification and outbound prospecting into separate roles. What are they missing? The Bridge Group listed out four key advantages to specializations:…

The Ultimate Guide to Your Startup Job Search

Before joining Visible here in Chicago, both Brett – who heads up Growth – and I had the opportunity to work with and hire at a number of different startups – from Sydney to San Francisco to Bangalore and back again.   Nate hard at work during our team offsite in Copenhagen   Recently, I returned to his alma mater, Marquette University, to participate in a panel discussion at the Kohler Center for Entrepreneurship where he discussed his path in the startup world and shared…

OKRs for Startups

Getting Started with OKRs As Visible’s team has grown from 1 to 7 over the past couple of months I want to make sure that our near-term direction is heading towards the companies larger vision. I want the entire company to be laser focused on moving the business forward. Additionally, I don’t want us to be so tied up in trying to accomplish the big vision that we don’t do any one thing particularly well. With all of this in mind I figured now is a better time that ever…