Insight
Smajic: Never Hire C-Level Sales Executives Before Reaching $2M ARR
“If you are recruiting, and someone comes in and say that they want some kind of C-level position, CRO, or whatever, that's not the person that should get on board. Really important, We have done that mistake. You will get the person who's not ready to get thei…”
Insight
Smajic: Internal recruiters outperform external agencies for startup sales hiring
“First of all, what we have seen working really well is that you have your own internal recruiting team. We've tried external. It doesn't work, at least not for me. Because when we have it internal, they know your culture, they know your business, they know you…”
Insight
Smajic: Do not give top sales candidates a week to deliberate
“You need to get them signed now. Like, if they are perfect, like, why should you wait the week? What are they waiting a week for? I don't know. They just wanted to think about it. What are they thinking about? Get them in and be aligned on this. So this is sup…”
Insight
Smajic: Generalized sales training sessions for entire teams are a mistake
“Not everyone needs to train exactly the same thing. I think that's the original error that you do. You have these boost sessions where you get everyone in and you're training negotiation. But maybe 50% of your team already know how to negotiate. Why spend two …”
Insight
Smajic: Founders Must Personally Lead Sales From $0 to $2M ARR
“In the early, early phase, the hustle phase, as I call it, the zero to two millionaire ARR, you as a founder must go and do sales.”
Insight
Smajic: Elite Sales Leaders Bring Their Existing Teams When Hired
“What you need is, you need someone who's really kickass at hiring, and what I learned from Silicon Valley is that if you get that person in, they will also bring their team with them. So they're up and running directly. And, yeah, here you can save a lot of ti…”
Assertion Not checkable as stated
Smajic: High-growth companies are twice as likely to deploy outbound SDRs
“50% of the pipe soars from marketing and it dropping with deal size. So you need to do something else than just rely on marketing, right? And what that is, is actually that you need to have this SDR team. No big news, but it is actually Two X likely that SDRs …”
Assertion Not checkable as stated
Smajic: The most common AE-to-SDR ratio is 1:1 or 2:1
“The most common setup is one to one or two to one on AEs and SDRs.”
Insight
Smajic: Sales performance drops significantly past seven AEs per manager
“As soon as you hit seven AEs on one manager, it drops significantly.”
Opinion
Smajic: Role-specific case interviews are the most important part of sales hiring
“This is like super important. This is the most important thing that we do. We have crafted the case for every role.”
Disclosure
Smajic: GetAccept requires a two-week in-person HQ onboarding for sales hires
“We have a very rigid onboarding. Two full weeks, including evenings. They come to our office, our HQ. Everyone gets the same onboarding and they get clear plan for the first period, clear expectations where you should be when it comes to all the different assi…”
Insight
Smajić: Sent Documents Are GetAccept's Best Customer Acquisition Channel
“And as I said to you last time, I think like the virality of get accept is our best like source of new customers. Every cent document is a marketplace for get accept.”
Insight
Smajić: End-of-funnel sales tools have lower churn than lead gen tools
“And I mean, if we help a sales rep close quota they will not churn. So, so, and the good thing with our tool, it's so close to the money. And with that, I mean, it's the very end of the sales funnel. So I think that's, that has prevented churn a lot because th…”
Assertion Supported
Smajić: HubSpot is growing new sales faster in Europe than the US
“So I just talked to HubSpot like two weeks ago, they're actually growing their business more in Europe right now, new sales than in the U S”
Disclosure
Smajic: GetAccept calls nearly every user who signs up
“I think that is much because we more or less call every, every signed up user more or less.”
Disclosure
GetAccept Reaches Over $1.7M ARR With 4,700 Paying Customers
“So we're just above 1.7 million today in ARR. We have about the 4700 customers running on get except paying customers.”
Assertion Not checkable as stated
Smajić: GetAccept maintains sub-1% monthly gross logo churn
“It's still just below one percent on monthly.”
Assertion Not checkable as stated
Smajić: 80% of GetAccept customers pay upfront annually, ensuring monthly cashflow positivity
“The last number is like, 80% is on annual contracts, and we take everything up front, making us cashflow positive on the month-to-month basis.”
Disclosure
Smajić: GetAccept has raised just over $1.8 million in total funding
“So we raised in total 1.8, a little bit above that.”
Disclosure
Smajic: GetAccept Averages 5 Seats and $200 Monthly Per Business
“I would say the average user is five users and they are paying us about between 35 and 45 bucks. So yeah.
Nathan Latka: Okay.
Nathan Latka: So call it 40 bucks a month
Nathan Latka: and you said five users.
Nathan Latka: So it sounds like one business is payin…”
Disclosure
Smajic: GetAccept Has About 1,100 Paying Customers
“A little bit more about 1100 paying customers.”
Assertion Not checkable as stated
Smajic: GetAccept Converted 100% of Initial Beta Users to Paid
“Converting a hundred percent of the beta was a little bit surprising.”
Disclosure
Smajic: GetAccept Triggers Pro Upgrades After User's First Signed Deal
“So when they get their first signed contract, I think then it's when we like pop it. Okay, now we've helped you to sign one deal worth of This kind of money. Shouldn't you try on the pro version of get accept.”
Assertion Not checkable as stated
Smajic: GetAccept's Customer Acquisition Cost Is Around $500
“To be honest, it's hard to say. We haven't been tracking that so, so fairly enough, but I would say around 500 bucks.”
