Sales Hacker

AUGUST 5, 2019

Megan spent over a decade building and managing customer and revenue generation teams for leading technology companies, so when it comes to understanding how companies can structure their organization around the customer, she’s leading the pack. What Managed by Q does. The Benefit of Starting Out in Account Management.

Customers 53

Customers Account management X-functional Hospitality 53

Lead Fuze

DECEMBER 1, 2021

One of the most important parts about being a successful SaaS company is understanding how to go-to market. Go through a variety of filters to zero in on the leads you want to reach. 3) Market Readiness – Do you have a go-to-market plan? Managing accounts after the sale is made.

Product 40

Product Account management Contract Price 40

SalesLoft

DECEMBER 19, 2023

Account Execs (AEs) and Account Managers (AMs) can track multi-threaded conversations across channels, so they always have the complete context for every conversation. But that alone is not how deals are won,” explains Katie Krippner, Global VP of Client Sales at Salesloft. How was the lead uncovered? And that’s the key.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Hubspot

JUNE 8, 2021

Inside sales reps need a number of skills to land clients from afar. If you imagine jet-setting to new locations to pitch prospective clients, an outside sales rep role could be the career for you. Account Manager. This is where account managers come in. Outside Sales Rep. Image Source.

Commission 76

Commission Territory Finance Inside sales 76

Partners in Excellence

FEBRUARY 23, 2022

We train them, we provide marketing programs, content. We drive marketing programs to keep these partners supplied with leads. Many organizations go to market exclusively through channel partners. Channels are a critical part of any organization’s growth and go to market/customer strategies.

Strategic partnership 100

Strategic partnership Sales Strategize Commission 100

Heinz Marketing

MARCH 6, 2019

MATT: Many companies struggle with the throttling of account-based targets. Why is it so important to pursue only a percentage of your ideal target accounts at any given time? ERIC : You CANNOT target all of your accounts all of the time! We do cover some elements of this in the research.

B2C 74

B2C Drivers/motivators B2B Account management 74

Highspot

JULY 31, 2020

Manages day-to-day communications with sales and other go-to-market teams. Manages sales content organization and strategy. Secure your sales team’s success by carefully defining their roles and responsibilities within your go-to-market team — and invest as necessary in the supporting functions they need to thrive.

Assembly Line 72

Assembly Line Territory Strategize Education 72

Partners in Excellence

FEBRUARY 28, 2022

I was having a fascinating conversation with a good friend and client. In the past, where there had been significant product based differentiation, over time, with more competition and market changes, everty thing changed. So much of our go to market/selling strategies are driven by this.

Price 85

Price Negotiate Up-sell Start-ups 85

Sales Hacker

APRIL 24, 2018

4) Customer Experience vs. Account Management [8:15]. 5) Balancing your Go To Market Strategy with Customer Experience [10:30]. She’s currently VP of customer success at Toast, but she’s also served in a number of other client-facing functions, and revenue generating functions. 12) Sam’s Corner.

Customers 43

Customers Account management Go To Market Follow-up 43

Lead Fuze

DECEMBER 2, 2021

The Foundation of an Account Targeting Strategy Program. ABE is more than just a marketing ploy or sales technique — it’s an attitude. This strategy is a go-to market approach that combines personal marketing, sales and success efforts to drive engagement at named accounts. Just to give you an idea.

Technique 52

Technique Technology Technology Cross-sell 52

SBI

JULY 12, 2018

Joe: InsideView helps B2B companies drive rapid growth by empowering business leaders to quickly and confidently make go-to-market decisions. Joe: Once a company purchases InsideView, we initiate our Smart Start process to document our customers’ key business drivers and needs with the entire InsideView account team.

Gaming 41

Gaming Territory Contact Drivers/motivators 41

Sales Hacker

NOVEMBER 24, 2020

Categories like sales development, inside sales, account management, and now, field sales, actually falls under that umbrella. We offer a variety of services that range from go-to-market strategies to tactical implementations, writing things like sequences and cadences. We have a nice range of skill sets on our team.

Sell 81

Sell Territory Quota Up-sell 81

ConversionXL

AUGUST 24, 2021

It also appears to be a new product entering the market, so the ideal candidate will be familiar with implementing solid go-to-market strategies and product launches. Marketing requires a lot of creativity, free thinking, and ambition to try new things. Source: Zippia. This role is far more product-driven.

Promote 141

Promote Campaign Pitch Niche 141

SaaStr

SEPTEMBER 18, 2020

And in this way, we under invested in middle management along the way, especially in our go to market motion. And instead of investing in managers, people to manage a group of people, and get them motivated and keep them focused on metrics, we invested in a bunch of automation. And they trusted people. It molded-.

Account management 97

Account management Engineering Launch Start-ups 97

Sales Hacker

MAY 20, 2019

In case you missed PODCAST 57: Career Progression as a Concentric Circle to Become Top Manager w/Ashley Grech. How to better optimize your go to market. Every account management team should be using one of these tools. How to better optimize your go to market. What You’ll Learn. We’re on iTunes.

Consult 63

Consult Technology Technology Networking 63

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. Prospecting is about having a conversation with a client. A prospect is a company or person who matches the profile of a client. First via visiting the client’s LinkedIn profile. Then a phone call.

Prospecting 47

Prospecting SQL GTM X-functional 47

Sales Hacker

SEPTEMBER 16, 2019

They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity. The truth is, though, that they’re just two sides of the same sales coin — and you likely need both in your company if you’re going to succeed. Close Rate.

Outside Sales 81

Outside Sales Inside sales Profit margin Sales 81

Sales Hacker

MAY 20, 2019

In case you missed PODCAST 57: Career Progression as a Concentric Circle to Become Top Manager w/Ashley Grech. How to better optimize your go to market. Every account management team should be using one of these tools. How to better optimize your go to market. What You’ll Learn. We’re on iTunes.

Consult 49

Consult Technology Technology Networking 49

Sales Hacker

NOVEMBER 14, 2019

The Foundation of an Account-Based Everything Program. ABE is more than just a marketing campaign or a sales process — it’s a mindset. Account-Based Everything is a strategic, go-to-market approach that orchestrates personal-marketing, sales, success efforts to drive engagement, and conversions at named accounts.

Technology 58

Technology Technology Cross-sell Referrals 58

Sales Hacker

OCTOBER 7, 2021

I worked for a not so great boss who was not a fan of my very human approach to working with clients, once he realized that I was getting such a positive response. Long-term trust, respect from clients & co-workers matter the most. And to always keep in mind it is about the client, not the product you are pitching.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

SEPTEMBER 13, 2020

Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently. Everyone is trying to figure out the go-to-market learning curve. Transcript of Episode 374: Henry Schuck: Every company big and small is realizing that high quality data is a necessity to go to market.

Non-Profits 62

Non-Profits Strategize Trust Growth 62

SBI

JANUARY 31, 2020

Accurate and actionable data is the lifeblood of high-performing Go-To-Market organizations,” said Andrew Gilman, Head of Marketing, NWN Corporation. Revegy, a leading provider of strategic account management technology, is proud to announce the addition of David Keil to its Board of Directors. Account Planning.

Territory 29

Territory Engineering Strategize Technology 29

Heinz Marketing

JULY 26, 2021

And now that we can get back to normal, a lot of those adjustments are becoming fixtures as part of people’s go-to-market strategy. Or we saw field marketers have to adapt to driving attendance to virtual events and make those virtual events more engaging and using Sendoso for that. Kris: Yeah.

Pipeline 107

Pipeline Sales Prospecting Campaign 107

SBI

OCTOBER 29, 2019

CJ Nesher, Head of USI Client Skills Development at T. It is essential to provide our customers with every possible go-to-market advantage, which is why we partner with industry leaders like Allego,” said Doug Winter, Seismic co-founder and CEO. “By Account Planning. Opportunity Management. Rowe Price. Rowe Price.

Strategic partnership 20

Strategic partnership Strategize Price Technology 20

SalesHandy

JULY 12, 2022

Increasing Customer Lifetime Value (CLV): When you have a go-to-market strategy that is targeting the right customers, by default, your customer lifetime value (CLV) will experience a gradual increase. It is said that organizations with an ICP framework have a win rate of at least 68%. This customer data goes beyond numbers.

Customers 59

Customers Cross-sell Represent Contract 59

SaaStr

FEBRUARY 22, 2019

We have offices in Paris London Cologne Madrid and New York and we have 700 clients. One is the client said with satisfaction. For example and we receive on our tenants slack an NPS of the clients every day. Of course, our clients receive as well a survey on the work of their CSM. Florian Douetteau: I am Florian.

Up-sell 45

Up-sell Start-ups Clients Growth 45

SaaStr

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 63

GTM Healthcare Pipeline Sales 63

Heinz Marketing

OCTOBER 24, 2022

Yeah, there’s a whole account management side of this that gets really, really interesting. Fundamentally, for as long as I’ve been doing B2B marketing in general, there’s this fundamental… there’s two questions, right? ” What’s missing in that list is marketing automation.

Pipeline 43

Pipeline CRM Sales Start-ups 43

SaaStr

AUGUST 20, 2020

We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side. I think you come in with some perceptions, like in San Francisco at that time, it was 2013 when we moved, Dropbox was a household name. On the pre-sale side, everyone has a quota.

Sales 76

Sales Price Quota Start-ups 76

SaaStr

APRIL 3, 2019

As for Ben, he spearheads global sales and go to market teams. Harry Stebbings: As for Ben, he spearheads global sales and the go to market teams at Flexport and prior to Flexport, Ben helped drive two high growth companies to successful acquisitions. We even call them operations managers. To date, they have $1.35

Customers 40

Customers Quota Start-ups Up-sell 40

Heinz Marketing

JANUARY 21, 2019

How are you trying to go to market? We’re telling our clients all the time, technology is not your strategy, it’s the implementer of your strategy. How do you advise clients to think about, what a technology can do versus what they need it to do and what they need to do with it? How are you trying to grow?

Pipeline 70

Pipeline Growth Sales Technology 70

SaaStr

SEPTEMBER 13, 2019

Allison Pickens: As companies were shifting from on-premise software, perpetual license models, to the SaaS subscription model they were realizing, actually, that they would be making money over time, in triple, from their clients. Actually you need to truly listen to the pain points of your early clients.

Engineering 10

Engineering Objectives and Key Results Strategic planning Strategize 10

The Lost Book of Sales

JULY 12, 2021

This is potentially a lose-lose situation threatening both the quality of the vendor’s work and the fabric of the relationship, and it requires careful account management including frequent contact at the executive level. The key is to discriminate between account penetration and account development.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

MARCH 1, 2019

And that moves us to the second, which is now we have the client signed up. So you’re going to have a sales team that’s going to go after named accounts or the very largest customers. Because obviously it’s going to be a strategic channel for your business forever. Tom Tunguz: Yeah.

Contract 46

Contract Price Commission Conversion 46

Heinz Marketing

JUNE 18, 2018

And there’s a couple of different things from a sales and a go to market perspective, the marketing team on our side is spending time with the account teams while they’re doing their account plans. Patrick: Great question. And actually than helping support their mid-year SKO or mid KO efforts.

Pipeline 41

Pipeline Objectives and Key Results Sales B2B 41

SBI

NOVEMBER 7, 2019

ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. Sales Asset Management. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. Account Planning.

Customers 20

Customers Tradeshows Technology Technology 20

SaaStr

JANUARY 28, 2020

Aaron : Well, the hunters are going to want to stay in sales, the farmers are going to be like, well, I might want to go back to account management/customer success. I would just challenge you, if you’d go either way, sales to customer, customers to sales, just assume it’s risky.

Growth 81

Growth Promote Engineering Up-sell 81