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, the enterprise account planning platform for revenue optimization, rolled out two new features in its Fall Release: Whitespace+ and Contacts+. Account Planning.

Territory 29

Territory Engineering Strategize Technology 29

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 82

Outside Sales Inside sales Profit margin Sales 82

SalesHandy

JULY 12, 2022

It makes use of account-based marketing, which focuses on selling to targeted accounts that align your products/services’ capabilities with the needs of the customers. Quantitative data is derived from collecting information through Sales Development Representatives (SDRs), internal stakeholders, and account managers.

Customers 59

Customers Cross-sell Represent Contract 59

Heinz Marketing

JUNE 18, 2018

I run marketing, alliances and channels at Altify. We focus on making the lives of sales people better by delivering great software that help strategic sellers win the deals that matter. We talked a little bit, Patrick, about just marketers that are building a mentality of revenue responsibility. Patrick: Great question.

Pipeline 41

Pipeline Objectives and Key Results Sales B2B 41

The Lost Book of Sales

JULY 12, 2021

Early adopters | Visionaries The key point is that, in contrast with the technology enthusiast, a visionary focuses on value not from a system’s technology per se but rather from the strategic leap forward such technology can enable. This can only happen if the sales effort is focused on a single niche market.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SBI

SEPTEMBER 10, 2019

DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. New ZoomInfo Powered by DiscoverOrg platform combines a robust suite of software tools with advanced machine learning and human research to enable sales and marketing teams to hit their growth numbers.

Go To Market 27

Go To Market Launch B2B GTM 27

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. Sales Strategist, Top 50 keynote speakers, Best Selling author of Heart and Sell-(chosen as the textbook for Harvard’s Strategic Selling course) Top Voice on LinkedIn 2018.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Highspot

JULY 31, 2020

Proactively thinking through how and why your sales organization is set up a certain way ensures that you are not only making strategic hiring decisions but that you’re putting your reps in position to thrive. Manages day-to-day communications with sales and other go-to-market teams.

Assembly Line 72

Assembly Line Territory Strategize Education 72

SaaStr

SEPTEMBER 13, 2020

Byron Deeter and Elliott Robinson, partners at Bessemer Venture Partners, offer macro trends in the public and private cloud markets, strategic advice to cloud founders, and insights into why entrepreneurs should feel auspicious about the future. Everyone is trying to figure out the go-to-market learning curve.

Non-Profits 62

Non-Profits Strategize Trust Growth 62

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

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 96

Account management Engineering Launch Start-ups 96

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. Jake Dunlap : Marketing looks at technology as a strategic investment that’s an absolute must. How to better optimize your go to market.

Consult 63

Consult Technology Technology Networking 63

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. Jake Dunlap : Marketing looks at technology as a strategic investment that’s an absolute must. How to better optimize your go to market.

Consult 49

Consult Technology Technology Networking 49

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 84

Growth Promote Engineering Up-sell 84

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 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

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 79

Sales Price Quota Start-ups 79

SaaStr

SEPTEMBER 13, 2019

What does a strategic plan really mean to Allison? How does one tie their strategic plan to their financial plan? Actually there was now a business imperative to invest in the client experience and ensure that these companies were avoiding a leaky bucket. What is included in it? How should it be structured?

Engineering 11

Engineering Objectives and Key Results Strategic planning Strategize 11

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 65

GTM Healthcare Pipeline Sales 65

SaaStr

MARCH 1, 2019

And that moves us to the second, which is now we have the client signed up. You really want an account manager who’s going to understand or an AE who’s really going to understand the dynamics of that account and how to expand and grow within that account. Harry Stebbings: Absolutely.

Contract 46

Contract Price Commission Conversion 46

SaaStr

JANUARY 3, 2020

And that moves us to the second, which is now we have the client signed up. You really want an account manager who’s going to understand or an AE who’s really going to understand the dynamics of that account and how to expand and grow within that account. Harry Stebbings: Absolutely.

Contract 10

Contract Price Commission Conversion 10

SBI

NOVEMBER 7, 2019

Account Planning. Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar. 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. Account Planning.

Customers 20

Customers Tradeshows Technology Technology 20