SaaStr

APRIL 13, 2025

As we gear up for 2025 SaaStr Annual, May 13-15 in SF Bay , we wanted to take a look back at one of your favorite SaaStr conversations with Parker Conrad at SaaStr. Parker came to London to share just what he’s learned building a $12B+ compound start-up. And … the top mistakes they made.

Cross-sell 64

Cross-sell Launch UX Up-sell 64

Highspot

MAY 12, 2020

This is particularly challenging when you consider the role of functions like account management or customer success in building lasting customer relationships. And every moment your customer spends with your brand — including engagements with field teams, marketing, product, and services — becomes a part of their overall experience.

Customers 98

Customers Account management Relationship building Consult 98

Sales Hacker

JANUARY 27, 2024

Check the conversion from the top-of-funnel to middle-of-funnel leads. As an incredible go-to-market leader expresses: “since adding Roam, I’ve eliminated 90% of my recurring meetings and my average meeting is roughly 7 minutes. Acceleration and accessibility were the primary motivations for me and its been a game changer.”

GTM 121

GTM Niche CRM Account management 121

Partners in Excellence

JUNE 6, 2012

.” It offers an interesting view and initiates a great conversation on critical elements of developing and implementing a customer focused “Go To Market Strategy.” As we (our companies) develop our Go To Market Strategies and our Sales Stacks, we have to start with the customer.

Sales 108

Sales Objectives and Key Results Territory Go To Market 108

Sales Hacker

NOVEMBER 8, 2021

While many SDRs and BDRs look to standard closing roles as the next step in their career paths, a growing number of young sales professionals are looking beyond account management as they plan out their career. Within the go-to-market world, CS and PS can overlap. What else is out there?

Clients 117

Clients Sales GTM Technology 117

Sales Hacker

SEPTEMBER 29, 2023

Scott Brown (Former CMO & Advisor): “Hosted and field events have been extremely effective in customer and prospect conversion to pipeline – from smaller dinners to fantastic 100-150 people half day summits. Take the engaged persona and accounts and convert them further with these events. See more top GTM jobs here.

GTM 129

GTM B2C Growth Territory 129

Heinz Marketing

JANUARY 13, 2022

How the marketing, sales and customer/account management teams work together is also critical to success. Whether or not you are taking an account-based approach to your GTM motions, your customers expect a consistent message and experience across teams. Change across customer-facing teams. which is a never-ending race.

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

Highspot

FEBRUARY 1, 2024

In 2023, we spent lots of time listening to our customers, from our customer advisory board to the thousands of 1:1 conversations we have every day within our Customer Success teams. I’ve personally had hundreds of conversations with many of you, and feel energized by the impact you’re having for your companies.

Customers 64

Customers GTM Account management Government 64

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? On a recent episode of the Reveal podcast, we connected with MJ McCarthy, VP of Account Management at Everbridge, for answers to these and other questions that are top of mind for revenue leaders. Selling Skills and Account Management.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

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 65

Customers Account management X-functional Hospitality 65

Heinz Marketing

MARCH 6, 2019

Why is it so important to pursue only a percentage of your ideal target accounts at any given time? How do you convince clients that this isn’t leaving pipeline on the table, but in fact is helping them increase conversion and velocity from those they do proactively target? We do cover some elements of this in the research.

B2C 78

B2C Drivers/motivators Account management B2B 78

Heinz Marketing

MAY 2, 2022

So let me just start by saying, listen, when we founded the company, our vision, our mission was to create a purpose built all in one sales enablement platform that would deliver meaningful impact to sales and marketing leaders and to sellers and ultimately to buyers as well, because you want to have an experience. We’re good.

Pipeline 98

Pipeline Pitch Sales Account management 98

Hubspot

JUNE 8, 2021

Keep in mind that the majority of people in this position have several years of experience since they often have to work independently and excel at time management. Account Manager. This is where account managers come in. Account managers are evaluated on customer retention and satisfaction metrics.

Commission 94

Commission Territory Finance Inside sales 94

Highspot

JANUARY 16, 2020

For companies who have already invested, the impact of revenue enablement is clear: it drives strategic growth; elevates customer conversations across sales, account management, and marketing; and empowers go-to-market teams to outperform in highly competitive markets.

Strategize 61

Strategize Account management Technology Technology 61

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. Here are four steps to help you feel confident throughout the conversation. What do marketing managers at your company do? Source: Zippia.

Promote 141

Promote Pitch Campaign Niche 141

Highspot

MAY 3, 2024

It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. It works to enable each channel and stage of the sales cycle that drives revenue growth, including marketing, customer success, account management, and more.

Cross-sell 93

Cross-sell Technology Technology GTM 93

Hubspot

JULY 24, 2012

And part of their strategy to support that launch was hiring a marketing agency. When I was introduced to the agency owners and account managers, they jumped right into talking about how critical building an online presence would be to a successful launch -- which at first sounded like the right plan.

Launch 78

Launch Clients Follow-up Pitch 78

SaaStr

SEPTEMBER 18, 2020

Henry Schuck: The number of times I’ve had that conversation, and then the board will go, “Got it. You should go fix that, so that you have the opportunity to make these types of investments along the way, but totally get that it’s not for today.” What’s the go to market motion look like?

Account management 98

Account management Engineering Launch Start-ups 98

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. As these conversations usually start, he was tempted to jump to the product.

Price 90

Price Negotiate Up-sell Start-ups 90

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 Sales 72

Sales Hacker

JUNE 17, 2019

She spent 20 years growing technology companies through her focus on delivering strong go-to-market strategies, building demand gen engines, opening new channels of revenue and developing customer success and account management programs. So it’s good to have that conversation early and upfront. Sam Jacobs:?

Contract 82

Contract Drivers/motivators Sales Price 82

Sales Hacker

SEPTEMBER 9, 2019

Over the years, I’ve seen many companies jump onto the account-based bandwagon and claim they do ABM and ABS (or have features that support it). It’s an entire go-to-market strategy. RELATED: Everything You Need to Know About Account Based Sales [Guide]. 7 Steps To Successfully Scale Account-Based Programs.

Prospecting 81

Prospecting Sales Follow-up Contact 81

SaaStr

SEPTEMBER 13, 2020

That’s going to be the basis of the rest of this conversation. We’re going to talk you through a little bit of the learnings from these leaders and our experiences working with many of the innovators. Then we’re going to end with some predictions. Now, you’re in the execution phase.

Non-Profits 92

Non-Profits Strategize Trust Growth 92

Sales Hacker

NOVEMBER 14, 2019

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 80

Technology Technology Cross-sell Referrals 80

Sales Hacker

APRIL 21, 2021

Often used interchangeably, Revenue Operations roles are a hybrid role that revolves around sales, marketing, and customer success initiatives to benefit the company at large. Revenue Accountant. Manager-level roles. Revenue Operations Manager. Manager, Revenue Accounting Operations. Revenue Cycle Manager.

Finance 117

Finance Cross-sell GTM SQL 117

SalesLoft

DECEMBER 19, 2023

Ironically, smaller revenue teams are often more complicated to manage. Without the luxury of specialization and the clearly defined process that comes with it, conversations can get muddled and deals can be lost. With every call, conversation, and activity logged in the same place, everyone involved in the sale has full visibility.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

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. Talk about the conversations you’ve had with CMOs that are sort of bringing this into their sales enablement strategy internally. Kris: Yeah. But love that we’re using that.

Pipeline 111

Pipeline Sales Prospecting Campaign 111

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. Following a short conversation, you may learn that they go up the mountain a couple of times a year and that they hate putting on chains.

Prospecting 60

Prospecting SQL GTM X-functional 60

Sales Hacker

APRIL 21, 2022

The ICP determines decisions across the company from the go-to-market to product strategy. Dedicated Customer Account Manager. Along the way, AEs need to figure out the right moment to strike – when it makes sense to start a serious conversation around an evaluation. Sales conversations start to change.

Cross-sell 104

Cross-sell Legal Contract Price 104

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. Sales teams are equipped with the right information to initiate relevant conversations at just the right moment in the sales process.

Gaming 41

Gaming Territory Contact Drivers/motivators 41

Sales Hacker

SEPTEMBER 16, 2019

Understanding how to position value to a particular persona you are about to jump on a call with can happen with a quick conversation while you wait for the person to join the meeting. Account management. Account sales. A degree in marketing, business, economics, or communications can be very valuable.

Outside Sales 98

Outside Sales Inside sales Profit margin Sales 98

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 83

GTM Pipeline Healthcare Sales 83

SaaStr

AUGUST 27, 2019

But what you’re trying to learn at this point is not just what your go to market fit is, and working very closely with your product team on that. But also what is my go to market motion? You haven’t really figured out all the right go to market channels. What does that look like?

Territory 62

Territory Cross-sell Contract Drivers/motivators 62

SaaStr

DECEMBER 17, 2019

Fortunate to have a really great set of investors and the process was going quite well. Around the same time, kind of this conversation that we’ve been having for a long time with the Quovo team kind of reached a point where it made sense to think about joining forces. We were in the midst of doing our series C fundraise.

Finance 84

Finance X-functional Non-Profits Launch 84

Heinz Marketing

SEPTEMBER 26, 2022

So excited for this conversation today. Matt: Well, and I would argue that sales enablement is, in some organizations, especially those with finite market opportunities or very small niche markets, the marketing team may be focused more on sales enablement than they are demand gen, right? Thanks for joining us.

Pipeline 52

Pipeline Sales Niche Start-ups 52

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. Designing your ICP framework is paramount to the success of your sales and marketing efforts. Wrapping Up.

Customers 59

Customers Cross-sell Represent Up-sell 59

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? First of all, all great B2B marketers care about pipeline, care about revenue.

Pipeline 45

Pipeline Sales CRM Start-ups 45