Sales Hacker

JANUARY 24, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Too often, businesses treat these as separate domainsone focused on development, the other on selling. The 4 key considerations for aligning product and GTM strategy to drive growth 1. Insight from a $1.3B acquisition by Adobe.

GTM

Salesforce

JULY 3, 2025

In our latest State of Sales report, 81% of sales teams using AI tools have boosted productivity, and 83% have seen revenue growth in the past year. Here are just a few benefits, and the more you grow, the more these do too Saves you time: Automation takes over time-consuming admin tasks, so your team can focus on selling.

Technique

Highspot

JULY 3, 2025

Modern B2B sales enablement is a strategic, collaborative discipline designed to equip customer-facing teams with the resources, skills, and insights needed to engage buyers effectively and drive predictable revenue growth.

B2B

Martech

JUNE 9, 2025

This shift — from license delivery to operational integration — marks a fundamental evolution in how SaaS companies must think, sell and support. It’s a business imperative for SaaS vendors who want to build sustainable growth. The future of SaaS won’t belong to those who sell the most seats. Email: See terms.

Strategic partnership

PandaDoc

JULY 23, 2025

A good CRM strategy ensures that the entire system supports growth, retention, and a better customer experience. Over time, this unified approach can contribute to better business growth and profitability. If customer success is tracked internally, retention becomes a measurable, manageable goal. Let’s hop in.

CRM

Salesforce

MAY 15, 2025

This enables seamless cross-platform automation for tasks like data synchronization and notifications. Tap this real-time flow to build smarter, faster, and more responsive ISV solutions unlocking new innovation and growth opportunities for your apps. Now, get this: Flex Credits are here! Why should you care?

Original Equipment Manufacturer

Salesforce

APRIL 2, 2025

Implementing a product-led growth (PLG) strategy significantly increases the likelihood of converting these prospects into paying customers. These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities. Fantastic that’s an essential first step.

Product

SaaStr

APRIL 13, 2025

” Cross-selling generates $5M+ in new monthly revenue – Rippling’s cross-sell motion alone drives over $5 million in net new ARR each month before counting any new customer acquisitions. In the world of SaaS, conventional wisdom has long dictated that focus is paramount.

Cross-sell

SaaStr

MARCH 2, 2025

Matt shared the three core growth tactics that transformed Rippling from cold calls in Parker Conrad’s basement to 1,500+ revenue professionals driving massive scale. Growth Tactic #1: Double Down on High-Touch Outbound (Even When It Seems Counterintuitive) When everyone zigged toward automation, Rippling zagged toward humans.

Growth

Sales Hacker

JUNE 3, 2025

Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Rick is the former managing director of Meta Ireland. And I went to sell advertising solutions for them and I really enjoyed, you know, matching. Is it partners, is it agencies?

GTM

SaaStr

MAY 28, 2025

Dear SaaStr: What’s the Best Way to Build a Comp Plan for Account Managers Focused on Upsell? Building a commission plan for Account Managers (AMs) is a bit different than for AEs (Account Executives) because AMs are typically focused on retention, expansion, and upsells rather than net-new sales.

Account management

Sales Hacker

APRIL 8, 2025

Jeff Perry is a truly iconic revenue leader and the Chief Revenue Officer (CRO) at Carta, responsible for core software revenue across New Business, Upsell, Cross Sell, and Customer Success. 19:07 Cartas GTM evolution: How Jeff scaled from one rep selling one product to multiple teams across three business lines.

GTM

Salesforce

MAY 12, 2025

Companies that ace NRR are better positioned to face unexpected market challenges and sustain profitable growth. It does this by accounting for three components: Expansion revenue: Revenue gained through upselling or cross-selling to existing customers. What you’ll learn: What is net retention rate?

Cross-sell

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion.

Account management

Hubspot

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. The difference between key account management and selling.

Account management

Openview

SEPTEMBER 17, 2018

The study titled “Driving Account Growth through Smarter Account Management” found that while better than expected customer service helps retain a sales account, it doesn’t actually impact the degree to which the account grows. To do this, build detailed customer profiles for all company accounts.

Cross-sell

SalesPop

MAY 7, 2021

One place where project management really comes into account management is bringing a broadly stated goal into realistic terms. They can use account planning and project management to figure out just how realistic that goal is. Numerous parts of project management will be part of this tool.

Account management

The 5% Institute

AUGUST 15, 2023

In the fast-paced world of business, establishing and nurturing strong client relationships is crucial for sustained growth and success. In this article, we will delve into the depths of strategic account management, exploring its key concepts, benefits, implementation strategies, and how it contributes to the overall success of businesses.

Account management

Heinz Marketing

MAY 20, 2022

While the idea of customer success as a profit center is not new, it is regaining momentum and overtaking new logo acquisition as the main strategy for B2B revenue growth. We of course help them with this endeavor, but after deep analysis, we almost always observe a large untapped opportunity for growth within their current customer base.

Cross-sell

Martech

MARCH 1, 2024

As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. But, at last, B2B marketers are beginning to grasp the importance of retention marketing for profit growth. Cross-selling : Offering customers related or complementary products.

B2B

Partners in Excellence

AUGUST 30, 2022

They had invested a lot in training, content, and other programs to support the account based selling focus. People were going through the motions of developing their account plans, they would review them with management, then they went back to doing their jobs in the way they had always done them.

Sell

The 5% Institute

AUGUST 7, 2023

In today’s dynamic business landscape, possessing a comprehensive set of skills is crucial for any successful account manager. The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation.

Account management

RAIN Group

APRIL 10, 2024

Whether you call it cross-selling, upselling, or growing accounts , maximizing revenue from existing clients often represents an untapped revenue growth opportunity.

Cross-sell

Partners in Excellence

JUNE 30, 2022

If we have a PLG strategy, we may have a few users/seats, but we want to maximize the penetration of our products across the potential population of users within the account. For example, if we sell a technology sales people can use, we want every sales person in the company using it. And, of course, there is cross sell.

Growth

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

Account management

Partners in Excellence

AUGUST 25, 2014

Let’s say we have a $10M account, and we want to drive 10% growth, year over year. That means we have to find $1M of business in the account. We may get some of it through upgrades with those we are currently doing business with in the account.

Territory

Sales Hacker

FEBRUARY 1, 2021

For key accounts, the account manager should have a clear understanding of the client’s needs and how well their company is satisfying those needs. This is all good business practice and should be anticipated by selling organisations. But frequently, account teams are unaware of how customers manage suppliers.

Customers

Salesforce

MAY 9, 2024

In today’s highly competitive consumer goods (CG) industry, success often hinges on the strength of your relationships with key accounts. Effective key account management isn’t just a tactic, it’s a vital strategy for achieving profitable growth. But what sets your key account managers (KAMs) apart from your competitors’?

Account management

SalesPop

MARCH 19, 2021

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. Account Planning Basics. How much revenue did that account produce last year?

Cross-sell

Sales Hacker

MAY 6, 2021

With growth being the top priority of so many companies today, there are a lot of titles that come up in any LinkedIn search that may not be familiar to us. Previously known as President, Executive Vice President, or Senior Vice President, the CRO is responsible for the growth of the company’s revenue.

B2C

Partners in Excellence

OCTOBER 25, 2016

Wrapped around this is some notion of upsell/cross sell, “Can we expand the relationship with the current customer (individuals)?” Much of this thinking drives an “account maintenance” philosophy, as a result, we tend to look towards “farmers” or relationship builders as our account managers.

Territory

SaaStr

JANUARY 31, 2022

Successful strategies rely on the ability to land and expand, hire for growth, implement ABM and account planning, and pivot with agility. Adding C-level engagements and cross-departmental selling will lengthen your sales cycle but it will provide you with customers who stick and an increased average transaction size.

Territory

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. 5 benefits of CPQ software. Scaling sales operations.

Cross-sell

SaaStr

JANUARY 30, 2023

20X year 1⃣ 12X year 2⃣ 5X year 3⃣ #deelspeed @deel [link] — Shuooo (@shuoshuooshuooo) January 23, 2023 When we look at SaaS companies’ success stories, everything looks great on their growth maps. Learnings from the growth stage Measure what you can. Trust the process. Get comfortable with the unknown.

Cross-sell

SaaStr

FEBRUARY 26, 2021

While many SaaS companies are familiar with acquisition growth efforts, what you might be missing is the massive revenue potential sitting right under your noses. The reason net retention is so necessary is because of its impact on the company –– the greater the NRR, the faster the growth. Three Pillars of Net Retention Growth.

Cross-sell

SaaStr

JULY 1, 2024

It sounds great to be able to sell to more people and sell bigger deals, but are you ready? You want to ensure you have cross-functional alignment and that this isn’t another squirrel you’re chasing. Do you have a core portion of your team equipped to sell upmarket? When Should You Move Upmarket? Look at your team.

Cross-sell

Heinz Marketing

JANUARY 13, 2022

Account-Based Retention . Target Account Precision . User-Led Growth . Account-based AND Lead-based Funnel Management . Managing Your Marketing Team Culture . Change Management. How the marketing, sales and customer/account management teams work together is also critical to success.

B2B