Salesforce

MAY 15, 2025

We’ve sifted through the details to bring you the key highlights across critical areas, so you can focus on what matters most: creating exceptional value for your customers. Enhanced Packaging will soon feature entire Agent Templates, enabling your customers to easily deploy fully configured partner agents. Why should you care?

Original Equipment Manufacturer 101

Original Equipment Manufacturer Cross-sell Manufacturing Trust 101

Sales Hacker

DECEMBER 13, 2024

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. A $1B Acquisition with a Singular Leader for Both Sales and Customer Success In 2017, tech leader Vikas Bhambry found himself at a crossroads. 3 reasons why a unified sales and customer success strategy works 1.

GTM 105

GTM Customers Sales Growth 105

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. Today, customer experience is paramount. Under this lens, the post-sale customer experience has never been more critical to your business.

Customers 98

Customers Account management Relationship building Consult 98

Partners in Excellence

MARCH 26, 2024

Eventually, I was invited into customer meetings to answer questions, and occasionally, I presented the pricing models and assisted in negotiating pricing and deal structures. I developed a real appreciation for quality training and coaching to smooth out rough edges and develop confidence in my ability to engage with customers.

Sell 137

Sell Cross-sell Finance B2C 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. Simultaneously, we anchored on a key principle in our approach – make every customer successful. in 2022, after growth of 19.7%

Customers 64

Customers GTM Account management Government 64

Sales Hacker

MAY 16, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. The market also took notice. Its a bet and a signal that go-to-market isnt just a function, its the system every company needs to win. Go-to-market becomes your edge. ZoomInfo shares jumped 7.4%

GTM 69

GTM Represent Legal Go To Market 69

SaaStr

APRIL 1, 2022

Many founders find themselves confident in one area of their business, whether it be the product, customer success, or, in Schuck’s case, sales. Mistake #3: Not Appreciating Go-to-Market as a Strategic Advantage. The more efficient you make you go-to-market, the more dollars you have to spend across the company.”.

GTM 109

GTM Account management Growth Strategize 109

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. Shared UX : Customers gain “superpowers” by learning one system, making them more likely to buy additional products.

Cross-sell 62

Cross-sell Launch UX Up-sell 62

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? How can you increase long-term customer retention? 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.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Sales Hacker

DECEMBER 8, 2023

Rather, how you go-to-market is a significant determinant of success. Instead, how you launch them into the market is a huge factor in success. Today, we’re diving straight into the details with product marketing leaders. For example, updates on more customers using the product. We’re not going anywhere though.

Launch 123

Launch Product GTM Technology 123

Sales Hacker

MAY 6, 2021

This includes roles that are complementary to sales like renewals, customer success, and solution engineering. Depending on the size of the organization, the VP of Sales will have peers who are responsible for marketing, customer success, and solution engineering. Singular focus on sales. Their peers.

B2C 118

B2C SQL Pipeline Strategize 118

Sales Hacker

OCTOBER 4, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Customer feedback is the lifeblood of startup growth. First comes direction, then speed.

GTM 106

GTM Launch Education Account management 106

Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. When you enable product-led sales and incorporate this approach into your sales strategy guide , companies can acquire customers by letting the product or service drive engagement. This helps companies scale and serve a larger customer base.

Product 86

Product Territory Sales Price 86

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. Building a Customer Success Strategy.

Customers 62

Customers Account management X-functional Hospitality 62

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. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. The post GTM 141: Timeless Growth Tips From a $7.4B

GTM 65

GTM Growth Cross-sell Account management 65

SaaStr

SEPTEMBER 8, 2024

If you are not familiar with Flexport, they are a licensed customs brokerage and freight forwarder built around a modern web application that helps brands move products around the world. Clearly understand how your customer buys. Make sure you know how your customers buy and tailor your go to market strategy and messaging to that.

Non-Profits 128

Non-Profits Price Contract Start-ups 128

SaaStr

JANUARY 30, 2023

Deel solved this by scaling the revenue operations team in conjunction to support sales, design quotas, and go-to-market strategies, and leverage data to identify the best strategies. Delivering the best customer experience With the surge in inbound leads, the business was growing exponentially. Go global early.

Cross-sell 109

Cross-sell Account management Clients Growth 109

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 104

Sales Objectives and Key Results Territory Go To Market 104

Partners in Excellence

FEBRUARY 23, 2022

Channels are a high impact route to market, they enable us to connect with customers we can’t easily connect with. They provide capabilities, amplifying our offerings, enabling our channel partners and us to create greater value to the customer. We train them, we provide marketing programs, content.

Strategic partnership 137

Strategic partnership Sales Commission Manufacturing 137

Sales Hacker

FEBRUARY 16, 2024

Pocus brings together product usage and other intent signals (customer, community, marketing data) to surface top leads, enabling reps to act fast. In this episode, you’ll get insight on the next era of go-to-market, using signals in sales, and founder challenges and perspectives. Subscribe now That’s it, that’s all.

GTM 120

GTM Quota Construction Contact 120

Sales Hacker

JUNE 3, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rick Kelley is the former VP of Metas Global Business Group, where he led a $10B+ revenue organization and played a pivotal role in building out Metas go-to-market teams across North America and EMEA. manage all the SMBs in the mid-market.

GTM 85

GTM Territory Gaming Sales 85

Sales Hacker

APRIL 24, 2018

On this episode of the Sales Hacker podcast, we talk with Emmanuelle Skala , VP of Customer Success at Toast. We talk about how to increase revenue from existing customers with a strong customer success team. How to organize and structure a Customer Success team with a specific focus on Customer Experience.

Customers 48

Customers Account management Go To Market Follow-up 48

Sales Hacker

DECEMBER 9, 2022

Combine predictive scoring with historical insights to gain a better understanding of your customers. Every organization needs to choose the markets and buyers they want to focus on, and concentrate their efforts on those buyers. Often, we’ll prioritize using account segmentation and scoring rules. And the stakes are high.

Territory 117

Territory Quota Strategic planning Sales 117

SalesLoft

FEBRUARY 19, 2020

If you’re a front-line manager striving to increase motivation and productivity or an individual contributor (SDR/BDR, account executive, account manager, success manager) seeking efficient and innovative tactics to gain a competitive edge, this is the track for you. 3 Must-See Sessions. Register now.

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

SaaStr

JUNE 6, 2022

Financial institutions everywhere are even creating their own tech solutions, partnering with vendors and other companies to distribute their products to customers. They get paid on a usage basis for the amount of data or utility a customer gets from the application. That allows us to have a very different go-to-market strategy.

Account management 113

Account management Engineering Technology Technology 113

Sales Hacker

SEPTEMBER 29, 2023

This week we are peeling back the layers and digging into which marketing channels have been driving the strongest ROI. First, the very important disclosure that marketing spend effectiveness is highly dependent on company stage, industry, ideal customer persona, sales cycle, etc. There is no one-size-fits-all!

GTM 125

GTM B2C Growth Territory 125

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. SDRs can make excellent customer success reps. Within the go-to-market world, CS and PS can overlap.

Clients 114

Clients Sales GTM Technology 114

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 32

Go To Market Launch B2B Contact 32

Heinz Marketing

JANUARY 13, 2022

Change across customer-facing teams. 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.

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

Partners in Excellence

SEPTEMBER 12, 2012

We have a rich array of products and solutions to offer our customers. There are multiple channels for our customers to buy our products. Everyday I work with organizations and sales people facing very tough issues in working with their customers. Does your customer see this behavior? Do lots of people raise their hand?

Up-sell 109

Up-sell Consult Go To Market Price 109

SaaStr

SEPTEMBER 18, 2023

In Part 2 of Ask Me Anything, Lemkin will answer these questions: How do you balance being authentic as a new startup and getting customers to buy into your vision vs. appearing well put together with everything going on? You need a VP of everything, and if you think you don’t, go meet a great one. How do you fix GTM?

GTM 116

GTM Niche Account management Up-sell 116

Partners in Excellence

AUGUST 26, 2020

” We don’t talk much about these principles in selling or as managers in leading our people/organizations. In looking at sales and engaging our customers, we spend an inordinate amount of time talking about the What and How. They will evolve as our customers and markets change.

Start-ups 100

Start-ups Technique High impact Follow-up 100

SaaStr

DECEMBER 20, 2023

So to serve both segments at the simultaneously, ZoomInfo has been rolling out a Product-led sales motion, that gives the ability for an SMB customer to sign up directly on their website for a free trial and grow into a paid customer, without ever having to talk to an sales rep or go through a demo process.

GTM 124

GTM Growth Start-ups Clients 124

Sales Hacker

JANUARY 27, 2024

Common Room supercharges your GTM motion by bringing all of your product usage data, social media signals, community activity, and CRM insights together so you can surface high-intent prospects, convert customers faster, and drive more revenue. Read more about Google Chrome’s 3 AI features here. That’s it, that’s all.

GTM 116

GTM Niche CRM Account management 116

Hubspot

JUNE 8, 2021

They conduct research to find prospective customers, reach out to gauge people's interest in the offering, and decide whether or not the lead is ready to move down the funnel. It's important for this role to educate prospects and follow up once a sale is closed to maintain customer satisfaction and encourage repeat buyers.

Commission 94

Commission Territory Finance Inside sales 94

SalesHandy

JULY 12, 2022

“Everyone is not your customer.” — Seth Godin. Most businesses spend a considerable amount of resources on acquiring and converting customers hoping they remain profitable for years to come. Generating revenue requires building a successful marketing and sales strategy while keeping customers at the forefront.

Customers 59

Customers Cross-sell Represent Up-sell 59

Heinz Marketing

MAY 2, 2022

I’m going to tell you a story: Pre COVID when I would meet CEOs and CROs and CMOs, and we would talk about sales enablement, they’d look at me and they say, “You know what? We can fly our people to Vegas and our reps, they’re our success folks, our account managers, they’re visiting people on site.

Pipeline 98

Pipeline Pitch Sales Account management 98