Sales Hacker

JANUARY 27, 2024

In today’s market, where technological moats are declining, this becomes even more crucial, especially for early-stage companies fighting to carve out their niche. They are aimed at automating and enhancing common tasks such as organizing tabs, creating custom themes and writing text on the web. See the difference?

GTM 90

GTM Niche CRM Account management 90

SaaStr

JUNE 6, 2022

“What we’ve actually seen is a sea change in the way that banks think about FinTech and technology in general. Financial institutions everywhere are even creating their own tech solutions, partnering with vendors and other companies to distribute their products to customers.

Account management 97

Account management Engineering Technology Technology 97

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 Technology Technology Account management 61

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. There are many analytics companies, but this one is focused on a specific market. We even included some examples for you. Pricing/Packaging.

Sell 52

Sell Account management Contract Price 52

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 77

Commission Territory Finance Inside sales 77

Heinz Marketing

MARCH 6, 2019

Many companies today invest in more technology than they have the resources or maturity to justify. That said, as a company’s account based efforts mature, they often recognize opportunities to scale or improve process, and that can lead to incremental technology investment. ERIC : No, it really doesn’t.

B2C 74

B2C Drivers/motivators B2B Account management 74

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. There are many analytics companies, but this one is focused on a specific market. 3) Market Readiness – Do you have a go-to-market plan?

Product 40

Product Account management Contract Price 40

Partners in Excellence

JUNE 9, 2019

Like the previous two posts, this focuses on how you apply the principles of Cynefin in your sales strategies with your customers. For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. Depending on customer/problem maturity, our targeting strategies are very different.

Cross-sell 75

Cross-sell Account management Education Sell 75

Sales Hacker

FEBRUARY 1, 2022

Outreach enables accurate sales forecasting, replaces manual processes with real-time guidance, and unlocks actionable customer intelligence to help you win more often. Nelson Gilliat: The premise behind the book is that the go to market model for most B2B companies nowadays is outdated. Welcome to the Sales Hacker podcast.

Commission 90

Commission Quota Assembly Line Sales 90

Sales Hacker

SEPTEMBER 9, 2019

Account-based strategies are personalized, multi-channel, multi-threaded, outbound activities aimed at creating high-value opportunities in new and existing customers. 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). Technology (i.e.,

Prospecting 61

Prospecting Sales Follow-up Contact 61

SalesLoft

JULY 11, 2019

She is the Director of Customer Value at Pendo.io, but it’s a role she prepared for with 8 years at Google where she learned about value engineering. Stephanie: We built up a super strong account management and account strategy function at Wildfire in the months prior to the acquisition by Google. Value Engineering.

Engineering 45

Engineering GTM Territory Strategize 45

Heinz Marketing

JANUARY 21, 2019

“Spend more marketing dollars, hire more sales people or cut costs, and that just couldn’t be sustainable over time because we now have so much more data as we were just talking about the CRM systems and technologies is far advanced is where it was five or even 10 years ago.”. How are you trying to go to market?

Pipeline 69

Pipeline Growth Sales Technology 69

SBI

JANUARY 31, 2020

The information we get through TechTarget’s Email Alerts will enable our sales teams to focus on specific opportunities and customers who are currently in-market for NWN’s solution-as-a-service portfolio, allowing them to deliver better solutions, faster, while transforming the customer experience.

Territory 29

Territory Engineering Strategize Technology 29

Heinz Marketing

SEPTEMBER 26, 2022

Who should own sales enablement, Sales or Marketing? What sales enablement can do for the entire customer life cycle. It’s how you make your salespeople better at interacting with your customers, right? So that you can go and close more deals. Welcome to another episode of Sales Pipeline Radio. Rusty: Exactly.

Pipeline 52

Pipeline Sales Niche Start-ups 52

Sales Hacker

JULY 24, 2018

Transitioning from individual contributor to manager [5:26]. Most founders ignore market cap [13:38]. Strategic functions to go to market with [30:24]. Thousands of customers, including Cloudera, Glassdoor, Pandora, and Zillow rely on Outreach to deliver higher revenue per sales rep. Pain point framework [24:24].

Negotiate 41

Negotiate Strategize Sales Pipeline 41

Sales Hacker

SEPTEMBER 16, 2019

A good way to think about this is to ask yourself, “Is our product something we’d be likely to buy on impulse, say, in response to a Facebook ad, or is it more like an expensive technology that would change the way our company operates?”. Outside sales will be a better fit if your organization: Sells physical products or complex technology.

Outside Sales 82

Outside Sales Inside sales Profit margin Sales 82

Sales Hacker

NOVEMBER 24, 2020

Outreach revolutionizes customer engagement by moving away from siloed conversations to a streamlined and customer-centric journey. Categories like sales development, inside sales, account management, and now, field sales, actually falls under that umbrella. We have people that do nothing but go-to-market strategy.

Sell 81

Sell Territory Quota Up-sell 81

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.

Contract 63

Contract Drivers/motivators Sales Price 63

Heinz Marketing

OCTOBER 24, 2022

How sales enablement can impact customer facing teams. How companies are leaning in and using platforms as their core marketing mechanism moving forward. I was an early customer when it was a prospector, when it was giving you access to lists, and it has now evolved into a full platform to support sales professionals.

Pipeline 43

Pipeline CRM Sales Start-ups 43

SaaStr

MARCH 8, 2019

Why is the sales funnel alone, no longer an appropriate way of thinking about customers? Join Hubspot CEO Brian Halligan and NEA’s Hilarie Koplow-McAdams to explore the evolution of the marketing and sales funnel you’ve been using for decades to generate traffic and convert and leads into customers. Marketers and sellers.

Cold Call 44

Cold Call Trust B2C Go To Market 44

SBI

OCTOBER 29, 2019

. – October 29, 2019: Allego and Seismic today announced a strategic partnership to help sales and marketing organizations improve performance by providing a central resource for all of their personalized sales collateral, customer engagement videos, and relevant just-in-time learning material.

Strategic partnership 20

Strategic partnership Strategize Price Technology 20

Heinz Marketing

JUNE 18, 2018

More from Patrick: I am a growth-driven marketing, sales and business development executive in high technology focused on building high performing teams, building lasting relationships and delivering results. I run marketing, alliances and channels at Altify. I am also an advisor to innovative start up companies.

Pipeline 41

Pipeline Objectives and Key Results Sales B2B 41

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 53

Customers Account management X-functional Hospitality 53

SaaStr

JANUARY 28, 2020

You’re going to put less in and you may get less out. Maria : I think for many of our organizations, we’re automation, we are technology. We are what is going to make companies more efficient. So, when I was at Marketo, it was not an easy time in the market but it is part of what caused the growth. Aaron : No.

Growth 85

Growth Promote Engineering Up-sell 85

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 103

GTM Growth Start-ups Clients 103

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.

GTM 105

GTM Clients Sales Technology 105

SalesLoft

DECEMBER 19, 2023

Get the best from every player with a revenue workflow platform One of the advantages of workflow technology is its capacity to slash the administrative burden that bogs things down. Customer Success Managers (CSMs) get the tools they need to deliver coordinated, personalized engagement across channels. Technologies come and go.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 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

SaaStr

MARCH 8, 2019

Why is the sales funnel alone, no longer an appropriate way of thinking about customers? Join Hubspot CEO Brian Halligan and NEA’s Hilarie Koplow-McAdams to explore the evolution of the marketing and sales funnel you’ve been using for decades to generate traffic and convert and leads into customers. Marketers and sellers.

Cold Call 19

Cold Call Trust B2C Go To Market 19

Sales Hacker

APRIL 16, 2018

Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. I sold to big Fortune 500 customers, I crushed my numbers, I won national and international sales contests across 500 or 1,000 person sales organizations.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

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 134

B2B Objectives and Key Results Campaign Cross-sell 134

Sales Hacker

APRIL 21, 2021

Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. Proliferation of marketing and sales technology. Customer experience becoming a critical revenue driver.

Finance 101

Finance GTM Cross-sell SQL 101

SaaStr

SEPTEMBER 13, 2020

It’s also been a powerful moment for technology to be a force for good. Another collection of their customers actually turned their kitchens into service offerings. You get this almost eating effect, I think of it as Pac-Man in motion, where truly, cloud is taking over the core of technology and all of software.

Non-Profits 63

Non-Profits Strategize Trust Growth 63

Sales Hacker

SEPTEMBER 2, 2021

It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. In a classic blog post , Christoph Janzexplains the number of potential customers in your total addressable market. This could include security audits, sign-offs from the procurement team, and requests for customized SLAs.

Product 95

Product SQL Contract Sales 95

Lead Fuze

DECEMBER 2, 2021

This strategy is a go-to market approach that combines personal marketing, sales and success efforts to drive engagement at named accounts. Account-based models focus on a small number of accounts, so you need to make sure that your time is well spent. Technology enables us to be laser-focused.

Technique 52

Technique Technology Technology Cross-sell 52

Sales Hacker

OCTOBER 7, 2021

In working with Anita, sales Professionals learn to level up their performance and create customers for life using their humanity as a powerful differentiator. I realized, though, that if I couldn’t be who I am and do what I KNEW was right by my customer, I had to go. Invest in your development internally and externally.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

MAY 20, 2019

Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. 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. What You’ll Learn.

Consult 63

Consult Technology Technology Networking 63