Sales Hacker

DECEMBER 9, 2022

Changing territories too frequently will frustrate salespeople trying to build relationships and can even frustrate customers who don’t want to constantly deal with new account managers. Many organizations start with simple rules and definitions – geography-based territories (east, central, west) or account-based territories.

Territory 120

Territory Quota Strategic planning Sales 120

Sales Hacker

JANUARY 27, 2024

HBR, MIT Review, Time, Salesforce, and Nasdaq, and was named one of LinkedIn’s Top Voices for Sales and Crunchbase’s 25 Sales Leaders to Follow. Start-ups to watch: Roam : This is a virtual office that has started to address the challenge of working with distributed teams. Wrapping up a super energizing trip.

GTM 121

GTM Niche CRM Account management 121

Hubspot

JUNE 8, 2021

But it's also about relationships, follow-through, communication, analytics, and patience. Is the sales job market strong enough to support a career? 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. Account Manager.

Commission 94

Commission Territory Finance Inside sales 94

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.

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

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 126

GTM Growth Start-ups Clients 126

Partners in Excellence

AUGUST 26, 2020

We are inundated with training, content, articles, books on “You have to prospect, You have to build your pipeline, You have to follow the process, …… ” These focus on what sales people have to do, they are generally closely followed by techniques and tools focusing on how we do those things.

Start-ups 100

Start-ups High impact Technique Follow-up 100

ConversionXL

AUGUST 24, 2021

News declaring it the number one job in sales and marketing, and a median average salary of around $142,000 in the U.S., it’s no surprise that people are looking at how to become a marketing manager. Perhaps you want to move up the ranks at your current company, or maybe you’re looking to change careers. Source: Zippia.

Promote 141

Promote Pitch Campaign Niche 141

Hubspot

JULY 24, 2012

They managed to round up enough money to get them through the early days and come out on the other end with a prototype for the Acme software product. And part of their strategy to support that launch was hiring a marketing agency. We Needed Leads, They Gave Us Twitter Followers. at least five times before giving up.

Launch 78

Launch Clients Follow-up Pitch 78

Hubspot

MARCH 25, 2020

Are you bringing your product up to par for the market you're in? How do your customers sign up? Anticipate frequently asked questions — particularly from salespeople, marketers, account managers, and support reps — and try to reduce confusion upfront. Sign up for a demo? How it Works. Who It's For.

Launch 101

Launch Product Contact Follow-up 101

Sales Hacker

SEPTEMBER 9, 2019

To take it back a step, if Marketing can figure out how to scale account-based programs, and do it in a coordinated (between Sales and Marketing), measurable way — alignment would easily follow. With that in mind, I’m going to give you a proven system to execute and automate account-based programs that get real results.

Prospecting 80

Prospecting Sales Follow-up Contact 80

Heinz Marketing

MAY 2, 2022

Matt: It’s all about just showing up, man. I mean, it’s showing up and literally the key for me in doing that is just like 11:30 Pacific every Thursday, we do a show, it’s on the calendar. Elay : Great to be here, Matt, Elay Cohen from SalesHood. Thanks for doing this. I can’t believe 325 episodes. Look at you.

Pipeline 98

Pipeline Pitch Sales Account management 98

Sales Hacker

FEBRUARY 5, 2019

This guide will arm you with the three most important things to address with your executive team before committing to the Enterprise market. Related: The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy. However, when moving up-market to companies with 1,000+ employees, the game changes.

Product 67

Product Contract Cross-sell Account management 67

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]. The departments were reporting straight up to the CEO prior to my arrival in September. Customer Experience vs. Account Management. Show Agenda and Timestamps.

Customers 50

Customers Account management Go To Market Follow-up 50

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

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. But as SaaS startups mature, they usually start moving up-market. This is why most SaaS companies eventually move up-market and start focusing on bigger deals. I’m not kidding.

Cross-sell 104

Cross-sell Legal Contract Price 104

SaaStr

SEPTEMBER 18, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. 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.” Henry Schuck. ” Jason Lemkin: Yeah.

Account management 98

Account management Engineering Launch Start-ups 98

SaaStr

SEPTEMBER 13, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Just 12 years ago, the entire market capitalization of the top five cloud companies was less than $14 billion. Everyone is trying to figure out the go-to-market learning curve. Byron Deeter.

Non-Profits 92

Non-Profits Strategize Trust Growth 92

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. On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. Revenue Accountant.

Finance 117

Finance Cross-sell GTM SQL 117

Salesforce

MAY 15, 2025

Imagine: the moment a customer hits a usage limit on a specific feature of your ISV app, a targeted upgrade offer is automatically presented within the application, a notification is sent to their account manager, and relevant documentation on the premium features is readily available driving potential upsell opportunities.

Original Equipment Manufacturer 52

Original Equipment Manufacturer Cross-sell Manufacturing Trust 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. We actually more than doubled the company in the last year just to kind of keep up with the growth. If you want to check out Vidyard, I encourage you to go to Vidyard.com/pipeline.

Pipeline 111

Pipeline Sales Prospecting Campaign 111

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 79

Technology Technology Cross-sell Referrals 79

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. 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. Sign-up] for a webinar and social events.

Prospecting 60

Prospecting SQL GTM X-functional 60

SalesLoft

DECEMBER 19, 2023

Over the past year, the brunt of cuts have hit SDR and BDR roles, leaving AEs, AMs, and even CSMs to pick up the work of prospecting, qualification, and upsell. Ironically, smaller revenue teams are often more complicated to manage. Where there used to be smoothly functioning, transparent pods, there are now opaque silos.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

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

Lead Fuze

DECEMBER 2, 2021

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: . Who currently have job openings for marketing help. The Foundation of an Account Targeting Strategy Program. You want to call up providers and ask questions.

Technique 52

Technique Technology Technology Cross-sell 52

SBI

AUGUST 27, 2019

I shared an earlier post on LinkedIn about the necessity of fast-growing companies to switch their go to market (GTM) plans to stay in sync with their growth stage. That account should be moved out of the strategic account bucket and replaced with another account with a higher propensity to close.

GTM 37

GTM Territory CRM Strategize 37

SaaStr

DECEMBER 17, 2019

Or if you’ve ever gotten a 2 cent and a 4 cent deposit into your account as you’re trying to set up direct deposit or payments transfers, that’s a pre-Plaid world. Ari : And so you’ve had a lot going on in the last couple of months. It ended up doing just fine. That’s pre-Plaid. Ari : Okay.

Finance 84

Finance X-functional Non-Profits Launch 84

SalesLoft

JULY 11, 2019

Jeremey: Like you, many of the folks that I’ve spoken to had some sort of hustle growing up. I look for people who go into even larger organizations and find an area of opportunity to either become an expert or to really refine their skills and almost carve out a practice for themselves. Value Engineering.

Engineering 45

Engineering GTM Territory Niche 45

SaaStr

AUGUST 27, 2019

In addition to sales comps go to super power is a mean karaoke rendition of, Since You’ve Been Gone. Jessica Lin: Next up we have Michaela Lairs, senior director of finance at Movable Ink, a digital marketing platform, and also a veteran of top enterprise startups in New York City. But also what is my go to market motion?

Territory 62

Territory Cross-sell Contract Drivers/motivators 62

SalesHandy

JULY 12, 2022

If you don’t have an ideal customer profile, you will end up focusing your efforts on different areas of the market. In turn, your sales and marketing reps will be running after leads who were never going to buy from you. This in turn will result in speeding up your sales process.

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? So, I call Matt and follow up with him right now.

Pipeline 45

Pipeline Sales CRM Start-ups 45

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. 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 literally had trucks backing up to my apartment with prizes won from these sales contests. And on Stitcher.

Territory 43

Territory Cross-sell Up-sell Objection handling 43

SBI

OCTOBER 29, 2019

It is critical for reps to have access to the most up-to-date information in the right place and at the right time. It is essential to provide our customers with every possible go-to-market advantage, which is why we partner with industry leaders like Allego,” said Doug Winter, Seismic co-founder and CEO. “By Account Planning.

Strategic partnership 20

Strategic partnership Strategize Price Sales 20

SBI

NOVEMBER 7, 2019

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. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. Prospect Intelligence.

Customers 20

Customers Tradeshows Technology Technology 20

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Your sales career project has ups and downs. Women in sales often have a polarizing experience.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Sales Hacker

FEBRUARY 1, 2022

Make prospecting videos, follow-ups, product demos, and other communications that drive virtual selling. Try Vidyard for free by signing up at Vidyard.com/free. Nelson Gilliat: The premise behind the book is that the go to market model for most B2B companies nowadays is outdated. Nelson, welcome to the show.

Commission 104

Commission Quota Assembly Line Sales 104

SaaStr

MARCH 8, 2019

If you’re interested in HubSpot and you’re interested in inbound marketing, I would encourage you as a next step to check up the free trial on our site and see if it works for you. Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low. I kind of grew up with the funnel.

Cold Call 22

Cold Call Trust Go To Market B2C 22