Sales Hacker

JANUARY 27, 2024

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. In this episode, you’ll hear a recap of 2023 at GTMfund and Max’s predictions for 2024 – from M&A, to remote work, to the role of the SDR. That’s it, that’s all.

GTM 88

GTM Niche CRM Account management 88

Sales Hacker

MAY 6, 2021

They must be apprised of new potential go-to-market strategies and timing the market as well as an acute sense (or slight paranoia) about the competition and economic factors that can potentially get in the company’s way of hitting these goals. Ownership of the entire revenue lifecycle.

B2C 93

B2C Pipeline SQL Strategize 93

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. 3) Market Readiness – Do you have a go-to-market plan? Managing accounts after the sale is made.

Sell 52

Sell Account management Contract Price 52

SaaStr

SEPTEMBER 18, 2023

Question #2: How Do You Fix GTM The high-level advice for founders trying to approach Go To Market differently is… Don’t worry too much about innovation in sales and marketing. The best advice for emerging vendors trying to get into Enterprise is… Let them guide you through the process. They’ll know the risks they’re taking.

GTM 85

GTM Niche Account management Up-sell 85

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 97

Territory Quota Strategic planning Sales 97

Sales Hacker

SEPTEMBER 29, 2023

Start-ups to watch: UserEvidence announces their $9M SeriesA this week, UserEvidence automates social proof for go-to-market teams and creates authentic customer stories at scale Pumped to see their rapid growth! Hottest GTM job of the week: Founding Account Manager at Tavus , more details here.

GTM 100

GTM Growth B2C Territory 100

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.

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

SaaStr

JUNE 6, 2022

That allows us to have a very different go-to-market strategy. It allows us to think about where we enter the organization and how we interact with the organization and allows us to spend a lot of time in account management.”. Little by little, doing work, getting more installs, then that pays off years down the line.

Account management 88

Account management Engineering Technology Technology 88

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. 3) Market Readiness – Do you have a go-to-market plan? Managing accounts after the sale is made.

Product 40

Product Account management Contract Price 40

Anthony Cole Training

AUGUST 20, 2012

Step 2 - To avoid being unprepared for interviews AND to avoid unnecessary interview use a pre-hire evaluation tool that helps you identify if this candidate fits the profile you've established, has a history of successful selling within your go to market strategy and is successful operating within your sales managed environment.

Appointment 168

Appointment Sales Account management Consult 168

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

Partners in Excellence

MAY 26, 2019

More organizations have a complex array of go to market strategies, leveraging digital outreach, partners, sales specialists, account managers and others. The sales person has to manage this “network” in effectively engaging customers and helping them through their buying journeys.

Sales 75

Sales Account management Networking B2B 75

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 88

Pipeline Pitch Sales Account management 88

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 72

Commission Territory Finance Inside sales 72

Heinz Marketing

MARCH 6, 2019

In other words, is there any evidence that account-based increases target account sales but decreases commercial business thereby giving a “zero sum” impact to the company’s overall sales and revenue? ERIC : It is important for companies to approach account based as a complimentary go-to-market strategy, not a replacement.

B2C 73

B2C Drivers/motivators B2B Account management 73

Partners in Excellence

FEBRUARY 23, 2022

We train them, we provide marketing programs, content. We drive marketing programs to keep these partners supplied with leads. Many organizations go to market exclusively through channel partners. Channels are a critical part of any organization’s growth and go to market/customer strategies.

Strategic partnership 97

Strategic partnership Sales Strategize Commission 97

Partners in Excellence

AUGUST 26, 2020

We are taught things like “How to qualify, how to handle objections, how to close……” Likewise, as managers, we tend to focus a lot on the What and How. We also look at the Who when we are looking at the overall organizational structure and some of our go to market strategies.

Start-ups 96

Start-ups High impact Technique Follow-up 96

Partners in Excellence

JUNE 9, 2019

In the complex domain, we will probably need a team oriented sell, with subject matter experts, account managers, people with problem solving expertise and so forth. Our organizational and deployment strategies will change as we move from the complex to simple domains.

Cross-sell 75

Cross-sell Account management Education Sell 75

Partners in Excellence

FEBRUARY 28, 2022

So much of our go to market/selling strategies are driven by this. Afterword: I know I’ll ruffle a lot of feathers with this, but the places I look for the greatest innovation in go to market/selling strategies is with those organizations that are commoditized. But there are problems with this.

Price 85

Price Negotiate Up-sell Start-ups 85

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 some examples of how employers communicate those responsibilities on job boards: Source: Zippia. Source: Zippia. This role is far more product-driven.

Promote 141

Promote Campaign Pitch Niche 141

Sales Hacker

FEBRUARY 1, 2022

Nelson Gilliat: The premise behind the book is that the go to market model for most B2B companies nowadays is outdated. Nelson runs demand generation for an agency called Brantr and he’s based out of San Diego. Nelson, welcome to the show. What’s the premise behind the book? Get rid of quotas and get rid of commissions.

Commission 88

Commission Quota Assembly Line Sales 88

Hubspot

MARCH 21, 2018

But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. So, which go-to-market should you choose? To continue, the inbound function of partnering with marketing is strongest in conjunction with a renewals function to support the account management team.

Outside Sales 88

Outside Sales Inside sales Quota Sales 88

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

Partners in Excellence

JUNE 1, 2020

It establishes a go to market strategy that, according to research, doesn’t really work, and absolves sales people of the responsibility for prospecting and constantly looking for new business. Farmers and farming are what brings food to all of us.

Agriculture 91

Agriculture Prospecting Growth Up-sell 91

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]. Sam Jacobs: What are the things you think you did particularly well that enabled you to make that transition from individual contributor to manager?

Negotiate 41

Negotiate Strategize Sales Pipeline 41

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 82

Sales Objectives and Key Results Territory Go To Market 82

Sales Hacker

SEPTEMBER 11, 2018

I became an account manager for some of the large social networks. Sam Jacobs: You did a lot of research on deal size and market segment, and you concluded that there is no conclusion. Tell us a little bit about that work because it’s super interesting that there’s no one way to go to market.

Quota 42

Quota Drivers/motivators Construction Growth 42

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 60

Prospecting Follow-up Sales Contact 60

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

Hubspot

MARCH 25, 2020

Anticipate frequently asked questions — particularly from salespeople, marketers, account managers, and support reps — and try to reduce confusion upfront. You can download free product marketing email templates here in our Product Marketing Go-To-Market Kit. How do your customers sign up?

Launch 87

Launch Product Contact Follow-up 87

A Sales Guy

DECEMBER 7, 2015

We get to create our own go to market strategy. We get to pick what information we are going to send. In many cases, we get to choose how much we’re going to charge. You see, unlike most other types of jobs, in sales we have a LOT of autonomy and therefore in essence we ARE the CEO of our sales territory.

Territory 68

Territory Go To Market Prospecting Product 68

SaaStr

MARCH 8, 2019

It’s the same mattress, basically, but they’ve taken the friction out of it and they’ve really matched the way they go to market with the way modern humans actually want to buy stuff. But in B2B, the train’s at the station ready to leave, and so you need to match your go to market by the way people buy.

Cold Call 42

Cold Call Trust B2C Go To Market 42

SalesLoft

JULY 11, 2019

Stephanie: We built up a super strong account management and account strategy function at Wildfire in the months prior to the acquisition by Google. Having leadership support around that, and constantly echoing to the sales force that this is how we are going to go to market from here on out.

Engineering 45

Engineering GTM Territory Strategize 45

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. Kris: Yeah. So, for those who don’t know Sendoso, we are a sending platform. So, it really just creates again, more of a human-to-human approach versus a vendor-customer approach.

Pipeline 106

Pipeline Sales Prospecting Campaign 106

Sales Hacker

NOVEMBER 24, 2020

Categories like sales development, inside sales, account management, and now, field sales, actually falls under that umbrella. We offer a variety of services that range from go-to-market strategies to tactical implementations, writing things like sequences and cadences. We have a nice range of skill sets on our team.

Sell 80

Sell Territory Quota Up-sell 80

SBI

JANUARY 31, 2020

Accurate and actionable data is the lifeblood of high-performing Go-To-Market organizations,” said Andrew Gilman, Head of Marketing, NWN Corporation. Revegy, a leading provider of strategic account management technology, is proud to announce the addition of David Keil to its Board of Directors. Account Planning.

Territory 29

Territory Engineering Strategize Technology 29

Partners in Excellence

SEPTEMBER 12, 2012

Trying to understand the breadth of their products and how they go to market is confusing to them. ” (This doesn’t mean they don’t have a team they rely on and they make it easy for the customer to know who to go to, but when all else fails, there needs to be one person accountable for the relationship?).

Up-sell 88

Up-sell Consult Go To Market Price 88