SaaStr

APRIL 1, 2022

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.”. Mistake #4: Hesitation Stopped Us From Going Even Faster and Adding More Fuel to the Fire. Key Takeaways.

GTM 110

GTM Account management Growth Strategize 110

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. Big picture revenue growth and retention. Big picture revenue growth and retention.

B2C 121

B2C Pipeline SQL Strategize 121

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 111

GTM Launch Education Account management 111

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 110

Cross-sell Account management Clients Growth 110

Sales Hacker

DECEMBER 13, 2024

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. The accidental discovery the unification of sales and customer success delivered outsized results by creating a cohesive customer journey, aligning internal teams, and driving sustainable growth. Lets get into it.

GTM 108

GTM Customers Sales Growth 108

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. We’re not going anywhere though. The greatest technology does not always win.

Launch 126

Launch Product GTM Technology 126

Sales Hacker

SEPTEMBER 29, 2023

75% percent of CMOs are facing increased pressure to do more with less and to deliver profitable growth in 2023. Kathleen Booth (SVP of Marketing & Growth, Pavilion) notes “event-led growth” as a key growth motion for Pavilion. 3 Outbound SDR: Outbound remains effective, serving as a steady pillar of growth.

GTM 129

GTM Growth B2C Territory 129

Martech

OCTOBER 11, 2021

“The meeting might be going through to a salesperson, account manager or a CSM. ” Cipirani-Espineira has been in SaaS customer success throughout her career, including in senior account director and VP Customer Success roles at Cision and Medallia respectively. From account management to customer success.

Customers 112

Customers Account management Real Estate Contract 112

Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. Implementing a product-led growth (PLG) strategy significantly increases the likelihood of converting these prospects into paying customers. This ensures that the product or service effectively drives sales and customer growth.

Product 86

Product Territory Sales Price 86

SaaStr

APRIL 13, 2025

” These challenges highlight that while the compound startup model offers tremendous advantages, it requires constant refinement and a willingness to navigate complex organizational and go-to-market dynamics that single-product companies can avoid.

Cross-sell 63

Cross-sell Launch UX Up-sell 63

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Related: The New Growth Formula: Customer Success + Predictive Sales. Consider new territory rules that reflect changes in the market (and your business).

Territory 120

Territory Quota Strategic planning Sales 120

Heinz Marketing

JANUARY 13, 2022

Account-Based Retention . Sustainable Marketing . Target Account Precision . Redefined Marketing “Work” and Impact . User-Led Growth . Account-based AND Lead-based Funnel Management . Managing Your Marketing Team Culture . Change Management. Brand & Community Investments .

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

Sales Hacker

FEBRUARY 16, 2024

Sales teams in companies with a focus on product-led growth are rapidly adopting this approach. Pocus brings together product usage and other intent signals (customer, community, marketing data) to surface top leads, enabling reps to act fast. Subscribe now That’s it, that’s all.

GTM 124

GTM Quota Contact Construction 124

SalesLoft

FEBRUARY 19, 2020

The Revenue Methodology & Mastery track focuses on tactics around innovation and efficiency to nurture deeper client relationships and accelerate revenue growth. But how do you set a “Challenger” go-to-market strategy in motion? We’ll cover topics ranging from motivation and productivity to innovative tactics.

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

SaaStr

DECEMBER 20, 2023

The key for them has been stacking the right account loads for the highest potential growth companies with the right account team. The real conflict is around trying to serve both sets of messaging and marketing at the same time since how you market to SMBs is very different than Enterprise customers.

GTM 125

GTM Growth Start-ups Clients 125

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 137

Strategic partnership Sales Commission Strategize 137

Highspot

FEBRUARY 1, 2024

Enablement technology has become essential At the outset of 2024, it is clear that enablement technology , like the talented, vital enablement teams who use it, has become an essential part of every successful business’ go-to-market strategy. in 2022, after growth of 19.7% in 2022, after growth of 19.7%

Customers 64

Customers GTM Account management Government 64

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. Start-ups to watch: Roam : This is a virtual office that has started to address the challenge of working with distributed teams. That’s it, that’s all.

GTM 121

GTM Niche CRM Account management 121

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 94

Commission Territory Finance Inside sales 94

Heinz Marketing

MARCH 6, 2019

ERIC : It is important for companies to approach account based as a complimentary go-to-market strategy, not a replacement. The vast majority of companies will continue to have an inbound or demand model and an account based model, with account based efforts shifting the customer mix and becoming a driver of incremental growth.

B2C 78

B2C Drivers/motivators Account management B2B 78

Highspot

MAY 3, 2024

It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. Whether your revenue targets are at risk, you’re trying to turbocharge growth, or you’re looking to improve your bottom line, revenue enablement is for you. Request a demo today!

Cross-sell 93

Cross-sell Technology Technology GTM 93

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. Their focus is on retention and growth ( I guess that makes sense, real farmers grow things.) Research supports this.

Agriculture 100

Agriculture Prospecting Growth Up-sell 100

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 Contact 27

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? 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. Selling Skills and Account Management.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

ConversionXL

AUGUST 24, 2021

Here is an example of a digital product marketing manager’s job duties: Source: Google Jobs. In general, marketing manager responsibilities boil down to overseeing and implementing marketing campaigns to facilitate growth and retention for the company—in whatever shape or form the company does this.

Promote 141

Promote Pitch Campaign Niche 141

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 118

GTM Niche Account management Up-sell 118

SaaStr

SEPTEMBER 13, 2020

You see that both organizations embracing this cloud movement, but specifically in COVID, more and more companies turning to the cloud as their solution for business continuity or for business growth in these times when shelter in place is making on-prem solutions difficult and in many cases, impossible to use. What happens to growth?

Non-Profits 93

Non-Profits Strategize Trust Growth 93

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. Ready to learn more?

Strategize 61

Strategize Account management Technology Technology 61

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 101

Outside Sales Inside sales Quota Sales 101

Sales Hacker

APRIL 21, 2021

You might join a startup as a Revenue Operations Manager and run the show in collaboration with a VP of Sales. Now Head of Revenue and Growth Operations at UpKeep, Jeff shared his “long and windy road” to RevOps with Sales Hacker: I took a long and windy road to RevOps. Revenue Accountant. Manager-level roles.

Finance 117

Finance Cross-sell GTM SQL 117

Partners in Excellence

FEBRUARY 28, 2022

So much of our go to market/selling strategies are driven by this. We’ve even invented an acronym for this, PLG, product led growth. Markets change, competition changes, new offerings that have different capabilities surpass those of our products. But there are problems with this.

Price 90

Price Negotiate Up-sell Start-ups 90

Sales Hacker

AUGUST 25, 2023

We’ll continue on our mission to provide real stories/strategies/insights from the best go-to-market operators on the planet, spanning sales, marketing, customer success, operations/enablement, product and hiring. Creating these roles and structuring it this way was how we continued to fuel the growth engine. Very simple.

GTM 53

GTM Contract Cross-sell Account management 53

Sales Hacker

APRIL 24, 2018

How to use NPS to improve revenue growth and reduce churn. The importance of investing in Customer Success early in a company’s growth. 4) Customer Experience vs. Account Management [8:15]. 5) Balancing your Go To Market Strategy with Customer Experience [10:30]. Customer Experience vs. Account Management.

Customers 50

Customers Account management Go To Market Follow-up 50

Sales Hacker

APRIL 21, 2022

But as SaaS startups mature, they usually start moving up-market. Someone (usually a VC) will point out that hitting your aggressive growth numbers will be easier if you sell to larger companies. After a couple of years, we had built a solid SMB business, but realized that in order to hit our growth goals we needed to move up-market.

Cross-sell 104

Cross-sell Legal Contract Price 104

SaaStr

SEPTEMBER 18, 2020

And in this way, we under invested in middle management along the way, especially in our go to market motion. And instead of investing in managers, people to manage a group of people, and get them motivated and keep them focused on metrics, we invested in a bunch of automation. You just go copy. It molded-.

Account management 98

Account management Engineering Launch Start-ups 98

Highspot

JULY 31, 2020

Manages day-to-day communications with sales and other go-to-market teams. Manages sales content organization and strategy. Secure your sales team’s success by carefully defining their roles and responsibilities within your go-to-market team — and invest as necessary in the supporting functions they need to thrive.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

Hubspot

MARCH 25, 2020

Anticipation brews and a sense of optimism emerges around the prospect of a growth in market share. Anticipate frequently asked questions — particularly from salespeople, marketers, account managers, and support reps — and try to reduce confusion upfront. How do your customers sign up? Who It's For.

Launch 101

Launch Product Contact Follow-up 101