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 thoroughly enjoyed my time as a strategic account manager, but the upside was limited, and I was looking for new challenges.

Sell 137

Sell Cross-sell Finance B2C 137

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. As Joseph expresses, “meet your audience where they are. We’re not going anywhere though.

Launch 125

Launch Product GTM Technology 125

SaaStr

APRIL 13, 2025

And come meet Rippling and learn its secrets to building compound products when their VP of Product Anique Drumright joins us on-stage at 2025 Annual ! As we gear up for 2025 SaaStr Annual, May 13-15 in SF Bay , we wanted to take a look back at one of your favorite SaaStr conversations with Parker Conrad at SaaStr.

Cross-sell 65

Cross-sell Launch UX Up-sell 65

SaaStr

SEPTEMBER 8, 2024

Make sure you know how your customers buy and tailor your go to market strategy and messaging to that. It’s a fantastic place to hire sales people, account managers, customer service team members and startup hustlers.” Get great at list building. At some point it became obvious we had to send a team out.

Non-Profits 130

Non-Profits Price Contract Start-ups 130

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 108

Sales Objectives and Key Results Territory Go To Market 108

Sales Hacker

FEBRUARY 16, 2024

Dave Wilkins (Founder of SDR Nation of EMEA) points out that with declining email open rates, relying solely on emails as the source of meetings is ineffective. Pocus brings together product usage and other intent signals (customer, community, marketing data) to surface top leads, enabling reps to act fast.

GTM 122

GTM Quota Contact Construction 122

Sales Hacker

SEPTEMBER 29, 2023

Regional micro-events have drawn out the buyers who still work from home and don’t want to just meet with an AE. 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!

GTM 127

GTM B2C Growth Territory 127

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 119

GTM Niche CRM Account management 119

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

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. You need a VP of everything, and if you think you don’t, go meet a great one. They’ll know the risks they’re taking. None of that is new.

GTM 119

GTM Niche Account management Up-sell 119

Hubspot

JUNE 8, 2021

In an increasingly digital world, inside salespeople are the go-to for prospecting, nurturing, and converting leads remotely. They rely on email, phone calls, videos, and virtual meetings—instead of face-to-face interaction—to build relationships and move people through the sales funnel. Account Manager. Image Source.

Commission 94

Commission Territory Finance Inside sales 94

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

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%

Customers 64

Customers GTM Account management Government 64

SaaStr

DECEMBER 20, 2023

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. So, that’s where the battle happens of going to market for Enterprise customers without neglecting SMBs.

GTM 126

GTM Growth Start-ups Clients 126

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. Real Service-Level Agreements that you can actually meet. 3) Market Readiness. Integrations.

Product 67

Product Contract Cross-sell Account management 67

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 25, 2020

Anticipate frequently asked questions — particularly from salespeople, marketers, account managers, and support reps — and try to reduce confusion upfront. Remind your team of the overarching campaign goals in this section and provide a status update (complete, meeting, exceeding, or lagging). Who It's For.

Launch 101

Launch Product Contact Follow-up 101

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

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

SaaStr

SEPTEMBER 18, 2020

” And so I remember after my first board meeting, I grabbed one of the guys on my board. And in this way, we under invested in middle management along the way, especially in our go to market motion. Instead of investing a bunch in automation, they invested a bunch in managers in that go to market motion.

Account management 98

Account management Engineering Launch Start-ups 98

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

ConversionXL

AUGUST 24, 2021

If you’re managing a team, you’ll likely be distributing duties to team members and supporting them in their roles. in meetings or workshopping platforms) may become a regular part of your day. These days, it’s far more normal for teams to be fully or partially remote , so virtual collaboration (e.g., Source: Zippia.

Promote 141

Promote Pitch Campaign Niche 141

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

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. For people, it’s important that they can actually meet their goals and deadlines. Managing accounts after the sale is made.

Sell 52

Sell Account management Contract Price 52

Sales Hacker

SEPTEMBER 16, 2019

Instead, they meet with prospects outside the office. Because outside sales reps typically deal with larger and more expensive accounts and products than inside sales reps do, they’re often seen as their company’s superstars. Requires demos, meetings, and other high-touch interactions. Automated through digital funnels.

Outside Sales 97

Outside Sales Inside sales Profit margin Sales 97

Sales Hacker

APRIL 21, 2021

The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Half of the meeting is spent validating data across three different team reports. Revenue Accountant. Manager-level roles. Revenue Operations Manager. Revenue Cycle Manager.

Finance 116

Finance Cross-sell SQL GTM 116

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 78

Technology Technology Cross-sell Referrals 78

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. Mark’s pro tip: “And why call them Growth AEs vs. Account Managers? Very simple.

GTM 53

GTM Contract Cross-sell Account management 53

SaaStr

SEPTEMBER 13, 2020

Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently. Everyone is trying to figure out the go-to-market learning curve. You as a founder have to set the tone, and you can’t do it in a weekly stand up, or an all hands meeting in person.

Non-Profits 94

Non-Profits Strategize Trust Growth 94

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. Especially if you see an employee who has a creative idea, let them speak it.

Contract 81

Contract Drivers/motivators Sales Price 81

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. For people, it’s important that they can actually meet their goals and deadlines. Managing accounts after the sale is made.

Product 40

Product Account management Contract Price 40

SBI

JULY 12, 2018

Joe: InsideView helps B2B companies drive rapid growth by empowering business leaders to quickly and confidently make go-to-market decisions. Joe: Once a company purchases InsideView, we initiate our Smart Start process to document our customers’ key business drivers and needs with the entire InsideView account team.

Gaming 41

Gaming Territory Contact Drivers/motivators 41

SalesLoft

DECEMBER 19, 2023

Account Execs (AEs) and Account Managers (AMs) can track multi-threaded conversations across channels, so they always have the complete context for every conversation. That lets them meet buyers where they are, from creation to close, so they can meet and beat quota. But if you have Salesloft, everything changes.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. This can be through an email, a call, an in-person meeting etc. So how do you respond within five minutes to a request for a meeting on Sunday night at 2 am? 4) Content-Based Prospecting.

Prospecting 59

Prospecting SQL GTM X-functional 59

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 send those out with a little note that says, “Hey, great to meet you. Kris: Yeah. So, for those who don’t know Sendoso, we are a sending platform. ” Get it?

Pipeline 111

Pipeline Sales Prospecting Campaign 111

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 86

GTM Pipeline Healthcare Sales 86

SaaStr

DECEMBER 17, 2019

That allows us to have a very different go to market strategy. It allows us to think more about kind of where we end with the organization, how we interact with the organization, and allows us to spend a lot of time on account management and figuring out how best to kind of create champions out of those customers we have.

Finance 85

Finance X-functional Non-Profits Launch 85