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 96

Pipeline Pitch Sales Account management 96

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. ” 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.

Account management 95

Account management Engineering Launch Start-ups 95

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 101

Finance GTM Cross-sell SQL 101

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.” I think the “layering” concept Jim presents is a great model for all of us to think about.

Sales 83

Sales Objectives and Key Results Territory Go To Market 83

Sales Hacker

SEPTEMBER 2, 2021

It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. The role of the “Account Manager” (psst…it’s a salesperson) is to help get other teams within that organization to use Slack. If they meet this requirement, leads become a sales-qualified lead (SQL).

Product 95

Product SQL Contract Sales 95

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. Essentially, what we do is we present each traveler with a price to beat.

Contract 63

Contract Drivers/motivators Sales Price 63

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 81

Outside Sales Inside sales Profit margin Sales 81

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 47

Prospecting SQL GTM X-functional 47

Sales Hacker

APRIL 21, 2022

The ICP determines decisions across the company from the go-to-market to product strategy. Every week the team would meet to discuss initiatives in the company’s move up-market. Dedicated Customer Account Manager. Just go look at some websites like Workday, SAP, Salesforce. Product usage.

Legal 86

Legal Cross-sell Contract Price 86

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. We’re going to start with some dates that predated COVID and really go to prior SaaStrs. Everyone is trying to figure out the go-to-market learning curve. Byron Deeter. Henry Schuck.

Non-Profits 61

Non-Profits Strategize Trust Growth 61

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. In the past, Go Nimbly has helped companies like Zendesk, Twilio, PagerDuty and Coursera to achieve alignment and increase revenue by 26%. Jason Reichl.

X-functional 51

X-functional SQL Pipeline GTM 51

SaaStr

NOVEMBER 22, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. And I had a tastic experience there for about seven years before running a marketing tech sales team at Optimizely for five years. Almost like in the meeting with the pitch meeting itself.

Start-ups 61

Start-ups Customers Objectives and Key Results Growth 61

Sales Hacker

OCTOBER 7, 2021

He became threatened and told me that I had to follow his ridiculously complex and impractical method that required presenting 60+ confusing slides. 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. What is your best piece of career advice for women in sales?

Sales 130

Sales Start-ups Up-sell Cross-sell 130

The Lost Book of Sales

JULY 12, 2021

High-level thoughts While some chapters and concepts presented in the book are stronger than others, I enjoyed it thoroughly while taking the time to properly digest all of my learnings. In both cases, the reason we have separate markets is that the customers could not have referenced each other. Rating: 9/10 See book on Amazon.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Heinz Marketing

JANUARY 21, 2019

And every episode of Sales Pipeline Radio is always available past, present, and future on salespipelineradio.com. Sales and marketing today is absolutely no different. How are you trying to go to market? Thanks so much for subscribing, very humbled by the numbers we continue to see on the podcast.

Pipeline 70

Pipeline Growth Sales Technology 70

SaaStr

APRIL 3, 2019

As for Ben, he spearheads global sales and go to market teams. You can also take your SaaStr to go: Listen on iTunes. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Listen on Google Play Music. Listen on Spotify. Harry Stebbings. Transcript.

Customers 40

Customers Quota Start-ups Up-sell 40

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 62

GTM Healthcare Pipeline Sales 62

SaaStr

AUGUST 20, 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. We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side. Harry Stebbings. Kyle Parrish.

Sales 74

Sales Price Quota Start-ups 74

SBI

NOVEMBER 7, 2019

Even add a "schedule a meeting" button. A well-presented value. 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. It's easy to do and doesn't require technical know-how. Prospect Engagement.

Customers 20

Customers Tradeshows Technology Technology 20

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. It begins with a phone call or an email and you move into that first meeting, the sales deck , the demo, the discovery call, objection handling, negotiation, closing, etc.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Heinz Marketing

JUNE 18, 2018

And as always, every episode of Sales Pipeline Radio past, present and future is available at salespiplineradio.com. We every week are featuring some of the best and brightest minds in B2B sales and marketing, today is no different. Even better, if they can get on a plane and go sit in a meeting. Patrick: Great question.

Pipeline 41

Pipeline Objectives and Key Results Sales B2B 41

SaaStr

MARCH 1, 2019

You can also take your SaaStr to go: Listen on iTunes. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Tom Tunguz: So we published a presentation about the 10 learnings of the free trials. Listen on Google Play Music. Listen on Spotify. Tom Tunguz.

Contract 45

Contract Price Commission Conversion 45

SaaStr

JANUARY 3, 2020

Tom Tunguz: So we published a presentation about the 10 learnings of the free trials. So you’re going to have a sales team that’s going to go after named accounts or the very largest customers. Because obviously it’s going to be a strategic channel for your business forever.

Contract 10

Contract Price Commission Conversion 10