SaaStr

SEPTEMBER 18, 2023

In Part 2 of Ask Me Anything, Lemkin will answer these questions: How do you balance being authentic as a new startup and getting customers to buy into your vision vs. appearing well put together with everything going on? How do you fix GTM? Will there be any new categories in the next 5-10 years? They’ll know the risks they’re taking.

GTM 116

GTM Niche Account management Up-sell 116

Partners in Excellence

SEPTEMBER 12, 2012

Trying to understand the breadth of their products and how they go to market is confusing to them. Organizations are having an increasingly complex array of solutions presented to their customers through a complex array of channels.

Up-sell 113

Up-sell Consult Go To Market Price 113

Sales Hacker

AUGUST 5, 2019

Megan spent over a decade building and managing customer and revenue generation teams for leading technology companies, so when it comes to understanding how companies can structure their organization around the customer, she’s leading the pack. What Managed by Q does. The Benefit of Starting Out in Account Management.

Customers 65

Customers Account management X-functional Hospitality 65

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

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. Then, still working together, present a project plan that the Board will buy into. Should we partner?

Product 67

Product Contract Cross-sell Account management 67

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

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

Sales Hacker

APRIL 21, 2021

There are a few different role functions present in RevOps already, so each role has its own unique responsibilities and functions. For our example, we’ll cover what a RevOps manager does on a daily basis: Makes decisions on sales and marketing strategies to drive business revenue. Revenue Accountant. Manager-level roles.

Finance 117

Finance Cross-sell SQL GTM 117

Partners in Excellence

FEBRUARY 28, 2022

We started to talk about how his team could present and defend value, minimizing the need to discounting. So much of our go to market/selling strategies are driven by this. As these conversations usually start, he was tempted to jump to the product. We talk about how different and superior our products are from the competition.

Price 90

Price Negotiate Up-sell Start-ups 90

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 in this way, we under invested in middle management along the way, especially in our go to market motion. What’s the go to market motion look like? Henry Schuck. It molded-.

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. 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 92

Non-Profits Strategize Trust Growth 92

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 82

Contract Drivers/motivators Sales Price 82

Sales Hacker

APRIL 21, 2022

The ICP determines decisions across the company from the go-to-market to product strategy. Dedicated Customer Account Manager. Just go look at some websites like Workday, SAP, Salesforce. This will help you get a sense of all the things a mature business presents to their buyer. Product usage.

Cross-sell 104

Cross-sell Legal Contract Price 104

Sales Hacker

SEPTEMBER 16, 2019

For example, if you’re an early-stage startup and a first-time founder, it’s unlikely you’ll have a dedicated person finding and qualifying leads with a well-defined go-to-market strategy. They need to have good social skills and be comfortable speaking with and presenting to people. Account management.

Outside Sales 97

Outside Sales Inside sales Profit margin Sales 97

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. You don’t want an account maintained only by a champion on the customer side and your account manager. We call this a 3 x 3 account — a term coming from organizational selling.

Prospecting 60

Prospecting SQL GTM X-functional 60

SalesLoft

JULY 11, 2019

How can you involve the champion in the buying process and inspire them to co-present the solution? Stephanie: We built up a super strong account management and account strategy function at Wildfire in the months prior to the acquisition by Google. What exactly is value engineering? Value Engineering.

Engineering 45

Engineering GTM Territory Niche 45

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 84

GTM Pipeline Healthcare Sales 84

Heinz Marketing

SEPTEMBER 26, 2022

You can catch every episode of Sales Pipeline Radio past, present, and future at salespipelineradio.com. Today, we’re going to talk about sales enablement. I don’t know, your podcast is called Sales Pipeline Radio, so I’m going to assume more sellers and marketers listen to this. Rusty: Exactly.

Pipeline 52

Pipeline Sales Niche Start-ups 52

Heinz Marketing

OCTOBER 24, 2022

If you’re listening or watching on demand, thanks again for downloading, for subscribing, for watching every episode of Sales Pipeline Radio, past, present, and future, always available at salespipelineradio.com. Every week we feature some of the best and brightest minds in B2B sales and marketing. Who are you going to war with?

Pipeline 45

Pipeline Sales CRM Start-ups 45

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. What was really important is joining a company whose product already serves the needs of the market. requires many times a whole new sales cycle. . Performance ramp.

Territory 43

Territory Cross-sell Up-sell Objection handling 43

SBI

OCTOBER 29, 2019

By providing sales organizations with a central repository of relevant and updated content that is easy to access and search, Allego and Seismic will enable sales reps to deliver presentations more effectively, use current messaging that will have the greatest impact, and make the most of every customer interaction. “It Account Planning.

Strategic partnership 20

Strategic partnership Strategize Price Sales 20

SBI

NOVEMBER 7, 2019

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

Customers 20

Customers Tradeshows Technology Technology 20

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 137

Sales Up-sell Start-ups Cross-sell 137

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. What does it mean to be product-led? This is an example of the “land and expand” strategy.

Product 119

Product SQL Contract Sales 119

Heinz Marketing

MAY 13, 2019

I asked her to share how the concept of Revenue Operations can now span beyond acquisition marketing as well as sales and how it can impact customer success and account management teams as well. Every episode of Sales Pipeline Radio is available, past, present, and future on salespipelineradio.com. It’s amazing.

Pipeline 58

Pipeline Sales Objectives and Key Results B2B 58

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. The elements within those companies, within their marketing and sales, that aren’t predictable revenue models, is what drives their better aspects of their growth. Nelson, welcome to the show.

Commission 104

Commission Quota Assembly Line Sales 104

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 75

Pipeline Growth Sales Technology 75

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 108

Sales Price Quota Start-ups 108

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 56

X-functional SQL Pipeline Go To Market 56

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. For those of you on the podcast, thanks very much for subscribing and listening.

Pipeline 45

Pipeline Objectives and Key Results Sales B2B 45

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. Harry Stebbings: I do want to move on more to the present day because you mentioned that being the only one with the title founder experience. Harry Stebbings. Travis Bryant. Aydin Senkut. Roelant Prins.

Start-ups 79

Start-ups Customers Objectives and Key Results Pipeline 79

SaaStr

SEPTEMBER 13, 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. In stage one, when we’re pursuing product market the customer success is really important for building empathy with your clients. What is a lucky lead and how does that turn into predictable growth.

Engineering 13

Engineering Objectives and Key Results Strategic planning Strategize 13

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 67

Contract Price Commission Conversion 67

SaaStr

SEPTEMBER 30, 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 it really grows your lens of, is this a big enough idea for me to go start a company or a product around? Third, it was how to actually go to market, how to do sales, marketing, and bring a product to life.

Price 67

Price Up-sell Start-ups Product 67

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. So for us, our account managers, they’re effectively operations managers.

Customers 40

Customers Quota Start-ups Up-sell 40

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 12

Contract Price Commission Conversion 12

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. Instead, they will report that the customer said, “Great presentation!” Rating: 9/10 See book on Amazon. The evidence. Communications.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52