Lead Fuze

DECEMBER 1, 2021

One of the most important parts about being a successful SaaS company is understanding how to go-to market. Need Help Automating Your Sales Prospecting Process? Go through a variety of filters to zero in on the leads you want to reach. There are many analytics companies, but this one is focused on a specific market.

Product 40

Product Account management Contract Price 40

Heinz Marketing

MARCH 6, 2019

Many companies today invest in more technology than they have the resources or maturity to justify. That said, as a company’s account based efforts mature, they often recognize opportunities to scale or improve process, and that can lead to incremental technology investment. ERIC : No, it really doesn’t.

B2C 74

B2C Drivers/motivators B2B Account management 74

Hubspot

JUNE 8, 2021

This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. For the same reasons that inside sales reps roles are growing, outside sales reps now often rely on technology to land customers. Account Manager. This is where account managers come in.

Commission 77

Commission Territory Finance Inside sales 77

Partners in Excellence

JUNE 9, 2019

As a result, our organizational strategies, our engagement strategies, the skills, competencies, tools, content, processes will have to change to be aligned with the part of the organization we choose to target. This goes beyond just our people, but impacts the tools, programs, content, systems, processes, and support required for success.

Cross-sell 75

Cross-sell Account management Education Sell 75

Sales Hacker

FEBRUARY 1, 2022

Outreach enables accurate sales forecasting, replaces manual processes with real-time guidance, and unlocks actionable customer intelligence to help you win more often. Nelson Gilliat: The premise behind the book is that the go to market model for most B2B companies nowadays is outdated. Welcome to the Sales Hacker podcast.

Commission 90

Commission Quota Assembly Line Sales 90

Sales Hacker

SEPTEMBER 9, 2019

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. Building processes into your work is how you scale things. Building processes into your work is how you scale things. Technology (i.e.,

Prospecting 61

Prospecting Sales Follow-up Contact 61

Spiro Technologies

JANUARY 26, 2023

Glassware kind of straddles print stock, paper stock versus apparel because of the technologies. And the technology in glassware is all about how you get the item itself to the print method. So more technology in it and more nuances than people think in screen printing. Adam Honig: Gotcha. What do you see coming up next?

Customers 52

Customers E-commerce Drivers/motivators Technology 52

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? Sam’s Corner.

Negotiate 41

Negotiate Strategize Sales Pipeline 41

Sales Hacker

SEPTEMBER 16, 2019

A good way to think about this is to ask yourself, “Is our product something we’d be likely to buy on impulse, say, in response to a Facebook ad, or is it more like an expensive technology that would change the way our company operates?”. Outside sales will be a better fit if your organization: Sells physical products or complex technology.

Outside Sales 82

Outside Sales Inside sales Profit margin Sales 82

Heinz Marketing

SEPTEMBER 26, 2022

We have this same conversation I feel like in terms of who owns the BDR function, who owns sales development, and sales marketing, doesn’t matter as long as they’re doing the right job, as long as it’s integrated appropriately into your sales and marketing, your go to market system so that it has a bigger impact.

Pipeline 52

Pipeline Sales Niche Start-ups 52

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. How advice does Stephanie have for identifying a mentor?

Engineering 45

Engineering GTM Territory Strategize 45

Heinz Marketing

JANUARY 21, 2019

“Spend more marketing dollars, hire more sales people or cut costs, and that just couldn’t be sustainable over time because we now have so much more data as we were just talking about the CRM systems and technologies is far advanced is where it was five or even 10 years ago.”. How are you trying to go to market?

Pipeline 69

Pipeline Growth Sales Technology 69

SBI

JANUARY 31, 2020

. - ndrew Gilman, Head of Marketing, NWN Corporation. Nasdaq: TTGT), the global leader in B2B technology purchase intent data and services, today announced the release of IT Deal Alert Priority Engine TM Email Alerts to help enterprise technology sales teams quickly identify and take action on the best opportunities in their territory.

Territory 29

Territory Engineering Strategize Technology 29

Sales Hacker

NOVEMBER 24, 2020

She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back. She’s also going to talk about 2021 planning, how this year the planning process must be different. What are your thoughts?

Sell 81

Sell Territory Quota Up-sell 81

SalesHandy

JULY 12, 2022

ICPs aren’t just valuable tools to marketing and sales teams, they are also beneficial for: Using available resources effectively: Let’s face it, most businesses out there don’t have money to waste and have scarce resources. Finding and attracting new customers is a costly process from the start to the end.

Customers 59

Customers Cross-sell Represent Contract 59

Sales Hacker

JUNE 17, 2019

She’s great at managing people and incentivizing teams. Change the Job Process to Find the Right Candidate w/ Kathleen Roberge. She’s so good, she gets results! She’ll also share her secrets on how to be a rockstar CRO. If you missed episode 61, check it out here: PODCAST 61. What You’ll Learn. How to implement rapid experimentation.

Contract 63

Contract Drivers/motivators Sales Price 63

SBI

OCTOBER 29, 2019

. – October 29, 2019: Allego and Seismic today announced a strategic partnership to help sales and marketing organizations improve performance by providing a central resource for all of their personalized sales collateral, customer engagement videos, and relevant just-in-time learning material. Account Planning. Buying Technology.

Strategic partnership 20

Strategic partnership Strategize Price Technology 20

SaaStr

MARCH 8, 2019

So HubSpot became a software platform that companies would use to transform the way they market from outbound to inbound. When you thought about it, what I thought was so interesting was very early on, you studied the marketing process and you declared the death of the funnel, the death of the traditional funnel. Hilarie K.:

Cold Call 44

Cold Call Trust B2C Go To Market 44

Heinz Marketing

JUNE 18, 2018

More from Patrick: I am a growth-driven marketing, sales and business development executive in high technology focused on building high performing teams, building lasting relationships and delivering results. I run marketing, alliances and channels at Altify. I am also an advisor to innovative start up companies.

Pipeline 41

Pipeline Objectives and Key Results Sales B2B 41

SaaStr

DECEMBER 20, 2023

They’ve built a dedicated enterprise team and a repeatable process where they can just grow a Fortune 50 company at $100k a year to $1M – $3M annually. The key for them has been stacking the right account loads for the highest potential growth companies with the right account team. What technologies do they use?

GTM 103

GTM Growth Start-ups Clients 103

SaaStr

JANUARY 28, 2020

You’re going to put less in and you may get less out. Maria : I think for many of our organizations, we’re automation, we are technology. We are what is going to make companies more efficient. So, when I was at Marketo, it was not an easy time in the market but it is part of what caused the growth.

Growth 85

Growth Promote Engineering Up-sell 85

Sales Hacker

NOVEMBER 8, 2021

While many SDRs and BDRs look to standard closing roles as the next step in their career paths, a growing number of young sales professionals are looking beyond account management as they plan out their career. Within the go-to-market world, CS and PS can overlap. What else is out there?

GTM 105

GTM Clients Sales Technology 105

SalesLoft

DECEMBER 19, 2023

Ironically, smaller revenue teams are often more complicated to manage. Without the luxury of specialization and the clearly defined process that comes with it, conversations can get muddled and deals can be lost. No wonder the process feels fragmented and inefficient. Technologies come and go. Territories change.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

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 GTM 27

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. No matter what you do, no matter where you ultimately want to go, it all starts with you mastering your craft. 1) Involve a lot of people in the hiring process.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Sales Hacker

APRIL 21, 2021

In essence, RevOps is a hybrid job function that combines components of sales, marketing, and customer success roles all wrapped into one, with a goal of helping to eliminate silos that are naturally weaved into the sales process. Proliferation of marketing and sales technology. Focus on process and project management.

Finance 101

Finance GTM Cross-sell SQL 101

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 53

Customers Account management X-functional Hospitality 53

Sales Hacker

SEPTEMBER 2, 2021

It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. User onboarding is the process that takes people from perceiving, experiencing, and adopting the product’s value to improve their lives. And making a sales team part of the process can be extremely beneficial.

Product 95

Product SQL Contract Sales 95

SaaStr

MARCH 8, 2019

So HubSpot became a software platform that companies would use to transform the way they market from outbound to inbound. When you thought about it, what I thought was so interesting was very early on, you studied the marketing process and you declared the death of the funnel, the death of the traditional funnel. Hilarie K.:

Cold Call 19

Cold Call Trust B2C Go To Market 19

Heinz Marketing

JANUARY 13, 2022

How the marketing, sales and customer/account management teams work together is also critical to success. Whether or not you are taking an account-based approach to your GTM motions, your customers expect a consistent message and experience across teams. Change across customer-facing teams. Data Intelligence.

B2B 134

B2B Objectives and Key Results Campaign Cross-sell 134

Lead Fuze

DECEMBER 2, 2021

There are three types of data that account-based salespeople need in order to succeed: prospect information, business intelligence and product knowledge. Need Help Automating Your Sales Prospecting Process? Go through a variety of filters to zero in on the leads you want to reach. Technology enables us to be laser-focused.

Technique 52

Technique Technology Technology Cross-sell 52

Sales Hacker

MAY 20, 2019

Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. In case you missed PODCAST 57: Career Progression as a Concentric Circle to Become Top Manager w/Ashley Grech. How to better optimize your go to market. What You’ll Learn.

Consult 63

Consult Technology Technology Networking 63

Sales Hacker

MAY 20, 2019

Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. In case you missed PODCAST 57: Career Progression as a Concentric Circle to Become Top Manager w/Ashley Grech. How to better optimize your go to market. What You’ll Learn.

Consult 49

Consult Technology Technology Networking 49

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. However, when moving up-market to companies with 1,000+ employees, the game changes. Bonus Takeaway.

Product 58

Product Contract Cross-sell Account management 58

Sales Hacker

OCTOBER 7, 2021

A Vietnamese immigrant, dedicated mother, and seasoned technology executive, Hang Black has an extensive background in engineering, marketing, sales, and entrepreneurship. Mindest : Be a Student, not just of the product, but of the process. What would you tell a woman just starting a career in sales? Hang Black. Rachael Rohn.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

SEPTEMBER 13, 2020

It’s also been a powerful moment for technology to be a force for good. We are truly living in a cloud first world today, where businesses not only understand, but they now embrace and are looking to lead with technology solutions from folks on this Zoom, who are cloud first and providing that next generation of solutions.

Non-Profits 63

Non-Profits Strategize Trust Growth 63

The Lost Book of Sales

JULY 12, 2021

It's one of those books that you have to read if you work in sales or technology. Because it brings you a good mental model for understanding modern high-tech marketing, as well as the importance of segmenting and understanding your customers in a manner that I haven't seen anywhere else. Basics: Markets and segmentation.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52