Salesforce

MAY 15, 2025

Imagine: the moment a customer hits a usage limit on a specific feature of your ISV app, a targeted upgrade offer is automatically presented within the application, a notification is sent to their account manager, and relevant documentation on the premium features is readily available driving potential upsell opportunities.

Original Equipment Manufacturer 95

Original Equipment Manufacturer Cross-sell Manufacturing Trust 95

SaaStr

FEBRUARY 7, 2025

His view is your sales team teaches your customers how to get value out of your product. So if you’re not technical enough to understand the product and understand how it works, it’s hard to teach your customers. ( You gotta know the product cold.) Similar to most structures of a technical sales team. Talk to users.

Technical Sales 72

Technical Sales Inside sales Cross-sell Account management 72

Sales Hacker

MAY 16, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Its a bet and a signal that go-to-market isnt just a function, its the system every company needs to win. Shipping product is easier than ever. Go-to-market becomes your edge. Distribution.

GTM 72

GTM Represent Legal Go To Market 72

Hubspot

MARCH 25, 2020

There are few times more exciting in a company than during a product launch. Anticipation brews and a sense of optimism emerges around the prospect of a growth in market share. Still, a question always arises when a new product launches: do enough people know about this product launch for it to be successful? What is it?

Launch 101

Launch Product Contact Follow-up 101

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 ! The single-product mindset creates expansion challenges ”How do you go to product number two if everything about your company is oriented around just having one product?”

Cross-sell 64

Cross-sell Launch UX Up-sell 64

SaaStr

SEPTEMBER 8, 2024

If you are not familiar with Flexport, they are a licensed customs brokerage and freight forwarder built around a modern web application that helps brands move products around the world. Are you selling a product in a well defined category with other direct competitors? Very early on it’s weighted towards product vision and sales. “We

Non-Profits 130

Non-Profits Price Contract Start-ups 130

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. Get Aligned Before Moving Upmarket. Bonus Takeaway.

Product 67

Product Contract Cross-sell Account management 67

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. Product : Vanta Your deal is almost closed, and all that’s left is the security review.

GTM 110

GTM Launch Education Account management 110

Partners in Excellence

MARCH 26, 2024

I thoroughly enjoyed my time as a strategic account manager, but the upside was limited, and I was looking for new challenges. One of the leading Silicon Valley investors discussed his portfolio of companies and stated, “We have companies with great products and weak go-to-market teams, and these companies are struggling.

Sell 137

Sell Cross-sell Finance B2C 137

SaaStr

APRIL 1, 2022

Many founders find themselves confident in one area of their business, whether it be the product, customer success, or, in Schuck’s case, sales. However, when you withhold investment from specific teams, it might reveal a more serious problem with your trust in teams or your product. Mistake #10: Not Having the Right Account Structure.

GTM 111

GTM Account management Growth Strategize 111

SaaStr

JANUARY 30, 2023

Deel overcame these challenges by taking care of these four things: Finding a product focus When Deel got accepted by Y Combinator in 2019, everyone loved the idea but hated the product. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up.

Cross-sell 111

Cross-sell Account management Clients Growth 111

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 111

Customers Account management Real Estate Contract 111

Sales Hacker

MAY 6, 2021

Using the aforementioned pipeline metrics to forecast the commercial business drivers well into the future, segmented by the lines of products, market segments, etc to report to the C-level executives and board of directors. Participating in account or deal strategy, whitespace exercises, and executive alignments.

B2C 121

B2C Pipeline SQL Strategize 121

Sales Hacker

DECEMBER 13, 2024

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. This approach also improved forecasting accuracy by combining sales and retention data, enabling better pricing, resource allocation, and product planning. 2 mistakes product managers should avoid.

GTM 108

GTM Customers Sales Growth 108

Highspot

MAY 12, 2020

This is particularly challenging when you consider the role of functions like account management or customer success in building lasting customer relationships. And every moment your customer spends with your brand — including engagements with field teams, marketing, product, and services — becomes a part of their overall experience.

Customers 98

Customers Account management Relationship building Consult 98

Sales Hacker

FEBRUARY 16, 2024

Sales teams in companies with a focus on product-led growth are rapidly adopting this approach. Anthony Kennada (Founder & CEO of AudiencePlus) highlights how his response was a masterclass in product-oriented content in this post. For marketers, the ads were even better though. The output seems impressive.

GTM 124

GTM Quota Contact Construction 124

SaaStr

JUNE 6, 2022

We have a product strategy and a company strategy, and it happens that this acquisition was a fantastic fit there.”. That product strategy has served the company well, but it wasn’t always easy in the early days. That allows us to have a very different go-to-market strategy. We definitely don’t.

Account management 115

Account management Engineering Technology Technology 115

Partners in Excellence

FEBRUARY 23, 2022

We put in place programs to attract channel partners (or if we are a channel, to attract the companies developing the products/solutions) getting them to sell our products. We train them, we provide marketing programs, content. We drive marketing programs to keep these partners supplied with leads.

Strategic partnership 137

Strategic partnership Sales Commission Strategize 137

SalesLoft

FEBRUARY 19, 2020

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

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

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?

Clients 117

Clients Sales GTM Technology 117

SaaStr

SEPTEMBER 18, 2023

If you’re a new startup, maybe you have your first couple of AEs, or you’re figuring out product market fit, or you just don’t have a big enough brand or cash in the bank to sell to big companies, you need to strike a balance. The world’s best email to a prospect who needs your product always works. None of that is new.

GTM 119

GTM Niche Account management Up-sell 119

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. The Sales Stack.

Sales 108

Sales Objectives and Key Results Territory Go To Market 108

Sales Hacker

JANUARY 27, 2024

Product: These are your end-users who want to know how your product or service can help them achieve specific goals. 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. Category: These are your decision-makers.

GTM 121

GTM Niche CRM Account management 121

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. User-Led Growth (a variation on product-led growth or PLG).

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

Partners in Excellence

SEPTEMBER 12, 2012

We have a rich array of products and solutions to offer our customers. There are multiple channels for our customers to buy our products. Trying to understand the breadth of their products and how they go to market is confusing to them. We have many routes to market. Our businesses are complex.

Up-sell 113

Up-sell Consult Go To Market Price 113

SaaStr

DECEMBER 20, 2023

So to serve both segments at the simultaneously, ZoomInfo has been rolling out a Product-led sales motion, that gives the ability for an SMB customer to sign up directly on their website for a free trial and grow into a paid customer, without ever having to talk to an sales rep or go through a demo process.

GTM 126

GTM Growth Start-ups Clients 126

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into the Enterprise market. I have seen organizations that were successful in their product enterprise website, but I’ve also worked with ones who failed to make the transition. Go through a variety of filters to zero in on the leads you want to reach.

Product 40

Product Account management Contract Price 40

Hubspot

JUNE 8, 2021

Due to the role's responsibilities, the best SDRs have strong interpersonal communication and organizational skills, understand the ins and outs of the products or services, and make a lasting impression. Account Manager. This is where account managers come in. Image Source.

Commission 94

Commission Territory Finance Inside sales 94

ConversionXL

AUGUST 24, 2021

A content marketing manager’s role may focus on overseeing the production and execution of content across social media, the company’s website, email, and other channels. Here is an example of a content marketing manager’s job duties: Source: Google Jobs. What does the day-to-day of a marketing manager look like?

Promote 141

Promote Pitch Campaign Niche 141

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

Highspot

FEBRUARY 1, 2024

Our Mission Our mission statement has remained consistent throughout our history: deliver breakthrough products that transform the way millions of people work. So, with this feedback driving our go-to-market strategy, we’re tuning and expanding our post-sales model. in 2022, after growth of 19.7%

Customers 64

Customers GTM Account management Government 64

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

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

SaaStr

SEPTEMBER 18, 2020

And when you get that board together, I’m a public school product, I went to a public high school. 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

Partners in Excellence

MAY 26, 2019

More organizations have a complex array of go to market strategies, leveraging digital outreach, partners, sales specialists, account managers and others. The sales person has to manage this “network” in effectively engaging customers and helping them through their buying journeys.

Sales 78

Sales Account management Networking 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. 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