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

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 88

Cross-sell Account management Clients Growth 88

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 GTM Technology Technology 93

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 94

GTM Quota Construction Contact 94

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 88

GTM Account management Growth Strategize 88

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 90

GTM Niche CRM Account management 90

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 88

Customers Account management Real Estate Contract 88

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

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 88

GTM Niche Account management Up-sell 88

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. 1) Product Market Fit Assumptions – Is the problem you solve relevant in the Enterprise market? Pricing/Packaging.

Sell 52

Sell Account management Contract Price 52

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 91

Account management Engineering Technology Technology 91

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 96

GTM Growth Start-ups Clients 96

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 95

B2C Pipeline SQL Strategize 95

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

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?

GTM 105

GTM Clients Sales Technology 105

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 makes it so much easier to coach sellers to success, increase team productivity, and make more informed decisions and forecasts. Territories change.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

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 100

Strategic partnership Sales Strategize Commission 100

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

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 52

GTM Contract Cross-sell Account management 52

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.

Strategize 61

Strategize Technology Technology Account management 61

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 76

Commission Territory Finance Inside sales 76

Partners in Excellence

FEBRUARY 28, 2022

The products they sell had become highly commoditized. In the past, where there had been significant product based differentiation, over time, with more competition and market changes, everty thing changed. We see this in virtually every product. As these conversations usually start, he was tempted to jump to the product.

Price 85

Price Negotiate Up-sell Start-ups 85

Highspot

JULY 31, 2020

How you organize your sales team will be determined by the regions you serve, the number of products and services you offer, the size of your sales team, and the size and industry of your customers. Your sales organization is in charge of generating revenue for your business by convincing buyers to purchase a product or service.

Assembly Line 72

Assembly Line Territory Strategize Education 72

Heinz Marketing

MAY 2, 2022

I mean, even back before that was a phrase, you spent seven plus years at Salesforce and a lot of that time was sort of running sales productivity. 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?

Pipeline 96

Pipeline Pitch Sales Account management 96

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 75

Sales Account management Networking B2B 75

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 Campaign Pitch Niche 141

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 95

Account management Engineering Launch Start-ups 95

Sales Hacker

APRIL 24, 2018

4) Customer Experience vs. Account Management [8:15]. 5) Balancing your Go To Market Strategy with Customer Experience [10:30]. I’ve changed the mission of the account management team to be much more consultative and proactive. Customer Experience vs. Account Management.

Customers 43

Customers Account management Go To Market Follow-up 43

SaaStr

JANUARY 31, 2020

How does being a developer-first product fundamentally change the go-to-market? How does Eugenio approach the issue of agency when selling to CIOs but having devs use the product? What have been Eugenio’s biggest lessons in what it takes to make a freemium product successful? We had Guy from Snyk.io

Price 68

Price Engineering Trust Product 68

Sales Hacker

FEBRUARY 1, 2022

Make prospecting videos, follow-ups, product demos, and other communications that drive virtual selling. Nelson Gilliat: The premise behind the book is that the go to market model for most B2B companies nowadays is outdated. Try Vidyard for free by signing up at Vidyard.com/free. Nelson, welcome to the show. Check out his book

Commission 90

Commission Quota Assembly Line Sales 90

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. Transcript of Episode 374: Henry Schuck: Every company big and small is realizing that high quality data is a necessity to go to market.

Non-Profits 61

Non-Profits Strategize Trust Growth 61

Partners in Excellence

JUNE 9, 2019

If we look at the product/market maturity curves made famous by Geoffrey Moore in Crossing The Chasm, we can see how Cynefin contexts can be mapped to his model. In the complex domain, we will probably need a team oriented sell, with subject matter experts, account managers, people with problem solving expertise and so forth.

Cross-sell 75

Cross-sell Account management Education Sell 75

Lead Fuze

DECEMBER 2, 2021

Account-based sales programs are built on the foundation of strong relationships between sellers and buyers. There are three types of data that account-based salespeople need in order to succeed: prospect information, business intelligence and product knowledge. The Foundation of an Account Targeting Strategy Program.

Technique 52

Technique Technology Technology Cross-sell 52

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 92

Outside Sales Inside sales Quota Sales 92

Sales Hacker

APRIL 21, 2022

Startups are more willing to be early adopters of a new product. Startups are less demanding than a big company both from a services and product perspective. There’s also minimal feature requirements outside of the core product offering – SSO, SCIM, SOC2, Admin Permissioning, etc. Product usage. Revenue number.

Legal 86

Legal Cross-sell Contract Price 86

SalesHandy

JULY 12, 2022

is a common misconception amongst many salespeople and marketers believing they should serve everyone. Every product or service has ideal and less-than-ideal customers. If you continue to operate under the impression that everyone needs your products; the products, services, and content you create won’t resonate with your customers.

Customers 59

Customers Cross-sell Represent Contract 59