SaaStr

SEPTEMBER 18, 2023

Question #1: Do You Show Up As A New Startup To Get People To Buy Into Your Vision Or Present Yourself As An Established Startup With Everything Going On? Question #2: How Do You Fix GTM The high-level advice for founders trying to approach Go To Market differently is… Don’t worry too much about innovation in sales and marketing.

GTM 87

GTM Niche Account management Up-sell 87

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)?

B2C 95

B2C Pipeline SQL Strategize 95

SaaStr

JUNE 6, 2022

Up today: Plaid co-founder and CEO, Zach Perret. 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.

Account management 90

Account management Engineering Technology Technology 90

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

REV2020 , SalesLoft’s industry conference about where sales is going , is shaping up to be a truly transformational event. We’ll cover topics ranging from motivation and productivity to innovative tactics. The best-selling book, The Challenger Sale , pioneered the idea of challenging conventional customer thinking.

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

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

SalesLoft

DECEMBER 19, 2023

Over the past year, the brunt of cuts have hit SDR and BDR roles, leaving AEs, AMs, and even CSMs to pick up the work of prospecting, qualification, and upsell. Ironically, smaller revenue teams are often more complicated to manage. And that’s just the sell side. Even a small-scale deal involves a rep, a CSM, and RevOps.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

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. Everyone sourced the products from the same suppliers.

Price 85

Price Negotiate Up-sell Start-ups 85

Heinz Marketing

MAY 2, 2022

Matt: It’s all about just showing up, man. I mean, it’s showing up and literally the key for me in doing that is just like 11:30 Pacific every Thursday, we do a show, it’s on the calendar. You’re going to share content asynchronously. You’re going to share content before a meeting.

Pipeline 96

Pipeline Pitch Sales Account management 96

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. The path to a promotion is clear, and you'll gain the skills you need to level up to a managerial position. Account Manager.

Commission 76

Commission Territory Finance Inside sales 76

ConversionXL

AUGUST 24, 2021

News declaring it the number one job in sales and marketing, and a median average salary of around $142,000 in the U.S., it’s no surprise that people are looking at how to become a marketing manager. Perhaps you want to move up the ranks at your current company, or maybe you’re looking to change careers. Source: Zippia.

Promote 141

Promote Campaign Pitch Niche 141

Highspot

JULY 31, 2020

Proactively thinking through how and why your sales organization is set up a certain way ensures that you are not only making strategic hiring decisions but that you’re putting your reps in position to thrive. Sales organization structure is important as it sets sellers up for success. What Does a Sales Department Do?

Assembly Line 72

Assembly Line Territory Strategize Education 72

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

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. In the early days, most SaaS companies sell to other startups for a number of reasons. Startups are more willing to be early adopters of a new product. Small companies require less customization.

Legal 86

Legal Cross-sell Contract Price 86

Sales Hacker

FEBRUARY 1, 2022

We’re also brought to you by Vidyard — the best way to sell in a virtual world, whether you need to connect with more leads, qualify more opportunities, or close more deals. Make prospecting videos, follow-ups, product demos, and other communications that drive virtual selling. Nelson, welcome to the show.

Commission 90

Commission Quota Assembly Line Sales 90

SaaStr

SEPTEMBER 18, 2020

And when you get that board together, I’m a public school product, I went to a public high school. You should go fix that, so that you have the opportunity to make these types of investments along the way, but totally get that it’s not for today.” Not just in engineering and product, but in every level.

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]. Emmanuelle Skala : We sell restaurant platforms to restaurants, obviously. We sell mostly to SMB restaurants but we also sell to enterprise and mid-market restaurants.

Customers 43

Customers Account management Go To Market Follow-up 43

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 are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points.

Customers 59

Customers Cross-sell Represent Contract 59

Hubspot

MARCH 21, 2018

Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. So, which go-to-market should you choose? Inside reps are sales professionals primarily selling remotely, while outside sales professionals primarily broker face-to-face sales. increase from 2014.

Outside Sales 92

Outside Sales Inside sales Quota Sales 92

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? It’s interesting.

Price 67

Price Engineering Trust Product 67

Sales Hacker

NOVEMBER 24, 2020

Team selling and why it’s making a comeback [7:43]. Managing Zoom fatigue while working from home [26:56]. 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. We’re on iTunes.

Sell 81

Sell Territory Quota Up-sell 81

Sales Hacker

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity. The Product.

Outside Sales 81

Outside Sales Inside sales Profit margin Sales 81

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Anita Nielsen.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

A Sales Guy

MAY 20, 2013

As a sales leader, if you are diligent in understand these four areas; people, process, strategy, product and the market you’re doing OK. Too often we get caught up in too many things that don’t make a difference. Come up with a way to measure the overall and individual quality of your sales team.

Pipeline 119

Pipeline Objectives and Key Results Sales B2B 119

Spiro Technologies

JANUARY 26, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. We print glassware apparel and then we sell a lot of promotional items as well. What do you see coming up next? Welcome to the show, Chris.

Customers 52

Customers E-commerce Drivers/motivators Technology 52

Lead Fuze

DECEMBER 2, 2021

The Data Points Effective Account Targeting Strategy. One of the biggest changes in sales is its shift to B2B markets. There is a new way of selling and marketing that we call Account-Based Everything (ABE). It is important to have a plan for account selection, and that starts with good data.

Technique 52

Technique Technology Technology Cross-sell 52

SaaStr

SEPTEMBER 30, 2020

Prior to founding Truework, Ryan spent 3 years as a Senior Product Manager @ LinkedIn. In Today’s Episode We Discuss: * How Ryan made his way from LinkedIn Product Manager to founding Sequoia backed Truework and changing the world of identity data. * Why does Ryan believe it is such an advantage to sell into mid-market?

Price 49

Price Up-sell Start-ups Product 49

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. Basics: Markets and segmentation. Being sales vs. market driven when crossing the chasm. Tips on whole product management. Here are some previous issues of the newsletter.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

AUGUST 25, 2020

She runs Sales Navigator and is perhaps one of the most important people selling sales engagement and sales software in the world. She’s also an incredible leader, an incredible manager, and an inspiring person. Is face-to-face selling a thing of the past? [23:29]. We talk about managing people through a crisis.

Up-sell 73

Up-sell Campaign Start-ups Construction 73

Sales Hacker

APRIL 21, 2021

Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. Revenue Accountant.

Finance 101

Finance GTM Cross-sell SQL 101

SaaStr

DECEMBER 17, 2019

Or if you’ve ever gotten a 2 cent and a 4 cent deposit into your account as you’re trying to set up direct deposit or payments transfers, that’s a pre-Plaid world. We have a product strategy and a company strategy and it happens that this acquisition was a fantastic fit there. It ended up doing just fine.

Finance 57

Finance X-functional Non-Profits Launch 57

Heinz Marketing

SEPTEMBER 26, 2022

So that you can go and close more deals. It’s been happening since the dawn of someone selling something. That’s what we did for large corporations, to help their salespeople sell stuff, as simple as it gets. Matt: No, go for it. Keep going. Whereas, other organizations are very product-led, right?

Pipeline 52

Pipeline Sales Niche Start-ups 52

SaaStr

AUGUST 20, 2020

Where do many people go wrong here? How is the best way for sales and product to work together? What can one do to proactively make those discussions with sales and product both frequent and productive? It wasn’t just engineering, product, and design roles. That made a ton of sense to me.

Sales 74

Sales Price Quota Start-ups 74

SaaStr

MARCH 8, 2019

If you’re interested in HubSpot and you’re interested in inbound marketing, I would encourage you as a next step to check up the free trial on our site and see if it works for you. Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low. I kind of grew up with the funnel.

Cold Call 42

Cold Call Trust B2C Go To Market 42

Sales Hacker

JULY 24, 2018

Understanding how buyer group preferences impact selling decisions and strategies. Transitioning from individual contributor to manager [5:26]. Most founders ignore market cap [13:38]. Strategic functions to go to market with [30:24]. It was in my second year I was actually Global Account Manager of the year.

Negotiate 41

Negotiate Strategize Sales Pipeline 41

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.

Up-sell 89

Up-sell Consult Go To Market Price 89

Sales Hacker

SEPTEMBER 9, 2019

Over the years, I’ve seen many companies jump onto the account-based bandwagon and claim they do ABM and ABS (or have features that support it). 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.

Prospecting 61

Prospecting Sales Follow-up Contact 61