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 92

Customers Account management Real Estate Contract 92

Sales Hacker

DECEMBER 9, 2022

Changing territories too frequently will frustrate salespeople trying to build relationships and can even frustrate customers who don’t want to constantly deal with new account managers. Many organizations start with simple rules and definitions – geography-based territories (east, central, west) or account-based territories.

Territory 99

Territory Quota Strategic planning Sales 99

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

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. A new type of channel partner.

Strategic partnership 100

Strategic partnership Sales Strategize Commission 100

Sales Hacker

SEPTEMBER 29, 2023

This is particularly effective within ABM when outreach can be hyper-focused and collaborated on across marketing, sales, and partners. #4 Partners: Whether simply sharing the cost of an event where you have mutual ICP, co-selling, or fully investing in partner-led growth – the expression “better together” has real merit to it.

GTM 101

GTM Growth B2C Territory 101

Sales Hacker

MAY 6, 2021

They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them. And this is exactly why you hired them! Dissecting pipeline with mid-level leaders to ensure and maintain pipeline velocity and accuracy.

B2C 95

B2C Pipeline SQL Strategize 95

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. If you exaggerate too much, you’ll get caught. Big Enterprises are taking a risk on you.

GTM 92

GTM Niche Account management Up-sell 92

SaaStr

JUNE 6, 2022

Their typical target is developers, and they sell up through the organization. That allows us to have a very different go-to-market strategy. It allows us to think about where we enter the organization and how we interact with the organization and allows us to spend a lot of time in account management.”.

Account management 95

Account management Engineering Technology Technology 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

FEBRUARY 19, 2020

If you’re a front-line manager striving to increase motivation and productivity or an individual contributor (SDR/BDR, account executive, account manager, success manager) seeking efficient and innovative tactics to gain a competitive edge, this is the track for you. 3 Must-See Sessions.

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

Heinz Marketing

MAY 2, 2022

As you have a lot of people that have been selling through inside sales teams, selling virtually, but now not just selling in a call center, but selling in their basement or from a coffee shop or wherever they are. You’re going to share content asynchronously. Elay : I was going to add one comment.

Pipeline 96

Pipeline Pitch Sales Account management 96

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. It†s important to hire sales reps who are capable of selling at an enterprise level. Managing accounts after the sale is made.

Product 40

Product Account management Contract Price 40

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

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. And that’s just the sell side. You can have a high-velocity go-to-market organization that acts nimbly, as long as they’re all on the same page.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Anthony Cole Training

AUGUST 20, 2012

Step 2 - To avoid being unprepared for interviews AND to avoid unnecessary interview use a pre-hire evaluation tool that helps you identify if this candidate fits the profile you've established, has a history of successful selling within your go to market strategy and is successful operating within your sales managed environment.

Appointment 168

Appointment Sales Account management Consult 168

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

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. So much of our go to market/selling strategies are driven by this. A good example is oil.

Price 85

Price Negotiate Up-sell Start-ups 85

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. 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. Regional Sales Manager.

Commission 76

Commission Territory Finance Inside sales 76

Partners in Excellence

JUNE 9, 2019

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. And as we move to customers in the simple quadrant, we may ultimately move to self education and web based sales.

Cross-sell 75

Cross-sell Account management Education Sell 75

Sales Hacker

FEBRUARY 5, 2019

We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. This guide will arm you with the three most important things to address with your executive team before committing to the Enterprise market. Post-Sales Account Management (Commercial).

Product 58

Product Contract Cross-sell Account management 58

Highspot

JULY 31, 2020

After all, you wouldn’t put a new recruit in charge of your enterprise accounts; similarly, a rep with deep experience in healthcare would probably struggle to sell into tech. Manages day-to-day communications with sales and other go-to-market teams. Manages sales content organization and strategy.

Assembly Line 72

Assembly Line Territory Strategize Education 72

Partners in Excellence

AUGUST 26, 2020

” We don’t talk much about these principles in selling or as managers in leading our people/organizations. We are taught things like “How to qualify, how to handle objections, how to close……” Likewise, as managers, we tend to focus a lot on the What and How.

Start-ups 96

Start-ups High impact Technique Follow-up 96

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

Partners in Excellence

FEBRUARY 28, 2019

The old maxim, “selling is about people,” has never been more true, but in a context that is much broader than that mentioned by that of this old maxim. Increasingly, that has little to do with what we sell, but more in how we help our customers buy and achieve their goals. ( Selling is always about people.

Sales 72

Sales Strategize Go To Market Sell 72

Partners in Excellence

JUNE 1, 2020

It establishes a go to market strategy that, according to research, doesn’t really work, and absolves sales people of the responsibility for prospecting and constantly looking for new business. The best way to protect and retain accounts is to constantly create new value and help them change, grow and improve.

Agriculture 91

Agriculture Prospecting Growth Up-sell 91

ConversionXL

AUGUST 24, 2021

It also appears to be a new product entering the market, so the ideal candidate will be familiar with implementing solid go-to-market strategies and product launches. Being certified in a specific niche relevant to the role you’re seeking is a great selling point for landing that new job or promotion. Source: Zippia.

Promote 141

Promote Campaign Pitch Niche 141

SaaStr

SEPTEMBER 18, 2020

And in this way, we under invested in middle management along the way, especially in our go to market motion. And instead of investing in managers, people to manage a group of people, and get them motivated and keep them focused on metrics, we invested in a bunch of automation. And they trusted people. It molded-.

Account management 97

Account management Engineering Launch Start-ups 97

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. Check out his book !

Commission 90

Commission Quota Assembly Line Sales 90

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

Sales Hacker

SEPTEMBER 2, 2021

It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. Slack also transitioned from a product-led to a hybrid onboarding approach when they moved upmarket to sell to enterprise companies. Contrary to popular belief, being product-led doesn’t automatically mean you’re anti-sales.

Product 95

Product SQL Contract Sales 95

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

SBI

JULY 12, 2018

Joe: InsideView helps B2B companies drive rapid growth by empowering business leaders to quickly and confidently make go-to-market decisions. Gain a more complete picture of account opportunity – Corporate family trees enable salespeople to stay up-to-date with changes in the corporate structure.

Gaming 41

Gaming Territory Contact Drivers/motivators 41

Sales Hacker

SEPTEMBER 11, 2018

He was the one doing the engineering and I was the one doing the selling. I became an account manager for some of the large social networks. Sam Jacobs: What data points can you look at an early stage that are indicative of something good going on? Tomasz Tunguz: My dad and I started a company together.

Quota 42

Quota Drivers/motivators Construction Growth 42

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. But as SaaS startups mature, they usually start moving up-market. We started by selling to other startups, mainly YC companies.

Legal 86

Legal Cross-sell Contract Price 86

A Sales Guy

MAY 20, 2013

In my 15 years I can count on a single hand the number of sales organizations that had a sales team review process that mapped to the required hard and soft skills to be successful in that companies particular selling role. The sales go-to-market strategy is all about sales leadership. It’s sales job to sell.

Pipeline 119

Pipeline Objectives and Key Results Sales B2B 119

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

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.

Sales 83

Sales Objectives and Key Results Territory Go To Market 83