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. Ready to learn more?

Strategize 61

Strategize Technology Technology Account management 61

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. There are many analytics companies, but this one is focused on a specific market. Managing accounts after the sale is made.

Sell 52

Sell Account management Contract Price 52

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

For the same reasons that inside sales reps roles are growing, outside sales reps now often rely on technology to land customers. It's good to check how much travel is involved, what technology you'll have access to, and what performance metrics you'll be evaluated against. Account Manager. Regional Sales Manager.

Commission 76

Commission Territory Finance Inside sales 76

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. There are many analytics companies, but this one is focused on a specific market. 3) Market Readiness – Do you have a go-to-market plan?

Product 40

Product Account management Contract Price 40

Sales Hacker

FEBRUARY 1, 2022

Nelson Gilliat: The premise behind the book is that the go to market model for most B2B companies nowadays is outdated. One it’s a marketing thing, and the second thing is a sales thing. We’re going to pay you a full, proper salary and bonus. Nelson, welcome to the show. The model is basically two things.

Commission 88

Commission Quota Assembly Line Sales 88

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. Increasingly, whether it’s new technologies, new business models, societal or governmental we are increasingly vulnerable to disruption.

Cross-sell 75

Cross-sell Account management Education Sell 75

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

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 60

Prospecting Sales Follow-up Contact 60

SalesLoft

JULY 11, 2019

Stephanie: We built up a super strong account management and account strategy function at Wildfire in the months prior to the acquisition by Google. In order for us to win upmarket, in order for us to really capture the mindshare of big strategic customers, we can’t just sell on the value of our technology working.

Engineering 45

Engineering GTM Territory Strategize 45

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

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?

Negotiate 41

Negotiate Strategize Sales Pipeline 41

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 70

Pipeline Growth Sales Technology 70

Sales Hacker

JUNE 17, 2019

She spent 20 years growing technology companies through her focus on delivering strong go-to-market strategies, building demand gen engines, opening new channels of revenue and developing customer success and account management programs.

Contract 63

Contract Drivers/motivators Sales Price 63

Sales Hacker

NOVEMBER 24, 2020

Categories like sales development, inside sales, account management, and now, field sales, actually falls under that umbrella. We offer a variety of services that range from go-to-market strategies to tactical implementations, writing things like sequences and cadences. Technology stipend. Work from home is hard.

Sell 80

Sell Territory Quota Up-sell 80

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

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

Heinz Marketing

OCTOBER 24, 2022

Yeah, there’s a whole account management side of this that gets really, really interesting. I need an implementation tool to help my sellers go to market, and I need a CRM to organize all that together.” ” What’s missing in that list is marketing automation. In good markets, things get hard.

Pipeline 43

Pipeline CRM Sales Start-ups 43

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 81

Outside Sales Inside sales Profit margin Sales 81

SaaStr

MARCH 8, 2019

It’s the same mattress, basically, but they’ve taken the friction out of it and they’ve really matched the way they go to market with the way modern humans actually want to buy stuff. But in B2B, the train’s at the station ready to leave, and so you need to match your go to market by the way people buy.

Cold Call 42

Cold Call Trust B2C Go To Market 42

SalesHandy

JULY 12, 2022

Increasing Customer Lifetime Value (CLV): When you have a go-to-market strategy that is targeting the right customers, by default, your customer lifetime value (CLV) will experience a gradual increase. It is said that organizations with an ICP framework have a win rate of at least 68%. This customer data goes beyond numbers.

Customers 59

Customers Cross-sell Represent Contract 59

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

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

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 104

GTM Clients Sales Technology 104

SalesLoft

DECEMBER 19, 2023

Get the best from every player with a revenue workflow platform One of the advantages of workflow technology is its capacity to slash the administrative burden that bogs things down. The solution, then, is not just layering another piece of technology on top of an already bloated tech stack. Technologies come and go.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

SaaStr

DECEMBER 20, 2023

The real conflict is around trying to serve both sets of messaging and marketing at the same time since how you market to SMBs is very different than Enterprise customers. So, that’s where the battle happens of going to market for Enterprise customers without neglecting SMBs. What technologies do they use?

GTM 101

GTM Growth Start-ups Clients 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

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 80

Growth Promote Engineering Up-sell 80

SaaStr

MARCH 8, 2019

It’s the same mattress, basically, but they’ve taken the friction out of it and they’ve really matched the way they go to market with the way modern humans actually want to buy stuff. But in B2B, the train’s at the station ready to leave, and so you need to match your go to market by the way people buy.

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.

B2B 135

B2B Objectives and Key Results Campaign Cross-sell 135

Lead Fuze

DECEMBER 2, 2021

The Foundation of an Account Targeting Strategy Program. ABE is more than just a marketing ploy or sales technique — it’s an attitude. This strategy is a go-to market approach that combines personal marketing, sales and success efforts to drive engagement at named accounts. Just to give you an idea.

Technique 52

Technique Technology Technology Cross-sell 52

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

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 62

Consult Technology Technology Networking 62

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. What was really important is joining a company whose product already serves the needs of the market. requires many times a whole new sales cycle. .

Territory 40

Territory Cross-sell Up-sell Objection handling 40

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

APRIL 21, 2021

Proliferation of marketing and sales technology. Develop a strong understanding of a basic sales process from top to bottom and think about where processes need to be improved and what technology makes things more efficient.”. Revenue Accountant. Manager-level roles. Revenue Operations Manager.

Finance 100

Finance GTM Cross-sell SQL 100

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.

Product 58

Product Contract Cross-sell Account management 58