SaaStr

JANUARY 30, 2023

Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up. Deel solved this by scaling the revenue operations team in conjunction to support sales, design quotas, and go-to-market strategies, and leverage data to identify the best strategies.

Cross-sell 110

Cross-sell Account management Clients Growth 110

Sales Hacker

MAY 6, 2021

Upon their first 90 days, the best VPs of Sales will even bring over an army of sales reps, sales managers, and business development professionals who would follow them to the ends of the earth from previous experience as either peers or reports of this individual. And this is exactly why you hired them!

B2C 121

B2C Pipeline SQL Strategize 121

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

DECEMBER 13, 2024

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. That level of accountability built trust and ensured consistency at every stage.” Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. Heres my number.

GTM 108

GTM Customers Sales Growth 108

Sales Hacker

FEBRUARY 16, 2024

If you’re struggling with inaccurate data from clunky database tools, try Wiza for free today and see why 300,000+ sales, marketing, and recruiting professionals trust it in their daily prospecting. In this episode, you’ll get insight on the next era of go-to-market, using signals in sales, and founder challenges and perspectives.

GTM 124

GTM Quota Contact Construction 124

SaaStr

SEPTEMBER 18, 2023

If you say you’ve done the SOC 2 and you haven’t (which you should), they’ll trust you in the beginning until you get caught. 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 118

GTM Niche Account management Up-sell 118

Partners in Excellence

FEBRUARY 23, 2022

We train them, we provide marketing programs, content. We drive marketing programs to keep these partners supplied with leads. Many organizations go to market exclusively through channel partners. Channels are a critical part of any organization’s growth and go to market/customer strategies.

Strategic partnership 137

Strategic partnership Sales Commission Strategize 137

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 93

Non-Profits Strategize Trust Growth 93

Hubspot

JUNE 8, 2021

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. Account managers are evaluated on customer retention and satisfaction metrics.

Commission 94

Commission Territory Finance Inside sales 94

SaaStr

SEPTEMBER 18, 2020

You trust them. 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. It molded-.

Account management 98

Account management Engineering Launch Start-ups 98

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 52

Original Equipment Manufacturer Cross-sell Manufacturing Trust 52

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

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 81

Prospecting Sales Follow-up Contact 81

Sales Hacker

SEPTEMBER 16, 2019

If you trust the salesperson , you’ll probably trust their recommendation to buy the product. These are going to be: Large and expensive products. You need a personalized touch and lots of face-time to build the trust and relationship necessary to move the prospect through the sales process. Account management.

Outside Sales 98

Outside Sales Inside sales Profit margin Sales 98

Highspot

JULY 31, 2020

Manages day-to-day communications with sales and other go-to-market teams. Manages sales content organization and strategy. Secure your sales team’s success by carefully defining their roles and responsibilities within your go-to-market team — and invest as necessary in the supporting functions they need to thrive.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

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. And I frankly, have seen the complete opposite. ??I

Contract 82

Contract Drivers/motivators Sales Price 82

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 50

Customers Account management Go To Market Follow-up 50

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 53

GTM Contract Cross-sell Account management 53

Sales Hacker

APRIL 21, 2022

The ICP determines decisions across the company from the go-to-market to product strategy. Dedicated Customer Account Manager. AEs should multi-thread accounts and build relationships across the organization. Managing the process across all these different stakeholders can be very involved. Product usage.

Cross-sell 104

Cross-sell Legal Contract Price 104

SaaStr

DECEMBER 17, 2019

That allows us to have a very different go to market strategy. It allows us to think more about kind of where we end with the organization, how we interact with the organization, and allows us to spend a lot of time on account management and figuring out how best to kind of create champions out of those customers we have.

Finance 85

Finance X-functional Non-Profits Launch 85

Spiro Technologies

JANUARY 26, 2023

I think that a lot of people, when they look at how do we set up our go-to-market, whether it’s the website or through a sales team or what have you, they tend to look at it as sort of a static thing. You also have an account management team too, so it’s not all just e-commerce.

Customers 52

Customers E-commerce Drivers/motivators Technology 52

SBI

NOVEMBER 7, 2019

ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. Sales Asset Management. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. Prospect Intelligence.

Customers 20

Customers Tradeshows Technology Technology 20

Sales Hacker

OCTOBER 7, 2021

Trust is built of five components. Trust gets you in the door, but it’s competency, reliability, integrity and vulnerability that keep you there. Trust yourself. Trusted relationships, connections, and domain expertise are essential in all careers, but particularly in sales. Alyssa Merwin.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

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. Who do they trust?

Cold Call 22

Cold Call Trust Go To Market B2C 22

Sales Hacker

MAY 20, 2019

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. Every account management team should be using one of these tools. How to better optimize your go to market. What You’ll Learn. We’re on iTunes.

Consult 86

Consult Technology Technology Networking 86

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. The buyer does feel the effects of commissions and doesn’t trust sellers often because of commissions. Nelson runs demand generation for an agency called Brantr and he’s based out of San Diego.

Commission 104

Commission Quota Assembly Line Sales 104

Sales Hacker

MAY 20, 2019

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. Every account management team should be using one of these tools. How to better optimize your go to market. What You’ll Learn. We’re on iTunes.

Consult 60

Consult Technology Technology Networking 60

SaaStr

JANUARY 28, 2020

Aaron : Well, the hunters are going to want to stay in sales, the farmers are going to be like, well, I might want to go back to account management/customer success. I would just challenge you, if you’d go either way, sales to customer, customers to sales, just assume it’s risky.

Growth 98

Growth Promote Engineering Up-sell 98

SaaStr

AUGUST 20, 2020

We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side. I think you come in with some perceptions, like in San Francisco at that time, it was 2013 when we moved, Dropbox was a household name. On the pre-sale side, everyone has a quota.

Sales 109

Sales Price Quota Start-ups 109

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. Who do they trust?

Cold Call 45

Cold Call Trust Go To Market B2C 45

SaaStr

NOVEMBER 22, 2019

And let that drive then your go to market strategy rather than just assuming that because companies like Slack and Intercom and Zoom and others have product like growth that we can have that too. And then they flip it over the fence to a expansion AE or account manager to grow that relationship.

Start-ups 81

Start-ups Customers Objectives and Key Results Pipeline 81

SaaStr

APRIL 3, 2019

As for Ben, he spearheads global sales and go to market teams. Harry Stebbings: As for Ben, he spearheads global sales and the go to market teams at Flexport and prior to Flexport, Ben helped drive two high growth companies to successful acquisitions. We even call them operations managers. To date, they have $1.35

Customers 40

Customers Quota Start-ups Up-sell 40

SaaStr

SEPTEMBER 13, 2019

Building trust across time zones. He talks about in stage one of a startup, you’re looking to pursue product market fit, in stage two you’re looking to figure out your go to market, and then in stage three you’re actually scaling that go to market. Missed the session? Harry Stebbings.

Engineering 13

Engineering Objectives and Key Results Strategic planning Strategize 13

SaaStr

SEPTEMBER 30, 2020

And it really grows your lens of, is this a big enough idea for me to go start a company or a product around? Third, it was how to actually go to market, how to do sales, marketing, and bring a product to life. At LinkedIn, we always were only looking at products that can get to a hundred million or a billion in revenue.

Price 68

Price Up-sell Start-ups Product 68

SaaStr

JANUARY 31, 2020

How does being a developer-first product fundamentally change the go-to-market? Now, I’m always a go to market nerd. And so with the innovation to developer first, I guess, how does this fundamentally change the go to market and who do you think has done this best in your mind?

Price 87

Price Engineering Trust Product 87

The Lost Book of Sales

JULY 12, 2021

This is potentially a lose-lose situation threatening both the quality of the vendor’s work and the fabric of the relationship, and it requires careful account management including frequent contact at the executive level. Define the battle How far musto ne go to serve one's customers?

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

MARCH 11, 2025

How to rebuild and regain customer trust after technical failures. 22:16 The best ways to measure customer trust. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers. Sense of it.

GTM 80

GTM Growth X-functional Referrals 80