Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. The rep for the SaaS product sees that a major airline has signed up and is using their software. These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities.

Product 86

Product Territory Sales Price 86

Sales Hacker

DECEMBER 8, 2023

Rather, how you go-to-market is a significant determinant of success. Instead, how you launch them into the market is a huge factor in success. Today, we’re diving straight into the details with product marketing leaders. No sign-up needed; it was simply an easy scan. The greatest technology does not always win.

Launch 126

Launch Product GTM Technology 126

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 112

Customers Account management Real Estate Contract 112

SaaStr

SEPTEMBER 8, 2024

Are you selling a product in a well defined category with other direct competitors? Make sure you know how your customers buy and tailor your go to market strategy and messaging to that. Be willing to iterate and push the envelope on pricing, and make sure your pricing lines up with your sales process.

Non-Profits 130

Non-Profits Price Contract Start-ups 130

SaaStr

JANUARY 30, 2023

Overcoming challenges by optimizing for success In the early stages of setting up your SaaS business, it’s always a good idea to invest time thinking about the direction you want to take. 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 111

Cross-sell Account management Clients Growth 111

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 120

Territory Quota Strategic planning Sales 120

SaaStr

JUNE 6, 2022

Up today: Plaid co-founder and CEO, Zach Perret. Their typical target is developers, and they sell up through the organization. That allows us to have a very different go-to-market strategy. To celebrate 10 years of SaaStr, we’re revisiting some classic podcast episodes. billion valuation.

Account management 115

Account management Engineering Technology Technology 115

Sales Hacker

SEPTEMBER 29, 2023

Dustin Joost (CRO, Osano – Series B) shares his experience here: “What’s awesome is having a strong position in SEO can lead to a strong position in LLMs, so we’re seeing ChatGPT and similar AI search tools show up in our demo forms.” #3 Hottest GTM job of the week: Founding Account Manager at Tavus , more details here.

GTM 129

GTM Growth B2C Territory 129

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. Target Account Precision. Who do you sell to?

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

SalesLoft

FEBRUARY 19, 2020

REV2020 , SalesLoft’s industry conference about where sales is going , is shaping up to be a truly transformational event. The best-selling book, The Challenger Sale , pioneered the idea of challenging conventional customer thinking. But how do you set a “Challenger” go-to-market strategy in motion? 50+ sessions.

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

SaaStr

SEPTEMBER 18, 2023

In Part 2 of Ask Me Anything, Lemkin will answer these questions: How do you balance being authentic as a new startup and getting customers to buy into your vision vs. appearing well put together with everything going on? So many get into trouble on burn rate and try to go PLG to fix it. How do you fix GTM? None of that is new.

GTM 119

GTM Niche Account management Up-sell 119

Partners in Excellence

SEPTEMBER 12, 2012

Trying to understand the breadth of their products and how they go to market is confusing to them. It’s difficult to keep up with them within our own organizations–but think about it from the customers’ perspectives! What Commoditized Products Can Teach Us About Selling.

Up-sell 109

Up-sell Consult Go To Market Price 109

Hubspot

JUNE 8, 2021

It's important for this role to educate prospects and follow up once a sale is closed to maintain customer satisfaction and encourage repeat buyers. The path to a promotion is clear, and you'll gain the skills you need to level up to a managerial position. Nearly half of their time is spent selling remotely (i.e. Image Source.

Commission 94

Commission Territory Finance Inside sales 94

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 Pitch Campaign Niche 141

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 98

Pipeline Pitch Sales Account management 98

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 101

Outside Sales Inside sales Quota Sales 101

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 100

Start-ups High impact Technique Follow-up 100

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

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 67

Product Contract Cross-sell Account management 67

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 65

Customers Account management X-functional Hospitality 65

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

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 came up with a number of very simple ideas, that helped their customers better serve their own customers.

Price 90

Price Negotiate Up-sell Start-ups 90

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. They end up defending the status quo and not helping the customer. Farmers and farming are what brings food to all of us.

Agriculture 100

Agriculture Prospecting Growth Up-sell 100

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 Are the Types of Sales Organizations?

Assembly Line 72

Assembly Line Territory Strategize Sales 72

SaaStr

SEPTEMBER 18, 2020

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.” So number six, thinking you’re getting away with under investing in management, up scaling in HR. ” Jason Lemkin: Yeah. But what was this real mistake?

Account management 98

Account management Engineering Launch Start-ups 98

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. Managing the enterprise sales cycle.

Cross-sell 104

Cross-sell Legal Contract Price 104

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 117

Finance Cross-sell GTM SQL 117

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 50

Customers Account management Go To Market Follow-up 50

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. Compensation. CRM platforms.

Outside Sales 98

Outside Sales Inside sales Profit margin Sales 98

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

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

Sales Hacker

JUNE 17, 2019

Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best. Outreach has your back. Sam Jacobs:? ?What

Contract 82

Contract Drivers/motivators Sales Price 82

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

NOVEMBER 14, 2019

Selling has changed more in the last 10 years than it has in the previous 100 years, and this is especially true in B2B markets. . At the forefront of this change is what we at Engagio call, Account-Based Everything (ABE), some people know it as Account-Based Sales Development (ABSD), and others call it Account-Based Marketing (ABM).

Technology 80

Technology Technology Cross-sell Referrals 80

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. If you’re selling car tires, anyone with a car is a fit. Following a short conversation, you may learn that they go up the mountain a couple of times a year and that they hate putting on chains.

Prospecting 60

Prospecting SQL GTM X-functional 60

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. It ended up doing just fine. That lawsuit didn’t end up affecting our company long term. Ari : And who are you selling to?

Finance 85

Finance X-functional Non-Profits Launch 85

SaaStr

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 85

GTM Pipeline Healthcare Sales 85