Sales Hacker

MAY 26, 2020

And we met quarterly and it was great because he knew the digital landscape, coming out of Salesforce, I didn’t know much about agencies and all of that, and I could meet with Mark and just be totally transparent. For me, I’m a grower and a builder, being a named public officer and sitting in Sarbanes-Oxley compliance meetings.

Prospecting 96

Prospecting E-commerce Account management Up-sell 96

SaaStr

APRIL 30, 2022

Just to say a little bit more about this, if you look at the sales functions are structured. With very specialized sales roles from the STR’s at the qualification stage to generating leads to account executives who will close those deals. And kind of the day after trying to meet with them to have feedback on what they had seen.

Price 91

Price Launch X-functional Contract 91

SaaStr

DECEMBER 17, 2019

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. That allows us to have a very different go to market strategy.

Finance 57

Finance X-functional Non-Profits Launch 57

Hubspot

MARCH 23, 2018

Keith Grehan , an account manager in HubSpot's Dublin office says: “I approach conference introductions the same way I approach outbound calls, by having a reason to call/initiate the conversation. If you could meet one speaker from this event, who would it be? If you weren’t in [X profession], which one would you be in?

Conversion 101

Conversion Networking X-functional Start-ups 101

SaaStr

FEBRUARY 25, 2020

Because it’s not so much focused around X, Y, Z NPS score. And then we transition them to support and then we give them to the account manager and then we do their renewal. And that’s how you start to drive that culture of customer success. Maybe, maybe not. There are services that need to happen. You know why?

Prospecting 88

Prospecting Customers Promote X-functional 88

SaaStr

MAY 14, 2023

I don’t know if it’s 20 percent per month or did you just go 20 percent last meeting. That’s why for us, it’s so important to build that function of the company in the Bay Area. I flew everywhere in America just to meet them. Then you have account management, and on boarding. Nick : Great.

Price 92

Price Start-ups Up-sell X-functional 92

SaaStr

FEBRUARY 11, 2020

More meetings, more qualified meetings, more proposals, more deals. The other one is, as soon as you can, again, split the new customers signing versus account management/customer success. What that means is, okay, you’re getting meetings if you have this program. If you … hopefully you have dashboards.

Growth 77

Growth Niche Hospitality X-functional 77

Hubspot

FEBRUARY 11, 2019

Since you have experience in sales development and account management at early-stage sales companies, you might decide to offer this service to tech startups. Ask everyone to come prepared to discuss a certain product category or question, such as, "What's your favorite type of X and why?" Other suggestions. Why or why not?"

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

SaaStr

MAY 10, 2019

Harry Stebbings: Can I ask, I had Ben Braverman and the CRO of Flexport on the show the other day and he said it’s wonderful to have SDRs and account managers and sales reps but it doesn’t create the best personalized buying experience when you’re continuously handed off to the separate specialized function.

X-functional 54

X-functional SQL Pipeline GTM 54

SaaStr

AUGUST 15, 2020

We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. Jay Snyder: I think the thing we’re doing Nick, to be able to force that is we’re getting a little bit more intelligent around account management. I mean, what do they do?

Retail 77

Retail Start-ups Drivers/motivators Up-sell 77

SaaStr

MARCH 17, 2020

CSM, account manager, AE, whoever is kind of running point as the quarterback of the relationship, they can also just ask. Rather than saying to the customer, “If you do this reference call, then you will get X,” you ask the customer for the reference call. We don’t have an account management function.

Clients 57

Clients Service Customers Start-ups 57

Sales Hacker

AUGUST 30, 2018

This can be through an email, a call, an in-person meeting etc. CR(t) —The conversion rate as a function of time to get to a single SQL. So how do you respond within five minutes to a request for a meeting on Sunday night at 2 am? We call this a 3 x 3 account — a term coming from organizational selling.

Prospecting 47

Prospecting SQL GTM X-functional 47

SaaStr

MARCH 1, 2019

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. So you’re going to have a sales team that’s going to go after named accounts or the very largest customers.

Contract 46

Contract Price Commission Conversion 46

SaaStr

SEPTEMBER 13, 2020

You as a founder have to set the tone, and you can’t do it in a weekly stand up, or an all hands meeting in person. ” Did you hire the wrong first generation management team because you hadn’t done those functional areas before? You got to do it remote. . Or why were you not able to trust them?

Non-Profits 62

Non-Profits Strategize Trust Growth 62

SaaStr

JANUARY 3, 2020

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. So you’re going to have a sales team that’s going to go after named accounts or the very largest customers.

Contract 10

Contract Price Commission Conversion 10

Sales Hacker

JUNE 12, 2018

”Tito, how do I go about building a sales team (especially the sales development function) from scratch?” You’re going to be in deep trouble if you’re hiring SDRs and just telling them to do “as they wish” to get meetings. ” 9) John Malamud, Account Manager, PagerDuty.

Objectives and Key Results 74

Objectives and Key Results Sales CRM Pitch 74

SalesHandy

MAY 28, 2021

Most of the time – the objective is to get them to book time with your Account Managers. After you’re done following up and priming the leads for the next stage – Demo calls, and have gotten them to agree to hop on one, pass them onto your Account Execs or Managers. What do you think of it? [Negative

Cold Call 98

Cold Call Closing Contact Follow-up 98

SaaStr

MARCH 15, 2019

But really, what we’re seeing happening now is that more collaboration and teamwork, up front, in a process for customer acquisition or account management just drives better results. Dan Reich: I think with every new technology, people inevitably ask the question: “I could already do X, Y, and Z, right.”

Sales 40

Sales Up-sell Meeting Engineering 40