SaaStr

MARCH 10, 2020

By not shouldering them with a lot of the traditional sales management overhead that you would think of as being a great sales manager, hiring, training, running pipeline reviews, reporting a number back up to the executive team, by sort of freeing them from all these constraints, we’ve been able to give them much larger targets.

Government 78

Government Up-sell Contract X-functional 78

Sales Hacker

JUNE 12, 2018

”Tito, how do I go about building a sales team (especially the sales development function) from scratch?” ” 9) John Malamud, Account Manager, PagerDuty. ” 22) Andrew McGuire, RVP, Pipeline Strategy, Duo Security. “Clean your account data.

Objectives and Key Results 75

Objectives and Key Results Sales CRM Pitch 75

SaaStr

FEBRUARY 11, 2020

The other one is, as soon as you can, again, split the new customers signing versus account management/customer success. If you don’t know … how many times do people say, “Oh, we’re getting $500,000 a pipeline a month from out outbound program.” It just won’t. That’s one example.

Growth 75

Growth Niche Hospitality X-functional 75

Salesforce

JANUARY 31, 2024

As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. Sales Cloud , for example, offers a suite of features that address many sales pain points, such as sales team collaboration tools, pipeline management tools, and forecasting tools.

Networking 59

Networking B2C Cross-sell Negotiate 59

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 56

Clients Service Customers Start-ups 56

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

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 79

Retail Start-ups Drivers/motivators Up-sell 79

SaaStr

SEPTEMBER 13, 2020

” Did you hire the wrong first generation management team because you hadn’t done those functional areas before? And then I think maybe more so than anything, we missed investments on the account management and customer success side. Or why were you not able to trust them? Almost 40% [inaudible 00:18:45].

Non-Profits 62

Non-Profits Strategize Trust Growth 62