SaaStr

MARCH 10, 2020

We also didn’t try to build a lot of the centralized functions too early. We didn’t ask our managers to do a ton of recruiting. Would you like to talk to one of our reps about X?” So we have a one-to-one ratio. For every seller at Flexport, there is one squad. Our bestsellers were able to keep selling.

Government 79

Government Up-sell Contract X-functional 79

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. Give presentations and demos.

Networking 59

Networking B2C Cross-sell Negotiate 59

Sales Hacker

AUGUST 5, 2019

The Benefit of Starting Out in Account Management. About Managed By Q [03:30]. Starting Out in Sales in Account Management [25:49]. She spent over a decade building and managing customer and revenue generation teams for leading technology companies. Starting Out in Sales and Account Management.

Customers 53

Customers Account management X-functional Hospitality 53

Sales Hacker

MAY 26, 2020

Should that be a separate account management team? How is the existing customer conversation and revenue managed? Is it owned by the customer success team, by a different account management team, by the new business team? And then should they own renewals? Should they own logo renewal? Should they own upsells?

Prospecting 96

Prospecting E-commerce Account management Up-sell 96

Hubspot

MARCH 23, 2018

If you were giving a presentation, what would the topic be? 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 were giving a presentation, what would the topic be?

Conversion 101

Conversion Networking X-functional Start-ups 101

SaaStr

MAY 10, 2019

How can you better manage the board? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. That’s an internal function, but to the customer it shouldn’t be obvious that that’s their obligation, right? Should you worry about competitors?

X-functional 51

X-functional SQL Pipeline GTM 51

SaaStr

AUGUST 15, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. I actually just got off the boat, Nick, and scurried up to make sure that I was ready to go for the presentation. That doesn’t mean to say, you’re going to do away with the functions.

Retail 83

Retail Start-ups Drivers/motivators Up-sell 83

SaaStr

MAY 14, 2023

You have a presentation online that’s called Unsexy, which you’ll have to explain to me later. That’s why for us, it’s so important to build that function of the company in the Bay Area. Then you have account management, and on boarding. Next up, we’ve got Nicolas Dessaigne. You have leads.

Price 98

Price Start-ups Up-sell X-functional 98

SaaStr

FEBRUARY 11, 2020

It’s a new presentation he’s developing. The other one is, as soon as you can, again, split the new customers signing versus account management/customer success. If you’re big enough to have sales and marketing, because I know some of you aren’t, they don’t always work together. It just won’t.

Growth 78

Growth Niche Hospitality X-functional 78

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

CR(t) —The conversion rate as a function of time to get to a single SQL. You don’t want an account maintained only by a champion on the customer side and your account manager. We call this a 3 x 3 account — a term coming from organizational selling. Four Prospecting Approaches. 4) Content-Based Prospecting.

Prospecting 47

Prospecting SQL GTM X-functional 47

SaaStr

MARCH 1, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Tom Tunguz: So we published a presentation about the 10 learnings of the free trials. So you’re going to have a sales team that’s going to go after named accounts or the very largest customers.

Contract 47

Contract Price Commission Conversion 47

ConversionXL

NOVEMBER 11, 2015

To navigate the list, you can filter out tools based on function as well as for which size company it works best. Account managers can tier customers. High-value accounts are rumored to get more attention, the rest are purported to get little to none. We also gave the option to view only Peep’s favorite tools as well.

Conversion 124

Conversion A/B testing UX Consult 124

SaaStr

SEPTEMBER 13, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. ” Did you hire the wrong first generation management team because you hadn’t done those functional areas before? You can read the podcast transcript below. Byron Deeter. Elliott Robinson.

Non-Profits 64

Non-Profits Strategize Trust Growth 64

SaaStr

JANUARY 3, 2020

Tom Tunguz: So we published a presentation about the 10 learnings of the free trials. 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. Tom Tunguz: That’s really important.

Contract 10

Contract Price Commission Conversion 10

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. Go out of your way. Tone it right.

Cold Call 98

Cold Call Closing Contact Follow-up 98

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. Get them exposed to as much as possible (presentations for execs, conferences, marketing, engineering) and push their limits.

Objectives and Key Results 74

Objectives and Key Results Sales CRM Pitch 74