SaaStr

JULY 24, 2019

This is pretty simple, but when I look at this industry, a lot of times what I see is organizations crafting pricing packages that would enable, for example, an enterprise-wide license, where an organization pays you X amount of money, and they have unlimited seats, unlimited usage. We’ve added a technical account manager function.

X-functional 56

X-functional Engineering Clients Start-ups 56

SBI

MAY 21, 2019

May 21, 2019 08:00 AM EDT CHICAGO–(BUSINESS WIRE) – Mediafly , a provider of sales enablement technology, content management, and advisory services that create interactive, value-based selling experiences, today presents a brand new platform interface and added functionality to meet the needs of sellers across the globe.

Sell 30

Sell X-functional Healthcare Quota 30

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. So we’re in the process of redesigning our sale Soup To Nuts. Would you like to talk to one of our reps about X?” So we have a one-to-one ratio.

Government 81

Government Up-sell Contract X-functional 81

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

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

SaaStr

APRIL 30, 2022

This is basically designed around there being an intensive human interaction and human process to convince businesses to adopt your tools. Just to say a little bit more about this, if you look at the sales functions are structured. And account management, which is basically around for retention and also upsell of different products.

Price 90

Price Launch X-functional Contract 90

Sales Hacker

MAY 26, 2020

But the majority of them are in that five to $20 million range trying to put that process in place, really at scale for the first time. And so you have to document a process, but you need to be nimble in seeing what changes and then how to adjust as you go. Should that be a separate account management team?

Prospecting 96

Prospecting E-commerce Account management Up-sell 96

SaaStr

DECEMBER 17, 2019

So, as a consumer, the way that you interacted with your finances in the web pre-Plaid was doing a variety of manual processes. So if you’ve ever had to start a new job and walk in with a voided check and then they take that voided check and they figure out how to process your payroll. That’s pre-Plaid.

Finance 56

Finance X-functional Non-Profits Launch 56

Heinz Marketing

JANUARY 18, 2021

It was kind of the Uber for X age. And so I started to build some processes around pipeline development, my sales processes, and really productizing what I could do as a marketing consultant. Ben: I guess the fun part of the story starts with heartbreak. I was working at this startup that I really tried hard to get this role.

Pipeline 120

Pipeline Consult Sales Start-ups 120

SaaStr

MAY 10, 2019

So we actually are the operators of SaaS companies, and we come into organizations and help them streamline their go to market processes. And when we’re talking about MQLs and SQLs we’re really talking about one of these key handoffs that happen in the revenue team process, right? Jason Reichl: Yeah, absolutely.

X-functional 54

X-functional SQL Pipeline GTM 54

SaaStr

FEBRUARY 25, 2020

Because it’s not so much focused around X, Y, Z NPS score. If you sat and you said, “Okay, we sign a customer, we process their contract, we have to get them provisioned. And then we transition them to support and then we give them to the account manager and then we do their renewal. Maybe, maybe not.

Prospecting 88

Prospecting Customers Promote X-functional 88

SaaStr

AUGUST 15, 2020

One, it starts high up in the sales process, right? You need to discover in the sales process. 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. But so much is discovered in sales that’s lost often in that process.

Retail 77

Retail Start-ups Drivers/motivators Up-sell 77

SaaStr

MARCH 17, 2020

At Talkdesk today, the client services organization is 90 people strong and we are responsible for making sure that our customers both in the pre-sale and the post-sale process are able to design and then achieve their desired outcomes. Why do they need to be involved in that process?” It probably looks something like this.

Clients 57

Clients Service Customers Start-ups 57

SaaStr

MAY 14, 2023

Daniel : We followed a lean start up approach to building our sales process. I focused on learning and getting the process right, so I did all the sales myself. Only once I knew that I had a repeatable process that we knew why people would buy it, and for how much, and who the buyer was and all that, then I hired three sales reps.

Price 91

Price Start-ups Up-sell X-functional 91

Hubspot

FEBRUARY 11, 2019

Checking out what other people have come up with can be a great way to kick your own thought process into gear. 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. Look online. Other suggestions. Why or why not?"

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

SaaStr

FEBRUARY 11, 2020

If you aren’t familiar with me, like Rita said, helped create a new outbound process salesforce.com. The other one is, as soon as you can, again, split the new customers signing versus account management/customer success. That nurturing process for … because they’ll sell to companies like car companies.

Growth 77

Growth Niche Hospitality X-functional 77

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

MARCH 1, 2019

What one question must all founders be asking in the sales process? * Called Appian that went public two or three years ago, and we were building business process management software. And then I went to work at Google for about three years as a product manager in ads. I went to work at a startup in Washington, D.C.

Contract 46

Contract Price Commission Conversion 46

Sales Hacker

AUGUST 30, 2018

CR(t) —The conversion rate as a function of time to get to a single SQL. The person on top of the hierarchy is responsible for following the process, NOT making the decision. You don’t want an account maintained only by a champion on the customer side and your account manager. Four Prospecting Approaches.

Prospecting 47

Prospecting SQL GTM X-functional 47

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

SaaStr

JANUARY 3, 2020

What one question must all founders be asking in the sales process? * Called Appian that went public two or three years ago, and we were building business process management software. And then I went to work at Google for about three years as a product manager in ads. I went to work at a startup in Washington, D.C.

Contract 10

Contract Price Commission Conversion 10

SalesHandy

MAY 28, 2021

Such sales teams don’t necessarily focus on the experience their prospects go through and ruin the process for everyone. This helps in speeding up the sales process , making it quicker to cycle through leads and refine the process at the same time. 7 Step Cold Calling Process. feedback isn’t instantaneous. Generate Leads.

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?” Have the tools, processes, and procedures in place before you interview anyone. ” 9) John Malamud, Account Manager, PagerDuty. ” 10) Meghan LaTorre, Senior Manager, Sales, Zendesk.

Objectives and Key Results 74

Objectives and Key Results Sales CRM Pitch 74

SaaStr

MARCH 15, 2019

But as you all know, I’m a bit of a SaaS nerd and there’s nothing I love more than a new take on methodology on an existing process or way we work in SaaS. In order to drive growth, and revenue, and customer experiences for their partners and this is really changing how people institutionalize processes at organizations.

Sales 40

Sales Up-sell Meeting Engineering 40