Sales Hacker

OCTOBER 11, 2024

Over the last decade, he has worked with countless sales organizations to help them scale from startup to high-growth machines. Previously, Eli led the SEO team at SurveyMonkey, growing organic search from nearly zero to one of the largest growth channels at the company. We just wrapped up our annual GTMfund retreat in San Diego.

GTM 115

GTM X-functional Pipeline Construction 115

Martech

MARCH 1, 2024

Customer retention is becoming more of a priority for B2B marketers lately. As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. But, at last, B2B marketers are beginning to grasp the importance of retention marketing for profit growth.

B2B 128

B2B Cross-sell Pharmaceutical Account management 128

Martech

AUGUST 12, 2024

Companies with no owner by target account : Identifies target accounts without assigned ownership, crucial for strategic account management. Companies with no associated contacts, by target account : Shows target accounts without linked contacts, which may indicate data entry gaps.

CRM 116

CRM Contact Account management Follow-up 116

Sales Pop!

AUGUST 6, 2022

When it comes to maintaining existing accounts, Pipeliner CRM is the only system with embedded key account management features, whereas others (such as Salesforce and Microsoft Dynamics) have account management functionality only as an add-on, or don’t include key account management. .

CRM 232

CRM Pipeline Objectives and Key Results Account management 232

Martech

JUNE 17, 2024

When it comes to trust, the best a B2B tech vendor can hope for is to be where IBM stood when someone coined the phrase, “No one ever got fired for buying IBM.” If you work in SEO or paid media, you have a B2B relationship with Google and likely have a more complex take on the brand. Are you getting the most from your stack?

Trust 114

Trust B2B Non-Profits Government 114

Heinz Marketing

JANUARY 13, 2022

If you missed my LinkedIn series last month , here’s a recap of all twelve B2B marketing trends, investments and focus areas I expect to see from CMOs and teams in the new year. . Change Management . Account-Based Retention . Target Account Precision . User-Led Growth . In Summary: . Sustainable Marketing .

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

Martech

OCTOBER 12, 2021

Good morning, Marketers, and how touchy-feely can B2B get? Maybe I am being controversial here, but I think there’s every opportunity for B2B to get very touchy-feely indeed. Cipriani-Espineira was last week promoted from VP Customer Success to Chief Customer Officer at B2B scheduling software vendor Chili Piper.

B2B 105

B2B Account management Contract Technology 105

Heinz Marketing

MARCH 5, 2022

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. The Problem With How Our Industry Understands Project Management. Project management isn’t traffic and it’s different from account management.

B2B 116

B2B Drivers/motivators Campaign Account management 116

Pointclear

NOVEMBER 7, 2011

At first glance, the idea of outsourcing strategic account management may seem absurd. After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth. Have we beat competitors in head-to-head opportunities this year?

Account management 72

Account management Strategize X-functional Objectives and Key Results 72

Sales Pop!

MAY 20, 2023

Or, in a B2B setting, such a person could never walk into a room full of people they’ve never met, contact and address them. Account Management I do understand that when you have a lot of customers, you may need to hand one over to someone in the care of support. They don’t know how to relate and be authentic.

Appointment 243

Appointment Education Sales Contact 243

Heinz Marketing

JUNE 10, 2021

Welcome to the third installment of The B2B Marketer’s Quick Start Guide. Growth: Essentials plus Alyce Activate, “Send-as” a teammate, MAP/SFDC integration, video landing pages, post-gift CTAs, unlimited team, and discounted invitations. Pro: Everything in Essentials and Growth plus Swag Select and heavily discounted invitations.

B2B 128

B2B Non-Profits Campaign Price 128

Veloxy

JUNE 23, 2021

Sure, it may seem challenging at first, but assembling a winning sales team is key to bolstering the growth of your business. When it comes to B2B, SaaS, and other technology companies that prefer a centralized team, inside sales is the more popular model. To generate leads, B2B software companies rely on inbound marketing.

Inside sales 232

Inside sales CRM Sales Pipeline 232

SaaStr

DECEMBER 2, 2023

Dear SaaStr: What Is The Optimal Structure of an Initial SaaS B2B Sales Team? A bit more on the next stage here: Why Your Cost of Sales Generally Doubles As You Scale The post Dear SaaStr: What Is The Optimal Structure of an Initial SaaS B2B Sales Team? The optimal structure is one that is accretive. Not vice-versa.

B2B 110

B2B Quota Account management Gaming 110

Heinz Marketing

SEPTEMBER 1, 2023

By Maria Geokezas , Chief Operating Officer at Heinz Marketing When it comes to effective customer-led growth (CLG) strategies, most efforts focus on customer service and support. Effective customer-led growth encompasses more than service and support. Account Management Portals: These are everywhere now.

Gaming 116

Gaming Negotiate Technique Account management 116

Hubspot

JULY 10, 2019

That’s why an entirely different marketing method — B2B marketing — exists, and that’s why we built this guide. By the end of this article, you’ll have a better understanding of B2B marketing, the most effective B2B marketing strategies, and how you can tap into and convert your business audience. B2B vs B2C Marketing.

B2B 101

B2B B2C E-commerce Entertainment 101

Partners in Excellence

JANUARY 26, 2021

In the past 10 years, we’ve done everything we can to take the “human” out of complex B2B selling. Sales growth has become a “predictable” math equation. They are processed by SDRs, SEs, Demo people, Account Managers and others. We focus on the numbers and not what the numbers mean.

Process 147

Process Sales B2B Quota 147

Heinz Marketing

MAY 20, 2022

While the idea of customer success as a profit center is not new, it is regaining momentum and overtaking new logo acquisition as the main strategy for B2B revenue growth. There’s also a school of thought called PLG (product-led growth) that serves as a great strategy for expansion. Account Management.

Cross-sell 115

Cross-sell Customers Growth Contract 115

Veloxy

OCTOBER 24, 2022

As a sales manager, you have a crazy number of options to choose from to build the ultimate sales tech stack. This is great, however, B2B sales teams are struggling with low team adoption and unclear ROI. Use our “Sales Growth Tech Request” Email Template. Luckily for account managers there is Scratchpad.

Quota 147

Quota Contract Account management Price 147

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. Big picture revenue growth and retention.

B2C 121

B2C Pipeline SQL Strategize 121

Martech

OCTOBER 11, 2021

Cipriani-Espineira was last week promoted from VP Customer Success to Chief Customer Officer at B2B scheduling software vendor Chili Piper. “The meeting might be going through to a salesperson, account manager or a CSM. From account management to customer success. Is there another step to be taken?

Customers 107

Customers Account management Real Estate Contract 107

Sales Hacker

SEPTEMBER 29, 2023

75% percent of CMOs are facing increased pressure to do more with less and to deliver profitable growth in 2023. Kathleen Booth (SVP of Marketing & Growth, Pavilion) notes “event-led growth” as a key growth motion for Pavilion. 3 Outbound SDR: Outbound remains effective, serving as a steady pillar of growth.

GTM 128

GTM B2C Growth Territory 128

Sales Hacker

AUGUST 7, 2020

Sales Growth. Mid-Market Account Executive. Business Development Manager. Territory Account Manager. VP Sales and Account Management. Account Executive. Territory Account Manager. Account Executive. Account Executive. Inside Sales Manager. Account Manager.

Territory 131

Territory Presentation Strategic partnership Inside sales 131

Sales Pop!

APRIL 11, 2024

It’s a mistake that you’d like to think would be a rarity in the sophisticated B2B world of serving large enterprise accounts. a bad idea with new major accounts. I’ve learned what works and what doesn’t. And clearly, this B2C hotel example highlights something that doesn’t work. Unfortunately, though, it happens all the time.

B2C 130

B2C Clients Contract Account management 130

Sales Hacker

DECEMBER 20, 2018

The Sales Hacker Podcast is carefully designed to give you tangible, practical insights about B2B sales. Sales, Profits, Growth). Get technical help and a dose of motivation from two of the leading B2B sales trainers, leadership coaches and business strategists on the market. B2B Growth Show. Accelerate!

Cold Call 111

Cold Call Sales Up-sell B2B 111

Sales Hacker

NOVEMBER 10, 2020

The key inflection moments along a journey of growth [14:25]. It’s a great conversation, and it’s really all about going off on your own and pushing yourself into that zone of discomfort where all personal growth happens. Just give us a little bit of a feeling for where you are in your growth journey. AJ Bruno: Yeah.

Growth 105

Growth Finance Start-ups Drivers/motivators 105

Anthony Cole Training

JANUARY 31, 2012

Sales & Sales Management Brew. (Don’t 4) Be accountable for your activity. Learn How to Drive Consistent Sales Results from Your B2B Sales Team. Tony Cole, Founder and CEO of Anthony Cole Training Group. Don’t look, sound, act…). 5) Ask for introductions anytime value is given and perceived. Sales Grader.

Objectives and Key Results 165

Objectives and Key Results Drivers/motivators Sales Up-sell 165

A Sales Guy

JULY 5, 2013

We are VC backed ($9M Series A) by Battery Ventures and our key customers include Marketo, DocuSign, Xactly, Jive, Informatica, YouSendIt, etc. - I don’t give a S**T if they’re VC backed, have organic growth or if IBM, the Government of China or Jay-Z are their customers. How does that affect my business and what I do?

Pitch 114

Pitch Sales Up-sell Technique 114

Sales Hacker

DECEMBER 13, 2024

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. The accidental discovery the unification of sales and customer success delivered outsized results by creating a cohesive customer journey, aligning internal teams, and driving sustainable growth. Lets get into it.

GTM 108

GTM Customers Sales Growth 108

SaaStr

OCTOBER 25, 2021

Save them for when growth truly slows. Account management it’s same work. “1/ Free plans on software with setup costs 2/Affiliate links or referral bonuses on B2B software 3/ Competing on price in general ” — Parthi Loganathan, LetterDrop. But it’s rarely if ever a marketing strategy in B2B.

Price 129

Price Contract Referrals Contact 129

Sales Hacker

OCTOBER 4, 2024

Customer feedback is the lifeblood of startup growth. Hosted a conference called Goldenhour, with 300 incredible B2B marketers in the room and a live broadcast to thousands, running simultaneously from Brooklyn, NY. First comes direction, then speed. You should be doing this continuously, in parallel with product development.

GTM 111

GTM Launch Education Account management 111

A Sales Guy

MAY 20, 2013

There are a lot of critical things sales leaders need to focus on; pipeline, account management, new business development, channel development, margin growth, revenue growth, average revenue per user/deal, lead generation, etc. Make sure they are shiny, pretty objects customers are demanding.

Pipeline 119

Pipeline Objectives and Key Results Sales B2B 119

Partners in Excellence

NOVEMBER 10, 2014

Then I continued asking: Field direct, inside sales, telesales, channel, SMB, Large Account, Global Account, Commoditized Product, Complex Systems, Services, Ideas, B2B, B2C, Retail, B2B2C, early stage start up, big brand/Fortune 500. I’ve seen great B2B sales people who are clueless on B2C.

Quota 119

Quota B2C Manufacturing Non-Profits 119

SaaStr

NOVEMBER 8, 2022

For years, it was Growth, Growth, Growth. Not, for the first time in a long time, it’s Growth + Profits. Ultimately, almost everyone in B2B SaaS, down the road, ends up getting 80%+ of their leads through their brand, through word-of-mouth, through second-order revenue, etc. And that’s a lot rarer in SaaS.

Quota 118

Quota Contract Price Growth 118

Highspot

NOVEMBER 9, 2021

“Customers today are won or lost based on the experience they have with frontline sellers, account managers and customer success staff,” said Jake Braly, VP Strategic Alliances and Partner Revenue, Highspot.

Customers 98

Customers Consult Strategize B2B 98

Sales Hacker

AUGUST 7, 2024

Paul Mander currently leads all of go-to-market for B2B at Optery. The customer experience would also suffer, as pressure to meet growth targets will cause team members to generally prioritize pre-sales work. He previously built the pre and post sales solutions team at mParticle from zero to supporting hundreds of enterprise customers.

Go To Market 122

Go To Market X-functional Engineering Cross-sell 122

Veloxy

NOVEMBER 29, 2021

It also works to help the sales manager with sales forecasting, predicting future sales slumps or growth, too. Predictive Analytics for B2B Sales. Sales development managers, account managers, and other traditional cold callers can suffer from immense sales pressure and mundane, repetitive sales processes.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Sales Hacker

OCTOBER 15, 2018

If you missed episode 28, check it out here: PODCAST 28: How High Growth SaaS Companies Build and Lead Sales Teams w/ Chris Degnan. Why customer success & account management aren’t the same. Are Account Management & Customer Success Synonymous? [10:30]. What You’ll Learn. And on Stitcher.

Growth 59

Growth Customers Account management Up-sell 59