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

Veloxy

FEBRUARY 12, 2025

Theyre realizing that streamlining tools isnt just about convenience its about unlocking real productivity and revenue growth. Our platform helps field and outside sales teams achieve a 3X increase in new revenue growth in their first month. The TeamLink feature helps you find warm paths into accounts through shared connections.

Product 130

Product CRM Price Objectives and Key Results 130

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

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

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 109

B2B Quota Account management Gaming 109

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

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 122

B2C Pipeline SQL Strategize 122

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

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 129

GTM Growth B2C Territory 129

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 106

Customers Account management Real Estate Contract 106

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

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 168

Objectives and Key Results Drivers/motivators Sales Up-sell 168

Cience

JANUARY 6, 2020

For example, Data Enrichment can be listed as Research & Analytics, B2B Email List/ Database Scrubbing, email verification. B2B lead generation is a conjunction point of buying and sales processes. They exist simultaneously and in parallel, but it’s B2B lead gen that joins them together. Buyer Persona (BP).

Lead generation 89

Lead generation B2B Appointment Networking 89

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 109

GTM Customers Sales Growth 109

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 112

GTM Launch Education Account management 112

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

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 128

Price Contract Referrals Contact 128

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 60

Growth Customers Account management Up-sell 60

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 124

Go To Market X-functional Engineering Cross-sell 124

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 Strategize Consult B2B 98

Cience

FEBRUARY 21, 2020

According to a study by Content Marketing Institute , 77% of B2B companies use an email marketing newsletter as part of their content marketing strategy. That same research confirms that 40% of B2B marketers say email marketing is a tactic that is critical to their success. Top-Quality B2B Sales Email Content. Lead Research.

Campaign 79

Campaign B2B Objectives and Key Results Contact 79

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 117

Quota Contract Price Growth 117

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

FEBRUARY 16, 2024

Wiza is the only B2B contact database that sources and verifies contact data in real-time, the moment it’s requested, using LinkedIn as its source of truth. Sales teams in companies with a focus on product-led growth are rapidly adopting this approach. So, Wiza was built. Subscribe now That’s it, that’s all.

GTM 125

GTM Quota Contact Construction 125

Heinz Marketing

JANUARY 18, 2021

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We are featuring in this series some of the best and brightest minds in B2B sales and marketing. We’re going to talk mostly about B2B sales and marketing. Matt: Yeah.

Pipeline 124

Pipeline Consult Sales Start-ups 124

SalesLoft

FEBRUARY 19, 2020

The Revenue Methodology & Mastery track focuses on tactics around innovation and efficiency to nurture deeper client relationships and accelerate revenue growth. In the 10 years since this concept has become a standard in complex B2B sales. We’ll cover topics ranging from motivation and productivity to innovative tactics.

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

Openview

SEPTEMBER 17, 2018

The study titled “Driving Account Growth through Smarter Account Management” found that while better than expected customer service helps retain a sales account, it doesn’t actually impact the degree to which the account grows. Account managers just aren’t cut out to sell.

Cross-sell 76

Cross-sell Sell Account management Sales 76

Sales Hacker

APRIL 6, 2022

The three roles or departments typically responsible for deciding to buy a CPQ include: Revenue operations : With CPQ applications, revenue operations leaders can unify sales-related processes across the company – from Sales to Account Management to Customer Success. Faster time to revenue. month to 3.42 Increased revenue achievement.

Cross-sell 109

Cross-sell Contract Price Finance 109