Sales Hacker

OCTOBER 11, 2024

GTM 116: The Future of SEO and AI’s Impact, with a $100M+ Product-Led SEO Framework with Eli Schwartz Eli Schwartz is an SEO expert and consultant with over a decade of experience driving successful SEO and growth programs for both B2B and B2C companies. Sustained success demands a strategic approach backed by powerful technology.

GTM 115

GTM X-functional Pipeline Construction 115

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Uncovering untapped revenue demands that organizations rethink outdated methodologies, processes, and technologies that don’t focus specifically on optimizing revenue in strategic accounts.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

Partners in Excellence

MARCH 26, 2024

When these large, strategic deals closed, our team and the company celebrated the success. I thoroughly enjoyed my time as a strategic account manager, but the upside was limited, and I was looking for new challenges. During this phase, I understood that B2B sales were changing.

Sell 137

Sell Cross-sell Finance B2C 137

Sales Hacker

AUGUST 7, 2020

Manager Strategic Partner Development for the Americas. Vice President of Strategic Sales, Quip. Vice President of Sales & Strategic Partnerships. Senior Vice President, Strategic Sales & Revenue. Senior Manager, Mid-Market Sales. Strategic Team Lead. Strategic Account Executive.

Territory 131

Territory Presentation Strategic partnership Inside sales 131

Partners in Excellence

JULY 8, 2013

The way customers buy is changing, the complexities of our own products and solutions, the broad range of people involved in the customer buying process mandates a different approach to selling and careful reconsideration of how we define the role of account and territory managers. Buyers Are Self Educating, So Should Sellers!

Territory 115

Territory Account management Cross-sell Sales 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. Recruiting and hiring senior-level leadership and strategic individual contributors.

B2C 121

B2C Pipeline SQL Strategize 121

Heinz Marketing

SEPTEMBER 25, 2019

The VP of Sales is one of the most important roles within a B2B company. But how can they ensure their Sales Development Reps, Market Development Reps, Sales Team Leads, Account Executives, Sales Team Managers, Account Managers and the like are working like a well-oiled machine? Develops strong relationships.

Strategize 97

Strategize Drivers/motivators B2B Sales 97

Martech

JULY 31, 2023

Account Based Marketing is intrinsically strategic. ABM is a B2B marketing strategy that focuses on working with target accounts to market in a measured and structured way. If you’re entirely new to ABM check out our introduction guide to account-based marketing , then circle back to learn how to apply it.

Intrinsic 98

Intrinsic Objectives and Key Results Government Strategize 98

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. About Corporate Visions.

Customers 98

Customers Strategize Consult B2B 98

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance.

Strategize 52

Strategize Sales Pipeline Non-Profits 52

Sales Hacker

NOVEMBER 26, 2019

2019: LinkedIn’s #1 B2B Sales Expert to Follow. Sales Consulting & Strategic Selling Programs. If you sell in a complex B2B situation, with long sales cycles and multiple stakeholders, your initial discovery will set the foundation for the rest of the deal. Ryan Staley – VP of Strategic Accounts, FlexTG.

Gaming 129

Gaming Objectives and Key Results Sales Up-sell 129

SaaStr

OCTOBER 25, 2021

Account management it’s same work. A great VP of Sales gets really good at using discounting as a strategic asset at the very end of a deal, but doesn’t overdiscount when it doesn’t help to hit the ARR goal for the year. But it’s rarely if ever a marketing strategy in B2B. Jason, ed. :

Price 130

Price Contract Referrals Contact 130

Sales Hacker

FEBRUARY 17, 2022

COVID-19 has changed people’s buying habits, and that’s just as true for B2B buyers as it is for individual consumers. As we begin 2022, B2B buyers are more digitally inclined than ever. Strong pipeline management, deal optimization, and accurate forecasting are going to become even more essential to B2B organizations’ sales success.

Objectives and Key Results 104

Objectives and Key Results Sales B2B Pipeline 104

SaaStr

JULY 1, 2024

You may also want to hire strategic account managers if you’re going after these big whales. Some organizations have one strategic account manager who only handles one big account, managing that relationship and land and expand.

Cross-sell 122

Cross-sell Price Account management Up-sell 122

Score More Sales

MAY 9, 2014

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google. Find Strategic Referral Partners.

Territory 88

Territory Referrals Inside sales Sales 88

Sales Hacker

OCTOBER 4, 2024

Hosted a conference called Goldenhour, with 300 incredible B2B marketers in the room and a live broadcast to thousands, running simultaneously from Brooklyn, NY. Sustained success demands a strategic approach backed by powerful technology.

GTM 111

GTM Launch Education Account management 111

Sales Hacker

JANUARY 27, 2024

More for your eardrums : Max Altschuler is the Founder and General Partner of our company GTMfund , an early-stage fund focused on B2B SaaS startup backed by the world’s best tech GTM leaders – which GTMnow is the media extension of. Read more about Google Chrome’s 3 AI features here. That’s it, that’s all.

GTM 121

GTM Niche CRM Account management 121

Partners in Excellence

APRIL 26, 2021

Complex B2B buying journeys, typically impact several parts of the organization. Related to the previous point, how does this initiative support the corporate strategic objectives. Some things they probably don’t know: Who else should be involved in the buying process?

Customers 131

Customers Contract Legal Negotiate 131

Sales Hacker

DECEMBER 20, 2018

The Sales Hacker Podcast is carefully designed to give you tangible, practical insights about B2B sales. 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. B2B Nation: Smarketing. Links: iTunes , Stitcher.

Cold Call 111

Cold Call Sales B2B Up-sell 111

Pointclear

MARCH 17, 2015

Mike presents the idea of “building an arsenal of weapons” to strategically and successfully conquer chosen targets: the sales story, the proactive telephone call, and the face-to-face sales call. Sales Process B2B Sales' How is the “sales story” a weapon?

Cold Call 96

Cold Call Sales Territory Presentation 96

Heinz Marketing

MARCH 6, 2019

Some of the B2B industry’s best and most relevant account-based marketing (ABM)T research and insights are coming out of TOPO , and Eric Wittlake in particular. ERIC : Account based leaders will be better integrated into the “core” B2B marketing function, but there will still be a distinct leader.

B2C 76

B2C Drivers/motivators Account management B2B 76

ConversionXL

OCTOBER 25, 2018

It starts with having the right data in the system,” noted Kamil Rextin, who wrote about B2B attribution. The fattest part of the market often demands more education, more handholding, more social proof through case studies & references, and a relationship with a salesperson or account manager to feel comfortable with the purchase.

CRM 132

CRM Campaign Lead generation B2B 132

Hubspot

JULY 8, 2020

Right now, Account-based Marketing (ABM) is the hottest B2B ticket in town — with 87% of marketers stating that it delivers better ROI than other marketing activities. In fact, you might've already heard the term as Key Account Management, Key Account Marketing, or Client-centric Marketing. C) Content Syndication.

Campaign 101

Campaign B2B Networking Promote 101

Sales Hacker

FEBRUARY 14, 2022

Why they restructured their B2B sales team into three key verticals. To achieve them, Ilett says: “We paired up SDRs and AEs and assigned accounts to them. That meant they could strategically penetrate accounts and that their success was entwined, improving accountability. So how did the team react to the changes?

Legal 107

Legal Cold Call Contract Inside sales 107

Score More Sales

MAY 9, 2014

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google. Find Strategic Referral Partners.

Territory 71

Territory Referrals Inside sales Sales 71

Partners in Excellence

SEPTEMBER 16, 2016

But for some reason, while we have had the capability of being very focused in how we engage B2B customers for years, we choose not to do so. Related Posts: What’s Wrong With Strategic Accounts? Account Based Everything What’s The Purpose Of Account Planning? What am I missing?

Drivers/motivators 103

Drivers/motivators Strategize Prospecting Technology 103

SBI

NOVEMBER 10, 2020

We’re in the B2B space, but we sometimes forget that we’re all humans. Take a more in-depth look at those to understand if there is a problem with building the right relationships, aligning to your buyer’s strategic goals, or positioning value. Where are deals stalling or falling out? Mark Kopcha President, Revegy.

Strategize 70

Strategize Strategic planning Entertainment Technology 70

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 108

Cross-sell Contract Price Finance 108

Sales Hacker

OCTOBER 28, 2022

Dustin, a global strategic account executive at Outreach , walked the crowd through his recent big deal with redacted, along with these tips and takeaways for winning enterprise deals: Dustin Brown on winning enterprise deals: Have a hypothesis or POV and constantly be validating it. Dustin Brown — Tips for winning in enterprise.

Sales 107

Sales Follow-up Quota Prospecting 107

Highspot

MAY 3, 2024

What’s missing is a strategic approach that unites all your revenue-generating teams. It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. But every search result focuses on just one team: sales. It goes beyond just supporting the sales team.

Cross-sell 93

Cross-sell Technology Technology GTM 93

ConversionXL

AUGUST 2, 2017

In today’s environment, if B2B organizations are going to make it, they need to grow. Chris Samila , Partnerships Manager at Optimizely shares: “We saw building and supporting a partner ecosystem as a massive opportunity. 3 Factors That Affect B2B Partnerships. B2B tech partners are now targeting business leaders instead of IT.

Strategic partnership 84

Strategic partnership Objectives and Key Results Cross-sell Strategize 84

Partners in Excellence

DECEMBER 9, 2018

All of these “pieces/parts” are critical to the job of sales person, account manager, BDM, or whatever label we apply to ourselves. ” Or, “Management is beating me up. They realize that complex B2B sales can’t be driven through starts and stops.

Territory 96

Territory Pipeline Commission Sales 96

Partners in Excellence

MAY 27, 2021

For example, product management/marketing, strategic planning, finance, legal, HR, manufacturing, logistics, operations… Each part of the organization has dependencies on each other. 83% of customers involved in complex B2B buying prefer these channels and are actively seeking to minimize or eliminate sales involvement.

Strategic planning 133

Strategic planning Manufacturing Legal Finance 133

Sales Hacker

OCTOBER 22, 2017

While we have some generalized notion of “selling,” contemporary sales organizations have grown in complexity and have evolved into a roster of functions — such as business development, closing, account management, and customer success — that require different specialized skill sets for their respective teams. Referral Marketing.

Negotiate 107

Negotiate Teamwork Referrals Relationship building 107

Salesforce

JUNE 24, 2022

During that time, global same-site sales rose 44% for B2C businesses and 95% for B2B brands. Publicis Sapient offers commerce organizations a little bit of everything, including technology and engineering solutions, platforming, experience design, and strategic consulting to its varied clients. Best Up and Coming.

Retail 96

Retail B2C Manufacturing Technology 96

Hubspot

MARCH 21, 2018

To continue, the inbound function of partnering with marketing is strongest in conjunction with a renewals function to support the account management team. As they’re purchasing more goods for personal use on Amazon and other websites, they’ll naturally expect this model to work seamlessly in the B2B environment as well.

Outside Sales 101

Outside Sales Inside sales Quota Sales 101

Search Engine Land

FEBRUARY 27, 2024

This question delves into the agency’s analytical capabilities and its proactive approach to optimizing client accounts. It also helps ensure they have a deep technical and strategic knowledge of finding opportunities. Many agencies won’t perform a free audit unless it’s for a larger account. For B2B or service focus: 21.

Retail 94

Retail Clients Contract Campaign 94