SaaStr

JANUARY 30, 2023

Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up. Deel solved this by scaling the revenue operations team in conjunction to support sales, design quotas, and go-to-market strategies, and leverage data to identify the best strategies.

Cross-sell 111

Cross-sell Account management Clients Growth 111

Highspot

MAY 3, 2024

It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. It works to enable each channel and stage of the sales cycle that drives revenue growth, including marketing, customer success, account management, and more.

Cross-sell 93

Cross-sell Technology Technology GTM 93

Heinz Marketing

JANUARY 13, 2022

And as marketing programs become more complex, it’s far more important to create seamless cross-channel campaigns that break through siloed teams. How the marketing, sales and customer/account management teams work together is also critical to success. Target Account Precision. Who do you sell to?

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Keep in mind that the majority of people in this position have several years of experience since they often have to work independently and excel at time management. Account Manager. This is where account managers come in. Regional Sales Manager.

Commission 94

Commission Territory Finance Inside sales 94

Sales Hacker

APRIL 21, 2021

The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. For our example, we’ll cover what a RevOps manager does on a daily basis: Makes decisions on sales and marketing strategies to drive business revenue. Revenue Accountant.

Finance 116

Finance Cross-sell GTM SQL 116

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? On a recent episode of the Reveal podcast, we connected with MJ McCarthy, VP of Account Management at Everbridge, for answers to these and other questions that are top of mind for revenue leaders. Selling Skills and Account Management.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Partners in Excellence

JUNE 9, 2019

If we look at the product/market maturity curves made famous by Geoffrey Moore in Crossing The Chasm, we can see how Cynefin contexts can be mapped to his model. In the complex domain, we will probably need a team oriented sell, with subject matter experts, account managers, people with problem solving expertise and so forth.

Cross-sell 78

Cross-sell Account management Sell Education 78

Sales Hacker

FEBRUARY 5, 2019

We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. This guide will arm you with the three most important things to address with your executive team before committing to the Enterprise market. Post-Sales Account Management (Commercial).

Product 67

Product Contract Cross-sell Account management 67

SaaStr

MARCH 8, 2019

The thing that fascinates me the most about them is they’re all effectively selling the same exact product as their predecessor that they disrupted. But in B2B, the train’s at the station ready to leave, and so you need to match your go to market by the way people buy. Product really is trying to sell.

Cold Call 22

Cold Call Trust Go To Market B2C 22

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. In the early days, most SaaS companies sell to other startups for a number of reasons. But as SaaS startups mature, they usually start moving up-market. We started by selling to other startups, mainly YC companies.

Cross-sell 103

Cross-sell Legal Contract Price 103

Sales Hacker

NOVEMBER 14, 2019

Selling has changed more in the last 10 years than it has in the previous 100 years, and this is especially true in B2B markets. . At the forefront of this change is what we at Engagio call, Account-Based Everything (ABE), some people know it as Account-Based Sales Development (ABSD), and others call it Account-Based Marketing (ABM).

Technology 81

Technology Technology Cross-sell Referrals 81

Sales Hacker

AUGUST 25, 2023

We’ll continue on our mission to provide real stories/strategies/insights from the best go-to-market operators on the planet, spanning sales, marketing, customer success, operations/enablement, product and hiring. Mark’s pro tip: “And why call them Growth AEs vs. Account Managers? Very simple.

GTM 53

GTM Contract Cross-sell Account management 53

SaaStr

AUGUST 27, 2019

I think that we would probably all agree that there is no one more motivated than the founder in the founder led sales stage to get sales, cross the line, and when it comes to comp design, there’s really no big comp design to be had if the founder’s the one closing the deals. But also what is my go to market motion?

Territory 63

Territory Cross-sell Contract Drivers/motivators 63

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. Tips on whole product management. In both cases, the reason we have separate markets is that the customers could not have referenced each other.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SalesLoft

DECEMBER 19, 2023

Account Execs (AEs) and Account Managers (AMs) can track multi-threaded conversations across channels, so they always have the complete context for every conversation. And that’s just the sell side. You can have a high-velocity go-to-market organization that acts nimbly, as long as they’re all on the same page.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Sales Hacker

APRIL 16, 2018

Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. My parents decided to, on a whim, quit their jobs, sell their house, sell all their possessions when I was three years old and take me on an 18 month trip around the country.

Territory 44

Territory Cross-sell Up-sell Objection handling 44

Lead Fuze

DECEMBER 2, 2021

The Data Points Effective Account Targeting Strategy. One of the biggest changes in sales is its shift to B2B markets. There is a new way of selling and marketing that we call Account-Based Everything (ABE). It is important to have a plan for account selection, and that starts with good data.

Technique 52

Technique Technology Technology Cross-sell 52

SalesHandy

JULY 12, 2022

is a common misconception amongst many salespeople and marketers believing they should serve everyone. If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. Low CLV and high churn rates indicate that you are selling to the wrong people.

Customers 59

Customers Cross-sell Represent Up-sell 59

SaaStr

MARCH 8, 2019

The thing that fascinates me the most about them is they’re all effectively selling the same exact product as their predecessor that they disrupted. But in B2B, the train’s at the station ready to leave, and so you need to match your go to market by the way people buy. Product really is trying to sell.

Cold Call 45

Cold Call Trust Go To Market B2C 45

Heinz Marketing

SEPTEMBER 26, 2022

So that you can go and close more deals. It’s been happening since the dawn of someone selling something. That’s what we did for large corporations, to help their salespeople sell stuff, as simple as it gets. Matt: No, go for it. Keep going. Along the way… Oh, you’ll give a question.

Pipeline 52

Pipeline Sales Niche Start-ups 52

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. It wasn’t just engineering, product, and design roles.

Sales 110

Sales Price Quota Start-ups 110

SaaStr

SEPTEMBER 13, 2019

He talks about in stage one of a startup, you’re looking to pursue product market fit, in stage two you’re looking to figure out your go to market, and then in stage three you’re actually scaling that go to market. Actually you need to truly listen to the pain points of your early clients.

Engineering 13

Engineering Objectives and Key Results Strategic planning Strategize 13

Sales Hacker

DECEMBER 10, 2024

Martin brings a wealth of experience in building and scaling sales teams, developing effective go-to-market strategies, and navigating the challenges of startup growth. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

GTM 114

GTM Construction Up-sell Cross-sell 114

Sales Hacker

MARCH 11, 2025

Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member. I like that.

GTM 81

GTM Growth X-functional Referrals 81