SaaStr

APRIL 13, 2025

” These challenges highlight that while the compound startup model offers tremendous advantages, it requires constant refinement and a willingness to navigate complex organizational and go-to-market dynamics that single-product companies can avoid.

Cross-sell 64

Cross-sell Launch UX Up-sell 64

Partners in Excellence

MARCH 26, 2024

I thoroughly enjoyed my time as a strategic account manager, but the upside was limited, and I was looking for new challenges. One of the leading Silicon Valley investors discussed his portfolio of companies and stated, “We have companies with great products and weak go-to-market teams, and these companies are struggling.

Sell 137

Sell Cross-sell Finance B2C 137

SaaStr

APRIL 1, 2022

Mistake #3: Not Appreciating Go-to-Market as a Strategic Advantage. The more efficient you make you go-to-market, the more dollars you have to spend across the company.”. Mistake #4: Hesitation Stopped Us From Going Even Faster and Adding More Fuel to the Fire. Key Takeaways.

GTM 111

GTM Account management Growth Strategize 111

Sales Hacker

OCTOBER 4, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Product : Vanta Your deal is almost closed, and all that’s left is the security review.

GTM 113

GTM Launch Education Account management 113

Sales Hacker

DECEMBER 8, 2023

Rather, how you go-to-market is a significant determinant of success. Instead, how you launch them into the market is a huge factor in success. Today, we’re diving straight into the details with product marketing leaders. We’re not going anywhere though. The greatest technology does not always win.

Launch 126

Launch Product GTM Technology 126

Sales Hacker

MAY 6, 2021

They must be apprised of new potential go-to-market strategies and timing the market as well as an acute sense (or slight paranoia) about the competition and economic factors that can potentially get in the company’s way of hitting these goals. Ownership of the entire revenue lifecycle.

B2C 122

B2C Pipeline SQL Strategize 122

Martech

OCTOBER 11, 2021

“The meeting might be going through to a salesperson, account manager or a CSM. ” Cipirani-Espineira has been in SaaS customer success throughout her career, including in senior account director and VP Customer Success roles at Cision and Medallia respectively. From account management to customer success.

Customers 107

Customers Account management Real Estate Contract 107

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 12, 2020

This is particularly challenging when you consider the role of functions like account management or customer success in building lasting customer relationships. And every moment your customer spends with your brand — including engagements with field teams, marketing, product, and services — becomes a part of their overall experience.

Customers 98

Customers Account management Relationship building Consult 98

Sales Hacker

DECEMBER 13, 2024

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. 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.

GTM 109

GTM Customers Sales Growth 109

SaaStr

SEPTEMBER 8, 2024

Make sure you know how your customers buy and tailor your go to market strategy and messaging to that. It’s a fantastic place to hire sales people, account managers, customer service team members and startup hustlers.” Get great at list building. At some point it became obvious we had to send a team out.

Non-Profits 130

Non-Profits Price Contract Start-ups 130

Sales Hacker

FEBRUARY 16, 2024

Pocus brings together product usage and other intent signals (customer, community, marketing data) to surface top leads, enabling reps to act fast. Alexa’s passion for democratizing data for go-to-market teams began when she led sales strategy & operations at Dataminr, where she built internal solutions to power sales teams with data.

GTM 125

GTM Quota Contact Construction 125

SaaStr

JUNE 6, 2022

That allows us to have a very different go-to-market strategy. It allows us to think about where we enter the organization and how we interact with the organization and allows us to spend a lot of time in account management.”. Little by little, doing work, getting more installs, then that pays off years down the line.

Account management 115

Account management Engineering Technology Technology 115

SalesLoft

FEBRUARY 19, 2020

If you’re a front-line manager striving to increase motivation and productivity or an individual contributor (SDR/BDR, account executive, account manager, success manager) seeking efficient and innovative tactics to gain a competitive edge, this is the track for you. 3 Must-See Sessions.

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. Customer experience: CRM tools, like Salesforce , ensure proactive account management, engagement, and long-term retention. What you’ll learn: What is product-led sales? Why are product-led sales important?

Product 86

Product Territory Sales Price 86

Sales Hacker

DECEMBER 9, 2022

Changing territories too frequently will frustrate salespeople trying to build relationships and can even frustrate customers who don’t want to constantly deal with new account managers. Many organizations start with simple rules and definitions – geography-based territories (east, central, west) or account-based territories.

Territory 120

Territory Quota Strategic planning Sales 120

Partners in Excellence

JUNE 6, 2012

.” It offers an interesting view and initiates a great conversation on critical elements of developing and implementing a customer focused “Go To Market Strategy.” As we (our companies) develop our Go To Market Strategies and our Sales Stacks, we have to start with the customer.

Sales 103

Sales Objectives and Key Results Territory Go To Market 103

SBI

SEPTEMBER 10, 2019

DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. New ZoomInfo Powered by DiscoverOrg platform combines a robust suite of software tools with advanced machine learning and human research to enable sales and marketing teams to hit their growth numbers.

Go To Market 27

Go To Market Launch B2B Contact 27

Partners in Excellence

FEBRUARY 23, 2022

We train them, we provide marketing programs, content. We drive marketing programs to keep these partners supplied with leads. Many organizations go to market exclusively through channel partners. Channels are a critical part of any organization’s growth and go to market/customer strategies.

Strategic partnership 137

Strategic partnership Sales Strategize Commission 137

SaaStr

SEPTEMBER 18, 2023

Question #2: How Do You Fix GTM The high-level advice for founders trying to approach Go To Market differently is… Don’t worry too much about innovation in sales and marketing. The best advice for emerging vendors trying to get into Enterprise is… Let them guide you through the process. They’ll know the risks they’re taking.

GTM 119

GTM Niche Account management Up-sell 119

Sales Hacker

JANUARY 27, 2024

As an incredible go-to-market leader expresses: “since adding Roam, I’ve eliminated 90% of my recurring meetings and my average meeting is roughly 7 minutes. In this episode, you’ll hear a recap of 2023 at GTMfund and Max’s predictions for 2024 – from M&A, to remote work, to the role of the SDR. That’s it, that’s all.

GTM 123

GTM Niche CRM Account management 123

Sales Hacker

SEPTEMBER 29, 2023

Start-ups to watch: UserEvidence announces their $9M SeriesA this week, UserEvidence automates social proof for go-to-market teams and creates authentic customer stories at scale Pumped to see their rapid growth! Hottest GTM job of the week: Founding Account Manager at Tavus , more details here.

GTM 129

GTM B2C Growth Territory 129

Highspot

FEBRUARY 1, 2024

Enablement technology has become essential At the outset of 2024, it is clear that enablement technology , like the talented, vital enablement teams who use it, has become an essential part of every successful business’ go-to-market strategy. in 2022, after growth of 19.7%

Customers 64

Customers GTM Account management Government 64

Sales Hacker

NOVEMBER 8, 2021

While many SDRs and BDRs look to standard closing roles as the next step in their career paths, a growing number of young sales professionals are looking beyond account management as they plan out their career. Within the go-to-market world, CS and PS can overlap. What else is out there?

Clients 117

Clients GTM Sales Technology 117

Sales Hacker

AUGUST 5, 2019

Megan spent over a decade building and managing customer and revenue generation teams for leading technology companies, so when it comes to understanding how companies can structure their organization around the customer, she’s leading the pack. What Managed by Q does. The Benefit of Starting Out in Account Management.

Customers 66

Customers Account management X-functional Hospitality 66

Heinz Marketing

JANUARY 13, 2022

How the marketing, sales and customer/account management teams work together is also critical to success. Whether or not you are taking an account-based approach to your GTM motions, your customers expect a consistent message and experience across teams. Change across customer-facing teams.

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

Hubspot

JUNE 8, 2021

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. Account managers are evaluated on customer retention and satisfaction metrics.

Commission 94

Commission Territory Finance Inside sales 94

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

MAY 26, 2019

More organizations have a complex array of go to market strategies, leveraging digital outreach, partners, sales specialists, account managers and others. The sales person has to manage this “network” in effectively engaging customers and helping them through their buying journeys.

Sales 78

Sales Account management Networking B2B 78

Heinz Marketing

MARCH 6, 2019

In other words, is there any evidence that account-based increases target account sales but decreases commercial business thereby giving a “zero sum” impact to the company’s overall sales and revenue? ERIC : It is important for companies to approach account based as a complimentary go-to-market strategy, not a replacement.

B2C 77

B2C Drivers/motivators Account management B2B 77

SaaStr

DECEMBER 20, 2023

The real conflict is around trying to serve both sets of messaging and marketing at the same time since how you market to SMBs is very different than Enterprise customers. So, that’s where the battle happens of going to market for Enterprise customers without neglecting SMBs.

GTM 126

GTM Growth Start-ups Clients 126

Sales Hacker

FEBRUARY 5, 2019

This guide will arm you with the three most important things to address with your executive team before committing to the Enterprise market. Related: The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy. The sorts of roles worth considering include: Solutions/Sales Engineers for pre-sales and account hand-off.

Product 68

Product Contract Cross-sell Account management 68

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

Partners in Excellence

AUGUST 26, 2020

We are taught things like “How to qualify, how to handle objections, how to close……” Likewise, as managers, we tend to focus a lot on the What and How. We also look at the Who when we are looking at the overall organizational structure and some of our go to market strategies.

Start-ups 100

Start-ups High impact Technique Follow-up 100

Partners in Excellence

SEPTEMBER 12, 2012

Trying to understand the breadth of their products and how they go to market is confusing to them. ” (This doesn’t mean they don’t have a team they rely on and they make it easy for the customer to know who to go to, but when all else fails, there needs to be one person accountable for the relationship?).

Up-sell 108

Up-sell Consult Go To Market Price 108

Hubspot

MARCH 21, 2018

But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. So, which go-to-market should you choose? To continue, the inbound function of partnering with marketing is strongest in conjunction with a renewals function to support the account management team.

Outside Sales 101

Outside Sales Inside sales Quota Sales 101

Heinz Marketing

MAY 2, 2022

I’m going to tell you a story: Pre COVID when I would meet CEOs and CROs and CMOs, and we would talk about sales enablement, they’d look at me and they say, “You know what? We can fly our people to Vegas and our reps, they’re our success folks, our account managers, they’re visiting people on site.

Pipeline 98

Pipeline Pitch Sales Account management 98