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 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 111

Launch Product GTM Technology 111

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

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 104

B2C Pipeline SQL Strategize 104

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 110

Sales Objectives and Key Results Territory Go To Market 110

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

Sales Hacker

OCTOBER 11, 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 99

GTM X-functional Pipeline Construction 99

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

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

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

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

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 118

GTM Niche Account management Up-sell 118

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 107

Territory Quota Strategic planning Sales 107

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?

GTM 112

GTM Clients Sales Technology 112

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

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 135

B2B Objectives and Key Results Campaign Cross-sell 135

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 99

GTM Niche CRM Account management 99

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

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 111

GTM Growth B2C Territory 111

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 59

Customers Account management X-functional Hospitality 59

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

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 115

Up-sell Consult Go To Market Price 115

SaaStr

MARCH 8, 2019

It’s the same mattress, basically, but they’ve taken the friction out of it and they’ve really matched the way they go to market with the way modern humans actually want to buy stuff. 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.

Cold Call 22

Cold Call Trust Go To Market B2C 22

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 74

B2C Drivers/motivators B2B Account management 74

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

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 60

GTM Customers Growth Sales 60

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

A Sales Guy

MAY 20, 2013

The sales go-to-market strategy is all about sales leadership. One sales leader may go right, while another goes left. Work with your product team to ensure your products and services are not dead weight having to be dragged into the market. A sales team can’t win without the right processes driving it.

Pipeline 119

Pipeline Objectives and Key Results Sales B2B 119

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

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 64

Product Contract Cross-sell Account management 64

SaaStr

SEPTEMBER 18, 2020

And in this way, we under invested in middle management along the way, especially in our go to market motion. And instead of investing in managers, people to manage a group of people, and get them motivated and keep them focused on metrics, we invested in a bunch of automation. And they trusted people. It molded-.

Account management 98

Account management Engineering Launch Start-ups 98

Highspot

JANUARY 16, 2020

For companies who have already invested, the impact of revenue enablement is clear: it drives strategic growth; elevates customer conversations across sales, account management, and marketing; and empowers go-to-market teams to outperform in highly competitive markets.

Strategize 61

Strategize Technology Technology Account management 61

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 93

Pipeline Pitch Sales Account management 93

ConversionXL

AUGUST 24, 2021

It also appears to be a new product entering the market, so the ideal candidate will be familiar with implementing solid go-to-market strategies and product launches. Here are some examples of how employers communicate those responsibilities on job boards: Source: Zippia. Source: Zippia. This role is far more product-driven.

Promote 141

Promote Pitch Campaign Niche 141

Highspot

JULY 31, 2020

Manages day-to-day communications with sales and other go-to-market teams. Manages sales content organization and strategy. Secure your sales team’s success by carefully defining their roles and responsibilities within your go-to-market team — and invest as necessary in the supporting functions they need to thrive.

Assembly Line 72

Assembly Line Territory Strategize Sales 72