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

Hubspot

JUNE 8, 2021

Once you're crushing the numbers, you'll be ready for that promotion. In an increasingly digital world, inside salespeople are the go-to for prospecting, nurturing, and converting leads remotely. The path to a promotion is clear, and you'll gain the skills you need to level up to a managerial position. Account Manager.

Commission 94

Commission Territory Finance Inside sales 94

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

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. Professionalism?

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

Hubspot

MARCH 25, 2020

There are multiple avenues to communicate through during a product launch — ads, social media, PR, and blog promotion, to name a few. Anticipate frequently asked questions — particularly from salespeople, marketers, account managers, and support reps — and try to reduce confusion upfront. Where to Go With Questions.

Launch 101

Launch Product Contact Follow-up 101

Sales Hacker

APRIL 21, 2021

RevOps isn’t quite the wild west of careers, but it also doesn’t have a formal promotion path that is set in stone yet. You might join a startup as a Revenue Operations Manager and run the show in collaboration with a VP of Sales. Revenue Accountant. Manager-level roles. Revenue Operations Manager.

Finance 117

Finance Cross-sell GTM SQL 117

Sales Hacker

APRIL 24, 2018

4) Customer Experience vs. Account Management [8:15]. 5) Balancing your Go To Market Strategy with Customer Experience [10:30]. I’ve changed the mission of the account management team to be much more consultative and proactive. Customer Experience vs. Account Management.

Customers 51

Customers Account management Go To Market Follow-up 51

Sales Hacker

SEPTEMBER 9, 2019

Over the years, I’ve seen many companies jump onto the account-based bandwagon and claim they do ABM and ABS (or have features that support it). It’s an entire go-to-market strategy. RELATED: Everything You Need to Know About Account Based Sales [Guide]. 7 Steps To Successfully Scale Account-Based Programs.

Prospecting 83

Prospecting Sales Follow-up Contact 83

SaaStr

SEPTEMBER 13, 2020

If you think of this in the context of software, it’s particularly powerful because for years, we’ve been seeing the visionaries out there promoting this transition. Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently. But it takes a long time to build.

Non-Profits 92

Non-Profits Strategize Trust Growth 92

Heinz Marketing

JULY 26, 2021

And now that we can get back to normal, a lot of those adjustments are becoming fixtures as part of people’s go-to-market strategy. We make it easy for companies to send out corporate gifts, eGift cards, personalized branded promotional products, swag. Kris: Yeah.

Pipeline 111

Pipeline Sales Prospecting Campaign 111

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. Technologies come and go. Individual reps are promoted or moved to new teams, taking all their institutional knowledge with them.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Sales Hacker

JULY 24, 2018

Transitioning from individual contributor to manager [5:26]. Most founders ignore market cap [13:38]. Strategic functions to go to market with [30:24]. Sam Jacobs: What are the things you think you did particularly well that enabled you to make that transition from individual contributor to manager?

Negotiate 47

Negotiate Strategize Sales Pipeline 47

Sales Hacker

APRIL 21, 2022

The ICP determines decisions across the company from the go-to-market to product strategy. Dedicated Customer Account Manager. This structure allowed Lattice to pair the right account executive with the correct segment. Product usage. Revenue number. I typically recommend that companies start with a Core ICP.

Cross-sell 104

Cross-sell Legal Contract Price 104

SaaStr

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 84

GTM Pipeline Healthcare Sales 84

SaaStr

AUGUST 27, 2019

This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. But what you’re trying to learn at this point is not just what your go to market fit is, and working very closely with your product team on that.

Territory 62

Territory Contract Cross-sell Drivers/motivators 62

Spiro Technologies

JANUARY 26, 2023

We print glassware apparel and then we sell a lot of promotional items as well. You’re right, every item that we have can take different types of decoration depending on what your decoration is, depending on the number of colors, depending on the locations on the glass, the apparel, the promotional items, all those things.

Customers 52

Customers E-commerce Drivers/motivators Technology 52

SBI

NOVEMBER 7, 2019

ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. Sales Asset Management. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. Prospect Intelligence.

Customers 20

Customers Tradeshows Technology Technology 20

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Early in my AE career, the company I worked for was acquired and we were all told we had to go to another state for an entire month of training.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Sales Hacker

SEPTEMBER 2, 2021

It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. The role of the “Account Manager” (psst…it’s a salesperson) is to help get other teams within that organization to use Slack. Think of accounts that understood the product quickly and have now become raving fans.

Product 120

Product SQL Contract Sales 120

SaaStr

JANUARY 28, 2020

Aaron : I know that if someone’s not working out for one reason or another, and we just had this, maybe they’re lightly toxic, maybe we had someone who was promoted from a customer success role in our company to sales. For building out your teams here, talk about promoting from within. Maria : Well, go ahead.

Growth 97

Growth Promote Engineering Up-sell 97

Sales Hacker

FEBRUARY 1, 2022

Nelson Gilliat: The premise behind the book is that the go to market model for most B2B companies nowadays is outdated. Nelson runs demand generation for an agency called Brantr and he’s based out of San Diego. Nelson, welcome to the show. What’s the premise behind the book? It could be anywhere from 11 to 12 months.

Commission 104

Commission Quota Assembly Line Sales 104

SaaStr

AUGUST 20, 2020

So I was the first person on the sales team to actually get promoted to becoming a manager, started getting into building teams, opening up our sales and operations hub in Austin, Texas, and doing a bunch of roles over my almost six years there. It wasn’t just engineering, product, and design roles.

Sales 108

Sales Price Quota Start-ups 108

SaaStr

MARCH 1, 2019

So you’re going to have a sales team that’s going to go after named accounts or the very largest customers. You really want an account manager who’s going to understand or an AE who’s really going to understand the dynamics of that account and how to expand and grow within that account.

Contract 67

Contract Price Commission Conversion 67

SaaStr

APRIL 3, 2019

As for Ben, he spearheads global sales and go to market teams. Harry Stebbings: As for Ben, he spearheads global sales and the go to market teams at Flexport and prior to Flexport, Ben helped drive two high growth companies to successful acquisitions. We even call them operations managers. To date, they have $1.35

Customers 40

Customers Quota Start-ups Up-sell 40

SaaStr

NOVEMBER 22, 2019

And let that drive then your go to market strategy rather than just assuming that because companies like Slack and Intercom and Zoom and others have product like growth that we can have that too. And then they flip it over the fence to a expansion AE or account manager to grow that relationship.

Start-ups 79

Start-ups Customers Objectives and Key Results Pipeline 79

SaaStr

JANUARY 3, 2020

So you’re going to have a sales team that’s going to go after named accounts or the very largest customers. You really want an account manager who’s going to understand or an AE who’s really going to understand the dynamics of that account and how to expand and grow within that account.

Contract 12

Contract Price Commission Conversion 12

The Lost Book of Sales

JULY 12, 2021

This is potentially a lose-lose situation threatening both the quality of the vendor’s work and the fabric of the relationship, and it requires careful account management including frequent contact at the executive level. Marketing on the web is primarily promotional marketing, often driven by a free offer or trial period.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

MARCH 11, 2025

How to effectively use Net Promoter Score (NPS) and what it really tells you. 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. How to rebuild and regain customer trust after technical failures.

GTM 82

GTM Growth X-functional Referrals 82

Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit.

GTM 99

GTM Quota Drivers/motivators Sales 99