Sales Hacker

NOVEMBER 24, 2020

Team selling and why it’s making a comeback [7:43]. Managing Zoom fatigue while working from home [26:56]. She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back. We’re on iTunes.

Sell 111

Sell Territory Quota Up-sell 111

Partners in Excellence

FEBRUARY 23, 2022

We put in place programs to attract channel partners (or if we are a channel, to attract the companies developing the products/solutions) getting them to sell our products. We train them, we provide marketing programs, content. We drive marketing programs to keep these partners supplied with leads. A new type of channel partner.

Strategic partnership 137

Strategic partnership Sales Strategize Commission 137

Sales Hacker

MAY 6, 2021

They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them. And this is exactly why you hired them! Dissecting pipeline with mid-level leaders to ensure and maintain pipeline velocity and accuracy.

B2C 121

B2C Pipeline SQL Strategize 121

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 125

Launch Product GTM Technology 125

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 110

Cross-sell Account management Clients Growth 110

SaaStr

SEPTEMBER 8, 2024

Are you selling a product in a well defined category with other direct competitors? 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.”

Non-Profits 129

Non-Profits Price Contract Start-ups 129

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 119

Territory Quota Strategic planning Sales 119

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into selling to enterprise. I have seen organizations that were successful in selling to enterprise, but I’ve also worked with ones who failed to make the transition. Go through a variety of filters to zero in on the leads you want to reach.

Sell 52

Sell Account management Contract Price 52

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 108

GTM Customers Sales Growth 108

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

SaaStr

JUNE 6, 2022

Their typical target is developers, and they sell up through the organization. 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.”.

Account management 115

Account management Engineering Technology Technology 115

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. Target Account Precision. Who do you sell to?

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

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

Sales Hacker

SEPTEMBER 29, 2023

This is particularly effective within ABM when outreach can be hyper-focused and collaborated on across marketing, sales, and partners. #4 Partners: Whether simply sharing the cost of an event where you have mutual ICP, co-selling, or fully investing in partner-led growth – the expression “better together” has real merit to it.

GTM 128

GTM B2C Growth Territory 128

A Sales Guy

MAY 20, 2013

In my 15 years I can count on a single hand the number of sales organizations that had a sales team review process that mapped to the required hard and soft skills to be successful in that companies particular selling role. The sales go-to-market strategy is all about sales leadership. It’s sales job to sell.

Pipeline 119

Pipeline Objectives and Key Results Sales B2B 119

Partners in Excellence

SEPTEMBER 12, 2012

Trying to understand the breadth of their products and how they go to market is confusing to them. Do you have differing sales forces selling different products from your company to the same customer? We worry about our efficiency in getting these to market–reducing costs of selling and customer acquisition.

Up-sell 108

Up-sell Consult Go To Market Price 108

SaaStr

SEPTEMBER 18, 2023

If you’re a new startup, maybe you have your first couple of AEs, or you’re figuring out product market fit, or you just don’t have a big enough brand or cash in the bank to sell to big companies, you need to strike a balance. If you exaggerate too much, you’ll get caught. Big Enterprises are taking a risk on you.

GTM 118

GTM Niche Account management Up-sell 118

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

Heinz Marketing

MAY 2, 2022

As you have a lot of people that have been selling through inside sales teams, selling virtually, but now not just selling in a call center, but selling in their basement or from a coffee shop or wherever they are. You’re going to share content asynchronously. Elay : I was going to add one comment.

Pipeline 98

Pipeline Pitch Sales Account management 98

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

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

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

Hubspot

MARCH 21, 2018

Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. So, which go-to-market should you choose? Inside reps are sales professionals primarily selling remotely, while outside sales professionals primarily broker face-to-face sales. increase from 2014.

Outside Sales 101

Outside Sales Inside sales Quota Sales 101

Partners in Excellence

AUGUST 26, 2020

” We don’t talk much about these principles in selling or as managers in leading our people/organizations. 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.

Start-ups 100

Start-ups High impact Technique Follow-up 100

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

Partners in Excellence

JUNE 9, 2019

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. And as we move to customers in the simple quadrant, we may ultimately move to self education and web based sales.

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

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

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 65

Customers Account management X-functional Hospitality 65

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. Being certified in a specific niche relevant to the role you’re seeking is a great selling point for landing that new job or promotion. Source: Zippia.

Promote 141

Promote Pitch Campaign Niche 141

Partners in Excellence

FEBRUARY 28, 2022

The products they sell had become highly commoditized. In the past, where there had been significant product based differentiation, over time, with more competition and market changes, everty thing changed. So much of our go to market/selling strategies are driven by this. A good example is oil.

Price 90

Price Negotiate Up-sell Start-ups 90

Partners in Excellence

JUNE 1, 2020

It establishes a go to market strategy that, according to research, doesn’t really work, and absolves sales people of the responsibility for prospecting and constantly looking for new business. The best way to protect and retain accounts is to constantly create new value and help them change, grow and improve.

Agriculture 100

Agriculture Prospecting Growth Up-sell 100

Highspot

JULY 31, 2020

After all, you wouldn’t put a new recruit in charge of your enterprise accounts; similarly, a rep with deep experience in healthcare would probably struggle to sell into tech. Manages day-to-day communications with sales and other go-to-market teams. Manages sales content organization and strategy.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

Sales Hacker

SEPTEMBER 2, 2021

It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. Slack also transitioned from a product-led to a hybrid onboarding approach when they moved upmarket to sell to enterprise companies. Contrary to popular belief, being product-led doesn’t automatically mean you’re anti-sales.

Product 118

Product SQL Contract Sales 118

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

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]. Emmanuelle Skala : We sell restaurant platforms to restaurants, obviously. We sell mostly to SMB restaurants but we also sell to enterprise and mid-market restaurants.

Customers 51

Customers Account management Go To Market Follow-up 51