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. Sustained success demands a strategic approach backed by powerful technology.

GTM 99

GTM X-functional Pipeline Construction 99

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

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

ConversionXL

AUGUST 24, 2021

At a smaller company, you’re more likely to generalize across a variety of marketing tasks. All marketing managers will carry out a mix of strategic duties across the lifecycle of projects, such as monitoring trends, testing ideas and optimizations, and tracking metrics. Source: Zippia. Know the magic. Connect the two.”.

Promote 141

Promote Pitch Campaign Niche 141

Highspot

MAY 3, 2024

What’s missing is a strategic approach that unites all your revenue-generating teams. It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. But every search result focuses on just one team: sales.

Cross-sell 93

Cross-sell Technology Technology GTM 93

Highspot

JULY 31, 2020

Proactively thinking through how and why your sales organization is set up a certain way ensures that you are not only making strategic hiring decisions but that you’re putting your reps in position to thrive. Manages day-to-day communications with sales and other go-to-market teams.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

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

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

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

Heinz Marketing

MARCH 6, 2019

Another key step is to align resources to accounts – this is where account tiering is critical. If I scale my efforts to additional accounts, often I’m expanding from, say, top strategic accounts into broad enterprise or commercial. These accounts don’t justify the same investment.

B2C 74

B2C Drivers/motivators B2B Account management 74

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

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

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

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

NOVEMBER 24, 2020

Categories like sales development, inside sales, account management, and now, field sales, actually falls under that umbrella. We offer a variety of services that range from go-to-market strategies to tactical implementations, writing things like sequences and cadences. It is strategic.

Sell 89

Sell Territory Quota Up-sell 89

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 41

Negotiate Strategize Sales Pipeline 41

Sales Hacker

APRIL 21, 2021

Full time offer with Intel on their strategic finance team. Revenue Accountant. Manager-level roles. Revenue Operations Manager. Manager, Revenue Accounting Operations. Data Manager, Revenue Operations. Revenue Cycle Manager. Assist the CEO and sales leadership team with go-to-market planning.

Finance 109

Finance GTM Cross-sell SQL 109

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 45

Customers Account management Go To Market Follow-up 45

Sales Hacker

MAY 20, 2019

In case you missed PODCAST 57: Career Progression as a Concentric Circle to Become Top Manager w/Ashley Grech. How to better optimize your go to market. Jake Dunlap : Marketing looks at technology as a strategic investment that’s an absolute must. How to better optimize your go to market.

Consult 69

Consult Technology Technology Networking 69

SBI

AUGUST 27, 2019

I shared an earlier post on LinkedIn about the necessity of fast-growing companies to switch their go to market (GTM) plans to stay in sync with their growth stage. Maybe the hot logo account you had in your strategic list switched to the competition. It’s 2019, Still Segmenting and Planning in Excel?

GTM 37

GTM Territory CRM Strategize 37

Sales Hacker

APRIL 21, 2022

The ICP determines decisions across the company from the go-to-market to product strategy. Dedicated Customer Account Manager. Enterprise sales reps need to have business expertise, process management skills, and strategic planning to be able to close the deal. It’s a more strategic, creative sale.

Cross-sell 90

Cross-sell Legal Contract Price 90

Sales Hacker

NOVEMBER 14, 2019

The Foundation of an Account-Based Everything Program. ABE is more than just a marketing campaign or a sales process — it’s a mindset. Account-Based Everything is a strategic, go-to-market approach that orchestrates personal-marketing, sales, success efforts to drive engagement, and conversions at named accounts.

Technology 64

Technology Technology Cross-sell Referrals 64

SBI

JULY 12, 2018

Joe: InsideView helps B2B companies drive rapid growth by empowering business leaders to quickly and confidently make go-to-market decisions. InsideView helps companies explore new markets, align sales and marketing to execute a strategic go-to-market plan, and track performance in real-time so companies can adjust quickly.

Gaming 41

Gaming Territory Contact Drivers/motivators 41

SBI

OCTOBER 29, 2019

Allego and Seismic Form Strategic Partnership to Optimize Sales Readiness with Personalized Content, Learning and Collaboration, All in One Place. New integration between market leaders delivers the benefits of Allego’s sales learning and readiness platform with Seismic’s advanced sales enablement solution. Account Planning.

Strategic partnership 20

Strategic partnership Strategize Price Technology 20

SalesLoft

JULY 11, 2019

Stephanie: We built up a super strong account management and account strategy function at Wildfire in the months prior to the acquisition by Google. In order for us to win upmarket, in order for us to really capture the mindshare of big strategic customers, we can’t just sell on the value of our technology working.

Engineering 45

Engineering GTM Territory Niche 45

Sales Hacker

MAY 20, 2019

In case you missed PODCAST 57: Career Progression as a Concentric Circle to Become Top Manager w/Ashley Grech. How to better optimize your go to market. Jake Dunlap : Marketing looks at technology as a strategic investment that’s an absolute must. How to better optimize your go to market.

Consult 55

Consult Technology Technology Networking 55

Heinz Marketing

MAY 13, 2019

I asked her to share how the concept of Revenue Operations can now span beyond acquisition marketing as well as sales and how it can impact customer success and account management teams as well. So I think I’ve been in the marketing space a long time and always had my partner in crime sales right alongside.

Pipeline 54

Pipeline Objectives and Key Results Sales B2B 54

Sales Hacker

SEPTEMBER 16, 2019

The most obvious way that inside and outside sales work together to increase your bottom line is at the strategic level. Inside sales focuses primarily on small to mid-sized businesses — the accounts that are more transactional. Account management. Account sales. How Can Inside And Outside Sales Work Together?

Outside Sales 84

Outside Sales Inside sales Profit margin Sales 84

SalesHandy

JULY 12, 2022

It makes use of account-based marketing, which focuses on selling to targeted accounts that align your products/services’ capabilities with the needs of the customers. Quantitative data is derived from collecting information through Sales Development Representatives (SDRs), internal stakeholders, and account managers.

Customers 59

Customers Cross-sell Represent Contract 59

SBI

JANUARY 31, 2020

Accurate and actionable data is the lifeblood of high-performing Go-To-Market organizations,” said Andrew Gilman, Head of Marketing, NWN Corporation. Revegy, the enterprise account planning platform for revenue optimization, rolled out two new features in its Fall Release: Whitespace+ and Contacts+. Account Planning.

Territory 22

Territory Engineering Strategize Technology 22

Heinz Marketing

JUNE 18, 2018

I run marketing, alliances and channels at Altify. We focus on making the lives of sales people better by delivering great software that help strategic sellers win the deals that matter. We talked a little bit, Patrick, about just marketers that are building a mentality of revenue responsibility. Patrick: Great question.

Pipeline 40

Pipeline Objectives and Key Results Sales B2B 40

The Lost Book of Sales

JULY 12, 2021

Early adopters | Visionaries The key point is that, in contrast with the technology enthusiast, a visionary focuses on value not from a system’s technology per se but rather from the strategic leap forward such technology can enable. This can only happen if the sales effort is focused on a single niche market.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

JANUARY 28, 2020

Aaron : Well, the hunters are going to want to stay in sales, the farmers are going to be like, well, I might want to go back to account management/customer success. I would just challenge you, if you’d go either way, sales to customer, customers to sales, just assume it’s risky.

Growth 90

Growth Promote Engineering Up-sell 90

Sales Hacker

OCTOBER 7, 2021

Sales Strategist, Top 50 keynote speakers, Best Selling author of Heart and Sell-(chosen as the textbook for Harvard’s Strategic Selling course) Top Voice on LinkedIn 2018. “Amy has a passion for the art of strategic communication and. And she needs a hug every now and then. Shari Levitin. Amy Reczek.

Sales 136

Sales Start-ups Up-sell Cross-sell 136

SaaStr

SEPTEMBER 13, 2020

Byron Deeter and Elliott Robinson, partners at Bessemer Venture Partners, offer macro trends in the public and private cloud markets, strategic advice to cloud founders, and insights into why entrepreneurs should feel auspicious about the future. Everyone is trying to figure out the go-to-market learning curve.

Non-Profits 84

Non-Profits Strategize Trust Growth 84

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 89

GTM Launch Education Account management 89

Sales Hacker

DECEMBER 6, 2024

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Special thanks to Jason Saltzman and Live Data Technologies for sharing access to real-time job change data for over 88 million professionals, revealing critical trends across customer success and go-to-market teams.

GTM 70

GTM Customers Non-Profits Growth 70