Hubspot

MARCH 23, 2018

Keith Grehan , an account manager in HubSpot's Dublin office says: “I approach conference introductions the same way I approach outbound calls, by having a reason to call/initiate the conversation. If you could meet one speaker from this event, who would it be? If you weren’t in [X profession], which one would you be in?

Conversion 101

Conversion Networking X-functional Start-ups 101

SaaStr

DECEMBER 17, 2019

It allows us to think more about kind of where we end with the organization, how we interact with the organization, and allows us to spend a lot of time on account management and figuring out how best to kind of create champions out of those customers we have. That allows us to have a very different go to market strategy.

Finance 85

Finance X-functional Non-Profits Launch 85

SaaStr

FEBRUARY 11, 2020

More meetings, more qualified meetings, more proposals, more deals. The other one is, as soon as you can, again, split the new customers signing versus account management/customer success. What that means is, okay, you’re getting meetings if you have this program. If you … hopefully you have dashboards.

Growth 110

Growth Niche Hospitality X-functional 110

SaaStr

FEBRUARY 25, 2020

Because it’s not so much focused around X, Y, Z NPS score. And then we transition them to support and then we give them to the account manager and then we do their renewal. And that’s how you start to drive that culture of customer success. Maybe, maybe not. There are services that need to happen. You know why?

Prospecting 96

Prospecting Customers Promote X-functional 96

SaaStr

APRIL 30, 2022

Just to say a little bit more about this, if you look at the sales functions are structured. With very specialized sales roles from the STR’s at the qualification stage to generating leads to account executives who will close those deals. And kind of the day after trying to meet with them to have feedback on what they had seen.

Price 98

Price Launch X-functional Contract 98

Sales Hacker

AUGUST 30, 2018

This can be through an email, a call, an in-person meeting etc. CR(t) —The conversion rate as a function of time to get to a single SQL. So how do you respond within five minutes to a request for a meeting on Sunday night at 2 am? We call this a 3 x 3 account — a term coming from organizational selling.

Prospecting 62

Prospecting SQL GTM X-functional 62

Salesforce

JANUARY 31, 2024

As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. Sales Cloud , for example, offers a suite of features that address many sales pain points, such as sales team collaboration tools, pipeline management tools, and forecasting tools.

Networking 59

Networking Cross-sell B2C Negotiate 59

SaaStr

JULY 24, 2019

This is pretty simple, but when I look at this industry, a lot of times what I see is organizations crafting pricing packages that would enable, for example, an enterprise-wide license, where an organization pays you X amount of money, and they have unlimited seats, unlimited usage. We’ve added a technical account manager function.

X-functional 64

X-functional Engineering Clients Start-ups 64

SaaStr

MARCH 17, 2020

CSM, account manager, AE, whoever is kind of running point as the quarterback of the relationship, they can also just ask. Rather than saying to the customer, “If you do this reference call, then you will get X,” you ask the customer for the reference call. We don’t have an account management function.

Clients 75

Clients Service Customers Start-ups 75

SBI

MAY 21, 2019

May 21, 2019 08:00 AM EDT CHICAGO–(BUSINESS WIRE) – Mediafly , a provider of sales enablement technology, content management, and advisory services that create interactive, value-based selling experiences, today presents a brand new platform interface and added functionality to meet the needs of sellers across the globe.

Sell 30

Sell X-functional Presentation Quota 30

SaaStr

SEPTEMBER 13, 2020

You as a founder have to set the tone, and you can’t do it in a weekly stand up, or an all hands meeting in person. ” Did you hire the wrong first generation management team because you hadn’t done those functional areas before? You got to do it remote. . Or why were you not able to trust them?

Non-Profits 92

Non-Profits Strategize Trust Growth 92

Sales Hacker

MAY 26, 2020

And we met quarterly and it was great because he knew the digital landscape, coming out of Salesforce, I didn’t know much about agencies and all of that, and I could meet with Mark and just be totally transparent. For me, I’m a grower and a builder, being a named public officer and sitting in Sarbanes-Oxley compliance meetings.

Prospecting 124

Prospecting E-commerce Account management Up-sell 124

Hubspot

FEBRUARY 11, 2019

Since you have experience in sales development and account management at early-stage sales companies, you might decide to offer this service to tech startups. Ask everyone to come prepared to discuss a certain product category or question, such as, "What's your favorite type of X and why?" Other suggestions. Why or why not?"

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

SaaStr

AUGUST 15, 2020

We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. Jay Snyder: I think the thing we’re doing Nick, to be able to force that is we’re getting a little bit more intelligent around account management. I mean, what do they do?

Retail 107

Retail Start-ups Drivers/motivators Up-sell 107

SaaStr

MAY 14, 2023

I don’t know if it’s 20 percent per month or did you just go 20 percent last meeting. That’s why for us, it’s so important to build that function of the company in the Bay Area. I flew everywhere in America just to meet them. Then you have account management, and on boarding. Nick : Great.

Price 109

Price Start-ups Up-sell X-functional 109

SaaStr

MAY 10, 2019

Harry Stebbings: Can I ask, I had Ben Braverman and the CRO of Flexport on the show the other day and he said it’s wonderful to have SDRs and account managers and sales reps but it doesn’t create the best personalized buying experience when you’re continuously handed off to the separate specialized function.

X-functional 56

X-functional SQL Pipeline Go To Market 56

SaaStr

MARCH 15, 2019

But really, what we’re seeing happening now is that more collaboration and teamwork, up front, in a process for customer acquisition or account management just drives better results. Dan Reich: I think with every new technology, people inevitably ask the question: “I could already do X, Y, and Z, right.”

Sales 40

Sales Up-sell Meeting Engineering 40

SaaStr

MARCH 1, 2019

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. So you’re going to have a sales team that’s going to go after named accounts or the very largest customers.

Contract 67

Contract Price Commission Conversion 67

SaaStr

JANUARY 3, 2020

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. So you’re going to have a sales team that’s going to go after named accounts or the very largest customers.

Contract 12

Contract Price Commission Conversion 12

Sales Hacker

JUNE 12, 2018

”Tito, how do I go about building a sales team (especially the sales development function) from scratch?” You’re going to be in deep trouble if you’re hiring SDRs and just telling them to do “as they wish” to get meetings. ” 9) John Malamud, Account Manager, PagerDuty.

Objectives and Key Results 98

Objectives and Key Results Sales CRM Pitch 98

Sales Hacker

MARCH 11, 2025

Guest Speaker (Cassie Young): LinkedIn Primary VC Host (Scott Barker): LinkedIn Newsletter Find GTMnow (GTMfund’s Media Brand): Website LinkedIn Twitter/X YouTube Podcast Sponsor: Pursuit The best talent isn’t actively job hunting. Of our board meetings, right? 22:16 The best ways to measure customer trust.

GTM 82

GTM Growth X-functional Referrals 82

Sales Hacker

FEBRUARY 18, 2025

Guest Speaker Links LinkedIn: [link] Host Speaker Links (Scott Barker): LinkedIn: [link] Newsletter: [link] Where to find GTMnow (GTMfunds media brand): Website: [link] LinkedIn: [link] Twitter/X: [link] YouTube: /@gtm_now Sponsor: Pursuit The best talent isnt actively job hunting. Scott Barker: Such a great point. Really, really great point.

GTM 99

GTM Quota Drivers/motivators Sales 99

SalesHandy

MAY 28, 2021

Most of the time – the objective is to get them to book time with your Account Managers. After you’re done following up and priming the leads for the next stage – Demo calls, and have gotten them to agree to hop on one, pass them onto your Account Execs or Managers. What do you think of it? [Negative

Cold Call 98

Cold Call Closing Contact Follow-up 98