Partners in Excellence

AUGUST 10, 2020

Sometimes we try to create some justification for our higher price—“We have more features, functions, bells, and whistles… ” Implicit in this approach is the customer already knows the benefits of implementing the solution, so the most value is created by the lowest price. I won't pay more than $X!".

Customers 122

Customers X-functional Price Presentation 122

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. Acquire “seed” accounts. Manage deal flow. The more support you expect reps to give customers (such as implementation help, account management, etc.), Selling function (hunting or farming). Lower expenses.

Commission 101

Commission Quota X-functional Non-Profits 101

Hubspot

APRIL 2, 2018

We’d already agreed on X price. If we can come down to X price, would you sign today?”. You might be interested in our newest Feature X. ". It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over. We’ve all been there.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Search Engine Land

FEBRUARY 9, 2023

An SEO executive needs to learn to present their ideas to the account manager. The account manager needs to get buy-in from client services. It's a statement from the SEO specialist, "We're going to do X because it's going to achieve Y." And so on. And they'll rightly ask, "Why are we doing this?"

X-functional 98

X-functional Clients Account management Niche 98

Hubspot

FEBRUARY 21, 2020

Most CRMs come equipped with dashboard functionality. My manager has really helped calm my nerves by reassuring me that we will just take one day at a time. He’ll say, ‘Tomorrow you're going to focus on X — that's it. Just worry about doing X tomorrow.’. Don't worry about the week, the month, the year.

Quota 95

Quota X-functional Objectives and Key Results Drivers/motivators 95

Sales Hacker

AUGUST 5, 2019

The Benefit of Starting Out in Account Management. About Managed By Q [03:30]. Starting Out in Sales in Account Management [25:49]. She spent over a decade building and managing customer and revenue generation teams for leading technology companies. Starting Out in Sales and Account Management.

Customers 65

Customers Account management X-functional Hospitality 65

Sales Hacker

SEPTEMBER 21, 2021

When to use functional heads in lines of reporting. As a general manager in the Berlitz model, you’re responsible for sales. When I first expanded my career in the industry, I started as a global account manager, then regional sales manager then worked my way up to VP. powered by Sounder. What You’ll Learn.

Territory 103

Territory Finance B2C X-functional 103

Heinz Marketing

SEPTEMBER 17, 2018

Melissa: Yeah, so I’d say that sales enablement, I fell into it, I think like a lot of folks do, they fall into sales enablement through a function of necessity and accident, happy accident. Melissa: My strong opinion is that the sales enablement function should report up into sales. Melissa: Yeah.

Pipeline 70

Pipeline X-functional Sales Up-sell 70

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 only attend one type of networking function for the rest of your life, would you choose breakfasts or happy hours?

Conversion 101

Conversion Networking X-functional Start-ups 101

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

Heinz Marketing

JANUARY 18, 2021

It was kind of the Uber for X age. I was on a nice career path doing business development, account management and felt like I was in a really good company, but all the cool kids were leaving the mothership to go work for hot startups to be the next Mark Zuckerberg. Ben: I guess the fun part of the story starts with heartbreak.

Pipeline 124

Pipeline Consult Sales Start-ups 124

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. He knows his cost item, his cost line, and his PNL is gonna be X.

Price 98

Price Launch X-functional Contract 98

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 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. QUESTION 4 : So the question mentioned the value engineering team and how is that different from customer success or sales account managers, et cetera?

Prospecting 96

Prospecting Customers Promote X-functional 96

Sales Hacker

AUGUST 30, 2018

CR(t) —The conversion rate as a function of time to get to a single SQL. You don’t want an account maintained only by a champion on the customer side and your account manager. We call this a 3 x 3 account — a term coming from organizational selling. Four Prospecting Approaches.

Prospecting 61

Prospecting SQL GTM X-functional 61

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

FEBRUARY 11, 2020

The other one is, as soon as you can, again, split the new customers signing versus account management/customer success. Whether they sit under marketing, whether they sit under sales, really the most important thing isn’t the function, it’s which leader will be more passionate and dedicated to making them work well.

Growth 110

Growth Niche Hospitality X-functional 110

SaaStr

MAY 14, 2023

That’s why for us, it’s so important to build that function of the company in the Bay Area. Then you have account management, and on boarding. Every month we know we need X amount of sales reps, and we multiply the number of leads that each one needs, and that is also what marketing has to produce. Greenhouse?

Price 109

Price Start-ups Up-sell X-functional 109

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

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

SaaStr

SEPTEMBER 13, 2020

” Did you hire the wrong first generation management team because you hadn’t done those functional areas before? And then I think maybe more so than anything, we missed investments on the account management and customer success side. Or why were you not able to trust them? Almost 40% [inaudible 00:18:45].

Non-Profits 92

Non-Profits Strategize Trust Growth 92

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

Sales Hacker

MAY 26, 2020

Should that be a separate account management team? How is the existing customer conversation and revenue managed? Is it owned by the customer success team, by a different account management team, by the new business team? And then should they own renewals? Should they own logo renewal? Should they own upsells?

Prospecting 123

Prospecting E-commerce Account management Up-sell 123

SaaStr

MARCH 10, 2020

We also didn’t try to build a lot of the centralized functions too early. We didn’t ask our managers to do a ton of recruiting. Would you like to talk to one of our reps about X?” So we have a one-to-one ratio. For every seller at Flexport, there is one squad. Our bestsellers were able to keep selling.

Government 108

Government Up-sell Contract X-functional 108

ConversionXL

NOVEMBER 11, 2015

To navigate the list, you can filter out tools based on function as well as for which size company it works best. Account managers can tier customers. High-value accounts are rumored to get more attention, the rest are purported to get little to none. We also gave the option to view only Peep’s favorite tools as well.

Conversion 124

Conversion A/B testing UX Consult 124

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 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?” ” 9) John Malamud, Account Manager, PagerDuty. I get asked this same question several times a week.—”Tito, ” It usually comes from founders, or the first sales hire at a company.

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. Cassie Young: Referral deals closed at four X, the win rate of a BDR source deal, right?

GTM 81

GTM Growth X-functional Referrals 81

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 97

GTM Quota Drivers/motivators Sales 97

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

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