318: How to Grow Revenues with Great Account Management - with Alex Raymond

Scale Your SaaS

EPISODE SUMMARY

In 2024, the software industry is experiencing what I like to call "The Big Squeeze." Sales leaders and Chief Revenue Officers (CROs) are being asked to achieve more with fewer resources. Goals and quotas remain unchanged, but teams are shrinking, leads are drying up, and customers are less responsive. This pressure cooker environment is causing significant stress across the board. These issues were prominent during a recent conversation at the SaaS Open conference in Austin, Texas.

That’s why in this week’s episode of Scale Your SaaS, host, and B2B SaaS Sales Coach Matt Wolach sits down with Kapta’s Founder and CEO, Alex Raymond, to discuss how to grow revenues with great account management to counter these challenges in SaaS. Read more to find out how you can apply these tips to your business.

PODCAST-AT-A-GLANCE

Podcast: Scale Your SaaS with Matt Wolach

Episode: Episode No. 318, “How to Grow Revenues with Great Account Management - with Alex Raymond”

Guest: Alex Raymond, Founder & CEO at Kapta

Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor

Sponsored by: Leadfeeder

TOP TIPS FROM THIS EPISODE

• The Challenge of Software Fatigue
• The Importance of Post-Sales Management
• Building a Robust Account Management Strategy

EPISODE HIGHLIGHTS

• The Origin and Evolution of Kapta
• Takeaways on The Big Squeeze

TOP QUOTES

Alex Raymond

[04:45] "Software fatigue is real. The market is saturated with tools, and customers are overwhelmed with choices."

[14:45] "One of the biggest mistakes in customer success is assuming that a satisfied customer will always stay. Satisfaction doesn't equal loyalty."

[29:00] "Focusing on customer success rather than just satisfaction leads to long-term profitability and a stronger customer relationship."

Matt Wolach

[05:30] "The role of sales in 2024 is evolving. It's no longer just about closing deals but about building lasting relationships."

[21:25] "Sales and account management must work hand in hand. A seamless handoff between these teams ensures a consistent customer experience."

[31:35] "In a competitive market, the ability to differentiate your product and articulate its unique value proposition is crucial."

LEARN MORE

To learn more about Kapta, visit: https://kapta.com

You can also find Alex Raymond on LinkedIn: https://www.linkedin.com/in/afraymond/

For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.

Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/

Get even more tips by following Matt elsewhere:

• Sales Tips
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