In this episode of The Revenue Cafe Podcast by Breadcrumbs Hot Takes Live, Dave Shanley, the founder and CEO of Content Camel, shares his insights on building a systematic approach to understanding and addressing customer pain points in B2B sales and marketing. He emphasizes the importance of going beyond surface-level marketing tactics and digging deep into the real frustrations of your target audience. Dave discusses strategies for engaging with diverse buying committees and even involving the CFO in the sales process. Discover how to equip your team to become effective "pain point sellers" and gain valuable insights into the current macroeconomic conditions affecting B2B sales. KEY TAKEAWAYS Building a systematic approach to understanding customer pain points is essential for successful B2B sales and marketing. Avoid copying what others are doing and instead focus on resonating with the real problems and frustrations of your target audience. In complex buying scenarios with multiple decision-makers, start each conversation from scratch, ensuring all participants' concerns are addressed. Involve the CFO indirectly by understanding their priorities and anchoring your pitch in ways that align with their objectives. Utilize a systematic approach to consistently surface and address pain points, whether through warm leads, lead generation funnels, or online communities. HIGHLIGHT QUOTES "You want to like think through this and really like really just think this up from like the, from the ground up." - Dave Shanley "What you read online is not always the truth." - Dave Shanley "You're turning them into sellers, but in a really systematic way." - Dave Shanley You can find out more about Dave in the link below: LinkedIn: https://www.linkedin.com/in/dshanley/ HOST: Gary Amaral GUEST: Dave Shanley Breadcrumbs Podcast