The role of customer success is evolving rapidly, and so I invited Chris Dishman, Senior VP of Totango Catalyst, discusses the evolution of customer success and the role of customer success in driving revenue growth.
We cover:
- the importance of understanding and delivering value to customers,
- measuring outcomes and value attainment,
- aligning sales, marketing, and customer success teams.
Chris also highlights the significance of listening to customers, coaching CS leaders, and building a strong CS team in a startup.
Takeaways
In this conversation, Aga Bajer and Cedric discuss the role of culture in revenue growth. They explore the three pillars of a healthy culture: belonging, meaning, and fun. They emphasize the importance of collaboration and breaking down silos within organizations. They also discuss the balance between authenticity and professionalism in the workplace. Additionally, they highlight the dangers of a rigid culture and provide insights on hiring the right people for culture fit. The conversation concludes with tips on building a high-performance culture. Takeaways Belonging is a fundamental human need and a key pillar of a healthy culture. Meaning and impact are essential for employees to feel fulfilled and motivated in their work. Fun at work, when understood as deep fun and enjoyment of the work itself, is necessary for employees to do their best work. Collaboration and breaking down silos are crucial for high-performance organizations. Balancing authenticity and professionalism allows employees to bring their best selves to work. A rigid culture can hinder growth and performance, so it's important to be adaptable and open to change. Hiring the right people for culture fit is essential for building a high-performance culture. Building a high-performance culture requires intentionality, clear values, and investment in leaders. Chapters 00:00 Introduction and Goal of the Conversation 05:07 The Three Pillars of a Healthy Culture 06:22 The Importance of Belonging in Culture 08:31 The Significance of Meaning in Culture 09:52 The Role of Fun in Culture 11:41 The Link Between Culture and Collaboration 22:04 The Dangers of a Rigid Culture 26:03 Breaking Silos and Building Collaboration 30:17 Hiring the Right People for Culture Fit 38:11 Building a High-Performance Culture
Hi, ready to learn more about the importance of selecting the right go-to-market motions (GTM) and how to choose the right GTM strategy for a business? We cover following GTMs 1. product-led growth, 2. inbound, 3. outbound, 4. partner-led motions. 5. and nearbound Koen emphasizes the need to understand the ideal customer profile and the stage of the company before deciding on a GTM motion. WE also discuss the challenges of transitioning from SMB to enterprise GTM and the importance of having the right skills and resources. Takeaways Choosing the right GTM motion requires understanding the ideal customer profile and the stage of the company. Transitioning from SMB to enterprise GTM requires different skills and resources. Nearbound GTM motion leverages partnerships and credible voices to stand out in a saturated market. Measuring the success of a GTM motion requires considering revenue impact, customer impact, and marketing and sales costs. Sound Bites Chapters 00:00 Introduction and Setting the Context 02:07 Understanding GTM Motions 04:29 Choosing the Right GTM Motion 06:23 Transitioning from SMB to Enterprise GTM 09:27 Determining the Right Time to Change or Kill a GTM 13:44 The 10 Million ARR Benchmark 15:12 Challenges of Moving from Mid-Market to Enterprise GTM 18:17 Differentiating Nearbound from Traditional Partner Models 28:32 Adapting GTM to Regional Market Needs 32:25 Measuring the Success of a GTM Motion 36:11 Final Tips: Peer Collaboration and Benchmarking
Summary
In this conversation, Cedric interviews Catherine about sales development and leadership.
They discuss the qualities of a good sales development leader, the importance of creating a welcoming environment for new hires, and the need for collaboration between sales, marketing, and revenue teams.
They also touch on the importance of quality over quantity in sales, the role of research and trigger events in outreach, and the evolving models of mid-market and enterprise SDRs.
They conclude by discussing the role of AI in the future of sales development.Takeaways
Chapters
00:00 Introduction and Background
00:59 Qualities of a Good Sales Development Leader
02:44 Onboarding and Welcoming New Sales Development Representatives
04:06 Collaboration with Sales, Marketing, and Revenue Operations
05:34 Moving Beyond Metrics and Focusing on Quality 08:16 Personalization and Tailoring Outreach
10:41 Using Trigger Events to Drive Outreach
12:07 Educating Prospects and Building Relationships
14:17 Balancing Personalization and Efficiency
16:44 Approaching Prospects from Top-Down or Bottom-Up
19:28 Ideal Setup for Sales Development Pods
21:00 Collaboration Between SDRs and Account Executives
22:45 Differences Between Mid-Market and Enterprise SDRs
26:39 Commissioning and Incentives for SDRs
28:30 One Revenue Goal and Target for the Organization
32:33 The Role of AI in Sales Development
How do you craft a commission plan for your sales reps?
It is a critical question I cover today with Sergio Gonzalez, CEO of Remuner.
We cover multiple topics, from aligning your commission plan with your company goals, to driving the right behaviour, to creating simple and effective ones, as well as aligning team metrics.
Enjoy the episode!
With all the massively conflicting advice out there around outbounding, I decided to invite Estefa Calvo to the Revenue Strategy Podcast to dissect a working outbound strategy.
Things that we cover:
1. Quality over Quantity ... again, we keep on coming back to this in all the episodes!
2. Building a personal brand and creating a pull strategy to get the clients you want
3. An integrated outbound sequence including LinkedIn, e-mail and the phone!
And much more.
Enjoy this episode!
Don't forget to sign up for my newsletter: www.jump.foundation/newsletter
Are you ready to learn more how to thrive in the transition from leadgen to demandgen?
Join us on this episode of the Revenue Strategy Podcast as we uncover the essential elements of building a powerhouse brand, optimising your marketing efforts, and driving sustainable growth.
Learn from industry expert Nemanja "Funky Marketing" Zivkovic as he shares actionable insights that will transform your approach to sales and marketing alignment.
We talk about growth loops, improved collaboration between sales and marketing, creating a content strategy, and much more.
Enjoy the episode!
Wanna go deeper in the topic? 🔥 Contact cedric@jump.foundation 🔥 Sign up for the Newsletter: https://www.jump.foundation/newsletter 🔥 Follow Cedric on Linkedin: www.linkedin.com/in/cedricroyer
This episode is a masterclass on cracking the RevOps code, even if you barely know how to start with Revenue Operations.
You will boost your business with simple RevOps strategies, thanks to the brilliant insights of RevOps Director Richard De Veer from JustEatTakeAway.com .
Once you listen how you can align sales, marketing and CS to optimise your sales engine.
You'll learn:
Wanna go deeper in the topic?
-> Contact cedric@jump.foundation
-> Sign up for the Newsletter: https://www.jump.foundation/newsletter
-> Follow Cedric on Linkedin: www.linkedin.com/in/cedricroyer
AI is dramatically changing sales.
Micael Oliveira founder of Amplememarket, and myself talk about how AI will impact sales:
1. We cover the concept of the 10X AE, recently launched by Tomasz Tunguz
2. We talk about how AI will impact productivity and sales performance
3. We talk about balancing automation and human interaction
and... I challenged Mica on the value of AI based outbounding if all mails enter spam or the impact on value based selling.
I loved the episode and I am sure you'll do too.
Subscribe if you enjoyed this episode!
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I help b2b founders and sales leaders building and executing their profitable revenue strategy.
👉🏼 Follow me on LinkedIn: / cedricroyer
👉🏼 Subscribe to my channel / @realcedric
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Closing a client is one thing, but the real revenue lies in keeping them.
Miguel Marques from Raaft.io joined me to talk about:
- the different types of churn
- why clients churn
- how to prevent churn and how to predict churn
If you are a founder, entrepreneur or sales leader and wanna grow your business, then this episode is for you.
In this 3d conversation with Piet Saegeman, we explain why brand messaging fails, and how to make it multilayered, so it resonates with all the stakeholders inside your prospects organisation. First we recap on the 5 intents messaging framework, Then we go deeper into the multilayered approach, We cover the Rogers adoption curve of innovation, & finally we look at handling features in your strategic messaging. Enjoy the listen, and a share & like would mean a lot to me!
Excited to share with you the following episode.
How to become a data driven sales leader. Together with Tom Pennings, founder and CEO of SalesNudge, we cover the 4 steps we see to start:
1. Taking inventory
2. Review Pipeline
3. Work with performance metrics
4. Go deeper into coaching metrics
Enjoy this episode!
In this episode we look at the importance for founder of forecasting your cashflow and cashplanning.
Thomas is the founder of Cashplannr, which he launched after a previous venture, where he noticed there was money coming in, but he didn't have the liquidity to pay his invoices on time.
We talk about the need to know -and have- a long enough runway for founders, and that the foundation is financial planning.
3 elements are crucial for Thomas:
1. Implement a real-time financial system
2. Engage in regular scenario planning
3. Compare your actuals with forecasts, to steer your business effectively.
Enjoy this episode!
We welcome Linda in our 3d session around coaching.
In this episode we'll cover sales coaching:
- Sales leaders are always tight on time, and we talk about building a coaching cadence to support the sales people,
- Giving sales leaders the foundation to become better at sales coaching,
- We go deep into the GROW model,
and much more!
Enjoy this episode.
As always, Please hit that follow and / or like button.
In this episode we talk about best practices in setting up automation in your sales process.
Topics we cover:
- Emphasis on the need for a process before implementing, in order to avoid automating inefficiencies
- Having a governance structure (and involve enablement!)
- Enjoying a continuous improvement journey
Enjoy!
Ever wanted to know the ins of scaling a company from seed to beyond A Round?
Mobietrain is fast growing edtech scale up with offices across Europe.
Guy Van Neck goes deeper into the commercial decisions and learnings during their journey.
Enjoy the listen!
The coming weeks we are digging deeper into building a worldclass pipeline.
In this episode, we go briefly over the 4 elements that you keep finding back in worldclass pipelines after analysing hundreds of them.
Hiring the right SDR can be a challenge for many b2b tech companies, and is often a first step to gain more leads.
Together with Alexander Goovaerts from Headlight we give you some tips, for example:
1. What you need to become an SDR
2. The fact that SDR roles can look completely different in or the other org
3. How the role of SDR is evolving, and how knowledge of tools and een growth marketing techniques becomes important
and much more.
Looking for your next SDR? Be sure then to listen to this episode.
Enjoy!
(This podcast transitioned from 'YourTurn' to the 'Revenue Strategy Podcast' and has still the YourTurn look and feel).
While some sales VPs keep on cold calling, they should not be doing it: it prevents them from doing the work they are hired to do, and creates loads of issues and complexity.
In addition, Sales VPs and sales reps need different skills.
There are 3 main reasons why they might be cold calling:
1. Founders assume they should 'earn back' the cost of hiring them
2. Founders assume a VP sales works in the same way as they did during the founder led sales stage
3. VP Sales that just got promoted might wanna do what they have always been doing, namely being good sales people
Enjoy the episode!
Strategic messaging helps organisations to come on the market with a consistent and winning story.
Piet Saegeman created a unique model, based on sales experience and neuroscience.
In this model we go deeper into the importance of using this model and how to build up your strategic messaging.