The experience that your customer has—that’s your brand. It’s not what you say it is; it’s not what you think it is. It’s what your customer experiences.
One of the foundational questions your company must ask and have an answer to is simply, “Who are we, and why do we matter? Why does the world need us, and what do we have to offer that is different from anybody else in the marketplace?”
In this episode, Alder Yarrow, Chief Experience Officer at Cibo, talks about how to build a roadmap for your customer’s experience. This particular conversation is about a start-up that Cibo worked with and invested in, Income&.
As your buying group grows to more and more people, the likelihood of purchase drops as much as 50%. There is clearly a huge opportunity to increase likelihood of purchase and close rates, if we can just break the buying dysfunction.
Only 28% of account executives who sell B2B know how to effectively drive agreement in buying groups.
Marketers generally think of their role as being responsible for delivering individual qualified leads over to the account executives or sales team, but if this is all you’re doing, you’re not doing your job. What if you could discover and engage other parties in the buying group before handing it over to the sales team?
How can you help your sales team understand the importance of getting data into your CRM?
How many calls to schedule a meeting? How many meetings to make a sale?
These numbers are crucial for every sales rep. Know your numbers, know your pipeline, and let marketing take over.
Your salespeople don’t care how many clicks your email gets. Their metric is the amount of people who follow through on those clicks.
Are your meetings leading to more sales? If not, then it’s time to look at a different metric that can move the needle for your business.
The effectiveness of your sales team to drive revenue determines if everything else in your business will be successful.
It’s easier to keep track of the status of your sales team and what needs to be tackled next by using the Five F’s: Field, Focus, Fundamentals, Forecast, and Fun.
By keeping these categories in mind as a sales leader, you can see where your team is working well and where things need to be improved.
Sales can often feel like tossing messages in bottles to your audience and hoping they respond to you instead of your competitors.
What’s a sales teams to do? Enter in collaborate selling. Collaborative selling gives you the competitive advantage you’ve been looking for, allows you to take control of the process, and gets prospects invested in your product.
By working closely with your prospect early, you have a better chance of getting them on board and shutting out the competition.
Your sales reps spend time on things every day that do not generate revenue.
The solution? Sales process automation.
When it comes to automation, you might be asking yourself, “Is there a problem?” and “Do we really need to automate this?” The answer is yes.
Whether you manage two people or over 40,000 people, you can always learn ways to be a better leader.
Often experience is the best teacher, but it’s great to hear some words of wisdom from people who have been around the block a time or two.
In this episode, Lee Cockerell, Founder of Lee Cockerell, LLC and former Executive VP of Operations at Walt Disney World Resort, shares his lessons in leadership, including the A.R.E. philosophy and the 4-P framework to have more effective meetings.
If you don’t know why something’s broken, you can’t fix it.
This is true for many things in life, but it’s especially relevant when you join the leadership team of a company with a broken sales structure.
Set yourself up for success by knowing exactly what you’re getting yourself into before walking in the door. Surprise elements lurk everywhere, but with a few tips, you can be prepared for anything.
Nobody likes talking to a robot, but with the wrong sales script, that’s exactly how your cold calls will feel to your prospects.
To avoid this (and the inevitable dial tone) you need a sales script that invites the prospect into conversation by asking the right questions and gets them to do most of the talking for you.
We’ll also tell you the 6-part framework of the ideal sales script that will help keep rejections to a minimum.
There is no magic formula for outbound email cadence.
You want to keep in line with the eight touch point standard, but you don’t want to come off like a stage-five clinger. So what’s the balance? It’s not what you may think.
Relationships are everything in sales; everyone knows that.
However, how are you measuring those relationships? To convert key accounts into paying customers, it is necessary to put your data where your mouth is.
Salespeople generally enjoy the motivation that gamification brings.
However, your organization shouldn’t have the “If you’re not first, you’re last” mentality.
Gamification 2.0 gives way to incentivizing behaviors that align with corporate goals over competition between employees.
There’s always a gap between where you are and where you want to be.
Whether you’re just launching or you’re reevaluating your place in the market, seeing the gaps and knowing how to fill them is critical. Through strategic planning, understanding your competitors, and embracing pitfalls, you can find your fit in the market and position yourself strategically.
Think of account-based intelligence as the delivery agent of information needed to drive pipeline growth.
Centering marketing and sales teams around accounts will improve the quality of leads generated and create new opportunities with your existing leads. It’s a win from all angles.
Content marketing in the B2B world is tough.
In a Content Marketing Institute study, they found that 62% of B2B content marketers say producing engaging content is their greatest challenge.
How do you create content that doesn’t point to your product with a giant foam finger, but still guides people into your funnel? You ask the right questions.
In this episode Nick Raithel, Commander in Chief at Content Corps, shares three critical questions to ask to ensure your B2B content marketing strategy fuels your funnel. He also shares a link for B2B Growth listeners that includes an expanded list of questions and strategies.
When sending cold emails, the content you write must provide value.
That way, your reader is willing to exchange their time to read your email and, hopefully, exchange their money for your product or service down the road. In order for this to be a possibility, there are a few tactics you should bring into your cold email strategy.
In this episode Heather Morgan, CEO of Salesfolk, shares the science of architecting a cold email from research to reply, and she also shares Salesfolk’s Cold Email Mastery Course for detailed tips, tricks, and templates.
In order to build a fine-tuned sales machine, great technology has to be a given.
There are sales tools to streamline everything from contacts to conversion, so in order to know what your company actually needs, you need to start asking questions.
Leaders set the bar for risk within an organization.
They have to be aware that they are constantly signaling messages about the risk culture and that those signals impact everyone within the organization.
In this episode Yuval Bar-Or, Faculty at Johns Hopkins Carey Business School and Founder of Light Brigade, explains risk culture and how leaders can strategically define and shape it within an organization.
Customer success is a two-sided coin.
On the first side is data, and on the other is customer-centricity. Data is great, but if it’s not used to put the customer at the center of the process, then it’s not going to do your company any good.
In this episode Alex Raymond, Founder and CEO of Kapta, unpacks his blog post, The Rise of Account-Based Customer Success, and the five things every B2B executive needs to understand about account-based customer success.
It’s undeniable that what you give out is what you get back.
It’s beneficial to you and your company to fill your day with positive thoughts and actions, because what goes around comes around.
If you’ve ever sent a “gift” with a promotional logo on it, then your gift-giving skills suck.
Listen up: when it comes to strategic gift giving, you need to be asking “What is the most I can do for this client or prospect?” and then work backwards from there.
In this episode, John Ruhlin, Founder of The Ruhlin Group and author of Giftology, shares how to give over-the-top gifts that surprise, blow minds, and sweep people off their feet.
Imagine one of your sales reps in a buyer meeting, fumbling through papers, searching for the current data sheet he or she printed off before leaving the office.
Not the most professional image of your reps, or company for that matter.
Salespeople must have the best materials at their fingertips in the moments when a prospect either becomes a buyer or walker. Mobile sales tools are a great way to enable your sales team by providing them with optimal sales media.
One of the trickiest questions every founder faces is, “When do I build my sales team?”
It’s a difficult question, because there is no perfect answer. A level of uncertainty exists whether you’re hiring your first salesperson or you’ve reached massive success with a 100+ person sales team.
In this episode Matthew Bellows, Founder and CEO of Yesware, shares his knowledge and experience building and scaling Yesware’s sales team. He also shares an SaaS Entrepreneur Spreadsheet that helps companies determine how quickly a salesperson can become profitable.
100 episodes? Guess we’re doing something right.
In our centennial episode, we dive into how we’ve leveraged this podcast to create real, substantial relationships with our ideal clients.
We cover our five biggest takeaways, how we added $1.2 million to our pipeline in the first 90 days, and how the podcast grew to over 1,000 downloads per day.
Why are we sharing the details of our podcast content strategy?
Because you can do what we’re doing.