When it comes to scaling your B2B marketing, where do you even start? Insider Tales from a B2B Marketer, Pasha Irshad of Shape & Scale
In this episode, they discuss the value of consultants with multiple skill sets who can handle various aspects of a project, potentially replacing the need for multiple agency roles. Both hosts are consultants who bring multiple skill sets to a problem and can do the job of three or four people.They also emphasize the importance of patience and taking the time to build out the infrastructure correctly. They suggest building outside the system and implementing technology after thoroughly whiteboarding and mirroring the go-to-market processes. By putting the system on paper and allowing for edits and fixes, companies can ensure a more efficient and effective implementation.Additionally, They explore the connection between marketing and sales in go-to-market strategies. Successful companies are those where sales and marketing work together seamlessly. This highlights the need for collaboration and alignment between these two departments to achieve optimal results.Overall, the episode emphasizes that designing a solid infrastructure for go-to-market strategies is crucial and should not be rushed. Taking the time to gather accurate data, design processes, and ensure collaboration between marketing and sales will lead to more successful go-to-market efforts.[00:00:09] Working with contractors and advisors.[00:03:27] Reputation and credibility.[00:06:01] Bounce rate and email deliverability.[00:10:57] SDRs and email credit scores.[00:12:15] Automating MQL to opportunity to close.[00:15:10] Conversion and volume in marketing.[00:18:10] The North Star.[00:22:38] Consultants overpowering agencies.[00:24:29] Single point solution contractors.[00:28:27] Forms and form strategy.[00:30:03] Wasted people hours.[00:34:05] Optimizing back end systems.[00:36:11] Building systems correctly.Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok | Pasha Irshad
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How to decrease sales cycles and increase conversions, even in a down market, with Chuck Reigrut From Spiff inc.
Chuck Reigrut emphasizes the importance of building relationships and providing personalized training to gain trust and make a positive impact on customers. They mention that meeting customers in person, rather than relying solely on online interactions, can help create stronger connections and show that the company is invested in finding solutions that will make the customers' lives easier.He also highlights the significance of belief in the products or solutions being offered. Having conviction in the solution and effectively communicating its benefits to customers is crucial to gaining their trust and demonstrating the long-term impact it can have on their students or business.Additionally, he discusses the value of maintaining ongoing relationships with customers. They mention that in the SaaS industry, people often change companies every few years, but by providing exceptional support and going out of their way to help customers, the company can leave a lasting impression. This can lead to organic growth through positive word-of-mouth and referrals.[00:05:30] Targeting high-value accounts.[00:09:43] Importance of selling to small ones.[00:14:23] Shooting straight in sales.[00:16:55] Money and motivation in sales.[00:19:54] Learning from our failures.[00:29:01] Successful partnership strategies.[00:32:06] Including partners for customer benefit.[00:36:24] Channel partnership challenges.[00:38:22] The power of partnerships.Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok | Chuck Reigrut
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Struggling with growing sales? Then you might just need to get out of your own way... here's how with Kristie Jones from Sales Acceleration Group
Understanding oneself and the target audience is crucial for leadership and sales success. Kristie Jones emphasizes the importance of self-awareness in reaching the next level in one's career and life. This applies to both leadership and sales. Just as selling to the wrong persona can harm one's ability to succeed, not understanding one's own strengths, weaknesses, and goals can hinder success as a leader or salesperson.Kristie suggests that sales leaders should ask themselves a question to have a greater impact on their team. By reflecting on their own abilities and aligning them with the needs and preferences of their team, sales leaders can effectively motivate and guide their team members.Additionally, the episode highlights the importance of personal development and taking ownership of one's growth. Kristie mentions that sales representatives should not leave their personal development to chance or rely solely on their leaders. Instead, they should actively seek opportunities to learn and improve their skills. This aligns with the idea that understanding oneself includes recognizing areas for growth and taking action to develop those areas.[00:02:30] First sales job waiting tables.[00:03:06] Switching to higher-end restaurants.[00:05:42] Translatable skill set from waiting tables and going into sales.[00:11:21] Leadership management training.[00:14:32] Your circle matters.[00:17:32] Round table collaboration and success.[00:21:30] Importance of matching personality traits.[00:24:39] Sales perspective in large vs. small companies.[00:26:03] The startup world and career choices.[00:29:01] Setting goals for success.[00:31:40] Severing relationships for personal growth.[00:35:00] Verbal skills as secret power.[00:40:13] Personal development in sales.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok | Kristie Jones
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How Are You Unleashing the Full Power of Your business? Tap into the Ultimate Success Factor with Lloyed Lobo
Lloyed emphasizes the importance of building and leveraging a community for personal growth and success. They highlight that communities provide a sense of connection and camaraderie that is often lacking in business environments. He defines community-led growth as the connection among people with shared values who come together to learn and support each other in a specific topic or area.****AND get Lloyed's new book: "From Grass Roots to Greatness" Lloyed emphasizes that the focus should be on building genuine connections with others rather than solely creating communities for the purpose of making money. They argue that if individuals genuinely focus on building a great community and genuinely care about their customers, financial success will naturally follow. He also emphasizes the significance of prioritizing people and their success beyond just the product or service being offered.Overall, this episode highlights the profound impact that building and leveraging a community can have on personal growth and success. Engaging with others who share similar experiences and learning from their stories can provide valuable insights and support in navigating challenges and achieving goals.[00:01:11] Venture capitalist hierarchy of payouts.[00:02:39] Capital gains exemption.[00:06:33] Life after stepping down.[00:09:40] Funding innovation with Boast AI.[00:12:26] Life-threatening experience and reflection.[00:14:23] Work-life balance struggles.[00:18:39] Friction between execution and strategy.[00:19:04] Overcoming personal and professional setbacks.[00:34:58] The importance of companions.[00:37:30] Building a community for growth.[00:40:11] Building a flourishing community.[00:43:49] Building iconic brands with community.[00:46:31] Community-led growth. Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok | Lloyed Lobo
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The 5 things you're not doing to leverage channel partnerships for your B2B SaaS with Duane Dufault
When scaling up to larger customers, there are five key areas that require attention. The first is winning business, which involves attracting and securing new customers.The second key area is crystal-clear ICP. Not just your partnership's ICP, but who EXACTLY fits the solution your partnership solves problems for. And you do this by truly understanding who your partner is, who they sell to, and how your solution fits into your ICP’s business process.The third key area is Partner Support. Help your partners win by educating them on the thing I just walked you through. Teach them how to close more deals using the solution and do it often, And you do that by Creating a partner battlecard.The fourth key area Give more than you get. This shows you mean what you say and want to win together. Don’t just ask for leads.The fifth key is partner under sales. To build a valuable partner ecosystem for your business, you need to have an old-school way of doing business.Overall, when scaling up to larger customers, it is important to focus on these five key areas: winning business, Crystal Clear ICP, Partner Support, Give more than you get. and Partner is under sales. By paying attention to these areas, businesses can increase their chances of success and effectively scale their operations.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.[00:01:26] Channel partnerships under sales.[00:03:36] Partner program under sales.[00:07:21] Give back to your partners.[00:09:41] Building Channel Partnerships[00:12:22] Partnering with payroll companies.[00:15:27] Building profitable partner programs.[00:17:39] Creating a connection with partnerships.[00:20:28] Building Partner Programs and Winning Business[00:23:33] Partner support and training.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok
In the SellingSaas Podcast (Formerly the Sales Leader Network) we break down the topics of Go To Market strategies, Revenue Acquisition, and my favorite topic of Sales Leadership. We have a few versions of the show where we have the traditional guest episode when I bring on someone who is an expert in one of the topics just mentioned, then there will episodes where I’ve been a guest on another show that I share on this show for you, and then there will be solo episodes from yours truly where I get extremely tactical with Sales and GTM.
South Africa