Monthly Archives: July 2023
Drive Customer Success: The Essential KPIs for Service & Support
Discover the 10 most critical KPIs for Customer Success Directors and learn how to utilize them to maximize your service efficiency.
The Power of Sales Discovery Questions: Unlocking Customer Insights
Selling is not just about pitching a product or service. It’s about understanding the customer’s needs, wants, and pains, and presenting your offering as a solution. Well-structured sales discovery questions unlock these insights. What are sales discovery questions? These are strategic questions that you ask to uncover important information about a prospect. Deals are won […]
Navigating the High Seas of Market Disruption: Pirate Categories and Blue Ocean Strategies Explained
Standing out from the crowd is not just a luxury, it’s a survival imperative. The key to success lies in two concepts: “pirate categories” and “blue ocean” strategies. As an experienced sales director, I’ve seen countless products and services fade into obscurity, swallowed by the red ocean of fierce competition. Pirate Categories: A New Dawn […]
What is a discovery call and why is it important?
Deals are won and lost in discovery. Great sales discovery questions can fuel a strong discovery process and help you focus on valuable leads. A discovery call is typically the first conversation a sales professional has with a potential client. It’s an opportunity to understand the needs, challenges, and goals of the client. It’s called […]
The First 30 Days: A CRO’s Guide to Assessing a SaaS Startup
As the newly appointed Chief Revenue Officer (CRO) of any SaaS startup, the first 30 days are crucial for understanding the company’s current status and setting the stage for future growth. Here’s a 10-step plan to guide you through this process. I would love your thoughts and feedback on this! Day 1-3: Understand the Business […]
Inbound Marketing: Ultimate Lead Generation for B2B Companies
In the dynamic world of B2B, the competition for customers is fierce. One of the most effective strategies to stand out and attract high-quality leads is through inbound marketing. But what exactly is inbound marketing, and why is it so beneficial for B2B companies with high-value products and longer sales cycles? What is Inbound Marketing? […]
Understanding the Difference: Customer Journey vs. Buyer’s Journey
Understanding your audience is key. Two concepts that help us do this are the customer journey and the buyer’s journey. While sounding similar, they represent different stages in a customer’s interaction with your product, brand, or service. You need to understand the concepts and their differences. Defining the Buyer’s Journey The buyer’s journey refers to […]
Unlock the Power of Cold Outreach: An Unbeatable Sequence for Success
Struggling to get the attention of potential clients? Learn how to effectively research your value propositions, break through the noise, and optimize your efforts to reach your prospects successfully. Use a powerful mix of emails, LinkedIn messages, and phone calls. It’s time to get your deal pipe growing and convert opportunities into successful business relationships. […]
Prompt Engineering: The Future of Content Creation and Marketing
Tools like ChatGPT has increasingly become integrated into our work as marketing professionals. If it has not yet, you can climb back under the rock you came from. Understanding and mastering prompt engineering is becoming a vital skill for marketers and content creators. But, having a tool at hand does not really help unless you […]
Mastering the Inbox: Your Guide to Avoiding Email Spam Triggers
Email marketing is a powerful tool, but it’s not without its challenges. One of the biggest hurdles is ensuring your carefully (they should be) crafted emails don’t end up in the dreaded spam folder. A key factor in this is understanding and avoiding spam trigger words. What are email spam trigger words? Spam trigger words […]
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