Is There a Balance Between Sales and Marketing?

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I think one of the most underappreciated things on the CS side, including things like engineering and product is that we don't often appreciate how hard it is to actually bring a dollar in the door. I predict that there will be a rebalancing of compensation in the next two to five years. In today's world, which is no longer growth at any costs, all about really high quality revenue,. expansion revenue, increasing your install base, customer success is incredibly crucial.

Justin Welsh joins us on the podcast, and he has a number of fantastic Insights to learn from his experience In sales roles at a number of B2B SaaS organizations. Justin coaches SMB SaaS founders and sales leaders to accelerate recurring revenue toward $50M.

In our discussion we cover:

We need to consider how we can listen better to our customers
His concept of One Continuous Conversation
Compensation could be shifting among the disciplines In a SaaS business
Justin doesn't like subjectivity In his ICP
Businesses need to find ways to run tests and have hypothesis In order to thrive
Each discipline needs to be thinking "What Information can I capture that will be useful for the next person?"
Leaders need to understand they're on the 'Executive' team first
If your sales people aren't selling the right things, then they don't know how a SaaS business becomes healthy

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Check out more on Justin's website: https://www.theofficialjustin.com/

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This podcast is brought to you by Jay Nathan and Jeff Breunsbach of Customer Imperative, where we help B2B SaaS organizations build growth & retention strategies. Learn more at https://customerimperative.com/

Jay Nathan: https://www.linkedin.com/in/jaynathan/
Jeff Breunsbach: https://www.linkedin.com/in/jeffreybreunsbach