Customer Success and Sales

4min Snip

00:00

Play full episode

Summary

Transcript

Episode notes

I hate subjectivity in my ICP or my fit. So frankly, it should be your your CTO. This is how the product is designed to work. And this is who takes advantage of the product and who uses the product effectively based on data. It's from your sales team, who does this message resonate with who listens to us when we speak? Like what which customers are our our lowest value highest kind of pain in the butt for lack of a better term?" "If you go out and you sell it and it's only got a and B and not C and D, then it's on sales," he says."You've ever been in that kind of situation before

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

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

--
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