CRO - What Have You Learned From Your Early Days?

3min Snip

00:00

Play full episode

Summary

Transcript

Episode notes

I think what I've learned is that each department is a little more similar to sales than I might have anticipated. In no one, I want to start moving that cross selling upsell outside of the CSM and craft a separate team who's completely in charge of working with their CSMs. If you put really good people in positions of leadership, if you allow them to build really strong teams, you'll find they're up for the task. And so I'm just here to remove roadblocks and make their jobs easier.

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