Winning the Challenger Sale

#91: Expand like You Land: Account Growth Strategies that Work

Oct 3, 2023

The podcast discusses the top predictor of customer loyalty being an exceptional sales experience. It delves into aligning sales, marketing, and customer experience for success. The guest shares insights on identifying market gaps, building customer communities, and implementing growth strategies within existing accounts.

26:04

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Quick takeaways

Aligning sales, marketing, and customer experience leads to exceptional sales experiences.

Hyper-focusing on expansion within big accounts involves reaching out to regional players and subsidiaries for growth.

Deep dives

Increasing Account Expansion

Hyper-focusing on expansion within big accounts is crucial. The strategy revolves around reaching out to regional players and subsidiaries to maximize growth potential. By leveraging existing relationships and credibility, opportunities for expansion are identified among numerous subsidiaries, aiming to establish a strong presence across various teams.

Intro

2min

Marketing and Growth Strategy in Early Stage Startups

13min

Building an Internal ABM System and Structuring BDR Teams for Expansion

4min

Importance of Fixing Leaks and Building Customer Relationships

5min

Exploring Marketing as Teaching and Parallel with Filmmaking

2min

What’s the top predictor of customer loyalty? It’s not service. It’s not even a great product (although that doesn’t hurt).

It’s an exceptional sales experience — and that only happens when you bring all of the elements of the customer experience together, from product to marketing. And when you align sales, marketing, customer experience, customer onboarding, and support against the customer journey, magic happens.

When Amrita Mathur took on the role of VP of Marketing at Superside, she prioritized intertwining product and marketing, aligning Superside’s approach to gaps they viewed in the market and their ICP. Much of the company’s success can be attributed to this cohesive approach, and other companies should follow suit.

Join us as we discuss:

The importance of doing deep discovery to identify market gaps, then putting in the work to fill them
Why the experience prospects have needs to carry over throughout their journey as buyers and customers
Why your business needs a customer community and advisory board

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Winning the Challenger Sale

#91: Expand like You Land: Account Growth Strategies that Work

Podcast summary created with Snipd AI

Quick takeaways

Deep dives

Increasing Account Expansion

Double-Sided Onboarding Strategy

Incentivizing BDRs for Pipeline Creation

Remember Everything You Learn from Podcasts