In today’s episode, I discuss how sales and marketing interact with Loren Padelford, a sales, marketing, cashflow, and revenue expert.
You will learn:
* The limitations of the predictable revenue playbook and alternative approaches.
* How Salesforce pioneered cloud-based software and introduced a new way of thinking about how software gets delivered and sold.
* How the rise of ad networks and digital ads made it easier to reach many potential customers faster.
* Why the traditional sales process and long sales cycles are frustrating and failing.
* That startups founders should design their own sales system based on their product and customer needs.
* Shopify’s approach to hiring sales reps involved looking for personality traits like curiosity, intelligence, work ethic, and success.
* That research shows no correlation between education and success in sales.
* The limitations of Product-Led Growth (PLG) approach.
* The role of sales reps as tour guides of e-commerce platforms.
* The need for marketing, sales, and product to work together in the software industry.
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If you want to skip ahead:
(0:01) The predictable revenue sales model and alternative models.
(4:49) Sales and marketing strategies in the software industry.
(10:52) The limitations of the predictable revenue model in software sales.
(15:44) Sales strategies and personality traits for success in sales.
(23:01) Sales strategies for Shopify businesses.
(27:35) The role of sales reps in e-commerce, with a focus on Shopify's experience.
(33:05) Sales and marketing collaboration.
(36:51) Sales and marketing alignment.
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Connect with Loren Padelford on LinkedIn: https://www.linkedin.com/in/lorenpadelford/
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Connect with April Dunford and learn about practical positioning that accelerates marketing and sales:
Work with April: https://www.aprildunford.com/contact
April’s newsletter: https://aprildunford.substack.com/
April’s LinkedIn: https://www.linkedin.com/in/aprildunford/
April’s Twitter/X: https://twitter.com/aprildunford
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Mentioned in this episode:
* Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com, a 2011 book by Aaron Ross: https://amzn.to/4bXcBMP
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Get April Dunford’s books and audiobooks:
“Obviously Awesome: How to Nail Product Positioning so Customers Get It, Buy It, Love It.”
“Sales Pitch: How to Craft a Story to Stand Out and Win.”
Amazon US: https://amzn.to/49l0ZRY
Amazon Canada: https://amzn.to/4ac9hgt
Amazon UK: https://amzn.to/3vosDzQ
Apple Books: https://apple.co/3xihSzC
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The Positioning with April Dunford podcast: Want to make your product stand out in a crowded market? It all starts with great positioning. Using April’s battle-tested methodology, she'll teach you the nitty-gritty of positioning so that you can unlock better marketing and sales performance.
Podcast website: https://www.positioning.show/
Subscribe on Apple Podcasts: https://apple.co/3PFHcWx
Subscribe on Spotify: https://spoti.fi/4aqyDqI
Subscribe on YouTube: https://www.youtube.com/@positioningshow
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This episode was produced by Story On Media & Marketing: https://www.SuccessWithStories.com
Positioning with April Dunford