The Marketing Umbrella Podcast

073: Revenue Expansion is Easier Than Revenue Creation With Mark Colgan

Oct 14, 2023

31:10

Welcome back to another exciting episode of The Marketing Umbrella Podcast! In this episode, host Kevin Prewett interviews Mark Colgan, a seasoned B2B SaaS Sales and Marketing professional with over 13 years of experience. Mark's career started in recruitment but he quickly transitioned into the world of digital marketing.

In December 2022, Mark's Podcast PR agency was acquired after an impressive journey of growing a remote team of 22 and securing 2,200 podcast interviews for 120+ companies. Some notable names include Gong, Paddle, and Hopin. Mark is a Techstars '18 alumnus and a regular B2B SaaS speaker. An adventurer at heart… get ready for an informative and engaging conversation!

Mark’s experience highlights the importance of continuous learning, adaptability, and innovative strategies in the dynamic realm of digital marketing and sales. His emphasis on improving sales processes, maximizing revenue, and building meaningful customer relationships makes this episode a masterclass in the digital marketing and sales space.

Some key highlights include:

Utilize revenue expansion strategies:
- Upselling involves suggesting customers to buy an upgraded version of what they are already interested in.
- Cross-selling involves persuading customers to buy an additional or complementary product or service.
- Other strategies include renewals and referrals
Three significant pitfalls often encountered by agencies in their operations include not selling a must-have service, not optimizing sales processes and pipelines, and not having a standardized service delivery
Practical strategies to enhance sales and increase agency revenue are as follows:
- Optimize the Sales Process
- Maximize the Referral Strategy
- Set up Outbound Prospecting Campaigns
- Implement Revenue Expansion Strategies
- Build Productized Services
- Identify Ideal Customers