Mark Kosoglow, CRO at Catalyst Software, discusses the need to prioritize customer success over pipeline growth. He emphasizes delivering incremental value over time and aligning promise makers with promise keepers. By empowering customer success teams, businesses can elevate customer success and drive revenue growth.

Experts discuss the need for B2B sales to evolve, focusing on creative training methods and personalized approaches. They highlight the importance of speaking the buyer's language and ditching traditional discovery calls for more engaging tactics. The podcast also explores the impact of empathy, observation, and communication dynamics in sales strategies.

Summary:This week on How To Win: Mark Kosoglow, B2B SaaS thought leader and CRO of the customer success platform Catalyst Software. Founded in 2017, Catalyst's founders saw a need to create a tool that integrated customer success tools into a platform that was easy to learn and implement. To date, Catalyst has raised over $45M in funding and employs more than 100 people. Before Catalyst, Mark spent 8 years at the sales execution platform Outreach where he led their sales team as VP and later Senior VP of sales. In this episode, Mark breaks down his five-step growth process. We discuss pipeline generation, engineering company processes, and creating moments of impact for your customers. I weigh in on the importance of understanding your ICP, why you should always be striving to learn new things, and the retention economy.Key Points:Step One - Choosing your ICP (01:37)I weigh in on how to decide which customer segment to target (04:17)How does ACV play into Mark's strategy? (05:18)Step Two - Generating a pipeline (07:32)I discuss why you shouldn't be afraid to be a student with a quote from author Tom Vanderbilt (08:19)Mark lays out his SDR-heavy approach to sales (09:33)Step Three - Converting the pipeline (11:26)Why if you want to scale it, you should teach it and repeat it with a quote from Databox's Peter Caputa (15:38)Step Four - Retaining customers (17:39)I talk about the new retention economy (21:25)Step Five - Optimization (22:18)Mark explains why one person should be in charge of the customer journey (24:10)Wrap-up (27:55)Mentioned:Mark Kosoglow LinkedInCatalyst Software LinkedInCatalyst Software WebsiteTom Vanderbilt TwitterHow building methodically is helping Peter Caputa and Databox disrupt the business marketing analytics industryMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

Mark Kosoglow, an AI and sales efficiency innovator, introduces Operator AI, a game-changing tool designed to enhance outbound sales by providing unique data and actionable insights. He discusses the pitfalls of over-automation leading to ineffective outreach and emphasizes the need for thoughtful strategies. The conversation also navigates the intriguing concept of 'founder mode,' exploring how founders uniquely influence strategic decisions compared to non-founders, revealing the emotional complexities of entrepreneurship.

Instead of the usual Topline Hotline episode, we are excited to share Sam's guest appearance on the 30 Minutes to President's Club Tactic Teardown podcast. Discover a market shift observed by revenue experts Sam Jacobs, Mark Kosoglow, and Armand Farrokh. Learn how to leverage it for an efficient sales team that consistently meets revenue goals. If you liked what you saw here, join 50,000+ sellers and leaders on the 30 Minutes to President’s Club newsletter right here.