Bassem Hamdy
As a marketer, whenever I talk to salespeople, I always start with one simple truth: my number is your number. Whatever your number may be, that is the shared reality that we both hold. There is no “sales” silo or “marketing” silo – we are in this together. (Location 184)
But what people should we be targeting? That’s where the persona stage came in – this is the first time I had to understand the standard organizational chart for a target company. I started by looking at all the emails and phone calls that we sent to clients. In review, I found out the quickest path to the deal was to talk to a financial leader, then an operations leader, and finally talk to IT. (Location 322)
What we needed was an account-based score that would tell the company—the entire company, not just the sales and marketing departments—the trust status of every account. I created a simple points system, through which each account could get a total of ten points. Half of the points were based on engagement, and the other half on the opportunity. I then created a very basic math equation: If there was no activity, then the account had zero points. (Location 335)
account in the last 90 days, but not the “right” people, the account gained one point. And finally, if we started to speak to the right people, the account got one point per major target contacts. When an account hit 4+ points, it went from Red to Yellow on the big board; above seven points, it went from yellow to green. (Location 340)
As time went on, I tried different tactics. I hosted major events to attract my key prospects and closed deals before the event ended. I hosted elaborate dinner parties reminiscent of a Great Gatsby-era gala. Instead of hosting these events to see Daisy, they were meant to lure in my ideal customers. (Location 349)
Software as a Service (SAAS) companies should be tracking metrics like renewal rates and churn rates. (Location 393)
Let's take a look at a term I like to use: the ideal customer profile. The ideal means the highest average sales price in the shortest amount of time, with the lowest chance of churning. (Location 577)
Agile planning is about experimentation. Start with an experimental budget and a hypothesis. What is the most effective way to attract more of your ideal customer profiles? (Location 986)
Here is an example of how you can set up your organization to master agile planning: (Location 1017)