Jacco Van Der Kooij, Fernando Pizarro, Dominique Levin, Dan Smith, and Winning by Design
In marketing, the discipline of performance marketing has spread through the function with better attribution and ROI measurement. (Location 115)
What has changed today for many companies is most of the revenue comes after the initial sale - from upsell, cross-sell or renewals. As a result, coordination between pre-sales, sales, and post-sales resources is more important than ever before. (Location 131)
Early stage startups experience this as “Founder Sales.” In the early stage of a company, its founder acts as the sales superstar and closes most, if not all, of the deals. As the first salespeople come onboard, none of them are able to perform on par with the founder who has a lifetime of experience. Founders are almost always highly critical of these early sales hires and churn through several leaders as well as individual contributors. (Location 141)
Most importantly, in the world of land and expand where initial deal sizes are smaller, hiring superstars is no longer an option. No longer can 20% of the team support 80% of the revenues. Instead, successful high-growth companies should make the transition to a science culture to support scaling. (Location 152)
There are four elements we have found in other organizations that moved to a more scientific approach: (Location 264)
To help understand this, we developed what we call “the SaaS-o-Meter,” (Location 278)
Your interest in helping a client resolve their problem has to be authentic. It cannot be manufactured, and you should not use authenticity as a trick to close a deal. (Location 931)
Sample 6.2 Causation based outreach with the aim of providing impact Dear {{ first name }}, In your recent article you mentioned that your infrastructure was breached. Please find attached a use-case from two weeks ago. On page two, I highlighted how the headaches of a similar breach can be avoided based on a best practice discovered by {{ first name }} at {{ company }}. {{ first name }}, let me know if you like to talk to one of our experts on this? <Close> Reaching out to a client using a provocative statement takes a lot of preparation but like a song, a book or a movie, there is a blueprint for success. We can use this to create turn-by-turn directions on how to create a provocative statement. Blueprint 6.1 How to reach out using a provocative statement; rich in relevance and genuinely authentic Step 1. Pick one of your own accounts and perform research Step 2. Pick a value prop and use-case that applies most to the client (the person not the company) Step 3. Research the current situation through online search but also via phone calls to employees Step 4. Outline specifics of the new situation without overtly mentioning your products or terms unique to you Step 5. Identify a critical date such as a product launch, or an event such as reach 1M users Step 6. Establish rational and emotional impact based on a selected value prop; ensure you have a use-case (proof) of a relevant client (size, location, market etc.) (Location 986)