Messy Growth

Alright, so what is RevOps? The simple way to think about this is to see it as a framework with the goal to align marketing, sales, customer success, and other teams around a common goal - that goal being? Well, to drive sustainable revenue for your business. Let's dig deeper into this in today's episode.

We all have fallen prey to thinking that if we build out a certain feature, we will get a lot of customers, or retain the current customers we have. Using feature building as a retention tool or a tool to attract new customers cannot be farther away from the truth. Let's dive deeper into it in this episode and what can you do instead. 

Typically, companies should start contemplating a customer success team when they have a significant portion of high-value customers, such as when a minority of customers contribute the majority of revenue. My guide on how to go ahead and build that out based on my experience.

If someone were to ask me what takes most of your energy over a course of a month. I would have to say that inter-department communication is right there at the top.

Yes, people. Not the product, not the brand, certainly not your social media presence. It all boils down to people. These are folks that run the marketing campaigns, contact leads, win customers, retain customers, support customers throughout their journey and do everything to ensure that the company they are working at is successful. 

Talk to anyone in sales or customer success and they will tell you that looking for a job is not easy. Well, come to think of it, looking for a job for just about any role seems like an excruciating exercise. You know folks already have a lot to worry about than to go through job post after job post that just adds no value whatsoever. Exhausting... I know.  

Yes, you guessed it. The key to ensuring that you are successful as a manager is to ensure that your team is successful. Their work reflects on your work but most importantly it's your job as a manager to make sure that your team is not only happy but also succeeding in their professional goals that they have set. Let's dig in. 

I have seen a ton of comp plans over the course of my career. I've seen some really great ones and some really really crappy ones, ha. The one thing all the good compl plans have in common is they are dead simple. Let's dig deeper into a good comp plan. 

Tired and trying to keep my myself afloat. Wanted to share some tips that really helped me throughout the pandemic and how you can stay in shape and mentally sharp over this difficult time period. 

I'm a huge fan of structured approach when it comes to selling. It helps you to have a blueprint close to you when you are talking to prospects over the phone. Some key questions, pointers can be the difference between you qualifying a lead vs losing a prospect. So having a script can be really handy, let's discuss pros and cons in this episode.

Alright, not trying to be philosophical ha. I do however want to use this episode to talk about persistence and time, both of which are equally important when it comes to how well you sell. Let's dig in. 

Should you discount or shouldn't you? Well, it depends who you ask but I do believe there are pros and cons of offering discounts to prospects. Let's dig in to that in this episode. 

Yes, the fun stuff. Annual subscriptions are great because not only does it show commitment from customers but its great for your retention numbers. If you're closing high MRR customers, better to push for an annual subscription because chances are the customer does not want to go through the billing process, generating new POs every month. Let's dig deep and discuss both the monthly and...

Cold outreach, if you haven't already done it (lucky you), you will do it soon enough. Ha. We all reach out to prospects, always a good idea to have a guide handy that you can review before reaching out to prospects. Hoping this episode helps you get further with your outreach. 

I hear about metrics all the time, which metrics sales teams should be tracking and keeping an eye on. Metrics help you get a better idea about what works for your team, what was working and how your team is performing in the future. Critical for every sales team to get right. 

Hiring and building out your sales team is never easy. In today's episode I wanted to dive deep into what you need to hire sales people and what you need to build out a fully functioning sales team. 

Covid was rough, no two ways about it. I was thinking a lot about what exactly we as sales people can do to make sure that we stay sharp on our feet and navigate through these tough times and still be able to hit quotas.