RSP 37: Outbounding Masterclass with Estefa and Cedric

The role of customer success is evolving rapidly, and so I invited Chris Dishman, Senior VP of Totango Catalyst, discusses the evolution of customer success and the role of customer success in driving revenue growth. We cover: - the importance of understanding and delivering value to customers, - measuring outcomes and value attainment, - aligning sales, marketing, and customer success teams. Chris also highlights the significance of listening to customers, coaching CS leaders, and building a strong CS team in a startup. Takeaways Customer success has evolved from being reactive to proactive, focusing on driving outcomes and value for customers. Understanding and delivering value to customers is crucial for customer success. Measuring outcomes and value attainment is a key metric for customer success. Alignment between sales, marketing, and customer success teams is essential for driving revenue growth. Listening to customers and coaching CS leaders are important aspects of leadership in customer success. Building a strong CS team in a startup requires a holistic approach, including technical skills, commercial negotiations, and customer management. Segmenting customers based on ARR and implementing digital motions can help scale customer success efforts.

In this conversation, Aga Bajer and Cedric discuss the role of culture in revenue growth. They explore the three pillars of a healthy culture: belonging, meaning, and fun. They emphasize the importance of collaboration and breaking down silos within organizations. They also discuss the balance between authenticity and professionalism in the workplace. Additionally, they highlight the dangers of a rigid culture and provide insights on hiring the right people for culture fit. The conversation concludes with tips on building a high-performance culture. Takeaways Belonging is a fundamental human need and a key pillar of a healthy culture. Meaning and impact are essential for employees to feel fulfilled and motivated in their work. Fun at work, when understood as deep fun and enjoyment of the work itself, is necessary for employees to do their best work. Collaboration and breaking down silos are crucial for high-performance organizations. Balancing authenticity and professionalism allows employees to bring their best selves to work. A rigid culture can hinder growth and performance, so it's important to be adaptable and open to change. Hiring the right people for culture fit is essential for building a high-performance culture. Building a high-performance culture requires intentionality, clear values, and investment in leaders. Chapters 00:00 Introduction and Goal of the Conversation 05:07 The Three Pillars of a Healthy Culture 06:22 The Importance of Belonging in Culture 08:31 The Significance of Meaning in Culture 09:52 The Role of Fun in Culture 11:41 The Link Between Culture and Collaboration 22:04 The Dangers of a Rigid Culture 26:03 Breaking Silos and Building Collaboration 30:17 Hiring the Right People for Culture Fit 38:11 Building a High-Performance Culture

Hi, ready to learn more about the importance of selecting the right go-to-market motions (GTM) and how to choose the right GTM strategy for a business? We cover following GTMs 1. product-led growth, 2. inbound, 3. outbound, 4. partner-led motions. 5. and nearbound Koen emphasizes the need to understand the ideal customer profile and the stage of the company before deciding on a GTM motion. WE also discuss the challenges of transitioning from SMB to enterprise GTM and the importance of having the right skills and resources. Takeaways Choosing the right GTM motion requires understanding the ideal customer profile and the stage of the company. Transitioning from SMB to enterprise GTM requires different skills and resources. Nearbound GTM motion leverages partnerships and credible voices to stand out in a saturated market. Measuring the success of a GTM motion requires considering revenue impact, customer impact, and marketing and sales costs. Sound Bites Chapters 00:00 Introduction and Setting the Context 02:07 Understanding GTM Motions 04:29 Choosing the Right GTM Motion 06:23 Transitioning from SMB to Enterprise GTM 09:27 Determining the Right Time to Change or Kill a GTM 13:44 The 10 Million ARR Benchmark 15:12 Challenges of Moving from Mid-Market to Enterprise GTM 18:17 Differentiating Nearbound from Traditional Partner Models 28:32 Adapting GTM to Regional Market Needs 32:25 Measuring the Success of a GTM Motion 36:11 Final Tips: Peer Collaboration and Benchmarking

Summary In this conversation, Cedric interviews Catherine about sales development and leadership. They discuss the qualities of a good sales development leader, the importance of creating a welcoming environment for new hires, and the need for collaboration between sales, marketing, and revenue teams. They also touch on the importance of quality over quantity in sales, the role of research and trigger events in outreach, and the evolving models of mid-market and enterprise SDRs. They conclude by discussing the role of AI in the future of sales development.Takeaways A good sales development leader creates a welcoming environment for new hires and focuses on building a collaborative team. Quality is more important than quantity in sales, and it's crucial to go beyond metrics and understand the why behind the numbers. Research and trigger events play a significant role in effective outreach, and messaging should be adjusted based on the context and target audience. Collaboration between sales, marketing, and revenue teams is essential for success in sales development. The role of AI in sales development will enhance the work of SDRs and allow them to focus on value-driven interactions. Chapters 00:00 Introduction and Background 00:59 Qualities of a Good Sales Development Leader 02:44 Onboarding and Welcoming New Sales Development Representatives 04:06 Collaboration with Sales, Marketing, and Revenue Operations 05:34 Moving Beyond Metrics and Focusing on Quality 08:16 Personalization and Tailoring Outreach 10:41 Using Trigger Events to Drive Outreach 12:07 Educating Prospects and Building Relationships 14:17 Balancing Personalization and Efficiency 16:44 Approaching Prospects from Top-Down or Bottom-Up 19:28 Ideal Setup for Sales Development Pods 21:00 Collaboration Between SDRs and Account Executives 22:45 Differences Between Mid-Market and Enterprise SDRs 26:39 Commissioning and Incentives for SDRs 28:30 One Revenue Goal and Target for the Organization 32:33 The Role of AI in Sales Development

How do you craft a commission plan for your sales reps? It is a critical question I cover today with Sergio Gonzalez, CEO of Remuner. We cover multiple topics, from aligning your commission plan with your company goals, to driving the right behaviour, to creating simple and effective ones, as well as aligning team metrics. Enjoy the episode!

With all the massively conflicting advice out there around outbounding, I decided to invite Estefa Calvo to the Revenue Strategy Podcast to dissect a working outbound strategy. Things that we cover: 1. Quality over Quantity ... again, we keep on coming back to this in all the episodes! 2. Building a personal brand and creating a pull strategy to get the clients you want 3. An integrated outbound sequence including LinkedIn, e-mail and the phone! And much more. Enjoy this episode! Don't forget to sign up for my newsletter: www.jump.foundation/newsletter

Are you ready to learn more how to thrive in the transition from leadgen to demandgen? Join us on this episode of the Revenue Strategy Podcast as we uncover the essential elements of building a powerhouse brand, optimising your marketing efforts, and driving sustainable growth. Learn from industry expert Nemanja "Funky Marketing" Zivkovic as he shares actionable insights that will transform your approach to sales and marketing alignment. We talk about growth loops, improved collaboration between sales and marketing, creating a content strategy, and much more. Enjoy the episode! Wanna go deeper in the topic? 🔥 Contact [email protected] 🔥 Sign up for the Newsletter: https://www.jump.foundation/newsletter 🔥 Follow Cedric on Linkedin: www.linkedin.com/in/cedricroyer

This episode is a masterclass on cracking the RevOps code, even if you barely know how to start with Revenue Operations. You will boost your business with simple RevOps strategies, thanks to the brilliant insights of RevOps Director Richard De Veer from JustEatTakeAway.com . Once you listen how you can align sales, marketing and CS to optimise your sales engine. You'll learn: Discover the crucial steps to boost your revenue. Unlock powerful insights into customer segmentation. Learn how to optimize processes for maximum efficiency. Harness AI to supercharge your sales effectiveness. Explore future trends to stay ahead in the game. Wanna go deeper in the topic? -> Contact [email protected] -> Sign up for the Newsletter: https://www.jump.foundation/newsletter -> Follow Cedric on Linkedin: www.linkedin.com/in/cedricroyer

AI is dramatically changing sales. Micael Oliveira founder of Amplememarket, and myself talk about how AI will impact sales: 1. We cover the concept of the 10X AE, recently launched by Tomasz Tunguz 2. We talk about how AI will impact productivity and sales performance 3. We talk about balancing automation and human interaction and... I challenged Mica on the value of AI based outbounding if all mails enter spam or the impact on value based selling. I loved the episode and I am sure you'll do too. Subscribe if you enjoyed this episode! ---- I help b2b founders and sales leaders building and executing their profitable revenue strategy. 👉🏼 Follow me on LinkedIn: / cedricroyer 👉🏼 Subscribe to my channel / @realcedric 📧 Subscribe to my newsletter: https://www.jump.foundation/newsletter

Closing a client is one thing, but the real revenue lies in keeping them. Miguel Marques from Raaft.io joined me to talk about: - the different types of churn - why clients churn - how to prevent churn and how to predict churn If you are a founder, entrepreneur or sales leader and wanna grow your business, then this episode is for you.