MoXO. #57 I Be agile in thinking and validate your assumptions
According to Vinod Muthukrishnan you need to know when to exit.
[Curated Content in this edition]
Conversation with Vinod Muthukrishnan on being agile by Subhanjan Sarkar
[eBook] How to sell in a recession by Keenan
[Tutorial] Building Blocks, Close Up! Spotlight on Sales Support Services
by Mike Kunkle
[Virtual Demo] Great Demo! Virtual Demos Best Practices by Peter Cohan
[Research] Chief Marketer 2023 B2B Marketing Outlook Survey
Conducted by One Trust
[Podcast] Lessons from Airtable’s unconventional growth strategy | Zoelle Egner
by Lenny Rachitsky
How to be Buyer Centric?
Find you answers here.
Conversion Optimization Guide
Fix the 5% Conversion problem in B2B Sales. 28 International Experts tell you what is wrong with your conversion process and how to fix it.
Learn from – Fred Diamond, Bob Apollo, Art Fromm, Patti Pokorchak and Brad Jeavons (Volume 1 of 6)
{LookBack} From our archives
I Be agile in thinking and validate your assumptions
According to Vinod Muthukrishnan you need to know when to exit.
In conversation with Vinod Muthukrishnan Chief Customer Officer, Uniphore and the co-founder of the customer experience platform Cloud Cherry, (acquired by Cisco in 2019).
Listen to the fascinating story of the rise and acquisition of CloudCherry.
- CloudCherry was built to track customer journeys, learn from them and create experiences to satisfy customer needs. Cloud cherry is unique in many ways. Other tools built survey engines. CloudCherry was a customer journey engine.
- 12 months into the journey, Vinod and his team discovered there were two Unicorns in their space.
- The key learning was to be agile in thinking and validate one’s assumptions. The mega acquisitions in the space threw up some interesting information. Each of these DecaCorns took 19-20 years to get to $300mn in revenue before they were acquired. We had to take a call as to the right moment to exit.
{Personal Demo}
How to open 20% more sales conversations and qualify leads better.
Want to know more? Book a personal session with our Product Specialists.
{Content we are tracking this week?}
All text with a green border to the left are quoted content from the respective curated pieces.
[eBook]
HOW TO SELL IN A RECESSION
by Keenan
LEARN 8 KEY ASPECTS TO SELLING SUCCESS DURING A RECESSION
Recessions are scary! Customers cut budgets, review expenses, and scrutinize every single purchase down to the smallest detail.
For many, this is terrifying and can freeze unequipped salespeople in their tracks. But, for the best, for those who understand how to sell in a recession, opportunities abound.
The key to selling in a recession is being able to demonstrate that your product or service is a necessity during the downturn – not a nice to have.
[Tutorial]
Building Blocks, Close Up! Spotlight on Sales Support Services
by Mike Kunkle
SIDEBAR: I fully believe this statement (it's basic math), but it does beg for a larger discussion about how we define Time Spent Selling (TSS) and where you cross the line into diminishing returns. TSS is a complicated metric to track accurately. Based on how you define terms, some "non-selling" (or non-customer-facing) activities are very valuable, such as researching, call planning, aligning, prep/practice, and strategizing.
[Virtual Demo]
Great Demo! Virtual Demos Best Practices
by Peter Cohan
Did you provide introductions for each chunk and summarize at the end? Did you include pauses for your audience to engage with questions or comments?
How long were your longest non-stop speaking segments? What was your average speaker-switch time?
Were you speaking at a comfortable pace for your audience? Were your word choices, analogies and metaphors consistent with their geographic and cultural norms?
[Research]
CHIEF MARKETER 2023 B2B MARKETING OUTLOOK SURVEY
Conducted by Chief Marketer & One Trust
SURVEY SHOWS MEASURING ROI A TOP PRIORITY FOR SECURING MARKETING INVESTMENT--AND CONTENT MARKETING REMAINS KING
There is a greater need for B2B marketers to measure ROI in marketing attribution, according to Chief Marketer’s 2023 B2B Marketing Outlook Survey. And projecting that ROI is a top barrier to gaining approval for marketing investments. Approximately half of respondents to this year’s survey, which fielded responses from 116 marketers during the month of October in 2022, cited justification of ROI and budgetary concerns as roadblocks.
In this survey you’ll discover key B2B marketing data points surrounding:
Which channels produce leads with the highest ROI
Where marketers intend to apply funds toward martech investments
How the industry is addressing consent and preference management
Which types of content move prospects through the funnel most effectively
[Podcast]
Lessons from Airtable’s unconventional growth strategy | Zoelle Egner
by Lenny Rachitsky
Zoelle Egner is best known for her time at Airtable (currently valued at $11 billion), where she was the 11th employee and built and led the initial marketing and customer success teams. Currently she’s the Head of Marketing and Growth at Block Party In this episode, they explore the marketing strategies that helped Airtable punch above its weight and build an established brand. We also dig into how Airtable was able to find its first super-users, how customer success played a key role in getting early traction, and the do’s and don’ts for marketing investments. (Edited)
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The Pitch.Linker X|O Update No. 107. Volume 03. Issue 05* 4th February 2023