MoXO. #84 I Replay : Delivering Customer Journeys of Value and Delight
Watch the session at The PitchLink Sales & Marketing Lit Fest'23 by Brad Jeavons on his best seller, presenting the core ideas in a TED Talk like 20 minute session.
[Curated Content in this edition]
Brad Jeavons at The PitchLink Sales & Marketing Lit Fest 2023 speaking on “Agile Sales: Delivering Customer Journeys of Value and Delight”.
[Analysis] The Problem With The Selling/Buying Process by David Brock
[Strategy] Five Invisible Costs Bogging Down Your Sales Strategy by Amy Franko
[LinkedIn Ads] Setting up LinkedIn ads strategy for Fullfunnel.io by Justin Rowe ft Andrei Zinkevich
[Tactics] 5 Top Tips to Drive Down Churn in The Early Days by Jason Lemkin
[AI] 6 Reasons ChatGPT Can't Hack Your Sales Process by Riley Clark
22 Authors of 22 Blockbuster Sales and Marketing Books in 22 twenty minute sessions over two days.
Day 1:
Day 2:
Event Partners:
[Free - Download]
Convert More Prospects into Customers.
Fix the ‘5% conversion problem’ in B2B Sales. 28 international experts tell you what is wrong with your sales process and how to fix it.
Learn from – Steve Hall, Mike Kunkle, Carole Mahoney, Tim Wackel and Phil Kreindler
Volume 2 is now out!
[Watch] PitchLink Original
The 1st PitchLink Sales & Marketing Lit Fest 2023
256 attendees experienced The 1st PitchLink Sales & Marketing Lit Fest 2023. A totally new format of 20 min rapid fire TED-Talk-like sessions back to back by 11 authors each day.
Here is the session by Brad Jeavons on Agile Sales: Delivering Customer Journeys of Value and Delight
In his session, Brad Jeavons explains how Agile Sales applies Agile principles in developing a sales methodology that can help sales teams develop a culture of innovation focused on their customers. Using agile techniques taken from successful agile deployments, it takes salespeople through the customer’s buying journey using a step-by-step process.
Agile Sales bring a new dimension to the sales function through the practice of continuous improvement. Technology and competition are disrupting the sales process so new ways of defining customer experience and engaging with the buyer are crucial if sellers wish to provide differentiated experiences. The Agile Sales method shows how to empower teams to engage with the buyer and provide amazing experiences that result in greater value for the customers and themselves.
Personal Demo}
Delight your prospects by sharing an immersive Value Story
Remote Selling and Buyer Engagement with integrated Content and Conversations.
Book a personal session with our Outcome Specialists.
{Content we are tracking this week?}
All text with a green border to the left are quoted content from the respective curated pieces.
[Analysis]
The Problem With The Selling/Buying Process
by David Brock
The team was proudly displaying their sensitivity to the customer buying process and how they were supporting the customers in buying.
The problem is, what they designed was what they wanted the customer to do–the things that would maximize their ability to win. But they hadn’t really identified the customer buying process.
Everything they designed into the customer buying process focused on solution selection. But solution selection is just a small part of the customer buying/change management process. In fact the majority of their concerns and their challenges with buying have absolutely nothing to do with product/solution selection.
And it’s these things that create the biggest challenges for the customer. It’s these things that tend to cause them to fail–resulting in no decision made.
[Strategy]
Five Invisible Costs Bogging Down Your Sales Strategy
by Amy Franko
The other side of the growth coin is subtraction. While counterintuitive, it’s critical to identify the hidden costs sapping sales success and consistently work to remove them from your sales organization and business. These costs don’t have a line item in the balance sheet or a field in the CRM, but they are in fact more expensive than even the largest expense line in your P&L this year.
[LinkedIn Ads]
Setting up LinkedIn ads strategy for Fullfunnel.io
by Justin Rowe ft Andrei Zinkevich
[Tactics]
5 Top Tips to Drive Down Churn in The Early Days
by Jason Lemkin
Make sure you have a strong Head of Customer Success … whose #1 goal is reducing churn. Too many early stage VPs of Sales don’t have a strong “wing person” running customer success. Go help the founders make the hire if there isn’t one. And importantly — resist the urge to have this Head of CS own upsells. That may seem to help you, but it will lead to a de-focusing on driving down churn.
[AI]
6 Reasons ChatGPT Can't Hack Your Sales Process
by Riley Clark
ChatGPT is an artificial intelligence (AI) chatbot developed by OpenAI. It is built on top of OpenAI's GPT-3.5 and GPT-4 large language models (LLMs). Generative AI models like these, and the subsequent applications that sit on top of them such as ChatGPT, have shown tremendous potential in various business applications since the launch of ChatGPT in November 2022.
While the impact is being observed notably in the customer service and marketing space, when it comes to using AI to improve your sales process, ChatGPT might leave much to be desired.
The eXtraordinary Outcomes Show brought you face to face with the New Buyer and Seller every week. We will come back with more incisive content, so that you we can create eXtraordinary Outcomes for your customers and yourself.
Stay with us and enjoy human curated content on sales, buying and building your startup and service. We will find it for you so you don’t have to.
Note: The content with a green quote bar (like the one to the left) are quoted directly from the piece. For all curated links above, copyrights belong to the respective owners. There are NO paid promotions in this newsletter.
If you want to OPT OUT of the mailing please use the “Unsubscribe” link at the end of this newsletter.
The Pitch.Linker X|O Update No.134. Volume 03. Issue 32* 15th August 2023