The Demand Efficiency Podcast

Podcast

Audio

Demand Generation

Growth

Attorney turned sales executive, David Cain shares insights on thinking strategically about your customer base

Episode Outline

[04:39] David’s background

[07:16] Why he decided to focus on sales and then to become a sales manager and help with strategy at a management level

[10:13] How to wrap up with analytics as broad topics that might be the most productive

[11:18] The way having a strategy of some kind is really important, even if it fails to understand that it did fail and why failed and that you need to move somewhere else is really important

[12:04] Ask yourself, are you focusing on a certain industry and emphasizing a certain value proposition?

[14:34] What to focus on when thinking strategically about your customer base and the first customers

[16:35] On developing your strategy based on what you're seeing

[19:22] Frustration around pricing because it's such a key to either unlocking sales or blocking sales and the same goes for how marketing can help support.

[20:19] So many founders think they've got it but sometimes the right thing to do is actually to ask quite a bit more for what you're selling.

[24:30] People are totally willing to be honest, especially if your products adding a lot of value.


David's inspirations:

Jared Hansen

Christy Serrato

Nikhil Jhingan


Connect with David:

LinkedIn

Twitter

The Demand Efficiency Podcast

Podcast

Audio

Demand Generation

Growth

Episode Outline

[04:39] Carol’s background

[07:16] Why people have to make trade offs with what they have available and also what's available in their neighborhoods

[10:13] How to wrap up with analytics as broad topics that might be the most productive

[11:18] The hardest lesson learned in your career thus far

[12:04] When you're small, usually marketing just kind of does whatever it wants

[14:34] Discount marketing and getting disillusioned

[16:35] Who's building their career and perhaps about to enter a big growth stage with the company

[19:22] It’s little easier to go from, serving smaller companies up to larger, as long as you do it with your eyes wide open about what that means

[20:19] Taking a product that's built for really large companies and trying to retrofit it to smaller companies is not easy.

[21:30] How you can assemble a team that has the right qualities



Carol's Inspirations:

Woody Benson


Connect with Carol:

LinkedIn

Twitter

Ready to drive efficient demand?

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