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

Episode Outline

[04:39] Jen’s background

[07:16] What is takes to be able to developed and executed inbound lead generation and content marketing strategy

[10:13] The ability to supporting a channel of referral, reseller, co-branded, and white-labeled partners

[11:18] Why great communication leads to great partnership

[12:04] Methods in developing and executing an inbound demand generation strategy, raising brand and market awareness

[14:34] Habits to be great at sales and marketing that can never go wrong

[16:35] How to embrace a more diverse set of perspectives at the decision making table

[17:04] How Jen sees the trends in the future

[19:22] Use empirical evidence to decide what, what the best option is moving forward

[23:17] How to ensure there is right technical architecture, technical infrastructure to support these efforts

[26:28] The skills to know what the buying process is on their end


Jen's inspirations:

Trish Bertuzzi


Connect with Jen

LinkedIn

Twitter

SmartBug Blog

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