Read on Twitter
Have spent my entire life in B2C marketing.
Need to transition to figure out B2B.
Link me to your best books/articles/resources.
Need to transition to figure out B2B.
Link me to your best books/articles/resources.
New experiment: I’ll update my learnings and the resources I used in this thread.
I keep notes religiously as I read; I may expose those if I have the time.
I keep notes religiously as I read; I may expose those if I have the time.
Finished book 1: Predictable Revenue.
Lots of notes, but high level:
* Importance of qualifying customer
* High level lead scoring/systems building
* Outbound email 11
* Big on specialization of SDRs vs AEs etc.
* Benchmark close rates https://www.amazon.com/Predictable-Revenue-Business-Practices-Salesforce-com/dp/0984380213/ref=mp_s_a_1_3?dchild=1&keywords=predictable+revenue&qid=1604979655&sprefix=predic&sr=8-3
Lots of notes, but high level:
* Importance of qualifying customer
* High level lead scoring/systems building
* Outbound email 11
* Big on specialization of SDRs vs AEs etc.
* Benchmark close rates https://www.amazon.com/Predictable-Revenue-Business-Practices-Salesforce-com/dp/0984380213/ref=mp_s_a_1_3?dchild=1&keywords=predictable+revenue&qid=1604979655&sprefix=predic&sr=8-3
A couple calls scheduled with folks who generate $100m+/yr. A couple folks sending their private notes as well. An investor sent some notes.
A call with @MarketerHire CEO.
Focus on incredibly strong value prop and customer identification.
For marketing: incredible content focused on value prop, for blog then chopped up for social, drip campaigns + ads to create flywheel.
Will use them to help execute.
Focus on incredibly strong value prop and customer identification.
For marketing: incredible content focused on value prop, for blog then chopped up for social, drip campaigns + ads to create flywheel.
Will use them to help execute.
Read 25% of “New Strategic Selling.”
Our sales not complex enough to be relevant. Shelving.
Our sales not complex enough to be relevant. Shelving.
Read 5% of “Aligning Strategy and Sales.”
Feels like it should be a blog post, also not an issue I think we have. Shelving.
Feels like it should be a blog post, also not an issue I think we have. Shelving.
30% through “They Ask, You Answer.” Debating if I should put it down; I feel like I get the point.
In short: use content to answer all of your costumers’ questions, concerns, complaints. Don’t be shy, be overly transparent.
In short: use content to answer all of your costumers’ questions, concerns, complaints. Don’t be shy, be overly transparent.
10% into “The Ultimate Sales Machine” and it’s still literally about managing your calendar. Back on shelf.
Edit: someone recommended I read about the “Dream 100” in that book, was interesting. Talked about how to exactly identify the 100 dream customers and focus intensely on them. Very YC-like advice.
Read @Julian’s post on selling.
Probably the best thing to read. https://www.julian.com/guide/growth/b2b-sales
I think I understand what I need to, now time to start experimenting. Need to clear a few hours from calendar.
Will keep updating this thread as time goes by!
Probably the best thing to read. https://www.julian.com/guide/growth/b2b-sales
I think I understand what I need to, now time to start experimenting. Need to clear a few hours from calendar.
Will keep updating this thread as time goes by!
