Gong’s Post

Overlead technology: 1. Identify a specific target audience 2. Determine through surveys in which channels customers are present 3. determine through surveys how customers evaluate the product supplier (comparison criteria) 4. Come up with a converter - what we will land traffic on in order to extract customer contacts 5. Show the converter to a focus group of current customers and take feedback 6. Finalize the converter 7. Come up with hypotheses on the most frequently quoted traffic channel to draw attention to the converter 8. Achieve through tests the first conversions to the application 9. Understand the primary numbers 10. Calculate the current received price of the client 11. Determine the marketing fund - % of the company's revenue 12. Based on the marketing fund, determine the customer's price ceiling 13. Compare the customer's actual price with the ceiling price 14. If there is a large gap - sink the gas into the floor and scale the bundle 15. If the gap is small or the client's price is higher than we can afford - we tighten the UNIT-economy until there is a strong gap and further push the gas into the floor. 16. We put the sales department and successfully digest all the hot leads 17. Interview everyone who is bad at contact and find out the reason for the "cold". 18. Insert the insulation with benefits, content into the sales funnel and still increase the conversion rate to quals. leads 19. squeeze the market from competitors 20. To throw a party

7-point strategy to enhance the efficiency & effectiveness of your sales funnel: feel free to add to them via comment. Segmented Targeting - Know your ideal client profile and research on their pain points. - Tailor messaging and content to resonate with each pain point. Always ask the WHY to qualify - Why is there a need for the client to buy your solution? - Why would the client purchase from you? - Why would your company qualify for the sale? Lead Scoring and Qualification - Develop a robust lead scoring system for prioritization. - Qualify leads effectively to ensure the sales team focuses on high-potential opportunities. Sales and Marketing Alignment - Enable strong collaboration between sales and marketing teams. - Ensure seamless communication and alignment of goals. Data-Driven Decision Making - Leverage data analytics for real-time insights. - Make informed decisions based on performance metrics and analytics. Technology Integration - Invest in advanced sales technologies. - Integrate CRM, automation, and analytics tools for efficiency. Continuous Training and Development - Prioritize ongoing training for the sales team. - Equip sales representatives with the latest skills and techniques. No sales funnel strategy fits all; but I would love to hear what you may want to add to this list. Look forward to your comments and thoughts. 📌 Follow me as I share my experience. I look forward to your feedback. Niket Mehta

Myth Busted: Ignoring Competitors Makes You Blind, Not Bold Thinking competitor analysis is a waste of time? NOPE. Here's why it's crucial: * Customers are comparison champions. B2C folks juggle 3.2 options on average before buying (up from 0-1 just two decades ago!). B2B? Even crazier - 5-12 products get compared. * Your rivals are reshaping the game constantly. Their campaigns and moves constantly change the customer's landscape. Miss those clues, and you're toast. * 65% of sales are a battle royale. Your prospects are armed with competitor intel. Wouldn't you want to make that disadvantage your advantage? * Your competitor's campaigns and launches are free education on what works and doesn't work without spending a dime. * When you learn about your competitor, you not only learn about their strengths and weaknesses but also about your customers and the market which are crucial for your strategy. * Your competitors aren't just adversaries; they can also be potential partners. By studying them, you can uncover opportunities for collaboration and mutual growth, which can be incredibly powerful. What are YOU waiting for? Let's bust some myths and crush the competition together! If this interests you and you want detailed examples, let me know in the comments. 🙂 P.S. In these difficult times, are you too burdened to do a proper competitor analysis? I can help YOU! Hit me up if you want to chat competitor analysis strategies.

Are we putting too much emphasis on technology in lead generation? In the age of AI and automation, it's easy to get caught up with the latest tech tools designed to increase your leads. But are we forgetting about the human element? While technology can certainly help scale your efforts, it's worth remembering that people do business with people, not machines. It's about building relationships and trust. Is it time to revisit the old-school methods of face-to-face networking and personal phone calls? Or is there a balance to be struck - blending tech with traditional outreach? Food for thought as we head into another week of prospecting.

Value Creation Hot Take: Trying to reduce customer churn in B2B biz? Start by targeting the right customers at the outset. Despite the outdated adage that tells us, “Any business is good business!” some customers just aren’t meant for your biz. And when B2B companies are: → unclear or misaligned on their ideal customer, → have poor qualification criteria, or → aren't discipline about only pursuing customers they can best serve ...they sometimes attract the wrong customers. That’s why there’s this saying in the software world: “90% of churn happens at the time of sale.” Hit on the idea in Winning Move #2 from the book, and do a deeper dive in this video. ▶️ * * * * * Found this helpful? Plenty more where that came from. Check out the Winning Moves Platform: the ambitious PE leader's toolkit for accelerating value creation. A digital arsenal of resources, how-to's, and tools to help private equity leaders make value-generating Winning Moves with confidence. Link in the comments below ⤵️

Favorite way to use Gong (very tactically) as a rep: 1) Capture call with Gong 2) Be 100% present on calls and take zero notes 3) After call, ask Gong "bullet out everything the prospect shared for my notes" 4) Copy Paste into my own notes (CRM is auto-updated) 5) Click "Generate follow up email" 6) Hit send. Things that previously took away from my conversations: -Having to take notes -Scramble down key details Things that took away from my time to sell in my day-to-day: -Updating CRM -Writing 15 min follow up emails All replaced with: -Gong Now imagine these insights at aggregate across your entire GTM. I went from using the tech (Gong) every day at BrightEdge, to selling it every day. Former customer and raving fan turned most passionate seller. Proud to work at the undisputed leader.

How a growth strategy for a B2B tech company should look like: 1. Segment your customer base and prioritise which segments that are the most valuable and easiest to sell to 2. Conduct regular customer interviews to gather valuable insights about their buying journey, ideas for content, objections and their decision criteria. 3. Make an ideal customer profile (ICP) for each market segment and define the buying committee so you know exactly who to target inside an account. 4. Establish a list of target accounts agreed upon by sales and marketing. Segment your accounts into tier 1-3 based on their value and how much personalisation is required. 5. Identify your positioning and value proposition to differentiate yourself from competitors. Use this on your website, during prospecting and on social channels. 6. Map out the buyers journey from anonymous to a customer becoming an ambassador. This way you have a repeatable way of attracting and retaining customers. 7. Make a list of tactics and campaigns and have sales and marketing work together to warm up and activate these accounts. 8. Set goals for revenue, opportunities, SQLs, leads, traffic and what sales and marketing teams need to contribute with.

The market is HOT on signal based outbound. I think that's a mistake. Here’s 5 reasons why Signal Based Selling will only introduce a new era of noisy MQLs that salespeople will learn to ignore: 1. You’re relying on 22-25 year olds working their first jobs to parse through 100s of signals that will determine where to spend their time to create enough pipeline to hit goals 2. High noise to value ratio 3. Inability to understand what signals are actually relevant to YOUR business 4. Inability to transfer signal to recommended action other than “reach out” 5. AI + the volume of people leveraging commoditized signals, will render them useless within years if not months (similar trends with sales engagement 5-7 years ago) If we generalize signal based triggers we’re marching towards a world where buyers won’t even want to visit a website because they know they’ll get a cold call, DM, or more. Here's my take: There are only 1-5 highly valuable triggers that are relevant to your business. Figure out what is most valuable to you. Use YOUR OWN DATA to develop context-based plays based on relevant signals and recommended plays for each combination Then train your entire team on how to leverage those signals consistently. It’s not about the signal that happens, it’s about what the behavior means about your buyers and why your solution can help them. Reaching out to someone SOLELY because they were hired is silly unless you sell software that will help them ramp. That’s the only way to use Signals to build a scaleable GTM strategy

Key is find the right proxy for buying intent. In many cases, it is a combination of vanilla signals like hiring or fund raise combined with unique signals to your business (for eg; have more than 5 people in marketing team, have 1:4 ration in AE:SE)

As a salesperson, understanding when and how to use emotional and logical sales strategies is crucial. In my upcoming post, I'll break this down in a layman's way, even if you can't read big grammar you'll understand. Many salespeople fail because they don't know when to use emotion or logic in their sales pitch. You can't sell with emotion to everyone; there are specific factors that dictate when and how to use each strategy. A sales person who understand these have already overcome 5% of sales closing techniques. Stay tuned as I share more insights about effective sales techniques. Also, keep an eye on my blog where I'll reveal powerful sales strategies that not only compel but also create a sense of FOMO in your prospects. © DansuJonah Tech Deft Digital Marketing Strategist Idea Bank