Start by winging it then measure and adjust
Click here to download the episode.
[ LISTEN NOW ON ITUNES ]
- The official nerd on this interview
- Use data to make better sales
- Start by winging it
- Don't get lost and buried in the data
- Track what you're doing
- Adjust accordingly
- Segment your market to see who the good and bad prospects are
What can be measured can be improved."
- Whales vs. barnacles
- Enthusiastic and engaged customers is how he defines whales
- It's 6-7x easier and more profitable to keep a client and upsell them
- Make sure the client is on board with the transition to a support rep
- Have the original salesperson maintain an informal relationship once they are on board
- The salesperson owns the relationship
- Delivery should be a different team but they should be tied at the hip
- Do we hunker down for the next year or get after it?
- Inertia is tough so bring in fresh eyes for new ideas
- Community and convenience
- Access to experts, features, products, etc.
- Home brewing example
- Show, not tell, how great your product is
- Free trial
- Free version with upgrade for better features
- Get some commitment from your customers
- Maybe test dynamic paywall rules
- Find the data and make smart decisions
Links Mentioned In The Sales Podcast