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🚀 Rocket-fast interviews with GTM operators in sales, success, product, and marketing. Meet go-to-market talent you need to add to your must-recruit watchlist, unless they recruit you first! Hear answers to 6 burning questions from talent across the GTM community. Learn more → https://market-to-revenue.com
 
This series was inspired by seeing firsthand the need for sales knowledge in the startup community – brilliant minds who could create anything but did not know how to find clients or sell their services. The goal of this event and these videos is for listeners to authentically receive process design, tools used, and tips on what works to successfully grow revenue and therefore, grow businesses. This series is for entrepreneurs, small businesses, intraprenuers, solopreneurs, nerds, creators, ...
 
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16 minutes with Jason Bay, Chief Prospecting Officer at Blissful Prospecting. “Inbound-ish.” Dial in the content. How to get people to ask for help when they need it. Getting people to take action on what they learn. Regret minimization. Socratic method. Bite-sized content that is immediately actionable. Myself as a bottleneck. How to systemize and…
 
15 minutes with Katy McFee, Founder and Principal of Insights to Action. Helping new, aspiring leaders who are stuck in their career get to the executive level. Distractions. Balance. Lack of patience. Work when you work best. Show up as the person who want to be today. Creating focus and intentionality. Do less to do more. Focus on data, structure…
 
18 minutes with George Valdes, Head of Marketing at Monograph. Don’t be afraid to challenge your market. Ask, “Why do you think it needs to be this way?” Starting the community. Hire subject matter experts who understand the memes and inside jokes of the industry. A lot of those inside jokes are coming from pain. When you understand the memes of th…
 
Here’s what Andrew Miller said about Matt: Matt Baxter. He's currently a Director of Product at Bestow, where I worked before Monograph, and he's just a great product leader. He was taking a brand new business unit to market when I was on my way out, and it was a huge project, and it was just so much fun to watch Matt do his work. I know he’d have …
 
Achieving your customer's business outcomes. Develop advocates. If your renewal was up today, would you renew? Solving for in-person events again. Design your customer maturation model. Onboarding 2.0. Introducing automation. Confirmation bias. Inversion. 80/20 principal. Figure out your balance between capturing wallet share of your customer base …
 
Market through your customers. A bad-ass, true social media presence. Your customers are on social? You're on social. Fire your social media consultant and stop producing super basic boring stuff. Nobody wants that corporate version of you. They want an authentic version of you. Invest in community. Dark funnel. Customer referrals and user-generate…
 
23 minutes with Shri Apte, VP Revenue at Triplebyte. Starting from the outcome. MECE frameworks. Bias to action. Heavily dogfooding your product. Marketing from a position of expertise Overcoming barbell distribution in the performance of different account executives. Understanding what drives renewals. Marketing two separate products. Consistent m…
 
Meet Dani Woolf, Director of Demand Generation at Cybersixgill. If you focus on the mission, you will make the money. Go talk to your buyer. Pick up the phone. Start building relationships with your buyer. Get out of the echo chamber right now. Do yourself a favor. You owe it to the world to unmute your mic. Becoming more technically literate to ge…
 
9 minutes with Antoine Buteau, Business Operations at Replit. Balancing scale and experimentation. The risk of becoming too data-driven and copying playbooks from other companies. Growth attribution. Why Product Market Fit isn't enough. The importance of integrity. Pricing is an underrated lever. The Bowling Alley Framework to make sure users activ…
 
Meet Brandon Fluharty, Founder of Be Focused. Live Great. The concept of a personal operating system. Transformations over transactions. Thinking bigger with prospects. Staying committed to long-term thinking. Overcoming imposter syndrome. Level up your environment. Leveling up tools. Thinking like a designer. Discipline, flexibility, curiosity. 22…
 
Meet Meghann Misiak, Founder of The Path to President’s Club. What motivates you? The why. Starting a company is like staring all of your weaknesses in the face, or in the mirror, on a daily basis. Leveling up. Radical transparency. Make it okay to talk through the challenges transparently. Quick wins, dream clients and exploratory projects. Learni…
 
Meet with Ryan Paul Gibson, Founder of Content Lift. Asking questions. Why? Why and how do people buy? After you decided on wanting to solve a problem, what did you do next? What made you trust X? Where to fit in the marketing landscape. Networking. Jobs to Be Done. Transcribe and go over everything again. Jump on calls with other peers. 18 insight…
 
Meet Jacob Gebrewold, Commercial Account Executive at Klue. Consistently educating. Having a relentless focus on educating your market like you're creating a category. Referrals. Happy clients are the best sales team you could possibly ask for. Building a dope competitive enablement function and a killer Customer Success team. Asking: Who do I need…
 
Meet Sidney Waterfall, VP of Demand at Refine Labs. A go-to-market measurement system. Standardizing key metrics for success. Creating demand through content from subject-matter experts. Dark social. Removing friction for buyers. Route high intent leads directly to subject-matter experts or your best people. Funnel analysis. Habits and structure. G…
 
Meet Sam Kuehnle, VP of Demand Generation at Refine Labs. Today's buyers are very savvy. Talk to your customers more. Stay close to platforms. Seeing from the front. Staying at the cutting edge. Going against the grain. Running a win-loss analysis regularly. Focusing less on the competition. Attracting top talent. Positive word of mouth. Helping cu…
 
Meet Andrew Miller, Senior Growth Product Manager at Monograph. Do your research. Deeply understand how your customers make money. Run lots of tests. Trying to understand user behavior. Double diamond model. The rugged landscape model. Feedback loops. AB testing. Fake door tests. Aligning continuous delivery on the engineering side with go-to marke…
 
Meet Darren McKee, Director of Growth at Wellthy. Sunday Nights. Social selling. Telling stories. Converting in-person energy to online calls. The power of coaching. Creating a great experience. People talk and people start to see. Understanding and being content with where I am. 16 insights. 6 rapid-fire questions. Show transcript. Here’s what Jen…
 
Meet Sean MacPherson, VP, Customer Success & Experience at Alyce. Lead with telling your customer stories. Customer-facing expertise. What will lead to the most impact for our customers? Ruthlessly prioritizing. The upsell flywheel. The scientific method. Constantly testing and iterating on things. Being comfortable with failure. 17 insights. 6 rap…
 
Meet MJ Peters, VP of Marketing of CoLab Software. Understand your customer's job. Figuring out where to start. The marketing discovery call. Establishing credibility in a new role. Time management. Habit stacking. LinkedIn and Twitter organic as a recruiting tactic. Prioritize the segments of the market that are going to be easy to convert to reve…
 
Meet Patrick Coleman, VP of Growth at Replit. Bias to action. Seek pain. The best way to keep up as the market evolves? Be a perpetual beginner. Start with pricing. Know your persona. Let users realize some of the value before you ask them to pay, but still run a go-to-market motion. Freemium and product-led growth models. 18 insights. 6 rapid-fire…
 
15 minutes with Arthur Castillo, Senior Manager of Field Marketing & Community at Chili Piper. Turn champions into raving fans. High leverage principles. A sales rep that broke into marketing. Bypass the SDR qualification. 83% show rates on first inbound meetings. Keep your brain activity as fresh as possible. Scaling the team and delegating. Ask a…
 
Meet Leslie Venetz, Founder at Sales Team Builder. Make it about your buyer. Focus very heavily on referrals. Show up authentically to your community and to your market. Clarity about your ICP: it's not good enough to talk about everybody that could potentially buy. We really need to talk about who is most likely to buy immediately, at the highest …
 
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