Posts by Jenny Young

Listen to it on our Podcast! Stream it on: Spotify Apple Simplecast Key Highlights To achieve exponential growth for your company, it is essential to adhere to the top five fundamental principles. Recognize that growth is not linear; neither are win rates, outbound efforts, nor net revenue retention.   The goals of your go-to-market (GTM)…

Listen to it on our Podcast! Stream it on: Spotify Apple Simplecast Key Highlights In the realm of webinars, sustaining audience engagement is a paramount concern, given the diminishing attention spans. Long webinars, even on intriguing topics, often result in waning interest.   To counter this, a segmented approach proves effective. Breaking the webinar into…

Listen to it on our Podcast! Stream it on: Spotify Apple Simplecast Key Highlights The conventional sales funnel has become obsolete in today’s dynamic business landscape. Its inward-looking nature, centered on what sellers wish to sell and how they want to sell it and relegates the buyer to an afterthought. A 21st-century sales approach shifts…

Listen to it on our Podcast! Stream it on: Spotify Apple Simplecast Key Highlights Rainmakers are crucial. They are mindful of the potential success and failure of deals. The dynamics of politics play a significant role, especially in large B2B deals, shaping the landscape where sales and marketing intersect. Performance levels dictate strategic roles, with…

Listen to it on our Podcast! Stream it on: Spotify Apple Simplecast Key Highlights Navigating the evolving B2B buyer journey requires sellers to recognize the nuanced dynamics at play. A mere 3% of B2B buyers are actively considering purchases, highlighting a small window of opportunity for sellers. A substantial 77% of B2B buyers describe their…

Listen to it on our Podcast! Stream it on: Spotify Apple Simplecast Key Highlights Revenue Ops, as an approach, harmonizes the efforts of marketing, sales, and customer success teams with the goal of optimizing revenue generation.   Account-based marketing (ABM) is a targeted marketing strategy that directs personalized engagement toward high-value accounts, proving to be…

Listen to it on our Podcast! Stream it on: Spotify Apple Simplecast Key Highlights A common oversight in sales and marketing strategies is the long-term neglect of the buyer’s experience. Neglect has significant repercussions, as it impacts customer satisfaction and loyalty.  Dr. Hvar Dover’s book on the Sales Innovation Paradox, discusses the impact of different…

Listen to it on our Podcast! Stream it on: Spotify Apple Simplecast Key Highlights Marketing often represents a huge portion of a company’s expenditure, second only to payroll, underscoring the importance of strategic and effective marketing practices.   The stage of a professional’s career influences their approach to marketing challenges. For instance, early career professionals…