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A tartalmat a Peep Laja biztosítja. Az összes podcast-tartalmat, beleértve az epizódokat, grafikákat és podcast-leírásokat, közvetlenül a Peep Laja vagy a podcast platform partnere tölti fel és biztosítja. Ha úgy gondolja, hogy valaki az Ön engedélye nélkül használja fel a szerzői joggal védett művét, kövesse az itt leírt folyamatot https://hu.player.fm/legal.
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Five steps to grow your business with Catalyst Software's Mark Kosoglow

29:12
 
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Manage episode 352639505 series 2948343
A tartalmat a Peep Laja biztosítja. Az összes podcast-tartalmat, beleértve az epizódokat, grafikákat és podcast-leírásokat, közvetlenül a Peep Laja vagy a podcast platform partnere tölti fel és biztosítja. Ha úgy gondolja, hogy valaki az Ön engedélye nélkül használja fel a szerzői joggal védett művét, kövesse az itt leírt folyamatot https://hu.player.fm/legal.

Summary:
This week on How To Win: Mark Kosoglow, B2B SaaS thought leader and CRO of the customer success platform Catalyst Software. Founded in 2017, Catalyst's founders saw a need to create a tool that integrated customer success tools into a platform that was easy to learn and implement. To date, Catalyst has raised over $45M in funding and employs more than 100 people. Before Catalyst, Mark spent 8 years at the sales execution platform Outreach where he led their sales team as VP and later Senior VP of sales.

In this episode, Mark breaks down his five-step growth process. We discuss pipeline generation, engineering company processes, and creating moments of impact for your customers. I weigh in on the importance of understanding your ICP, why you should always be striving to learn new things, and the retention economy.

Key Points:

  • Step One - Choosing your ICP (01:37)
  • I weigh in on how to decide which customer segment to target (04:17)
  • How does ACV play into Mark's strategy? (05:18)
  • Step Two - Generating a pipeline (07:32)
  • I discuss why you shouldn't be afraid to be a student with a quote from author Tom Vanderbilt (08:19)
  • Mark lays out his SDR-heavy approach to sales (09:33)
  • Step Three - Converting the pipeline (11:26)
  • Why if you want to scale it, you should teach it and repeat it with a quote from Databox's Peter Caputa (15:38)
  • Step Four - Retaining customers (17:39)
  • I talk about the new retention economy (21:25)
  • Step Five - Optimization (22:18)
  • Mark explains why one person should be in charge of the customer journey (24:10)
  • Wrap-up (27:55)

Mentioned:

Mark Kosoglow LinkedIn

Catalyst Software LinkedIn

Catalyst Software Website

Tom Vanderbilt Twitter

How building methodically is helping Peter Caputa and Databox disrupt the business marketing analytics industry

My Links:

Twitter

LinkedIn

Website

Wynter

Speero

CXL

  continue reading

88 epizódok

Artwork
iconMegosztás
 
Manage episode 352639505 series 2948343
A tartalmat a Peep Laja biztosítja. Az összes podcast-tartalmat, beleértve az epizódokat, grafikákat és podcast-leírásokat, közvetlenül a Peep Laja vagy a podcast platform partnere tölti fel és biztosítja. Ha úgy gondolja, hogy valaki az Ön engedélye nélkül használja fel a szerzői joggal védett művét, kövesse az itt leírt folyamatot https://hu.player.fm/legal.

Summary:
This week on How To Win: Mark Kosoglow, B2B SaaS thought leader and CRO of the customer success platform Catalyst Software. Founded in 2017, Catalyst's founders saw a need to create a tool that integrated customer success tools into a platform that was easy to learn and implement. To date, Catalyst has raised over $45M in funding and employs more than 100 people. Before Catalyst, Mark spent 8 years at the sales execution platform Outreach where he led their sales team as VP and later Senior VP of sales.

In this episode, Mark breaks down his five-step growth process. We discuss pipeline generation, engineering company processes, and creating moments of impact for your customers. I weigh in on the importance of understanding your ICP, why you should always be striving to learn new things, and the retention economy.

Key Points:

  • Step One - Choosing your ICP (01:37)
  • I weigh in on how to decide which customer segment to target (04:17)
  • How does ACV play into Mark's strategy? (05:18)
  • Step Two - Generating a pipeline (07:32)
  • I discuss why you shouldn't be afraid to be a student with a quote from author Tom Vanderbilt (08:19)
  • Mark lays out his SDR-heavy approach to sales (09:33)
  • Step Three - Converting the pipeline (11:26)
  • Why if you want to scale it, you should teach it and repeat it with a quote from Databox's Peter Caputa (15:38)
  • Step Four - Retaining customers (17:39)
  • I talk about the new retention economy (21:25)
  • Step Five - Optimization (22:18)
  • Mark explains why one person should be in charge of the customer journey (24:10)
  • Wrap-up (27:55)

Mentioned:

Mark Kosoglow LinkedIn

Catalyst Software LinkedIn

Catalyst Software Website

Tom Vanderbilt Twitter

How building methodically is helping Peter Caputa and Databox disrupt the business marketing analytics industry

My Links:

Twitter

LinkedIn

Website

Wynter

Speero

CXL

  continue reading

88 epizódok

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