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Many companies map out their ICPs(Ideal Customer Profile) but don’t take it to the next level. But imagine only having ‘first-round calibre talent’ in your pipeline. It’s like having the best of the best — the 20% of your customers that create 80% of your revenue but that’s all that’s in the pipeline. That is PCP, the Perfect Customer Profile.
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This first operating system is about applying the 20/ 80 PCP rule mentioned above to your targeting. Then from there, you need to execute on doubling your average deal size year over year. “It’s really stacking strategy, process and then execution all the way down to what you say, when you say it...
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After you’ve established a product-market fit and have your demand generation in order on the marketing and outbound sales side of things, it’s important to ensure that your reps have their calendars full depending on the deal size.
Once that’s solidified, founders should be looking at th...
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Referral is the single best way to double the size of your company repeatedly. “We got that Amazon Whole Foods deal. It was through a referral. That was a $20 million deal that changed the entire direction of the company.” Companies like Tesla, Slack, and Dropbox have been able to drive significa...
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Most SaaS founders have developed an excellent primary sales engine to cover the front end. They may have retention rates in the mid to high 90s but then don’t have a secondary sales process in place where they don’t speak to their customers.
Customer service is more of a nurturing process ...
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Startup Strategies and Metrics
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You should have plenty of notes from your discovery interview. It is now time to look for common themes. Look into overlapping feedback from your interviews. Always put customer and prospect responses above answers from your team.
When multiple target customer personas are involved in the ...
Would you believe that you can earn a lot more from your past clients rather than acquiring new ones?
How can you nurture and address clients' questions if you are busy networking and scaling your business?
Having reliable customer support can save you from the heartache of seeing you...
Your customers are the market, so having a customer-centric strategy is an obvious choice. The best way to have your customers involved in product development is by having them come up with the products. It means a much briefer market validation period because the solutions origi...
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