Connecting the Wagons
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The document outlines a framework for customer-centric sales, emphasizing an organized approach from discovery calls to impact reviews. It features insights from a CMO/CEO experienced in SaaS companies and discusses various aspects of sales such as fit, engagement, and milestone planning. Overall, it serves as a blueprint for creating effective impact realization and sales strategies.
Connecting the Wagons
- 1. PRODUCED BY Connecting The Wagons: From Discovery Call to EBR
- 2. PRODUCED BYPRODUCED BY About Me • CMO/CEO of SaaS companies (LogLogic/Tibco, AgilOne, etc.) • Growth Architect/Mentor at Storm Ventures • Managing partner at Winning By Design (150+ SaaS Clients) • @NextGenCMO | dominique@winningbydesign.com
- 3. PRODUCED BYPRODUCED BY What is Customer Centric Sales?
- 4. PRODUCED BYPRODUCED BY What is Customer Centric Sales? IMPACT
- 5. PRODUCED BYPRODUCED BY Connecting The Wagons O’SH!T AHA WOW YEEHAW AWESOME OMG Impact Discovery Impact Demo Impact Commit Impact Review Impact Realization
- 6. PRODUCED BYPRODUCED BY What is Fit?
- 7. PRODUCED BYPRODUCED BY What is Fit? IMPACT
- 8. PRODUCED BY Fit in Inbound and Outbound Fit Interest Interest Fit Inbound Outbound Qualification Engagement
- 9. PRODUCED BY Blueprint of an Impact Realization Plan Impact Milestones Seller Responsibility Customer Responsibility What Who When What Who When Milestone 1 Milestone 2 Etc.
- 10. PRODUCED BY Impact Review Timeline Impact Kickoff RenewalCommit Monthly Impact Reports Impact Review Scheduled Alerted First value 90 Days Expansion Leads At Risk Alerts
- 11. PRODUCED BY Blueprint of an Impact Review Call AxNOT Impact Benchmark Next steps Connect EBRStart of the call End of the call High engagement F/U Prep Impact Review Impact Discovery Agenda
- 13. PRODUCED BY Q&A