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'The Four Pillars of SaaS Growth' with Mark Stephenson
Manage episode 490792497 series 3574308
Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀
Our host is John Hitchen and on today’s episode, we are excited to welcome Mark Stephenson, Fractional CRO, Advisor and GTM Coach!
Mark brings over 30 years of experience in Solution Sales and Go-To-Market Leadership, having worked with high growth venture-backed SaaS companies like Evisort and AVI Networks, as well as large organizations such as HP and Cisco. He's built a reputation for consistently delivering outstanding results, surpassing quota in 24 out of 27 years.
Today, we focus in on SaaS Growth, and the four pronged growth approach that Mark believes is essential here: Ideal Customer Profile (ICP), Talent, Collaboration and Sales Process.
Some of our key takeaways from the conversation were:
💡 What defines an ideal customer profile in today's market?
💡 Strategies for identifying and attracting top talent in competitive markets
💡 Best practices for improving cross-functional collaboration between sales, marketing, and product team
💡Metrics and KPIs to measure the success of a sales process
Let’s Dive in!
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Connect with Mark here - https://www.linkedin.com/in/markstephenson-consultant/
Connect with John here - https://www.linkedin.com/in/johnhitchen/
Learn more about Strive here - https://scalewithstrive.com/
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Chapters
00:00 Introduction to Mark Stephenson
02:56 Understanding the Ideal Customer Profile
05:51 Talent Acquisition and Sales Debt
09:59 Collaboration in SaaS Organizations
16:45 Sales Process Design and Implementation
Chapters
1. Introduction to Mark Stevenson (00:00:00)
2. Pillar One: Ideal Customer Profile (00:03:19)
3. Pillar Two: Talent Acquisition (00:10:38)
4. Pillar Three: Collaboration Across Teams (00:20:42)
5. Pillar Four: Engineered Sales Process (00:26:16)
6. Key Takeaways and Closing (00:33:17)
26 episodes
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