Stay Hungry. An appetite for New Business
summary
Creates a dedicated new-business function, drops low-fit leads with a strict yellow lights qualification, and shifts effort from volume to focus so pipeline shrinks while close rate and average deal size rise. Brings technical and creative staff into early pitches, runs daily standups and KPIs in Salesforce, and uses Outreach, DiscoverOrg and ABM targeting; direct mail usage rises to ~40%. Measures wins with NPS and phases work to decrease time-to-value.
AI-written summary · about
chapters (15)
- 0:00Introduction and purpose
- 3:50Elevated Third's journey
- 10:20Learning the power of saying no
- 13:31Bringing others into sales
- 17:22Accountability and reporting
- 20:13Identifying your differentiators
- 27:12Targeting and prioritizing clients
- 32:25Omni-channel outreach strategies
- 37:22Humanizing sales conversations
- 43:47Creating purpose through research
- 46:12Hiring and training for sales
- 51:22Incentivizing and retaining talent
- 53:32Tools and investments for growth
- 57:26Capacity and resource management
- 59:36Q&A session
related talks
53mNobody wants a website. They want results!
36mStop Relying on Referrals
16mStop Selling, Start Serving
47mDevelop Big Business with GOAL: Growth Opportunities & Actualization Lifecycle.
50mThe 7 Sins of Growth Marketing - Pitfalls & Opportunities for Success
16mDo the Hustle
27mUnleashing Employee Potential:A Data-Driven Approach to Supercharge Growth
47mBumpy 12 Months Road to Transform Team of Mercenaries Into Product Minded Team