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Five steps to grow your business with Catalyst Software's Mark Kosoglow

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Manage episode 352639505 series 2948343
Indhold leveret af Peep Laja. Alt podcastindhold inklusive episoder, grafik og podcastbeskrivelser uploades og leveres direkte af Peep Laja eller deres podcastplatformspartner. Hvis du mener, at nogen bruger dit ophavsretligt beskyttede værk uden din tilladelse, kan du følge processen beskrevet her https://da.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 episoder

Artwork
iconDel
 
Manage episode 352639505 series 2948343
Indhold leveret af Peep Laja. Alt podcastindhold inklusive episoder, grafik og podcastbeskrivelser uploades og leveres direkte af Peep Laja eller deres podcastplatformspartner. Hvis du mener, at nogen bruger dit ophavsretligt beskyttede værk uden din tilladelse, kan du følge processen beskrevet her https://da.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 episoder

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