Posts by Rob Eleveld
As you might guess, we spend a lot of time making sure our digital marketing software supports reporting on key metrics – with white label of course! Why bother measuring and reporting? Well, to simplify the famous quote below, because to improve anything, you first have to measure it.
Being a sales guy by trade and training, I have plenty of passion for sales and marketing alignment. And for anyone wondering what I’m talking about, clearly you have been fortuitous in where you landed for your first job! Let’s just say that misalignment is the rule more than the exception in my experience.
So without further ado and from more hard lessons than I care to list, here are my 6 steps to marketing and sales alignment. Note that in reality, these 6 steps are about aligning your go-to-market processes, at least for your own direct sales channel.
Another post in my “Make It Repeatable” series, this one is about sales and consistently hitting your quota. Sales reps by and large have a lot more going on than the stereotypical used car salesman, and the best ones aren’t lucky. What follows below is a mental model of a pro salesperson and why luck isn’t involved. In hindsight, maybe I should have entitled this post, “In Search of the Probabilistic Sales Rep.”
As I have mentioned in previous posts, I am the old codger around the office (along with CMO Doug Wheeler…he’ll appreciate the cameo in that reference!). Every now and then, with my age comes a little sliver of experience. What follows is an axiom from that experience, and it is literally chiseled in stone at the very foundation of Software-as-a-Service (SaaS):
SaaS Axiom: Simplicity is the single overriding requirement of SaaS, because customers can vote with their feet.
Corollary to the above axiom: Nothing kills simplicity faster than rules, because they add complexity and confusion.
Friday evening, and I’m tying a mental bow around the week. Hot damn if it hasn’t been a good one. I’m in the middle of a series I’m writing on repeatability (on which I’m very passionate), but I just had to insert this post.
Travel back with me three weeks ago. For roughly the 6th time at Optify, my seating location changed. You see, I don’t care much about where I sit, as long as it’s out on the floor where I can feel the company’s heartbeat. Let me listen in on a sales call, or see a new email campaign at inception.
Here’s a question that came up in different forms roughly ten times that evening: “How can I grow my business once I start it?” Here Optify, we provide digital marketing software to many agencies and small-to-medium businesses. Those customers ask us the same thing on the phones every day: “Can your software help me scale my business?” or “Can your digital marketing suite help me add more retainer-based clients?”
In that integration equation, we wanted to know what matters most to our partners and customers in the ecosystem. Like most of you out there, in managing the business, we also think about the 80/20 rule. That is, how can we get 80% of the benefit with 20% of the resources? Both questions lead to the same place: Wordpress CMS.