The Revenue Revolution + Jacob Buckland
Unit Economics, Building Authority through Content & Forecasting
Description
Welcome to another edition of the Revenue Revolution podcast from Jointflows.
Jointflows is a revolutionary tool that streamlines the sales process and in particular the closing stages. Jointflows accelerates internal processes with a collaborative platform enabling clients to take control of the sale process and prevent loss of revenue.
This week we interviewed Jacob Buckland who is an experienced sales leader and is currently the VP of Sales at Ometria.
Jacob is also a former colleague of Hitesh when they worked together at Yieldify. Jacob has also worked at a range of different start-ups. Two of the businesses that Jacob has worked in have been acquired.
In this episode we talk about the state of the sales industry at the moment and the barriers sales professionals are facing.
Jacob explained the ways that he provides value and builds trust. In addition we talked about the ways to use content to build credibility and authority in the market.
Jacob provided some insights about working in companies that have been acquired. We also talked about the strategies to alleviate elongated deal cycles.
Highlights
Highlight 1 (00:01:50) – Diminished returns from outbound leads
Highlight 2 (00:03:20) – Timing beats volume every day
Highlight 3 (00:05:25) – Face to face to with clients is more powerful than ever
Highlight 4 (00:08:25) – Repository of content from marketing is really valuable
Highlight 5 (00:10:40) – You are going to find it hard if you are not building up your own brand
Highlight 6 (00:11:35) – Building your brand makes you incredibly employable
Highlight 7 (00:13:50) – Build a brand around the market
Highlight 8 (00:14:50) – Run a hygienic company
Highlight 9 (00:17:03) – Sustainable growth vs growth at all costs
Highlight 10 (00:19:20) – Get your pound of flesh from clients
Highlight 11 (00:20:50) – Sales leaders should be cheerleaders for their teams
Highlight 12 (00:25:07) – Strategies to cut down deal times
Highlight 13 (00:27:50) – Sales methodology vs deal management
Highlight 14 (00:31:02) – Have a structure which is built around your Ideal Customer Profile
Highlight 15 (00:32:43) – Account executive is all about building efficiencies and getting deals done
