Podcasts about winning by design

LinksTry Benchmarks ExplorerLearn More About DataboxSubscribe to our newsletter for episode summaries, benchmark data, and moreIn this episode, we'll look into the "Revenue Architecture" framework, a proven method to transform your business into a revenue-generating machine. Learn how to optimize your sales process, set clear targets, and increase your bottom line with expert insights from Roee Hartuv, a Revenue Architect at Winning By Design.Follow RoeeVisit Winning by Design

"Going from a company of know-it-alls to a company of test-it-alls—that's really powerful at the organizational level. And it makes people's work so much more meaningful."David Arnoux is the co-founder and CEO of Growth Tribe, one of Europe's leading EdTech providers focused on bridging digital skills gaps within organizations. With a background in growth marketing and consulting, David has built Growth Tribe into a powerhouse that has trained over 35,000 alumni from 1,000+ companies.In this episode of Agency Journey, David shares insights on the importance of experimentation, data-informed decision making, and continuous learning in today's fast-paced digital landscape. He emphasizes the value of upskilling teams to drive long-term impact and ROI for organizations.Whether you're looking to scale your agency, improve your team's capabilities, or foster a culture of experimentation, this episode is packed with actionable advice and fascinating perspectives.Episode Insights:

In this week's episode, we delve into the evolving landscape of sales with Jacco van der Kooij, founder of Winning by Design and a renowned expert in go-to-market strategies.We begin by reflecting on the "Golden Age of SaaS," a period defined by rapid growth but also unsustainable business dynamics. As market conditions shift, we explore how revenue teams must adapt to thrive in the current environment.AI is becoming an integral part of the sales industry. Jacco shares his insights on how AI will transform sales roles, automating many tasks that currently consume significant time and resources and shrinking the number of jobs. Revenue Operations has a crucial role in this changing landscape, as the only function positioned to optimize the end-to-end buying process. Join us for a thoughtful discussion on the past, present, and future of sales, and gain valuable insights from one of the industry's leading minds.Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that's slick, modern and beautiful. When they're done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it's got your integrations. Click the link below to get a special offer just for my listeners. Try Knak About Today's Guest Jacco van der Kooij is an internationally renowned author, business leader, and thought leader on revenue growth and strategy. He is the founder of Winning By Design, a global B2B revenue consulting and training company, which consults for and trains GTM teams at companies such as Uber Eats, DocuSign, MURAL and OwnBackup.https://www.linkedin.com/in/jaccovanderkooij/Key Topics[00:00] - Introduction[01:27] - The Golden Age of SaaS[04:21] - The old style vs. the new style of buying[08:34] - Adapting to the new reality[16:19] - Sales rockstars vs. consistent process[19:01] - The role of RevOps in establishing repeatability[26:50] - How to get salespeople to follow process [32:06] - AI vs. humans in sales[46:14] - Increasing focus on delivering impactThanks to Our SponsorBig thanks goes out UserGems for sponsoring today's episode. We all know that outbound is really tough. Now imagine a world where you're reaching people who know your product, love your product, and are actually happy to hear from you. UserGems makes that a reality. They identify your customers and champions who change jobs and automatically push new contacts to your CRM so your team can follow up. If you're not reaching out to customer job changers, you're missing opportunities. Click the link below for a special offer just for my listeners. Try UserGems Resource LinksWinning by Design Resource LibraryRevenue Architecture Book, by Jacco van der KooijThe Revenue Formula Podcast - The SaaS Reset and what's nextMarc Andreeson - Why Software is Eating the World Learn MoreVisit the RevOps FM Substack for our weekly newsletter:

Our guest for Episode 39 is Jacco Van der Kooij, Founder of Winning by Design. He brings more than two decades of sales experience to the conversation.  In this episode, Ross and Jacco discuss why understanding growth, establishing effective go-to-market (GTM) processes, and maintaining discipline in execution are all key to successfully scaling your organization. 

Are you ready to redefine the future of sales and revenue generation?In this episode, we sit down with Jacco van der Kooij, founder of Winning by Design, to explore the seismic shifts happening in the sales landscape. Jacco brings his wealth of knowledge and forward-thinking perspectives on how AI is transforming sales roles, the importance of understanding business models, and the critical shifts needed for sustainable growth.We're diving into:◾ The impact of AI on the future demand for salespeople◾ Transitioning from traditional sales methods to AI-driven strategies◾ The importance of aligning your go-to-market motion with your product◾ The role of reoccurring revenue in today's market◾ How to balance acquisition and retention for long-term success◾ Personal insights on entrepreneurship and overcoming industry misconceptionsJoin us to uncover how to stay ahead in the evolving sales ecosystem, create meaningful connections, and drive business growth in the AI era.

Dans cet épisode 16 du podcast Engrenages, on découvre ensemble le parcours de Victor Rusé, dernièrement Head of Revenue Operations de chez Alma, et passé auparavant chez Jellysmack et chez Groupe ADP (Aéroport de Paris).Au travers de notre échange, Victor nous distille plein de bons conseils sur des sujets Revenue Ops tels que :Bien définir son Operation Model et son Target Operation Model (TOM) pour augmenter l'efficacité opérationnelle de l'entrepriseSa stratégie de pricing et comment modifier son offre tout en contrôlant les effets secondaires comme le risque de churn pour améliorer les performances commerciales et la rentabilité de la sociétéComment réduire ses coûts opérationnels tout en maintenant le même niveau de service et de qualitéDéfinir son compensation plan (système de commissionnement) pour aligner les intérêts personnels des collaborateurs et ceux de l'entreprise et maintenir une forte motivation des équipes Sales, CSM, Marketing et autresSurtout, il nous partage des cas concrets qu'il a lui même vécu et résolu !Par exemple : comment ils ont divisé par 2 le coût de production des vidéos chez Jellysmack.Un des points qui m'intéressait fortement en échangeant avec Victor, c'était de comprendre quels étaient ses apprentissages de chez ADP qu'il avait pu répliquer dans le monde des startup, et inversement, qu'est-ce que les groupes comme ADP pourraient apprendre du fonctionnement Ops d'une startup.Finalement, cet épisode est riche en enseignements grâce à l'expertise de Victor sur ces sujets Ops, Rev Ops qu'il a abordés chez ADP et en startup.Foncez écouter cet épisode.Vous devriez vous régaler !Bonne écoute

This week, Dustin chats with Jacco van der Kooij, Founder of Winning by Design, to discuss the concept of a revenue factory and how companies can operate efficiently to achieve growth. They explore the shift from a 'grow at all costs' mindset to a focus on efficiency and the importance of frameworks in achieving disciplined execution. They also chat about the role of marketers in supporting sellers and the need for sellers to diagnose customer problems rather than focusing on selling. They conclude with insights on building trust with customers and the importance of practice and repetition in sales. If you have any questions or thoughts, you can reach out to Jacco through LinkedIn. Also, check out Winning by Design's website to learn more about their work, and Jacco's new book “Revenue Architecture”.

Welcome to OrchestrateSales.com‘s Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession.Mark Twain - the PIONEER of Sales Enablement who empowered a LITERAL customer facing frontline of 10,000!?!!!On ISEs3 Episode 14, Erich Starrett is out-history-nerded ENTIRELY when he is joined in the Orchestrate Sales studios by Sales Melon's Todd Caponi. Todd is not only an aficionado (and collector!) of SALES history, he is a man on a mission to further a movement towards sales TRANSPARENCY. This includes authoring a 3x award-winning book (

Beaucoup de commerciaux sont des présentateurs plutôt que des vendeurs. Pourquoi on en est là ? 1. On les bombarde de conseils du genre " Ne fais pas le commercial " ou "Tu dois avoir l'air moins commercial"

Renata Centurion, Managing Partner, Director at Winning by Design. This speaker from the Demand Gen Summit discusses what Winning by Designs' go-to-market strategies are. To stay current on our latest events, follow us on Linkedin. Useful Timestamps:1:05 - Importance of cloud infrastructure and internet SaaS.6:25 - Principles of go-to-market.9:18 - building sustainable growth.11:33 - CRM information workload, test results, and building a machine for effective CRM.12:22 - Importance of common language and standardized data.17:35 - principles for market strategy, growth building, cost, quality, and implementation.18:19 - Closing Remarks. 

Qual é a diferença entre uma operação comercial de uma empresa com 10 vendedores para uma com 100 vendedores? E 1.000 vendedores? Como funciona a gestão desses times? E o processo de Vendas? Como é feito o treinamento do time? Essas (e tantas outras) dúvidas foram tema central do novo episódio do Papo de Vendedor. No episódio de hoje, Leandro Munhoz (@le_munhoz) e Daniel Mestre (@danielrmestre)  conversam com Renata Centurión (LinkedIn), Managing Partner Director na Winning by Design, sobre o que muda na estrutura de vendas das grandes empresas?

Winning by Design, led by Dave Boyce, optimizes B2B recurring revenue teams, especially in SaaS. Their scientific frameworks and emphasis on generosity streamline processes. The website serves as a hub for valuable content, with plans for tailored interactions to align with their customer-centric approach. Growth Marketers face three major challenges: boosting qualified leads, enhancing campaign ROI, and lowering customer acquisition costs—precisely why they're in the growth game in the first place. Discover the solution with Pathmonk Accelerate: +50% Sales Increase Automatically Increase Website & Blog Lead Generation  AI-Powered Personalized Experiences based on real-time intent Cookieless Technology  All Integrations Supported No Website Changes Required Ready to elevate your website conversion? Experience it firsthand with our interactive demo ➡️ https://demo.pathmonk.com/ #growthmarketing #personalization #CRO #marketingpodcast

Pour booster vos ventes, vous devez maîtriser la stratégie Go-To-Market. Aurélien Tardieu en connaît un rayon. Depuis + de 15 ans, Aurélien aide les entreprises à croître. Il les conseille, les guide, les forme. Aujourd'hui, il est coach revenue architect chez Winning by Design, il accompagne les entreprises à "scaler" avec un focus sur les 3 équipes clés du Go to market : sales, marketing et CSM. Je l'ai invité pour qu'on parle de la partie vente. Il partage :

You've seen the research, maybe the problems. Performance is down across the board.In this episode, we talk with Jacco van der Kooij from Winning By Design about where we're coming from, what's change - and how to solve performance going forward.(00:00) - Introduction (02:18) - Where is SaaS today? (05:13) - Who do we blame? (07:48) - Then everything got worse (15:10) - Abusing PLG (18:50) - What are we dealing with? (21:51) - So.. What's changed? (23:26) - Nothing has changed (26:10) - Underperformance comes down to this (30:27) - If you want to run a good revenue organization, do this (35:42) - But.. We need to make an impact this quarter (43:56) - To make an impact now.. do this (49:31) - Wrapping up: The new game we're entering Research paper mentioned: Solving underperformance: How to lift up the 40%For more, check out WbD research here or their YouTube channel.

L'indécision est la principale raison pour laquelle les commerciaux perdent des deals. On estime que ça représente 40 à 60 % du pipeline total où les prospects : annulent les meetings ne répondent plus aux e-mails reportent la décision à l'infini jusqu'à cesser toute communication Cette indécision est souvent due à la peur de l'échec ou de faire une erreur en essayant quelque chose de nouveau, appelée "FOMU" (Fear of Messing Up). J'ai sélectionné un extrait de ma conversation avec Laurent Cebarec, sales coach chez Winning by design où il explique la méthode JOLT qui aide à accélérer la prise de décision chez les prospects et à augmenter les ventes. Pour aller plus loin L'épisode complet : comment éviter le ghosting après un rendez-vous commercial - avec Laurent Cebarec Webinar Winning by design : how to overcome Indecision. An addition to the Enterprise Sales playbook ⁠ Son linkedin, c'est là qu'il est le plus actif (et réactif !) Rejoignez les 2000 commerciaux qui reçoivent 2X/mois ⁠⁠la newsletter Vendue⁠⁠ où je décortique un deal que j'ai conclu (ou ratée) de A à Z pour partager mes meilleures stratégies.

SHOW SUMMARYWelcome to another amazing episode of Tech Sales Insights. Today, Randy welcomes Rohan Sampath, Co-founder of Copilot, an AI-Powered tool that uses large language models to generate insights from your deals.Rohan shares his experience and how he wound up in Sales. He also shares what Copilot is and what it does for the user. Stay tuned as Rohan discusses his take on how the things we do in sales today will take part in shaping the future of tech sales, only here in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAYROHAN: WHAT COPILOT IS AND WHAT IT DOES“Copilot uses large language models, that's the technology behind GPT, ChatGPT, etc, to draw out insights from your sales deals, and these insights can be tailored to your methodology. So it's not just generic summaries of what happened, but specific elements like if you use MEDDIC, or Sandler,  or SPICED, Winning by Design, whatever it is, we can pull out from multiple conversations. Hey, here are the pains that were discovered in the call here are the objections you have or the questions asked your next steps here is pricing information. Here's the champion, here's the economic buyer” Find out more about Rohan Sampath in the links below:LinkedIn: https://www.linkedin.com/in/rohansampath/Copilot: https://www.copilotup.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Decision Link: https://www.decisionlink.com/

L'une des situations les plus frustrantes dans la vente, c'est le ghosting. Vous avez eu un super échange avec un prospect, il était enthousiaste, il vous a demandé de lui envoyer des informations, et puis plus rien. De votre côté, vous pensez aux heures passées, voire des semaines, à organiser et préparer le meeting. Au-delà de l'impression d'avoir perdu du temps, le ghosting peut vous empêcher d'atteindre votre objectif de chiffre d'affaires. Si ça vous arrive régulièrement, Bonne nouvelle ! Vous pouvez l'éviter. J'en parle justement avec Laurent Cebarec que je connais depuis des années. Il vit au Canada et est sales coach chez Winning by Design. Il a toujours d'excellentes méthodes pour se sortir des situations difficiles et éviter de perdre des deals. Dans ce sales talk, on parle de : Comment maintenir l'intérêt et engager votre prospect ? Comment évaluer le niveau d'indécision chez votre prospect ? Et enfin, comment limiter le sentiment de prise de risque et faciliter sa prise de décision ? Pour se connecter avec Laurent Cebarec Son linkedin, c'est là qu'il est le plus actif (et réactif !) Winning by design Pour soutenir le podcast Abonnez-vous à la newsletter Vendu(e) pour recevoir les meilleures stratégies de vente et ne pas rater les prochains épisodes Laissez un avis sur Apple Podcast ou 5 étoiles sur Spotify pour faire découvrir le podcast à d'autres personne Des questions ? Tu peux me les envoyer en DM sur ⁠linkedin ou par email C'est votre dose de culture sales, bonne écoute.

Product-led growth. Is it just a “freemium” model? Is it only for scrappy startups? Dave Boyce joins the pod to debunk and demystify all things PLG. Dave is the Product-led Growth Practice Lead at Winning By Design, a global B2B consultancy – and is a self-proclaimed PLG advocate.In his conversation with Corrina and Danny, he shares how you can transform trust by adopting a PLG selling model, Plus: he's sharing all of his best tips for starting small with PLG, and seeing big results within your organization.Data Breakout: Gartner articleConnect with Dave: https://www.linkedin.com/in/boycedave/

Kevin 'KD' Dorsey is a Sales Leadership Coach, SaaS Sales Consultant & Advisor, and is simply one of the best at understanding what makes a sales team work.  In this podcast, we cover a host of issues and KD does not disappoint in giving practical advice to help your sales team.  Sponsored by BigTinCan, http://www.Bigtincan.com

Our Latest SaaS Revolution Show guest is the one and only Kevin "KD" Dorsey! Practice Lead: Revenue Leadership at Winning by Design, Kevin joined our host Alex Theuma to share The SaaS Sales Playbook: $1M to $10MM ARR. In this episode, Kevin shares:

Wow - this was a good one! This week on The GTM Kickback, in our first episode of the newly reloaded Season 2 of the show, I sit down with the great Jeremey Spijker of Winning By Design to discuss some of his methodologies around scaling and operating the world's greatest sales organizations. Jeremy started his career in Management Consulting and early on transitioned into B2B SaaS sales. In his early days he was exposed to the consulting and training services from Winning by Design. While his career progressed and he moved into Sales leadership roles, he always brought on Winning by Design to help implementing scientific based GTM process and train his teams accordingly. Until 2 years ago WBD approached him to come onboard to help scale the European side of the business. Ever since he has been working with over 50 companies to help them bring science to their GTM strategy and operations as a Revenue Architect and more recently as a Managing Director. He is also advisor to a handful of startups in England and Europe and enjoys playing golf in his spare time. We sat down to discuss how to implement a scientific and quantifiable growth methodology into your sales org, building your team in structured and scalable pods, and general best practices for growing revenue in your SaaS organization.

In this episode, Arthur sat down with Jacco Van Der Kooij, Founder and Co-CEO at Winning by Design, which was the second-fastest-growing private company in Silicon Valley in 2021.They discussed:How the go-to-market strategy aligns with the price of the product you are selling.What different kinds of people do you need sales organization grows through the stages.The essential factors to survive and grow as a SaaSNew deals vs. UpsellingThe most important metrics for the Sales OrganizationChurnHow can a sales leader set the stage with the help of the sales rock starsThe differences between US and European startupsLike the episode? Subscribe to Leaders of Growth or get the summary of this interview in the Leaders of Growth book.This podcast is brought to you by Knight Capital

Do you wake up bright eyed and bushy tailed ? A great day begins the night before. Are you getting great sleep? Did you know that during sleep is when your body repairs, heals,  rejuvenates, regenerates and recharges your batteries. Here are some strategies for getting great sleep and starting your day off great!  Here's to Winning by design! Check out some easy ways that you can begin to heal your health naturally here. Just have a listen and then click the link and join me to get the answers you are seeking https://www.5PoundsIn5DaysChallenge.com I am here to help.   Get More Involved: Leave a 5 Star Review & Subscribe On iTunes: https://podcasts.apple.com/us/podcast/diets-dont-work-podcast/id1600579564 Free Guide to Releasing Weight During The Holidays: https://go.drstaceycooper.com/guide Subscribe on YouTube: https://www.youtube.com/c/DrStaceyCooper Join us now for the 5 Pounds in 5 Days Challenge here: https://www.5PoundsIn5DaysChallenge.com 

Eric Steeves is someone who has really impressed me. In the past 2 weeks he has opened my eyes to the future of #SalesManagement and #RevenueOperations. His approach is one I find deeply refreshing. Listen and you'll understand why. He is measured, humble and committed to helping others succeed. Hear how differently he approaches sales, how he involves others, his diagnosis of the true problems his customers need to addess. Listen to his approach towards competition, cooperation and partnering. Eric is a deep thinker who spends time patiently understanding the problem and the intended outcome to create elegant solutions that deliver the intended result, are widely adopted with minimal friction, and sustain the ravages of time and use. And if you ever wondered how to create a fair compensation plan that rewards all those who contributed to the successful execution of the sale all the way through to the customer reporting they have accomplished their intended outcome, bring a pen and notepad. We may just have cracked the compensation problem! Contact Eric via linkedin.com/in/eric-steeves Websites trailblazer.me/id/esteeves  (Salesforce Trailblazer Profile) trailblazers.salesforce.com/_ui/core/userprofile/UserProfilePage?u=0053A00000FVGyK&tab=sfdc.ProfilePlatformFeed  (Salesforce Community Profile) Spotify: https://lnkd.in/dW6kPwaQ Apple: https://lnkd.in/dXxF5vBB ListenNotes: https://lnkd.in/dTsbprp6 Amazon: https://lnkd.in/dwniAAbB -- We'd love your thoughts. Please comment and tag someone who needs to hear this episode. Get in touch with either of us with questions. Share and please do subscribe to #TheInquisitor podcast If you want to get hold of me marcus@laughs-last.com 

Account Based Practice Lead, Shari Johnston talks about the underrepresentation of women within the revenue operations field. She also discusses the changes that could be made to make teams more diverse and how her organization, Women In Revenue is helping champion equality. At the end of the day, diverse teams simply perform better. Show NotesConnect With: Shari Johnston: Website // LinkedInThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Account Based Practice Lead, Shari Johnston gives a breakdown of how to identify your ideal customer profile. By identifying your ICP and segmenting them accordingly, your organization can tailor your marketing efforts to target your most valuable customers. In turn, your organization is able to generate high-quality leads and better profit margins. Show NotesConnect With: Shari Johnston: Website // LinkedInThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Account Based Practice Lead, Shari Johnston, discusses account-based strategies and account-based marketing. When is your organization ready for an account-based strategy, and how do you prepare your organization for that shift? We also look at the different motions within ABS and how to identify the most suitable for your organization. Show NotesConnect With: Shari Johnston: Website // LinkedInThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Kevin Dorsey is a Practice Lead at Winning By Design - focused on creating and leading world class coaching, training and content for SaaS Sales Leaders through playbooks, courses, training and on-going coaching. His belief is that frontline managers and directors are the KEY to any orgs growth, but are massively underserved from a training and coaching level Kevin has worked with top sales organizations and previously held roles with PatientPop, ServiceTitan, and SnackNation before joining PatientPop. In 2018 he was named one of the Top 10 Sales Leaders in the country by InsideSales.com, and is a highly sought after sales coach, consultant, and speaker for top national sales conferences. --- Send in a voice message: https://anchor.fm/morgan-williams0/message

IN THIS EPISODE, WE COVER: [2:45] – Intro to KD [4:17] – The importance of reading [8:14] – Not having it all figured out [11:43] – Outworking versus working hard [14:24] – Being your true self [20:09] – Winners being great quitters [25:37] –  Finding a great mentor [29:08] –  Building on your own sooner MORE ON KD:Awards and Recognition- InsideSales top 10 Sales Leader- Pavillon

In our 33rd episode, Olivier talks category creation with two B2B leaders from the customer success platform and go-to-market consulting categories. Panelists for this episode include Edward Chiu, CEO of Catalyst Software and leader behind the customer success platform category, and Dominique Levin, CEO of Winning by Design and leader behind the go-to-market consulting category. You'll walk away from this episode with an understanding of how to create a community and build out your go-to-market strategy. BONUS! Edward explains why hiring employees based on skillset is the wrong way of building a company.

Today we have Kevin "KD" Dorsey, who's the Practice Lead: Sales Leadership at Winning By Design and the host of LIVE BETTER. SELL BETTER. Podcast. In today's episode, Kevin will share how reps can tactically ask for the close on a sales demo. This is by far one of the best episodes on SaaS Talks. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

Account Based Practice Lead, Shari Johnston talks about the underrepresentation of women within the revenue operations field. She also discusses the changes that could be made to make teams more diverse and how her organization, Women In Revenue is helping champion equality. At the end of the day, diverse teams simply perform better. Show NotesConnect With: Shari Johnston: Website // LinkedInThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Account Based Practice Lead, Shari Johnston gives a breakdown of how to identify your ideal customer profile. By identifying your ICP and segmenting them accordingly, your organization can tailor your marketing efforts to target your most valuable customers. In turn, your organization is able to generate high-quality leads and better profit margins. Show NotesConnect With: Shari Johnston: Website // LinkedInThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Account Based Practice Lead, Shari Johnston, discusses account-based strategies and account-based marketing. When is your organization ready for an account-based strategy, and how do you prepare your organization for that shift? We also look at the different motions within ABS and how to identify the most suitable for your organization. Show NotesConnect With: Shari Johnston: Website // LinkedInThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

We've all been there. 2022 is a clean slate, product marketers. There's no better time to step back and assess what you learned throughout the pandemic. There's no better time to ensure you're using your finite resources on the right priorities.Speaking of priorities … Rowan Noronha, Founder of the Product Marketing Community, kicked off season two of The Marchitect by chatting with Megan Heuer, VP of Strategic Initiatives at Winning By Design, and Amy Hayes, VP, Research Director, Portfolio Marketing at Forrester. Together, they identified five key priorities for product marketers in 2022.

Winning by Design helped transform SaaS sales "from art to science". Yes, there might be some competitive overlap with SalesPlaybook. Collaboration before competition is a core value - which Harold shares. It was a true pleasure learning from him on our podcast. Here are the 3 key insights I took from sharing the mic with him: 1️⃣ Storytelling is key: “Sales is a numbers game”. OK, but well… People take decisions emotionally, and then justify them rationally. Get a clear framework for the story you tell. Then tailor it. 2️⃣ Why multi-threading is so important: Winning a 100k deal involves typically 5-10 stakeholders. You can simply not afford to rely only on 1-2 people to “make it happen”. Which is why “spinning multiple threads” early on is crucial. 3️⃣ “Content is King”: Content Marketing is Winning by Design's main lead source. Because they share often, early and most important ly freely. Harold & his team love providing tons of value. People who get value will pay you once they want even more value Thanks a lot Harold for your time & insights and looking forward to by design (pun intended) collaborate on some European B2B SaaS scaleups in 2022!

Most companies just don't get it. The most successful companies are built on strong go-to-market teams. It's time to stop assuming it's a marketing problem and get to the root: Your CEO owning go-to-market. And our guest today is courageous enough to walk us through it with insight from his new book. Rowan Noronha, VP Product Marketing and Founder at Product Marketing Community, Megan Heuer, VP Strategic Initiatives at Winning by Design, Sangram Vajre, Chief Evangelist at Terminus, discuss the questions and stages every company should be aware of in regards to their go-to-market strategy. What we discussed: Understanding why great companies fail MOVE framework and its 4 questions knowing who owns go-to-market

Today on The Fastest Growing Companies podcast, we're talking to the Founder & Co-CEO of Winning by Design, Jacco van der Kooij. Check out the video version on YouTube. Host: Chris Ronzio Learn more about Trainual, the world's top Business Playbook™ software.

Jacco van der Kooij, founder of Winning By Design, has worked with more than 800 startups solving sales marketing challenges. He speaks with host Tae Hea Nahm about the common Go To Market stumbling blocks and how to get you and your team to fix them.

Zandra Moore is CEO & Co-Founder at Panintelligence and in this episode we're talking about how small SaaS companies can take on big competitor. Zandra discusses Panintelligence's David Vs Goliath story of how a SaaS underdog from a small city in northern England is competing against legacy BI heavyweights such as Google, Microsoft, and Salesforce. Zandra discusses the process of how they positioned themselves, identified points of differentiation, and built out their go-to-market strategy using Geoffrey Moore's framework from Crossing The Chasm. We also hear how this translates into their marketing strategy, their marketing playbook, and how they compete with much smaller budgets than their competitors. Links Panintelligence >> https://www.panintelligence.com/ Crossing The Chasm >> https://www.goodreads.com/book/show/61329.Crossing_the_Chasm Latka >> https://nathanlatka.com/podcast-thetop/ Winning By Design >> https://www.youtube.com/channel/UCF7LXR8Pi5fr-N8OQ8XtP9g --- Advance B2B >> www.advanceb2b.com Follow The Growth Hub on Twitter >> twitter.com/SaaSGrowthHub Follow Edward on Twitter >> twitter.com/NordicEdward

This week on the show, we've got Jacco van der Kooij, the founder of Winning By Design and a thought leader in the SaaS and startup spaces. He's also a very funny and entertaining person. I think you're really going to like this episode because Jacco acts a little ... ridiculous, but in an endearing way. He's enthusiastic and passionate. When he explains what he's doing at the end, it makes a tremendous amount of sense, and you can see that it's actually strategic. It's a lot of fun, perhaps the most fun I've ever had in an interview ... perhaps. 

This week on the show, we've got Jacco van der Kooij, the founder of Winning By Design and a thought leader in the SaaS and startup spaces. He's also a very funny and entertaining person. I think you're really going to like this episode because Jacco acts a little ... ridiculous, but in an endearing way. He's enthusiastic and passionate. When he explains what he's doing at the end, it makes a tremendous amount of sense, and you can see that it's actually strategic. It's a lot of fun, perhaps the most fun I've ever had in an interview ... perhaps.

Harry Marteau est Head of Sales Ops chez SGSDans cet épisode, on parle de :Qu'est-ce qu'il fait en tant que Head of Sales Ops et qu'est-ce que fait SGS.Sa semaine type de travail.Ce qu'il sait sur son métier aujourd'hui qu'il aurait aimé savoir quand il a commencé. L'apprentissage de son plus gros échec professionnel. La chose qui l'a aidée à accélérer l'apprentissage de son métier.Les ressources qui l'ont aidé dans sa carrière.Son conseil.Ses ressources :Predictable Revenue, Winning By Design, la newsletter de The Sales Game et le podcast les Héros de la Vente.Inscris-toi à la newsletter :Tu veux plus de contenu sur la vente comme celui-ci ? Rejoins 527 autres commerciaux aujourd'hui : https://thesalesgame.substack.com/welcomeTu recevras du contenu sur la vente que j'envoie chaque dimanche.

Conversei com Renata Centurión, sócia e diretora América Latina da Winning By Design, sobre os desafios de marketing e vendas no dia a dia, oportunidades, perrengues e muitos insights para fazer acontecer a conexão entre as áreas.

Jacco van der Kooij é a referência quando o assunto é escalar máquinas de vendas, e um amigo e parceiro da Astella há muitos anos. Nosso último podcast da temporada traz o Jacco sendo Jacco: divertido, direto, sincero e sempre um grande mestre. Apresentação: Edson Rigonatti e Daniel Chalfon.

Jacco van der Kooij é a referência quando o assunto é escalar máquinas de vendas, e um amigo e parceiro da Astella há muitos anos. Nosso último podcast da temporada traz o Jacco sendo Jacco: divertido, direto, sincero e sempre um grande mestre. Apresentação: Edson Rigonatti e Daniel Chalfon.

Jacco Van Der Kooij, CEO of Winning by Design, and Godard Abel, CEO of G2 join Alex Theuma on The SaaS Revolution Show. Jacco and Godard are two of the speakers at SaaStock's brand new Blueprint event, taking place on December 15. We've put together the Blueprint to help SaaS CEOs go from good startup to great scaleup. They share the founding stories of their companies and the biggest lessons they've learned on their journey to scaling a SaaS company.

On this week's episode, we are delighted to have a very special guest, Shari Johnston, Account-Based Practice Lead, Winning by Design, previous marketing leader at Demandbase, OpenDNS, & Radius "Operations folks hold the keys to the kingdom" - Shari Johnston It's true. Marketing ops and B2B marketing are indistinguishable these days. I mean, how would your company's marketing work if your marketing ops team didn't do the work. It would be a disaster.  And this is especially true for ABM.  With ABM, we are getting actionable data to the people who need it, getting it to them quickly, and enabling them to take action on it to help drive revenue. Sounds like MOps could be pretty important, right? And it's even more important during "these times" when deal volume could be down. Sales NEEDS to know who is in the market NOW. This is where operationalizing buyer intent data from platforms like G2 takes your ABM to the next-level.  Tune in for a great listen and see where MOps has a very particular set of skills to make shit happen.

So, you're gonna go for it, huh? You've aimlessly chased those little guppies for too long now Good for you! Why continue trying to corral little tiny leads when you could be putting your resources towards bigger clients you know will pay off? We had the opportunity to discuss account-based models more with Account-Based Strategist and partner at Winning By Design, Shari Johnston. In this episode, we cover changes you need to make for an ABM, Women in Revenue, and more. -------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8

Com o avanço da Pandemia a forma com que fazíamos negócios, mudou. E para estar apto a esse novo cenário, muitas empresas passaram a recorrer ao Remote Selling ou Vendas Remotas para continuar performando bem em vendas. Porém como tudo que é novo exige alterações, trouxemos a Renata Centurion, Diretora LATAM da Winning By Design e referência no assunto para descomplicar o tema e quais ações você pode implementar hoje na sua agência.

In this episode our Partner, Charles Vaslet, discusses the importance of the science of sales with co-CEO of Winning by Design, Dominique Levin. She makes the point that many startup don't design their go-to-market and customer success processes as they do in product design. She discusses why start-ups should design sales as a team sport and move away from the superstar sales rep culture.

Jacco is the founder of Winning By Design and author of Blueprints of a Sales SaaS Organization ( https://amzn.to/2U1TbAf ) and seven other books. He is a Sales Mentor across several VC firms such as Notion Capital, Reach Capital, Astella and Storm Ventures, where he helps accelerate the development of sales teams across their portfolios. Prior to founding Winning By Design, Jacco held roles of VP of Worldwide Sales and VP Strategy at Qumu (acquired by Rimage), Kontiki, and Technicolor. He is proud to have helped marquee customers over the years, including Amazon, AT&T, Dish, and Disney. Jacco holds a BScEE in Electrical Engineering and an Executive MBA from the University of Leicester. Jacco’s insights have been featured in Harvard Business Review, and he is a frequent keynote speaker at conferences around the world including Dreamforce, SaaStock (Dublin), SaaS Growth (London) SalesHacker (virtual), and RD Summit (Brazil).

Everyone in your organization should be selling.  All the time. At least, that's what I learned from Jacco vanderKooij, the founder and CEO of Winning By Design. And, I'd have to say I whole-heartedly agree with him. On this episode, I talk about: The best ways to differentiate your brand The anti-silo approach Creating scalable processes Delivering impact on a constant basis Resources I mention: Books by Jacco Winning By Design's YouTube channel Check out our podcast on Apple Podcasts, or on Google Podcasts/Google Play, or Spotify and even on Stitcher.

In this episode, Winning By Design’s founder, Jacco van der Kooij, talks about who is really responsible when sales teams don't make quota... and it's not the rookie reps. Jacco challenges our way of thinking about hiring philosophy, quota attainment, customer success compensation, and the incremental improvements you can make right now. Listen to learn those 3 sales methodologies salespeople need to master… and be able to switch between in 5 mins of a sales call.

You've aimlessly chased those little guppies for too long now Why continue trying to corral little tiny leads when you could be putting your resources towards bigger clients you know will pay off? Guest host Meagan French, Founder of Lotus Growth, sat down for a  discussion about account-based models more with Account-Based Strategist and partner at Winning By Design, Shari Johnston. In this episode, we cover changes you need to make for an ABM, Women in Revenue, and more.

The massive shift to subscription-based SaaS solutions has totally changed the way customers buy technology but have sales leaders transformed themselves and their sales processes to effectively meet this challenge? Winning By Design is a company that are experts on the SaaS sales model and were recently acknowledged as the #1 B2B Sales Consultancy by G2Crowd. We talk to the head of Winning By Design's European business, Andy Farquharson, about these changes and some of the best practices we should all be looking at.

On our 50th Episode, Jacco van der Kooij, Founder of Winning by Design, joins the Sales Leadership Podcast to talk about how you can become a modern sales leader. Jacco shows us how focusing on what matters most to the customer can grow your sales by 2X without doubling your sales team or doubling the price. He shows us the seven key moments that a modern sales leader can work on with the sales team and be a coach, not a trainer.

On this month's episode of The Struggle, we speak with Janna Bastow, Co-Founder and CEO of ProdPad, a SaaS platform for product management that helps product managers develop product strategy. It took Janna about a week on the job as a product manager to realize that she didn't have the tools necessary to do her job. Creating roadmaps, managing a backlog of features and writing specs was all done in Powerpoint and Excel, tools never created for such purposes. Yet for two years that is exactly what Janna used. Until one day she decided she had had enough of waiting for better tools and together with what would become her co-founder, Simon Cast, began building the tool she never had. Initially, Janna and Simon used it just for themselves but it didn't take long until they realized that many other product managers just like them would find it useful. In 2012 they quit their jobs and in February 2013 ProdPad was officially launched. They signed their first customer within the month, a customer that is still with them to this day. However, it hasn't been all breezy for ProdPad. On the contrary. In the six years since launching, Prodpad has been through the Plateau of Doom and has entertained the idea of VC funding back and forth, ultimately deciding to bootstrap and accepting the challenges that path comes with. The experience comes with many lessons, some regrets, and some mistakes. One thing that has been there from the beginning is the fundamental agreement between Janna and Simon that they were building a business, not a startup. Every decision has stemmed from that. Like all the other guests on The Struggle, we have the utmost respect for Janna and the fact she never gave in to the struggle but instead always remained aware of why she was doing all this. You can see Janna and many other incredible founders like her at SaaStock19 in October or if you cannot wait until then, at SaaStock East Coast this June 4-5. They too will share the struggles and the lessons they have picked up from the experience of growing and scaling their SaaS companies. Some of the speakers at SaaStock East Coast include Ragy Thomas, CEO and Co-Founder of Sprinklr, Jonathan Cherki, CEO and Co-Founder, ContentSquare and Julie Weill Persofsky, Partner at Winning By Design. As listeners to the show, you can avail of our 2-for-1 ticket deal. Grab yours now. Listen to our previous episode with Janna.

Jacco vanderKooij is the founder of Winning By Design - a company which helps businesses grow and improve their sales. Jacco is an expert at breaking down sales to its core elements so you can focus on what’s important to your customer. In this special episode Jacco will share his secrets for building a customer-centric sales team, and explains why it’s important to stop selling customers and to focus on helping them buy.   Resources mentioned: Winning By Design (website) The Art of Making Love (video) The SaaS Sales Method (book), by Winning by Design Spin Selling (book), by Neil Rackham The Challenger Sale, by Matthew Dixon and Brent Adamson   Key takeaways (starts at 46:53): Customer focused sales is about helping people buy. Make sure you’re using the right approach for the right situation. Double your sales by improving the whole system by just 10%. Use a sales framework for everything you do. Reward people along the journey rather than at the end of the year. Invest in training and make sure it’s ongoing. Show your team that it’s okay to fail. Take action.

Dominique Levin is Managing Partner at Winning By Design and is one of the champions of the Customer Success movement. In this episode Dominique will share her secrets for implementing customer success and help you build business impact with your customers.   Resources mentioned: Winning By Design (website)   Key takeaways (starts at 32:03): Customer success is about taking responsibility for business impact. Everyone should think about customer success. Invest in the technology needed to find out what’s happening with your customer. Use the ‘SPICED’ method with your customers.

[zilla_alert style=”yellow”]Click to subscribe on your mobile device:  iTunes | Google Podcasts [/zilla_alert]   Jacco vanderKooij is the real deal. He is the founder of Winning By Design and is the author of Blueprints for a SaaS Sales Organisation. On today’s show Jacco walks us through the steps of the modern sales cycle and where the sales professional of today sit […] The post #562: Master The Modern B2B Sales Process With Jacco vanderKooij appeared first on Salesman.org.

Renata Centurión dá dicas de como encarar Vendas como uma Ciência e trazer dados / métricas para sua operação comercial. Confira as dicas da Winning By Design sobre o tema.

Sales can learn a lot from other industries and principles. It turns out that improving sales productivity is very much like a six sigma, lean manufacturing process. In Six Sigma there is a framework called DMAIC that is very applicable in sales as well. The D stands for Define - First define and normalize your sales process. The M stands for Measure - Then measure and benchmark each step of your sales process in multiple dimensions. The A stands for Analyze. Analyze - Then find the root-cause of any performance gaps by talking to people on the front line and by listening to their calls. The I stands for Improve - Implement improvements through technology, training, and coaching. Lastly, the C stands for Control - Control the change by monitoring the data and iterating over time. In this episode, Dominique Levin, Partner at Winning by Design talks about her experience and how sales and learn from lean manufacturing. Links and Resources Mentioned in This Episode: Winning by Design In This Episode You'll Learn: What sales can learn from six sigma A structure for thinking about sales transformation What DMAIC means and how sales can use it

Jacco van der Kooij, founder of Winning by Design, a consultancy helping SaaS companies design, build and scale their sales efforts, talks with Alex Theuma about why SaaS as we know it is dead and what to do to stay alive. Check out the accompanying blog post to find the links + Jacco's research article "Principles of rapid growth sales as used by Silicon Valley startups" https://www.saastock.com/blog/view/saas-is-dead

Jacco vanderKooij is the founder of Winning By Design a global consultancy firm focussed on helping businesses to drive aggressive growth by designing and optimizing their sales processes. Together with Jacco, we discuss how you enable a sales force which is tasked to break into a new market and achieve rapid growth. Jacco recently blogged on this topic on LinkedIn. We talk about why 80% of today's startups typically miss their growth targets and why this will increase next year. Jacco shares his plan on how you can create a strategic approach to enable predictable high growth by designing and implementing the right sales processes. You can contact Jacco through LinkedIn here. Did you enjoy listening to this podcast and don’t want to miss another episode? Subscribe to my podcast on iTunes!

Discover how Samsung became the leading android smart phone seller and a direct competitor of Apple's iPhone. In the 1990s they did not have the capabilities to achieve this position. Learn the remarkable transformation they made to achieve today's success.