He’s a growth marketing mastermind who has literally grown-up in startups. He’s helped to grow three top 100 Inc. Fastest Growing Private Companies and when it comes to achieving business growth, he is a force to be reckoned with. Jason Hubbard is the COO at RevGenius, and our guest on this episode of B2B EQ. Jason joins host Tim Harris to share the importance of intellectual curiosity, why you should create a community for your product users, and his favorite music festivals.
Takeaways:
- One of the most important skills Jason looks for when hiring is intellectual curiosity. If you’re curious, you will have a drive to go out and learn things.
- Sales calls need to be more of a conversation, rather than an interrogation.
- Creating a community around your product has 3 main benefits. First it provides an additional touchpoint. Second, it creates a resource for users to help other users. Third and most important is the ideas and feedback generated from your power users.
- Creating an online community is not without its challenges. As your group grows, your moderation teams will need to as well. It’s also important to encourage users to engage in multiple sub groups in the community.
- While no one in a community appreciates being pitch slapped, there are a few ways to pitch respectfully. If you start from a genuine point of assistance, it is ok to ask to do a follow up call. However, lead gen can't be your motivation for helping others.
- You need to be careful in how you grade your reps, as they will often optimize against that. If you tell your reps to make 100 calls a day, they will make 100 calls, but they won’t be high quality calls.
- Augmenting your sales calls with resources that address your prospects' pain points is a great way to boost your win rate. You’re no longer just selling to them, you’re helping them fix a problem.
Quote of the Show:
- “Make your customers feel like they're actually appreciated, and then enable them to be able to go out and spread the word.” - Jason Hubbard
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