29 min
What It Takes to Grow Pipeline When Inbound Marketing Isn’t Working: Knowing When and How to Pivot Road to Revenue
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- Markedsføring
On this week’s episode of ‘The Road to Revenue’ we are joined by Mary Grothe Chief Revenue Officer at PNI•HCM, founder of House of Revenue, and author of the number one bestseller ‘Destination Remarkable.’
Mary gives her unfiltered view on taking a radically different approach to generating a sales pipeline. Using real-world metrics and examples from her work within PNI, the value of face-to-face interactions and the relationship aspect of CRM management.
She joins host Natalie Furness from RevOps Automated to discuss the risk of ineffectiveness that can come with digital ‘set and forget’ approaches and what happens when you remove recognition for vanity metrics.
The Road to Revenue is a fortnightly podcast helping B2B businesses leave no stone unturned on their revenue growth journey.
Chapter markers:
[1:15] Mary gives an overview of her career journey, including starting her first company at 28 and how she joined PNI in 2023.
[04:09] Natalie and Mary talk about how to generate a business pipeline in the current economy and how the landscape has changed over the past 12 to 24 months.
[06:00] Mary walks through the current strategy at PNI of getting the sales team face-to-face in front of customers.
[08:30] Natalie and Mary discuss how teams move away from digital sales techniques to more traditional field sales approaches.
[12:39] Natalie asks what made Mary throw the new-school digital marketing playbook out the window and go for a different approach.
[13:54] Mary explains how she used the CRM to better understand sales activity within her organization and identify ways to improve
[16:06] Mary shares the impact statistics of taking a new approach and how even focusing on new metrics made an impact.
[19:28] Mary talks about changing how the PNI team uses its CRM system to move away from blind outreach towards a highly customized approach.
[23:30] Mary talks about the importance of relationship-building when using CRM tools.
[28:00] Natalie talks to Mary about her new book, Destination Remarkable, which documents her journey as an in-house CRO.
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If you’re a SaaS company looking to supercharge your revenue operations, RevOps Automated can help.
Offering the business consulting services to define a strategy and the technical expertise to help implement it, RevOps Automated gives the best of both worlds. The team of data scientists, developers, product managers, and revenue, sales, and success operations experts, RevOps Automated is ready to transform your organization with a best-practice approach that drives results.
Visit https://www.revopsautomated.com/ to learn more.
On this week’s episode of ‘The Road to Revenue’ we are joined by Mary Grothe Chief Revenue Officer at PNI•HCM, founder of House of Revenue, and author of the number one bestseller ‘Destination Remarkable.’
Mary gives her unfiltered view on taking a radically different approach to generating a sales pipeline. Using real-world metrics and examples from her work within PNI, the value of face-to-face interactions and the relationship aspect of CRM management.
She joins host Natalie Furness from RevOps Automated to discuss the risk of ineffectiveness that can come with digital ‘set and forget’ approaches and what happens when you remove recognition for vanity metrics.
The Road to Revenue is a fortnightly podcast helping B2B businesses leave no stone unturned on their revenue growth journey.
Chapter markers:
[1:15] Mary gives an overview of her career journey, including starting her first company at 28 and how she joined PNI in 2023.
[04:09] Natalie and Mary talk about how to generate a business pipeline in the current economy and how the landscape has changed over the past 12 to 24 months.
[06:00] Mary walks through the current strategy at PNI of getting the sales team face-to-face in front of customers.
[08:30] Natalie and Mary discuss how teams move away from digital sales techniques to more traditional field sales approaches.
[12:39] Natalie asks what made Mary throw the new-school digital marketing playbook out the window and go for a different approach.
[13:54] Mary explains how she used the CRM to better understand sales activity within her organization and identify ways to improve
[16:06] Mary shares the impact statistics of taking a new approach and how even focusing on new metrics made an impact.
[19:28] Mary talks about changing how the PNI team uses its CRM system to move away from blind outreach towards a highly customized approach.
[23:30] Mary talks about the importance of relationship-building when using CRM tools.
[28:00] Natalie talks to Mary about her new book, Destination Remarkable, which documents her journey as an in-house CRO.
---
If you’re a SaaS company looking to supercharge your revenue operations, RevOps Automated can help.
Offering the business consulting services to define a strategy and the technical expertise to help implement it, RevOps Automated gives the best of both worlds. The team of data scientists, developers, product managers, and revenue, sales, and success operations experts, RevOps Automated is ready to transform your organization with a best-practice approach that drives results.
Visit https://www.revopsautomated.com/ to learn more.
29 min