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The 5-Step Growth Process
Discover the 5-step framework for driving sustainable business growth: ICP selection, pipeline production, conversion, retention orchestration, and optimization.
Defining Your Ideal Customer Profile
Firmographic Criteria
Identify the key characteristics of your ideal customers, such as industry, company size, and technology usage.
Targeted Outreach
Focus your prospecting efforts on a constrained set of 2-3,000 high-fit accounts to maximize your impact.
Consistent Engagement
Persistently engage your target accounts through multiple channels to build pipeline and drive conversions.
Generating Pipeline Through Outbound
1
Marketing Support
Leverage marketing to provide air cover for your outbound prospecting efforts.
2
SDR-Driven Outreach
Empower your SDR team to consistently engage your target accounts and book meetings.
3
Conditional AE Involvement
Strategically involve AEs to convert pipeline and guide buyers to confident decisions.
Optimizing Conversion Rates
Stage-Based Sales Process
Establish a clear, consistent sales process with defined exit criteria to guide reps.
Rigorous Deal Reviews
Conduct weekly deal reviews to identify and address conversion roadblocks.
Data-Driven Insights
Leverage consistent data to pinpoint and improve underperforming conversion stages.
Orchestrating Customer Retention
Delivering Moments of Impact
Architect measurable, appreciated value for customers to cement their loyalty and advocacy.
Aligning to Business Initiatives
Ensure your product delivers on the customer's key business objectives and priorities.
Continuous Improvement
Leverage customer insights to refine your offerings and drive ongoing value creation.
Optimizing the Entire Customer Journey
1
Onboarding
Deliver quick wins and "moments of impact" to new customers.
2
Customer Success
Orchestrate ongoing value creation and expansion opportunities.
3
Feedback Loop
Incorporate learnings to refine the top-of-funnel experience.
Launching a Discovery Mastery Course
Flexible Framework
Learn a simple, adaptable approach to conducting effective discovery calls.
Deal-Winning Insights
Uncover what's truly important to your buyers and differentiate your offering.
Coaching from Experts
Benefit from the proven tactics and techniques of seasoned sales leaders.
Catalyst: Driving Customer-Led Growth
Ideal Customers
Identify and engage your most valuable target accounts.
Pipeline Generation
Consistently build a qualified pipeline through outbound and marketing.
Retention & Expansion
Orchestrate ongoing value creation and growth opportunities.
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