Revenue Mechanics Episode 9 w Adem Manderovic

In this episode we cover the inner workings of Closed Circuit Selling.. and how to apply it.

BDs role was ALWAYS to obtain feedback loops and validate the market to provide marketing with what’s required to allow them to conduct proper marketing.

This contained things like ;

→ who was with who, what they liked, what they didn’t, what they paid, what they wished they could change, when they might go to tender, and how often they audit their current offer versus what’s out there.

→ annual contract value versus potential contract value. - important if you want to understand at CS is this deal seevicable for us?

→ known objections were captured from (closed/lost) why didn’t you buy from us, what could we have done better?

You don’t need to be Nikola Tesla to understand this made Marketings role a heck of a lot easier than the No Intent Lead Gen, rubbish we see today.

The second component of their role was to provide a Live Quoting Day.

Within, key stakeholders, buyers, end users were treated to a presentation, objections were covered off from the room.

Key Account Management were introduced and the Communication Plan was discussed and aligned.

This did a few things.

This enabled an insight to see what it would look like to work together.

This provided a clear line of sight as to if the deal was commercially viable - and seevicable at CS.

Why is this important?

So you don’t see what we see now, tech SaaS running around in circles asking how to ‘reactivate’ or ‘reengage’ accounts to mitigate churn factor.

None of this happened before as it was all tucked up and outlined in the communication plan, and it was piss easy to follow.

The sooner we get back to basics.

The better off, and more commercially viable, ALL business will be.