Full Circle 2024 - Segmenting your market for outsized impact w Adem Manderovic

Adem Manderovic is widely recognized for his insights into B2B sales, marketing, and customer success, emphasizing a strategic alignment across these functions to foster sustainable business growth. He advocates for a “Closed Circuit Selling” methodology, which integrates marketing and sales goals with customer success metrics to achieve higher retention and expansion rates. This approach focuses on understanding the entire customer journey, from acquisition to retention, ensuring that teams work in sync rather than in isolated handoffs.

Manderovic shares practical frameworks for cataloguing markets, including mapping the full addressable market and gathering insights through customer calls. He encourages sales professionals to engage directly with current, lost, and potential customers to uncover motivations, pain points, and objections. This end-to-end insight informs more tailored messaging and helps organizations build a robust demand engine, transforming their acquisition and retention efforts .

In addition to his methods, Manderovic hosts the podcast Better Business Building, where he covers essential topics such as reducing customer churn, maximizing onboarding, and strategic expansion, often with guests from the B2B field. He stresses the importance of “commercial acumen,” encouraging both sales and marketing teams to share insights, address objections early, and build loyalty-driven customer journeys .

CRO School by Adem Manderovic and George Coudounaris:

• Scaling Organizations: Companies focused on building sustainable revenue models across sales, marketing, and customer success functions benefit from CRO School’s full-funnel approach.
• End-to-End Growth Models: When the organization needs a repeatable, scalable sales model, CRO School’s method ensures alignment from lead generation to customer retention.
• Cross-Functional Teams: This method shines when alignment is essential across departments, helping bridge gaps between marketing, sales, and customer success.
• Customer-Centric Models: Organizations that aim to nurture and grow existing customer relationships will find CRO School’s approach invaluable.
5. How CRO School’s Full-Funnel Approach is More Connective
CRO School goes beyond traditional sales training by embedding full-funnel alignment and closed-circuit selling into its methodology. Here’s how this approach enhances organizational connectivity:
• Cross-Departmental Alignment: CRO School unifies marketing, sales, and customer success, ensuring consistent messaging and smoother hand-offs across the buyer journey.
• Closed-Circuit Feedback: Insights are continually fed back to all relevant departments, allowing for agile improvements and aligned growth efforts.
• Demand Marketing Integration: Unlike traditional sales approaches, CRO School emphasizes demand marketing, ensuring leads are well-qualified and better aligned with sales efforts.
• Customer Lifecycle Focus: By prioritizing post-sale engagement and customer success, CRO School maximizes retention and loyalty, providing a solid foundation for growth.
Conclusion: Which Method is Superior?
• For Short-Term, High-Stakes Pitches: Oren Klaff’s “Pitch Anything” is ideal. Its high-impact, psychologically engaging approach is best suited for scenarios where the goal is a one-time decision.
• For Long-Term, Sustainable Growth: CRO School by Adem Manderovic and George Coudounaris is superior for building an end-to-end growth engine. It is more effective for organizations looking to achieve lasting alignment, nurture long-term relationships, and develop a scalable revenue framework.

But where to start?

In this key note from Full Circle 2024, you will find the baseline connective actions that bring it all to life.

Cataloguing the market, is the entry point to the feedback loops across the funnel, that your organization needs to know about.

This method is widely accepted as Closed Circuit Selling :

Closed Circuit Selling is a model that emphasizes the seamless integration of different functions involved in revenue generation. It focuses on ensuring that marketing, sales, and customer success teams collaborate effectively throughout the entire customer lifecycle. This helps create a continuous feedback loop that enhances customer satisfaction and retention, ultimately leading to increased lifetime value.

Adem chooses to use ⁠ocean.io⁠ ⁠truebase.io⁠ & humantic.ai

Get started with CRO school Part 1
⁠https://theb2bplaybook.com/5-steps-to-building-an-end-to-end-business-growth-engine-cro-school⁠

Part 2
⁠https://theb2bplaybook.com/foundations-to-set-up-your-revenue-engine-cro-school⁠

Part 3

⁠https://theb2bplaybook.com/how-to-build-relationships-of-trust-and-make-companies-want-to-buy-cro-school⁠

Part 4
⁠https://theb2bplaybook.com/how-to-maximize-your-chance-of-winning-deals-cro-school⁠

Part 5
⁠https://theb2bplaybook.com/reduce-churn-expand-revenue