Jul 6, 2020
In this episode, Mike talks with Chris Walker about marketing, sales, revenue operations and alignment. Chris is the CEO of Refine Labs.
Questions Answered:
- How did you suddenly start to appear in everyone feed’s and gain a following?
- How do we design for the future?
- Where did your appreciation for doing the work come from?
- What are some biases that Sales folks have about marketing?
- Why don’t we do anything with the information we read or have access to?
- What are some biases that marketing folks have about sales?
- How does technology play a role?
- What mistakes do we make when thinking about brand?
- What are some buyer journey mistakes we make?
Key Takeaways:
- Spent time working for others and getting good at my craft. I loved learning and tended to move outside of the function I was doing within those companies.
- Be aware of where you gravitate
- Sports, competitiveness helped me to work hard.
- You can work harder than others.
- Sales becomes a lot easier when you do marketing well.
- Change your intent with your activities. Help people without expecting them to buy.
- Ask yourself, “Is this the most important thing I can be doing?”
- Buyer has to go from 0% buying to 100% buying. How do we move buyers to a place where they want to talk to our Sales Reps?
- The idea that once a marketer passes a lead to sales, they are no longer responsible for it is something to challenge. Take responsibility for your piece of the puzzle.
- Discipline forces you to change your behaviors.
- Focus on your customer and then reverse engineer.
- Marketing is very simple.
- You need people in your organization to challenge the things you do today and find ways to make them better.
- The idea of more things will generate more results is something I challenge because typically it creates a lot of inefficiencies.
- People that are smart and who execute will win.
- Brand is created based on the feeling you create inside of people.
- Mistakes are made when we don’t distinguish when execution is brand execution or sales activation execution.
- Typically the average number of videos someone needs to see before being comfortable requesting a demo is 60.
- The buyer journey is not linear.
- Communicate in ways that aren’t salesy but are educational and objective.
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