Behind Closed Doors: Customer Success Strategies for Retention and Growth at Pavilion GTM2024

by TheCROJo | Oct 23, 2024 | Customer Success, Leadership, sales

In an invitation-only session at Pavilion GTM2024, I led a lively, behind-the-scenes discussion with around 30 leaders from customer success, sales, and B2B tech, including several CEOs and Founders on Customer Success strategies for retention and growth. We explored...

Can AI rescue us from Frankenslides?

by TheCROJo | Oct 22, 2024 | Founders, Leadership, Marketing, sales

Executives present constantly. We present to customers and prospects. We present to investors and Boards. We present to entire companies and to individual teams. We use presentations to convey our vision, strategy, observations, plans, and analyses. Presentations are...

Leveraging AI for Business Growth by Experimenting in Sales & Marketing

by TheCROJo | Aug 20, 2024 | Demand Generation, Leadership, Marketing, Revenue, sales

In 1996, when I first dove into AI with Firefly Networks, the possibilities seemed boundless, yet the tools were few and far between. Fast forward to today, and the landscape has shifted dramatically. Over the past two years, I’ve witnessed, alongside many of you, the...

Boost win rate from 10% to 25% by intense focus on your best ICP and ICp

by TheCROJo | Jul 10, 2024 | Demand Generation, Leadership, Marketing, Product-Market Fit, Revenue, sales

Imagine two AI-first companies founded within the last five years but with starkly different approaches to their market. One has a broad Ideal Customer Profile and Ideal Customer Person (ICP and ICp) while the other has a tight focus. Company A takes a...

Outbound vs. Inbound: the astonishing profitable benefit of balance

by TheCROJo | Apr 19, 2024 | Demand Generation, Marketing, Product-Market Fit, Revenue, sales

There are two primary go-to-market approaches to reaching potential customers: outbound and inbound. Outbound involves contacting prospects through cold calling, email/text, advertising, and campaign spending. In contrast, inbound focuses on attracting customers...