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Welcome to Scale Your Sales weekly Monday 12 midnight GMT podcast, No 8. of 42 Best Podcast For Every Sales Professional 2020. Dedicated to learning from amazing experts and influencers to help you on your journey to Scale Your Sales. A show created for B2B executives, sales leaders, key account managers and customer serving professionals, to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how.

I am Janice B Gordon, the Customer Growth Expert. Sales is not a function of the business; sales are the primary outcome of the business and marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale. The more focused you are on the customer outcome the more productive your sales process. More on Scale Your Sales website.

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  2. #242 Pete Crosby - Desirability and Rarity Customer-Centric Approaches

#242 Pete Crosby - Desirability and Rarity Customer-Centric Approaches

May 20, 2024

In this weeks’ Scale Your Sales Podcast episode, my guest is Pete Crosby.

Pete is the CEO & Co-founder of Revelesco. He is behind the strategies and frameworks of countless successful startups & scaleups. He is a 4x CRO with an IPO Under his belt and currently coaches more than 40 SaaS CEOs around the world.

In today's episode of Scale Your Sales podcast, Pete Crosby talks about the heart of good revenue strategy. The discussion explored a four-part framework for understanding the concept we were previously examining. This framework prioritizes desirability at the outset. Desirability is measured using a two-dimensional matrix, with criticality on the vertical axis and rarity on the horizontal axis. Connected this concept to a previously discussed framework element, priority, by demonstrating how it aligns with the criticality dimension within the desirability matrix.

Welcome to Scale Your Sales Podcast, Pete Crosby.

 

Timestamps:

00:00 – Desirability and rarity customer-centric approaches

04:55 – Team of 12 highly skilled individuals aiding organizations.

07:38 – 4 key elements of successful revenue strategy.

13:45 – Risk is deeper than pain, it's terrifying.

15:32 – Identifying criticality and rarity for product desirability.

18:58 – Prioritizing data influences consumer decisions and understanding.

21:10 – Creating and selling unique product innovations, transformative.

24:27 – Understanding customer urgency and value through pain.

28:45 – Reprieve co-founder freed 69, fought injustice.

31:21 – Listen, watch, subscribe, leave a positive review.

 

https://www.linkedin.com/in/peterdcrosby/

 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

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Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

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