Revenue Talks with Justin Keller
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© Drift 2020
Description
How businesses make money is changing. It’s not all sales. It’s not all marketing. Revenue is everyone’s business now. Join Drift’s Justin Keller (VP of Revenue Marketing), as he sits down with experts across sales, marketing, and customer success to talk about what it really takes to accelerate revenue as a go-to-market team. In just 40 minutes, you’ll hear how different organizations use conversations, technology, and cross-functional alignment to build better pipeline and drive expansion. Because if there’s one thing GTM leaders know, it’s that revenue talks.
70 Episodes
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📌 07:54
📌 27:00 Gold!
📌 15:40 Fav cold outreach approach is to get a response and not a demo.
🔑 53:00!
24:25 “You don’t wanna be the cheesecake factory where there’s a hundred things on the menu and they’re all… okayyyy… 🤷🏽♂️ You want someone to be ‘I read this blog because this is my source of X,’ that’s the opportunity. It’s to find a niche.”
📌 14:00 sums up why vanity metrics just make you feel good about yourself. It doesn’t matter!
📌 11:45 “If you just do a bunch of webinars and you expect sales to call and they’re complaining they’re not gonna close, no shit they’re not closing.”
📌 9:40 “If you lay out all the activity and initiatives you want to engage in, [next step is to ask:] what will they achieve?”
39:00 - How do you tell people what you do? 😂
15:20 - A marketing qualified lead is a lazy marketer’s metric 🔥
16:03 - How to pivot to being a pipeline-driven marketer 💡