1761 Go-To-Market Strategies with Whitney Stowell of Cribworks LLC
b'In this episode of the Thoughtful Entrepreneur, your host Josh Elledge speaks to the CEO & Founder of Cribworks, Whitney Stowell.\\n\\n\\n\\nWhitney\'s expertise lies in helping companies build their sales pipelines and account management plans to position themselves for success. In our conversation, she shared invaluable insights every business owner should know.\\n\\nWhitney\'s work involves identifying leaks in the sales pipeline and addressing why leads may not convert into demo meetings or potential proposals.\\n\\nShe emphasizes the importance of vetting opportunities and understanding the customer\'s needs and preferences, especially in larger enterprise-level deals.\\n\\nWhitney also mentioned the importance of professional associations as a valuable source of warm leads and partnership opportunities. These associations provide a platform for networking and building relationships that can lead to potential business opportunities.\\n\\nIn terms of sales cadences, Whitney suggests considering whether there is a compelling event or reason for the customer to move forward with the opportunity. She emphasizes the importance of understanding the customer\'s motivations and needs to avoid spinning wheels on unproductive engagements.\\n\\nWhitney advises against being pushy or solely focused on selling. Instead, she suggests leaning into the role of a trusted advisor and treating customers like friends. By genuinely advocating for their best interests, you can create the best possible outcomes for them.\\n
Key Points from the Episode:
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- Introduction of Whitney Stoll, CEO and Founder of Carriageworks \\n \\t
- Focus on building sales pipelines and account management plans \\n \\t
- Identifying leaks in the sales pipeline and addressing conversion issues \\n \\t
- Importance of vetting opportunities and understanding customer needs \\n \\t
- Role of emotions and relationships in sales, particularly in government contracting \\n \\t
- Importance of differentiation and addressing customer needs \\n \\t
- Importance of asking great questions and active listening \\n \\t
- Consideration of compelling events and customer motivations in sales cadences \\n \\t
- Importance of staying engaged with customers and providing relevant content \\n
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