YourTurn: Recent Episodes
Cedric Royer
Welcome to YourTurn, hosted by Cedric Royer. Cedric is a sales expert who has lived in 4 countries and worked the past 2 decennia for tech corporates, startups and his own companies. He leads Jump Foundation, a sales advisory and Epic Salto, a sales platform for complex sales. This podcast features entrepreneurs and sales leaders that have made fascinating pivots. In the podcast, we take a closer look at their steps, systems and learnings. YourTurn is the ultimate guide for entrepreneurs and sales professionals looking to pivot, and boost their career and life.
The role of customer success is evolving rapidly, and so I invited Chris Dishman, Senior VP of Totango Catalyst, discusses the evolution of customer success and the role of customer success in driving revenue growth.
We cover:
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the importance of understanding and delivering value to customers,
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measuring outcomes and value attainment,
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aligning sales, marketing, and customer success teams.
Chris also highlights the significance of listening to customers, coaching CS leaders, and building a strong CS team in a startup.
Takeaways
- Customer success has evolved from being reactive to proactive, focusing on driving outcomes and value for customers.
- Understanding and delivering value to customers is crucial for customer success.
- Measuring outcomes and value attainment is a key metric for customer success.
- Alignment between sales, marketing, and customer success teams is essential for driving revenue growth.
- Listening to customers and coaching CS leaders are important aspects of leadership in customer success.
- Building a strong CS team in a startup requires a holistic approach, including technical skills, commercial negotiations, and customer management.
- Segmenting customers based on ARR and implementing digital motions can help scale customer success efforts.
In this conversation, Aga Bajer and Cedric discuss the role of culture in revenue growth. They explore the three pillars of a healthy culture: belonging, meaning, and fun. They emphasize the importance of collaboration and breaking down silos within organizations. They also discuss the balance between authenticity and professionalism in the workplace. Additionally, they highlight the dangers of a rigid culture and provide insights on hiring the right people for culture fit. The conversation concludes with tips on building a high-performance culture.TakeawaysBelonging is a fundamental human need and a key pillar of a healthy culture.Meaning and impact are essential for employees to feel fulfilled and motivated in their work.Fun at work, when understood as deep fun and enjoyment of the work itself, is necessary for employees to do their best work.Collaboration and breaking down silos are crucial for high-performance organizations.Balancing authenticity and professionalism allows employees to bring their best selves to work.A rigid culture can hinder growth and performance, so it's important to be adaptable and open to change.Hiring the right people for culture fit is essential for building a high-performance culture.Building a high-performance culture requires intentionality, clear values, and investment in leaders.Chapters00:00Introduction and Goal of the Conversation05:07The Three Pillars of a Healthy Culture06:22The Importance of Belonging in Culture08:31The Significance of Meaning in Culture09:52The Role of Fun in Culture11:41The Link Between Culture and Collaboration22:04The Dangers of a Rigid Culture26:03Breaking Silos and Building Collaboration30:17Hiring the Right People for Culture Fit38:11Building a High-Performance Culture
Hi, ready to learn more about the importance of selecting the right go-to-market motions (GTM) and how to choose the right GTM strategy for a business?We cover following GTMs1. product-led growth, 2. inbound, 3. outbound, 4. partner-led motions. 5. and nearboundKoen emphasizes the need to understand the ideal customer profile and the stage of the company before deciding on a GTM motion. WE also discuss the challenges of transitioning from SMB to enterprise GTM and the importance of having the right skills and resources. TakeawaysChoosing the right GTM motion requires understanding the ideal customer profile and the stage of the company.Transitioning from SMB to enterprise GTM requires different skills and resources.Nearbound GTM motion leverages partnerships and credible voices to stand out in a saturated market.Measuring the success of a GTM motion requires considering revenue impact, customer impact, and marketing and sales costs.Sound BitesChapters00:00Introduction and Setting the Context02:07Understanding GTM Motions04:29Choosing the Right GTM Motion06:23Transitioning from SMB to Enterprise GTM09:27Determining the Right Time to Change or Kill a GTM13:44The 10 Million ARR Benchmark15:12Challenges of Moving from Mid-Market to Enterprise GTM18:17Differentiating Nearbound from Traditional Partner Models28:32Adapting GTM to Regional Market Needs32:25Measuring the Success of a GTM Motion36:11Final Tips: Peer Collaboration and Benchmarking
Summary
In this conversation, Cedric interviews Catherine about sales development and leadership.
They discuss the qualities of a good sales development leader, the importance of creating a welcoming environment for new hires, and the need for collaboration between sales, marketing, and revenue teams.
They also touch on the importance of quality over quantity in sales, the role of research and trigger events in outreach, and the evolving models of mid-market and enterprise SDRs.
They conclude by discussing the role of AI in the future of sales development.Takeaways
- A good sales development leader creates a welcoming environment for new hires and focuses on building a collaborative team.
- Quality is more important than quantity in sales, and it's crucial to go beyond metrics and understand the why behind the numbers.
- Research and trigger events play a significant role in effective outreach, and messaging should be adjusted based on the context and target audience.
- Collaboration between sales, marketing, and revenue teams is essential for success in sales development.
- The role of AI in sales development will enhance the work of SDRs and allow them to focus on value-driven interactions.
Chapters
00:00 Introduction and Background
00:59 Qualities of a Good Sales Development Leader
02:44 Onboarding and Welcoming New Sales Development Representatives
04:06 Collaboration with Sales, Marketing, and Revenue Operations
05:34 Moving Beyond Metrics and Focusing on Quality 08:16 Personalization and Tailoring Outreach
10:41 Using Trigger Events to Drive Outreach
12:07 Educating Prospects and Building Relationships
14:17 Balancing Personalization and Efficiency
16:44 Approaching Prospects from Top-Down or Bottom-Up
19:28 Ideal Setup for Sales Development Pods
21:00 Collaboration Between SDRs and Account Executives
22:45 Differences Between Mid-Market and Enterprise SDRs
26:39 Commissioning and Incentives for SDRs
28:30 One Revenue Goal and Target for the Organization
32:33 The Role of AI in Sales Development
How do you craft a commission plan for your sales reps?
It is a critical question I cover today with Sergio Gonzalez, CEO of Remuner.
We cover multiple topics, from aligning your commission plan with your company goals, to driving the right behaviour, to creating simple and effective ones, as well as aligning team metrics.
Enjoy the episode!
With all the massively conflicting advice out there around outbounding, I decided to invite Estefa Calvo to the Revenue Strategy Podcast to dissect a working outbound strategy.
Things that we cover:
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Quality over Quantity ... again, we keep on coming back to this in all the episodes!
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Building a personal brand and creating a pull strategy to get the clients you want
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An integrated outbound sequence including LinkedIn, e-mail and the phone!
And much more.
Enjoy this episode!
Don't forget to sign up for my newsletter: www.jump.foundation/newsletter
Are you ready to learn more how to thrive in the transition from leadgen to demandgen?
Join us on this episode of the Revenue Strategy Podcast as we uncover the essential elements of building a powerhouse brand, optimising your marketing efforts, and driving sustainable growth.
Learn from industry expert Nemanja "Funky Marketing" Zivkovic as he shares actionable insights that will transform your approach to sales and marketing alignment.
We talk about growth loops, improved collaboration between sales and marketing, creating a content strategy, and much more.
Enjoy the episode!
Wanna go deeper in the topic?🔥 Contact cedric@jump.foundation🔥 Sign up for the Newsletter: https://www.jump.foundation/newsletter🔥 Follow Cedric on Linkedin: www.linkedin.com/in/cedricroyer
This episode is a masterclass on cracking the RevOps code, even if you barely know how to start with Revenue Operations.
You will boost your business with simple RevOps strategies, thanks to the brilliant insights of RevOps Director Richard De Veer from JustEatTakeAway.com .
Once you listen how you can align sales, marketing and CS to optimise your sales engine.
You'll learn:
- Discover the crucial steps to boost your revenue.
- Unlock powerful insights into customer segmentation.
- Learn how to optimize processes for maximum efficiency.
- Harness AI to supercharge your sales effectiveness.
- Explore future trends to stay ahead in the game.
Wanna go deeper in the topic?
-> Contact cedric@jump.foundation
-> Sign up for the Newsletter: https://www.jump.foundation/newsletter
-> Follow Cedric on Linkedin: www.linkedin.com/in/cedricroyer
AI is dramatically changing sales. Micael Oliveira founder of Amplememarket, and myself talk about how AI will impact sales:1. We cover the concept of the 10X AE, recently launched by Tomasz Tunguz2. We talk about how AI will impact productivity and sales performance3. We talk about balancing automation and human interactionand... I challenged Mica on the value of AI based outbounding if all mails enter spam or the impact on value based selling.I loved the episode and I am sure you'll do too.Subscribe if you enjoyed this episode!----I help b2b founders and sales leaders building and executing their profitable revenue strategy.👉🏼 Follow me on LinkedIn: / cedricroyer 👉🏼 Subscribe to my channel / @realcedric📧 Subscribe to my newsletter: https://www.jump.foundation/newsletter
Closing a client is one thing, but the real revenue lies in keeping them.
Miguel Marques from Raaft.io joined me to talk about:
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the different types of churn
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why clients churn
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how to prevent churn and how to predict churn
If you are a founder, entrepreneur or sales leader and wanna grow your business, then this episode is for you.
In this 3d conversation with Piet Saegeman, we explain why brand messaging fails, and how to make it multilayered, so it resonates with all the stakeholders inside your prospects organisation.First we recap on the 5 intents messaging framework, Then we go deeper into the multilayered approach,We cover the Rogers adoption curve of innovation,& finally we look at handling features in your strategic messaging.Enjoy the listen, and a share & like would mean a lot to me!
Excited to share with you the following episode.
How to become a data driven sales leader. Together with Tom Pennings, founder and CEO of SalesNudge, we cover the 4 steps we see to start:
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Taking inventory
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Review Pipeline
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Work with performance metrics
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Go deeper into coaching metrics
Enjoy this episode!
In this episode we look at the importance for founder of forecasting your cashflow and cashplanning.
Thomas is the founder of Cashplannr, which he launched after a previous venture, where he noticed there was money coming in, but he didn't have the liquidity to pay his invoices on time.
We talk about the need to know -and have- a long enough runway for founders, and that the foundation is financial planning.
3 elements are crucial for Thomas:
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Implement a real-time financial system
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Engage in regular scenario planning
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Compare your actuals with forecasts, to steer your business effectively.
Enjoy this episode!
We welcome Linda in our 3d session around coaching.
In this episode we'll cover sales coaching:
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Sales leaders are always tight on time, and we talk about building a coaching cadence to support the sales people,
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Giving sales leaders the foundation to become better at sales coaching,
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We go deep into the GROW model,
and much more!
Enjoy this episode.
As always, Please hit that follow and / or like button.
In this episode we talk about best practices in setting up automation in your sales process.
Topics we cover:
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Emphasis on the need for a process before implementing, in order to avoid automating inefficiencies
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Having a governance structure (and involve enablement!)
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Enjoying a continuous improvement journey
Enjoy!
Ever wanted to know the ins of scaling a company from seed to beyond A Round?
Mobietrain is fast growing edtech scale up with offices across Europe.
Guy Van Neck goes deeper into the commercial decisions and learnings during their journey.
Enjoy the listen!
The coming weeks we are digging deeper into building a worldclass pipeline.
In this episode, we go briefly over the 4 elements that you keep finding back in worldclass pipelines after analysing hundreds of them.
Hiring the right SDR can be a challenge for many b2b tech companies, and is often a first step to gain more leads.
Together with Alexander Goovaerts from Headlight we give you some tips, for example:
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What you need to become an SDR
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The fact that SDR roles can look completely different in or the other org
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How the role of SDR is evolving, and how knowledge of tools and een growth marketing techniques becomes important
and much more.
Looking for your next SDR? Be sure then to listen to this episode.
Enjoy!
(This podcast transitioned from 'YourTurn' to the 'Revenue Strategy Podcast' and has still the YourTurn look and feel).
While some sales VPs keep on cold calling, they should not be doing it: it prevents them from doing the work they are hired to do, and creates loads of issues and complexity.
In addition, Sales VPs and sales reps need different skills.
There are 3 main reasons why they might be cold calling:
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Founders assume they should 'earn back' the cost of hiring them
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Founders assume a VP sales works in the same way as they did during the founder led sales stage
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VP Sales that just got promoted might wanna do what they have always been doing, namely being good sales people
Enjoy the episode!
Strategic messaging helps organisations to come on the market with a consistent and winning story.
Piet Saegeman created a unique model, based on sales experience and neuroscience.
In this model we go deeper into the importance of using this model and how to build up your strategic messaging.
How to ramp up sales people fast in a scale up?This is the billion dollar question for many b2b tech leaders.On the one hand you have upward momentum but hiring and training reps is a downward drag.👉 They don't perform as well as fully ramped up sales reps.Here you have 3 lessons I learned to do just that.
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Create an onboarding program
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High performance coaching
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Let them contribute
Enjoy!
Please don't forget to subscribe.
Dear CEOs and executive leaders, are you ready to boost your company's performance? Then get coaching.Leadership coaching is crucial, Eric Schmidt, former ceo of Google, confirmed that everyone needs a coach.In this podcast, we talk with Linda Scotti why leaders need coaching:1. To bring their performance from good to great2. By developing themselves, they learn to develop their people3. To bring clarity and make better decisionsIf you find value in this video, don't forget to subscribe. Your support means a lot!👉🏼 Follow me on LinkedIn: https://www.linkedin.com/in/cedricroyer/👉🏼 For more valuable resources, visit www.jump.foundation👉🏼 Subscribe to my channel.
Creating a partner ecosystem can be a challenge. How do you start, and what are the steps?In this 2nd session with Edouard, we go deeper into the 5 steps to build a solid channel partner program, covering:The Discovery step - Where we identify the Ideal Partner Profile and identify what territory we need partnersThe Building step - which is the operational side, including onboarding The Managing step - when you have created the first community of partnersThe Measuring step - analysing the results of the partner strategyThe Optimising step - where you look to optimise every stepFurthermore we look at the type of commitments you need, including of the executive team, the need to specialise internally and spend enough attention to the partners, including people, marketing, training… Enjoy this episode!
You might have noticed I changed the name of the podcast to the Revenue Strategy Podcast.
The reason is that the way b2b buyers are buying is changing dramatically and sales and generating revenue should do so to.
The only right way is to implement a Revenue Strategy.
In this podcast, I explain why this is so important: what is it, but I also share with you the 3 elements you need to rollout a revenue strategy, and I give you some pointers how to start.
Enjoy this episode, and please subscribe if you want to stay updated about revenue strategies.
Clearity, where to play, where and how to win.
Message they bring not the right one. Consequence they dont make their number. Sometimes not even talking to the right customer. Commercial performance: clarity on the strategy - you as org wants to succeed.
How to position as a must have project... key messaging, performance..
Clarity, making strategic choices - they are so hard, putting the assumptions 'it will work'. What to do, what not to do.
Who to make realisation and starting change: start with best practices.
In this episode we go deeper into linking company strategy with sales enablement. We talk about nailing your positioning to communicate why you have a must-have product, what are the right customers and how to talk to them.But that is not all. Strategy means making choices, and removing all possible assumptions.Luc gives a couple of frameworks on linking your strategy with enablement, and with expectations on the floor.This, and much more you can hear.Looking forward hearing your feedback.Please subscribe to the channel, and / or share with people you feel need to hear this.
This is an absolute must listen if you are looking to improve your prospecting game.
Thibaut Souyris is the founder of SalesLabs and an authority in prospecting.
We talk about reverse engineering, building consistency, and building a winning LinkedIn prospecting strategy.
& Naturally we can't forget using the power of ChatGPT in prospecting.
Enjoy this episode!
How do you talk about your solutions? How does the CEO, founder, your marketing or sales colleagues tell about your company and solutions? Chances are that you will hear all unique stories. The problem is that it becomes harder then to scale as an organisation, and so, for Piet Saegeman, it is not your product-to-market, but your story-to-market that will define your success.
Enjoy the episode, and please don't forget to subscribe, as this is the first of 3 episodes with Piet.
For b2b companies, creating a channel partner ecosystem is a great way to increase market reach, market share and revenue.
But many companies struggle to create and rollout a partner system.
Fortunately, Edouard Dupressoir gives us some fundamental tips, in this episode. This is also the first in a series of 3 with Edouard.
Enjoy the listen, and don't forget to subscribe for more episodes.
Coaching is still an underused activity in organisations. At the same time, high performance organisations have intense coaching journeys for individual contributors, leaders and board.
In this episode I talk with Linda Scotti, an executive coach that has worked with over 100 leaders at Google and Indeed about the importance of coaching.
This is a first of 3 episodes, and each episode we go deeper into the specifics of coaching.
Don't forget to sign up!
Vladimir is at the front with regards to ABM, or Account Based Marketing. In this episode, he shares on how to start ABM and build a continuous journey.
In this journey we talk with Luc Vanheule, Global director of Sales Excellence, about the continuous journey of sales enablement to create high performance sales teams.
Welcome to our 11th episode of YourTurn podcast.
In this episode we talk with serial entrepreneur and amazing human Stefan Avivson.
If you are a founder of a startup, and are looking to get your product market fit right then you have to absolutely listen to this one!
Stefan is a serial entrepreneur, who had the ambition to build a unicorn, but after some personal and professional events landed in a depression.
Naturally this had a huge impact on his life, and we talk about getting to know yourself.
In the case of Stefan, he realised he was not a born ceo, no operations person, and decided to pivot his life into helping people, helping entrepreneurs.
He created Raw Research, an agency that helps startup founders getting their product market fit right, by doing 1 simple thing:
👉 Asking questions to clients of prospects of startups.
And, in that way, finding out why clients are buying, or not.
- but of course, this is not the only thing we talk about.
Enjoy the episode!
A while ago we spoke with Bram, founder of Leadcamp. And what a session this was!
A must-listen for all founders and entrepreneurs out there. We talk about pivoting your startup multiple times, that time when Bram had cash, a product, but no market (Covid anyone?). We talk about his reason to get funding, and we go also deeper, how he, as an analytical person, uses his gut feeling to make decisions, and this goes from features, user experience and general business decisions.
And of course there is a ton more of fascinating information.
Enjoy the listen!
In this episode we talk with Greet Bunnens, who started her career in corporate, but quickly found the way to entrepreneurship. Working with people has always been central in her career.
We talk about coaching, and why she loves working with multipotentials. We talk about making decisions based on gut feelings, and how it has evolved over the years.
This was a very interesting conversation. If you are looking to work as, or with a coach, then this is a must listen.
Enjoy!
Today we talk with George El Hage.
He is the founder of Wave, a technology that aims to disrupt the business cards industry.
We talk about starting a venture as a side hustle, about launching a product in general, of working on your vision and having mentors and coaching. At the end, he gives a brilliant piece of advice as to when to pivot.
Enjoy the listen!
In this episode, we talk with Carol Malakasis, and cover her career moves, and especially her mindset. We talk about selling goat cheese, initial ambitions, her first steps as an account executive to the current role she has, as a startup advisor. Carol is a determined and humble person, and I had a great time talking to her.
In this episode, we talk with Amit Thakar, who worked for years in tech companies, for VCs.. as a product leader. Then, feeling less and less satisfied with his professional choices, he decided to find out what he wanted, and to get to know himself, by 'just sitting there'. As an engineer with an analytical mind, he got to know his other side, and the journey is this very fascinating topic for our discussion.
In todays episode we talk with Peter Snauwaert, sales director at Dropsolid, about his journey as a sales professional, becoming a sales director and how he leads his team. He talks about his journey of discovering his true self, his intuition, his value and finding balance between being a high performance sales leader, passionate guitar player, and performance coach.
I enjoyed our conversation tremendously. He is a great individual and example of how to be a high performer while at the same time being your true self.
Enjoy the episode, and please subscribe.
From working IN your business to working ON your business, from shifting as a contractor paid by the hour, to an entrepreneur that is paid by the result. How do you do this? Where do you start? Jean-François Bodart tells us all about this, including finding time to 'date with yourself'. A very profound conversation and a definite must-listen if you plan on jumping and becoming an entrepreneur yourself. Don't forget to subscribe to enjoy more videos and podcasts!
In this episode we talk to Michael Humblet, founder of Chaomatic.com and the author of Nobody Knows You.
Michael Humblet has been consulting hundreds of startups the last couple of years around sales and content distribution, and today we talk about how he is building up his business.
Michael has been very transparent about his ambitions and strategy with Chaomatic, and as always, gave tons of advice for founders and sales professionals.
Daniel Saison is a french executive who is disrupting the domestic repair service in Dubai.
He comes with a ton of technical and sales experience, and in this podcast we talk about his approach, his style and pivots from employee to entrepreneur, from being a very high performer to being rock bottom, from being underqualified to being overqualified and finding your own way.
A fascinating talk with somebody who is very hands on, and for who loyalty is everything.
In this episode we talk with Dylan and Maarten, the 2 founders of U-Sights. As recent graduates, they knew they wanted to be entrepreneurs, and were both interested in all about sales. After launching a first idea, they realised there was no momentum, and decided to pivot. The result was born: building the biggest sales community in Belgium.
Enjoy the talk!