What would you say if your CEO told you they wanted to speak with 100 customers in 100 days? That’s exactly what our guest, David Politis, did and he still thinks it’s one of the best things he’s done in his career.
David, the Founder and Executive Chairman of BetterCloud and Host of Not Another CEO Podcast, joins co-hosts Craig Rosenberg and Matt Amundson for a must-listen episode for founders, CEOs, and B2B execs. David explains why having a smaller TAM (Total Addressable Market) is actually good for smaller or newer-stage companies. There are also great discussions about when landing a big customer can be a bad thing for your company’s roadmap, why meeting with customers is so critically important for leaders, and how to stand out as a sales rep to book meetings with decision-makers at ideal customers.
Also, Matt gets a very meaningful head nod and Craig is called an inspiration, a high that his ego may be chasing for a long time.
Critical Takeaways
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Chapters
00:00 When Craig Met David, His Forever-23-ish Wunderkind
06:07 Stop Supersizing Your TAM, Narrow Down Your ICP
09:34 The Dangers of Landing a Whale Client & How To Handle Your Big Fish
18:11 Which Comes First, The Product or The Persona?
23:19 Why a CEO Would Want to Meet 100 Customers in 100 Days
30:48 Sales Reps Need To Take The Opposite Approach to Automation
41:50 Creating Memorable Moments for Prospects & Customers Through Events
47:50 Matt Provides His Expert Critique of David’s Art Exhibition
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Epic Quotes
Connect with David
Shoutouts
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