ABOUT THIS EPISODE
Today, we welcome Ryan Staley, Founder and CEO of Whale Boss and host of The Scale Up Show. SaaS companies do NOT know their customers intimately. Not knowing your perfect customer profile (PCP) prevents them from effectively targeting and selling to their best customers.
Ryan shares actionable tips so that SaaS companies can instead focus on emotionally connecting with buyers and understanding what motivates them to make a purchase. He also discusses quantifiable outcomes in order to be a successful company.
Takeaways
- You can double your deal size by knowing your customers and figuring out who your best buyers are, also called the PCP.
- Double down on knowing the problem you solve to avoid spending too much on marketing to customers who are not a good fit for your product.
Quote of the Show
"Look at the last 12 months of data that you have with your 5 biggest wins, your 5 fastest wins, and your 5 biggest losses, and then put it through that lens of what's the vertical, what's the revenue size, what's the ownership structure on top of it. Two, what's the outcome you've created. And last but not least... the actual tangible people you're working with." - Ryan Staley
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