Mixmax

Understanding your ICP’s (Ideal Customer Profile) journey is more than just a checklist; it’s the key to turning demos into dollars. Had a great convo with Mandy McEwen on this one! Let’s talk about the PBG Pyramid, your secret weapon for aligning your product with what actually matters to your customers. Here’s the blueprint: 🩹 Pain: Start by getting real about what’s keeping your ICP up at night. Is it clunky processes? Lost revenue? Slow growth? List out every headache they’d love to solve. The goal? Show them you truly “get” it. Action Tip: Send a quick survey to prospects or revisit recent customer convos. Identify the biggest pain points and update your messaging to mirror those struggles. 💡 Benefits: Next up, it’s benefit time. Not features, but benefits! Explain how your solution alleviates their specific pains. Action Tip: Map out each benefit directly to a pain point. Think of benefits as the relief button they’re dying to press. 🏆 Gain: The “aha!” moment. This is where you connect benefits to big-picture goals—think of this as why they care in the first place. What’s the strategic gain? More revenue? Scalability? A rock-solid competitive edge? Action Tip: Frame the gain as a win for their strategy. How does this investment level them up? Paint the vision, but make it achievable. Using the PBG Pyramid as your foundation? That’s how you turn “maybe” into “let’s talk.

Ever felt like you’re about to post on LinkedIn and then thought, “Who am I to give advice?” 😅 Yeah, welcome to the club. Imposter syndrome loves to mess with your social selling strategy. But here’s the thing—social selling is a goldmine for driving warmer connections and bringing real value to your network. You don’t have to be an influencer, just be you with a plan. Mandy McEwen shared some Simple Steps to Crush Social Selling: 1. Start with Alignment: Get your team on board. Ensure marketing and sales are in sync, so your messaging is clear and your voice is consistent. 2. Fight Imposter Syndrome: It’s natural to feel like a fraud when you hit “Post,” but remember, you’re speaking to help, not to brag. Your experiences are valuable. Every post could help someone who’s a step behind you. 3. Provide Value, Don’t Just Pitch: Share insights, trends, and personal stories that solve problems your audience is facing. Pro Tip: Commenting on others’ posts is an easy way to start! No need to craft a masterpiece every time. Just engage authentically, and you’ll get comfortable. Ready to make social a key part of your GTM strategy? No more excuses, time to get posting! 💪 #SocialSelling #ImposterSyndrome #GTMLeadership #WarmConnections #RevenueGrowth

Social selling is the future of sales — 𝙗𝙪𝙩 𝙞𝙩 𝙨𝙩𝙖𝙧𝙩𝙨 𝙖𝙩 𝙩𝙝𝙚 𝙩𝙤𝙥. If leadership doesn’t have buy-in, your team certainly won’t. It’s one of the many things I discussed with Heath Barnett from Mixmax. I elaborate further in the video clip, but here’s 3 key things your team needs: → Right mindset: Leadership needs to fully be on board. Even if they don’t fully understand social selling, they need to be in. → Lead by Example: Leadership can’t just endorse the idea—they need to be living it. Actively engaging in social selling shows the team it’s a priority. → Consistent Training: Leadership AND your team need training. Social selling training builds camaraderie and trust. When leadership buys in, the rest of the team follows. I’ll link to our full discussion below if you want more insights on social selling, using LinkedIn for lead generation, and more.

Part of the fun of my job is getting to talk to some of the brightest minds in go-to-market roles (GTM Mavericks, if you will). One of those people I recently spoke with was Heath B. from Mixmax. We covered a ton of ground, and I highly recommend checking out the full episode. Here are some nuggets of wisdom Heath shared in our convo: On work/life balance “I looked up one day, and it was like, either everybody was divorced, stressed out, depressed, and asked, is this how I really want to make money? And it wasn’t, so I that was when I went a different route.” On starting a company “When it becomes a job, that’s a clear signal that it’s time to change.” On PIPs “It’s the taboo word of performance improvement plans. Nobody likes to talk about it, but the reality is that I think it actually creates clarity around what is expected and what happens if those expectations are not met. It’s one of the reasons I love sales. There’s no gray area.” On the future GTM “I love building out the playbooks. I love building out the actual GTM motions. And I think the the next generation of GTM leaders crave that because the next generation is less commercial sales focus and more of this operator mentality because you have to figure out how to do less with more now.” On GTM efficiency “And that's kind of our whole goal at Mixmax… how do we help sales and revenue teams know who to contact, when to contact them, what channel to contact them through, and then how to engage them in a meaningful way that actually makes sure that we have conversations that customers care about?” And all that’s just in the first 10 minutes! For the full thing, go here: https://lnkd.in/g6Yh8J8C