The Clearing Model: A Framework for Having Difficult Conversations
This episode features an interview with Sydney Sloan, CMO of SalesLoft.
On this episode, Sydney delves into the inner workings of SalesLoft’s website, explains how to personalize your marketing team’s communications, and shares the framework she uses for having difficult conversations at work.
“You have to personalize your communications. Email is the primary channel, but you have to use more than email….When you're doing email, phone call, a social touch and a direct mail, that is the holy-quad-fecta. You'll get a 4.7 X higher lift than sending email alone.”
“Everybody in SaaS knows that you have to continue to work really hard to maintain a customer, especially in a competitive marketplace. So having those programs where customers can come and learn about what we're up to and learn from others is important.”
“My one piece of advice to give to a CMO who's trying to rethink or figure out their demand gen strategy would be to don't try and fix it all at once. Try and find one part that you can focus the team on and fix that first and then go to the second one. Trying to do it all at once can be overwhelming and take too long. Get quick wins.”
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