In their chat, Nick tracks how the CRO has invaded the CMO’s space. The team discuss why companies need to refocus on existing customers, the three V’s of a sales pipeline (volume, velocity and value) and why you shouldn’t be afraid of raising price.
Later on in the show, you also hear Shane and Nick explain why marketing needs to make friends with sales and why companies in growth mode die of indigestion; not starvation.
About the Co-Host
Shane Redding is an independent consultant, speaker and trainer with over 35 year’s international business to business direct & digital marketing experience. Shane currently uses her skills and knowledge to help global businesses transform their marketing by re-evaluating their people, processes and technology to better meet the challenges of our changing world.
Whether it is building new skills, redefining lead processes, or understanding your new buyer journeys, or helping choose, use and implement martech; Shane always looks to make a difference by delivering positive commercial impact.
About the Guest
Nick Eades is a Board-level leader, who has spent the last 25+ years working for companies who need to drive profitable growth and create sustainable value through world-class, systematic, Go-To-Market processes. Previously, Nick has worked for global companies, such as IBM and Dell, before switching his focus to the world of private equity, and venture-backed, businesses, primarily in the FinTech and HealthTech sectors.
These days he spends his time across a portfolio of B2B businesses, working with their investors, Boards and Executive teams, to help them achieve their potential.
Nick is also ambassador for Propolis: a ground-breaking, members-only online intelligence platform and community, for world-class professional development.