The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 3 months ago

Friday Fundamentals 178: Christian-Kletzl


Friday Fundamentals 178: Christian Kletzl

Hey everybody, happy Friday. Welcome to Friday fundamentals and the sales hacker podcast. I'm sure you remember that Friday fundamentals is that short five to ten minute format where we bring you actuable insights to help make a difference in what you do. Today we've got this week's guest back on the show, Christian Kletzel. Christian is the CEO and Co founder of User Gems, an incredible new company that helps you track buyers and decision makers across different companies, and he's gonna be talking to us about a metric that becomes more important than ever in in a new in this new economic environment than before. So we'll be talking about that now. Before we get there, you want to thank our sponsors. We've got two sponsors for the show. The first is pavilion. Pavilion is the key to getting more out of your career. Make sure you take advantage of the pavilion for teams corporate membership and enroll your entire go to market team in one of our industry leading schools and courses, including marketing schools, sales schools, sales development school and Revenue Operations School. Unlock your professional potential...

...with a pavilion membership gets started today at Joint Pavilion Dot Com. We're also brought to you by outreach. Outreach triples the productivity of sales teams and empowers them to drive predictable and measurable revenue growth by prioritizing the right activities and scaling customer engagement with intelligent automation. Outreach makes customer facing teams more effective and improves visibility into what really drives results. Now, Christian, welcome back to the show. Hey, Sam, good to be here again. We're excited to have you. So our question to you is this, in this current economic environment, what's a metric or a measurement that becomes more important in this economy than ever before? Yeah, and so for us that's champion, lifetime value, and we all know lifetime value, which is like a company bias, and how long are they going to stay in my customer and that defines how much money I'm getting from them. But in this environment, and also in the last one, like last year it was all about the great resignation and people changing your top and this year it's it's all about downsizing. In this case we see a lot of chop movement, and this means that the people...

...that previously purchased my product, they might actually join new organizations and when they go there, the question is, are they buying my product again? And that's been really the lifetime value of an individual versus the lifetime value company, and I think what's really interesting is that this is actually then how I measure my success, like how sticky is my product, not only for the organization advise it, but actually how much value was delivered to the individual. And so we measure their success by tracking people that purchase my product and that they moved on. Did they buy again? And even at our organization, we're very young organization, we have people that bought us for the third time. So the lifetime value of these people is actually well in the six digits. And what we really like about this is that B two, B can always, always learn so much from B to C, and in this case what it learns from B to see is that that, yes, the company pays for the product, but actually the champion that buys the product, and therefore...'s going from B to B, from selling to a business to actually selling to an individual. And if I have this mindset, swhich that it's actually a person that's buying it. It's actually a person who has needs and where my product can help hopefully solve them, then this means that it actually should influence how my product is developed. So now my product shouldn't only make sure that it makes the company happy that buys the product, but actually can it make a lot of individual users happy. And because if product optimizes for a big number of users that have a great user experience and they move on, then they really really help sales and marketing in acquiring new customers. So for us, that's actually how product can become best friends with the safety and can ultimately help the whole organization. I love it. Champion LTV is an important new concept and the point about why it's important right now. It's because it's...

...warmer hire conversion rates on your sales. When you're looking for efficient growth, you need to talk to people that want to buy and, especially in this economy right now, once again, like what it's not only people changing the job but the economy is also a much more cautious about buying new products. So there is much less risk involved with me buying a product. Again, they di've already experienced before so if you talk about the risk and like there's a risk in not buying products, there's a risk in buying completely new product that I've never tried. So for me as a buyer, the best thing I can do is, if I really had a good experience, is actually buying the same product again and already knowing what I'm getting out of that. I couldn't agree more. Christian, remind us if folks want to reach out to you and learn more about champion LTV and maybe purchase user gems, what's the best way to get in touch with you? Yes, best way is always emails. So please reach out to me at Christian at User Gems Dot Com. Wonderful folks won't reach out to me, you can Sam a Joint Pavilion Dot Com. Put Sales Hacker podcast in the subject line. Thanks again... our sponsors, pavilion. Pavilion's got a recession pack of courses coming out. So if you're out there and you want to learn how to sell through recession or market through recession, make sure you take advantage at join Pavilion Dot Com. And, of course, thanks to outreach, tripling the productivity of sales teams everywhere Christian, thanks so much for being our guest on the show this week. Awesome. Thank you so much for having me, Sam. This was great, awesome for everybody else. We'll talk to you next time. Have a great weekends.

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