Account Value Over Volume: Orchestrating a Common-Sense Approach to Sales & Marketing

June 1, 2017 | Justin Gray | No Comments | Article

Everyone is in Sales these days. Even executives.

It used to be there were two primary reasons for a CEO to be on a call with a customer—either the customer was a VIP or someone screwed up big time. Any other time, you wouldn’t dare bother the leader of the company with something as plebian as engaging with a prospective customer.

Those days are over. Now, more than ever, an engaged executive is effectively a threaded power play. Participating in carefully orchestrated, personal interactions with prospective customers may surprise some, but others will see it as a sign of an organization fully aligned around making a difference.

Once upon a time, a slick sales pro mocked me for suggesting an executive get involved. Today, I’m the executive. When it comes to the success of my team and our customers, nothing is beneath me. I shared deeper thoughts on the subject with our friends at Engagio. Make the jump and check it out.

Meet Justin Gray

Justin is a serial entrepreneur and the CEO and founder of LeadMD, the world’s largest revenue operations agency having implemented over half of the Marketo user base. Justin has made a career of launching successful companies and scaling them, with successful exits of over 200MM+ in the last decade. Justin’s latest endeavor launched in 2016 when he co-founded Six Bricks an online learning startup designed to combat employee and customer churn through experience-based education. Over the past 10 years, Justin has emerged as a strong voice for entrepreneurship, marketing and culture. As a recognized speaker, Justin has been published over 350 times in industry publications and holds his own column, Tribal Knowledge in Inc., while writing for Entrepreneur, Tech Crunch and others. Justin and his wife Jennifer met over marketing and three years later welcomed their son, Grayson, into the world in April of 2017.

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Account Value Over Volume: Orchestrating a Common-Sense Approach to Sales & Marketing