Insights

A Killer Revenue Strategy Takes Time | Dan Thompson, Co-Founder and CEO of Kluster

Joining James on Tech Salescraft was Dan Thompson, Co-Founder and CEO of Kluster. This episode is a strong reminder for why we should be actively harnessing the power of our data. Stats and metrics are a point of reflection and growth, signposts for where we can go, and how to get there; and as Dan reminds us of the increasing uncertainty encroaching upon the market, such data has never been more important. We explore how Kluster is working with their stats and feedback, gaining an exclusive look at a firm developing an exceptional B2B SaaS platform.

“Software like Kluster is telling you, in real time, who’s ahead, who’s behind, which areas are efficient, which ones are inefficient- and these are the questions your board meeting will be asking you during times like this.”

Regular, accessible feedback is central to Dan’s understanding, application and deployment of data. Data feedback should resemble a map: it should pinpoint where you are, identify blockages, and guide you to a more efficient, optimal position. Efficiency is a buzzword across the tech sales space and, given broader marketplace anxieties, it has never been more important to place this at the fore of your discussions. Feeding your pipeline with practices that accurately serve your clients and the industry is what will set you apart from growing competition. The power of software like Kluster should not be underestimated; and Dan’s informed response to James’ questions on what precisely it can unlock makes for a brilliant conversation on untapped potential.

“Leaders need to establish a framework and a really tight culture, so when you’re not in the room, people know the expectations and how to help each other.”

Dan closed with sharing his thoughts on culture building and establishing expectations amongst your team. Dan stressed the roles leaders must play in creating practices that allow the culture to run unmanaged and become self-sufficient. When interviewing and onboarding new starters, you must ensure they buy into the culture, and are instrumental in building it further. Irrespective of skillsets and professional background, if you don’t have people that will fuel your culture, your business won’t have the backing it needs. Investing in culture has been immensely important in recent years, that isn’t going to waver in the future.

Thank you Dan for joining us on Tech Salescraft. This was a brilliant conversation and provided many sharp reminders on what we should truly be investing in when looking to empower our business.

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