The only principle you really need.
The old ABCs told you — Always Be Closing.
The new ABCs tell you — Always Be Connecting.
Connecting dots, connecting people, connecting friends to resources, and connecting communities.
Customers don’t want to be closed. Customers want to be helped.
- Jill Rowley, SaaS Icon, GTM Advisor, Startup Investor
"It’s not just about who you know. It’s about what you know about who you know" - Jill Rowley on Friends with Benefits.
The old ABCs were for a world where buyers weren’t informed, and products were few…where customers needed to be approached and educated.
Today, buyers are informed. They have more options than they could ever want. And they don’t want to be approached by people they don’t know.
The old ABCs are outdated. You're not going to win with an always-be-closing, quantity > quality mindset.
It doesn’t reflect today’s buyer and it won't resonate.
So here's the principle: Everybody wins if the customer succeeds.
If you put the customer at the center of everything, all the rest should fall by the wayside. Everybody wins if the customer succeeds.
- Sam Yarborough, SVP Partnerships at PFL.com
Make this your new rule.
Before making a judgment, ask one question: Does this help my customer succeed?
Internal competition? Should you partner? Should you hop onto a new trend?
Well - Does this help my customer succeed?
Always be closing doesn't.
Always be connecting does.
-Sam and Jason Yarborough
P.S. If you haven't listened to today's episode with Jill Rowley, here's what you can expect:
- Why Partnerships should be a part of the revenue org.
- Storytime: How not focusing on their customer led to a bad partnership for Marketo.
- Why a bigger network is your key to success (and what to do about it).
Connect with us on LinkedIn (Sam and Jason).
Watch or listen to today’s FWB episode with Jill Rowley here: Youtube, Spotify, Apple Podcasts, Google Podcasts
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