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The Alex Berman Podcast

Every week Alex Berman chats with an entrepreneur, entertainer, comedian or anyone he finds interesting and provides practical strategies on how to advance in business, life or Hollywood. This podcast is brought to you by Experiment 27 - we leverage our expertise in digital agency marketing to drive more leads to our client's business.
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Mar 6, 2017
Scott Britton is the co-founder of Troops. Troops is the first Slackbot for Sales Teams that makes it easy to use CRM data and configure workflow to do your job. They've raised $9.6m to date.
 
In this episode you'll learn:
  • [01:10] What can Troops help you with?
  • [03:10] Which sales model they use at Troops?
  • [04:30] How did they adapt the bottom-up model over the top-down one?
  • [05:08] Ideal model to sell Software?
  • [07:02] How to execute that on the marketing side?
  • [08:23] How to execute that on the sales side?
  • [09:47] How did Scott switch from relying on cold email to focusing on inbound?
  • [12:25] How to optimize the middle of the funnel and how to convert leads to users?
  • [14:17] How to execute efficient demo on-boarding strategy?
  • [16:30] How to deal with going back and forth with engineering?
  • [17:26] Questions they use for their customer feedback log
  • [19:10] How do you go from 1 user to building a company when you have a target account identified?
  • [22:00] How to make your sales process contingent upon creation of value?

Find Scott here:

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