Five steps to grow your business with Catalyst Software's Mark Kosoglow

<p><strong>Summary:</strong><br>This week on How To Win: Mark Kosoglow, B2B SaaS thought leader and CRO of the customer success platform Catalyst Software. Founded in 2017, Catalyst's founders saw a need to create a tool that integrated customer success tools into a platform that was easy to learn and implement. To date, Catalyst has raised over $45M in funding and employs more than 100 people. Before Catalyst, Mark spent 8 years at the sales execution platform Outreach where he led their sales team as VP and later Senior VP of sales. </p><p><br>In this episode, Mark breaks down his five-step growth process. We discuss pipeline generation, engineering company processes, and creating moments of impact for your customers. I weigh in on the importance of understanding your ICP, why you should always be striving to learn new things, and the retention economy.</p><p><strong>Key Points:</strong></p><ul> <li>Step One - Choosing your ICP (01:37)</li> <li>I weigh in on how to decide which customer segment to target (04:17)</li> <li>How does ACV play into Mark's strategy? (05:18)</li> <li>Step Two - Generating a pipeline (07:32)</li> <li>I discuss why you shouldn't be afraid to be a student with a quote from author Tom Vanderbilt (08:19)</li> <li>Mark lays out his SDR-heavy approach to sales (09:33)</li> <li>Step Three - Converting the pipeline (11:26)</li> <li>Why if you want to scale it, you should teach it and repeat it with a quote from Databox's Peter Caputa (15:38)</li> <li>Step Four - Retaining customers (17:39)</li> <li>I talk about the new retention economy (21:25)</li> <li>Step Five - Optimization (22:18)</li> <li>Mark explains why one person should be in charge of the customer journey (24:10)</li> <li>Wrap-up (27:55)</li> </ul><p><strong>Mentioned:</strong></p><p><a href="https://www.linkedin.com/in/mkosoglow/">Mark Kosoglow LinkedIn</a></p><p><a href="https://www.linkedin.com/company/catalystio/">Catalyst Software LinkedIn</a></p><p><a href="https://catalyst.io/">Catalyst Software Website</a></p><p><a