Raphael Paulin-Daigle’s Post

💡 Sharing a great insight from a colleague I admire, Anita Sagar, Ed.D: Success isn’t just about traditional KPIs. It’s about uncovering the third metric—the hidden driver that makes goals meaningful, like innovation or collaboration. How are you identifying and measuring this within your team? #LeadershipDevelopment #Innovation #SuccessMetrics

Today, let’s dig into “listen to your customer” a little bit more. As you are figuring out your ICP - don’t just go and ask what they like, or do not like about your product or service. Don’t make it a CAB where they just answer specific sets of questions in forum - let them have a stake in the conversation and guide it to what they want to say. Go ask lots and lots of open ended questions at all levels of a company. This requires transparency, relationship, vulnerability, and accountability. Why? Because you need to meet needs across your business at multiple levels to achieve PMF which is by definition a customer willing to buy, use and repurchase your product. It’s really hard to find ICP if you don’t know what motivates your customer and why. So when you go listen: - do they see the need for the solution? If not, what need do they see. Dig into what that actually means. - Ask what their biggest problem is that is related to why we are sitting in the room together - Ask if there are cultural changes moving towards something would cause - What does success for them (as individuals) and for their company look like - on what timeline - If they had a magic wand - what would they magically change - What are the economic considerations that might influence an outcome? - what operational challenges are they specifically facing? - What do they love about other types of solutions out there. Why? - What are the constraints of their business that get them to this conclusion? And it goes on - go ask these questions and listen. Be curious. Don’t sell. Document. Document. Document. Walk out and tell them you won’t have all the answers but you are listening to try and solve those you can for customers like you. Ask for their ongoing feedback about what works well and what doesn’t as your team makes progress Reflect and go look for these correlations in your data. And back to step 1 for refinement. #icp #revops #revenueoperations

Two metrics just aren't enough for sustainable success. After last week's exploration of the Third Metric concept, I'm sharing five proven strategies that have helped clients transform how they measure (and achieve) success: ✅ Track the Energy ✅ Find the Multiplier Effects ✅ Listen for the Actual Story ✅ Map the Friction Points ✅ Uncover Hidden Bridges 👇 Read the full article to discover how to use these approaches in your next client engagement and transform both your pre-sales and delivery conversations. #consulting #clientsuccess #strategy #transformation #presales

Do more with less. Be more efficient. Cut the fat. As marketers, all too often we receive these mantras. 🥱 They're usually triggered by feast-famine cycles, big swings & misses, shiny new capex projects, or poor cash flow management. They can tend to sound similar, but there are nuances. 🗣️ "𝗕𝗲 𝗺𝗼𝗿𝗲 𝗲𝗳𝗳𝗶𝗰𝗶𝗲𝗻𝘁." Get your unit economics in order. Spend less & drive fewer leads/MQL/SQL/won deals if you have to, but we can't keep operating at a per-customer loss. 🗣️ "𝗖𝘂𝘁 𝘁𝗵𝗲 𝗳𝗮𝘁." Optimize your campaigns & activities (i.e. do your job). This can hurt as it insinuates that you aren't already doing this as a regular part of your job. It's also dangerous as the analysis will lead you to focus on Demand Capture (i.e. brand keywords) and turn off Demand Generation. The performance will look great in the short term, but your top-of-funnel will have a hole. 🗣️ "𝗗𝗼 𝗺𝗼𝗿𝗲 𝘄𝗶𝘁𝗵 𝗹𝗲𝘀𝘀." The phrase we all dread. It’s likely that tough decisions are ahead. But alas, you start immediately brainstorming, increasing hours, pushing productivity to the limit, and cutting program spending (and people.) The results: increased efficiency, lower pipeline, and a demoralized team. 💫 But sometimes, the stars align ... And something magical happens. And when it does, the danger’s to think that it's normative. Stop and celebrate the win. 🙌 🎉 🥳 ~~~~~~~~~ We were fortunate to celebrate this rare event with a Johnson Strategy Partners client this week. 𝟮𝟬𝟮𝟰 𝗬𝗧𝗗 𝗥𝗲𝘀𝘂𝗹𝘁𝘀: ➡️ 43% LESS budget, 12% MORE new business. That’s a 100% improvement! 🤯 And the unit economics are all cranking. 🗓️ 6-month payback periods 🏆 better win rates on pipeline 🔁 increased retention How did we do it? Stay tuned ...

The world’s most valuable skill: Revenue Optimization. But lack of strategic insights keeps people from ever learning how to do it—and costs them roughly $100k in the process. So, here are 5 Revenue Optimization frameworks that cost you nothing and will save you hundreds of painful hours: 1. Boost Revenue with Proven Strategies! 📈💡 #RevenueGrowth #BusinessSuccess #productconsulting #productroadmapping #productize

Outbound tools are evolving fast—yet, the game has never truly changed. Stay with me. There's a lot of new tools in the outbound space. So many options about enrichment, automated personalization, pushing visitors into Slack channels, waterfalls, API connections, automations, etc. These are all good - and game-changers. But don't forget sticking to the basics. The core principles that empower true outbound success: - Your ideal customer profile (ICP) - A compelling offer  - Clear, resonant messaging Get that right. The rest simply builds upon this base. So take a breath. Plant your feet. The future is bright, but the path is clear. Godspeed! 🥂 -- Clay, RB2B, Ocean.io, Humanlinker, Trigify.io - agree??

It's time to double down on organic growth. By focusing on internal drivers—like using existing tools more efficiently and shifting to customer-focused roadmaps—companies can reduce churn, expand offerings, and drive faster revenue growth. It's about working smarter, not harder, and tapping into the full potential of your team and resources. Keep growing, keep learning. 🔗4 Tips on driving organic business growth: https://lnkd.in/gVNyNAvd #BusinessGrowth #OrganicGrowth #CustomerFocus

RevOps is no longer just a buzzword, it's a vital strategy every organization recognizes. While the concept has been evolving in various forms for over three decades, today it is consolidated under one umbrella, acting as a catalyst to ensure superior productivity and high performance. Past: There was a time marked by simpler tools and a focus on individual efforts. Marketers handled data and processes manually, and the notion of a cohesive buying group was almost unheard of. Present: We now have access to sophisticated CRMs and marketing automation platforms. Despite these advances, we face the challenges of departmental silos and redundant technology stacks. Future: Imagine a future where RevOps is fully integrated, aligning all tools and strategies to maximize customer value. It's about envisioning the complete landscape and propelling performance through unified and optimized operations. No ghosts here, just a clear, visionary path to mastering RevOps! Read More - https://lnkd.in/e4tg4Vwj #RevOps #FutureOfWork #BusinessTransformation #TechTrends

We go beyond just the visible. From strategy to execution, we empower businesses to thrive in a dynamic digital landscape. Discover the power of being the Leader with Tescra. #Tescra #Software #technology #consulting #strategy #execution #performance #excellence #successstories