3 lessons I learned from the CRO of Owners(.)com at SaaSOpen

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Speaking at SaaSOpen was incredible.

It's a whole different world when you're surrounded by companies doing millions in revenue.

The insights flying around were next-level!

One talk that really stuck with me was from the CRO of Owners(.)com.

They've been on a rocket-ship growth trajectory, and he shared 3 key strategies that fueled their success.

These aren't just textbook tactics – they're the kind of game-changing moves that can seriously accelerate our own growth.

Let's dive in:

Get laser-focused on your ICP:

You can waste all your time gathering and sorting leads.

Or you can get laser-focused.

Remove every lead outside your Ideal Customer Profile (ICP) from your CRM database.

I pondered over this.

But it now makes perfect sense.

A bloated CRM = sales teams chasing worthless leads.

All a lead does is:

→ Make you feel excited
→ Give you something to track
→ Make you feel busy
→ Provide nothing in return

First, identify your ICP.

→ Those who love your offer
→ Those who take action

Then, ruthlessly remove anything outside of it.

Why?

Because it forces you into focused sales.

It saves time on dead-end leads.
It saves energy on tire-kicking prospects.
It conserves your resources for real deals.

Understanding your ICP = a significant uptick in sales team productivity.

Cut the fat. Burn the excess.

It's like a strict diet plan: you're not missing what you didn't have in the first place.

Integrate onboarding and sales

The most powerful tool that every company can use:

Integrate onboarding and sales.

And yet, most companies keep these two separate.

Owners(.)com, did the opposite, and it's exactly why they're succeeding.

Onboarding is the magic that keeps customers engaged and loyal.

But without a strong sales process, your onboarding efforts will be wasted.

Owners(.)com made it a priority to:

1. Align what the sales team promised to what the onboarding team delivered.

2. Track customer engagement through the onboarding process.

3. Identify weak points in onboarding and sales where customers often gave up, and fix them.

By integrating onboarding and sales, Owners(.)com:

• Massively reduced churn
• Improved customer loyalty
• Increased lifetime value.

Here's something to consider:

Sales and onboarding teams share the same goals — keep customers happy and engaged.

So why not join forces and work together?

Integrating sales and onboarding:

• Increases customer satisfaction.
• Reduces churn.
• Increases business performance.

Follow the lead of Owners(.)com:

Make sure your sales and onboarding teams work together, and watch your business soar.

Efficiency is the secret sauce for explosive business growth.

At least, according to the CRO of Owners(.)com.

He taught me one lesson at SaaSOpen: Prioritize efficiency in everything.

Why is efficiency so important?

Small improvements in efficiency can compound into huge gains.

Imagine if you could prospect 25% more leads every week.

Or, close deals 20% faster than you do now.

That would have a massive impact on your bottom line.

So, how can you optimize your processes?

1. Look for bottlenecks

2. Simplify complex processes

3. Automate repetitive tasks

4. Use tools to streamline workflows

5. Continuously track and measure performance

Remember, efficiency isn't just about working harder. It's about working smarter.

Start with small changes and watch how they compound over time.

Who knows?

You may even become the next CRO of a rapidly growing company.

Final thoughts

These lessons from Owners(.)com are a potent reminder:

Focused strategy is often more powerful than hustle alone.

Don't just read this newsletter – take action!

Choose one of these strategies and start implementing it today.

Even small changes can lead to big wins over time.

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