{"version":"1.0","type":"rich","provider_name":"Acast","provider_url":"https://acast.com","height":250,"width":700,"html":"<iframe src=\"https://embed.acast.com/$/64c1fb4a8e16bd00116ffd75/650107b5baff9f0011d156e1?\" frameBorder=\"0\" width=\"700\" height=\"250\"></iframe>","title":"1 | 🚫 Not All Revenue Is Good: 💸 The Customers You Shouldn’t Be Selling To (Deep Dive)","thumbnail_width":200,"thumbnail_height":200,"thumbnail_url":"https://open-images.acast.com/shows/64c1fb4a8e16bd00116ffd75/1727757451668-0e2f9154-30f8-47e3-82ec-fc47b8d36d32.jpeg?height=200","description":"<p>Host Neeta Bidwai discusses the good revenue framework, emphasizing the importance of focusing on customers who understand the value of your services and contribute positively to the business.</p><p><br></p><p>The episode covers:</p><ul><li>Why good revenue is worth more than bad revenue.</li><li>Good revenue is financially beneficial in the long run, driven by customers who understand and appreciate the value of the product, leading to low churn and high referrals.</li><li>Bad revenue entails short-term gains with long-term costs due to high-maintenance customers and concessions that distract from core strategies.</li><li>The paradigm shift in buyer behavior (backed by extensive amounts of data) necessitates a new approach to marketing that focuses on customer education and engagement early on.</li><li>Integrated strategies across marketing, sales, and product development are crucial for driving good revenue and minimizing wasted resources and internal conflicts.</li><li>The importance of tight positioning, understanding customer value perception, building a durable feedback loop within the organization, and involving legal and finance teams in the go-to-market strategy.</li><li>How to optimize go-to-market strategies, leveraging customer insights, and making strategic decisions that favor long-term revenue growth over short-term gains.</li><li>The crucial role of a collaborative approach across teams to meet business goals.</li><li>Setting clear revenue strategies to avoid common pitfalls such as chasing unprofitable deals or misaligning with customer needs.</li></ul><p><br></p><p>_</p><p>Where to find Neeta:</p><p><a href=\"https://www.linkedin.com/in/neetabidwai/\" rel=\"noopener noreferrer\" target=\"_blank\">https://www.linkedin.com/in/neetabidwai/</a></p><p><br></p><p>Where to find Good Revenue:</p><p><a href=\"https://goodrevenue.io/goodrevenue\" rel=\"noopener noreferrer\" target=\"_blank\">https://goodrevenue.io/goodrevenue</a></p><p><a href=\"https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ\" rel=\"noopener noreferrer\" target=\"_blank\">https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ</a></p><p><br></p><p>_</p><p>Highlights:</p><p>00:00 Introduction to Good Revenue</p><p>00:29 Defining Good and Bad Revenue</p><p>02:43 The Strategic Choice of Good Revenue</p><p>02:50 The Changing Buyer Journey</p><p>06:47 Marketing's Role in Good Revenue</p><p>14:58 Sales Strategies for Good Revenue</p><p>18:44 Product Development and Good Revenue</p><p>27:40 The Role of Legal and Finance in Go to Market</p><p>30:35 Conclusion and Final Thoughts</p><p><br></p><p>_</p><p>Referenced:</p><p>Buyer journey meta-analysis data (Gartner, McKinsey, TrustRadius, G2, Bain, KornFerry): <a href=\"https://goodrevenue.io/buyerjourney\" rel=\"noopener noreferrer\" target=\"_blank\">https://goodrevenue.io/buyerjourney</a></p><p><br></p><p>_</p><p>Sound by RPS: <a href=\"https://www.rps-audio.com/\" rel=\"noopener noreferrer\" target=\"_blank\">https://www.rps-audio.com/</a>&nbsp;</p>","author_name":"Neeta Bidwai"}