Disrupting Tech Revenue Generation with CRO Jeff Hoffman

Most tech companies are small to mid-sized, and currently operating with less than $25 million in funding.

The most important ingredient for disruption is companies possessing a solution that the buyers at companies “must have.” You shouldn’t concentrate on a playbook until you have a clear conception of who your buyers are and why.

Most tech companies are small to mid-sized, and currently operating with less than $25 million in funding and if they are among the minority generating revenue, it’s typically less than $5 million, and often less than $2 million. They are also proceeding on a false assumption that their sales successes are built upon their sales teams’ preestablished connections. They end up with what they think are good prospects in their CRM systems but are actuality not qualified. The reality is that tech is not a relationship-based industry—their customers don’t buy this way. They want something that is going to have a positive impact on their business.

But enter Jeff Hoffman, Principal & Founder of JeffHoffmanCRO.com, who explains to KJ Helms, host of the Disruption / Interruption podcast, how tech companies believe their product is a “shiny object” based on their investors believing in their offering. They don’t have a sense of what actual value they are bringing to their target customers. If it isn’t a “gotta have” product, these companies must create that perception.

After years of selling and managing enterprise software licenses, Jeff started to recognize that companies were trying to find and win deals fast but had unrealistic expectations and were always in change mode, Jeff said to himself, THAT’S IT—I’M DONE WITH THE STATUS QUO and went about codifying and simplifying the complexities of change mode into revenue-promoting processes.

Jeff explains:

1.    The most important ingredient for disruption is companies possessing a solution that the buyers at companies “must have.”

2.    The majority of tech industries are small to mid-sized. To build revenue you need to ensure your products are “got to have” rather “nice to have.”

3.    You can’t presume that salespeople will have incredible connections and they will close sales. You must have a solution that truly improves something for a company.

4.    If they’ve generated revenue, tech companies are likely operating with less than $25 million in funding. Typically, that funding is about $2 to $5 million.

5.    A company reaction is to hire salespeople, expecting them to be able to go out and close deals, but they don’t set them up for success.

6.    You shouldn’t concentrate on a playbook until you have a clear conception of who your buyers are and why.

7.    Always ask these three questions: Why is this person interested? Why would they want to buy from us? Why would they want our services now?

Disruption Interruption is the podcast where you’ll hear from today’s biggest Industry Disruptors. Learn what motivated them to bring about change and how they overcome opposition to adoption.

Disruption Interruption can be listened to via the Podbean app and is available on Apple’s App Store and Google Play.

About Disruption Interruption:
Disruption is happening on an unprecedented scale, impacting all manner of industries— MedTech, Finance, IT, eCommerce, shipping and logistics, and more—and COVID has moved their timelines up a full decade or more. But WHO are these disruptors and when did they say, “THAT’S IT! I’VE HAD IT!”? Time to Disrupt and Interrupt with host Karla Jo “KJ” Helms, veteran communications disruptor. KJ interviews bad a**es who are disrupting their industries and altering economic networks that have become antiquated with an establishment resistant to progress. She delves into uncovering secrets from industry rebels and quiet revolutionaries that uncover common traits—and not-so-common—that are changing our economic markets… and lives. Visit the world’s key pioneers that persist to success, despite arrows in their backs at http://www.disruptioninterruption.com.

About Karla Jo Helms:
Karla Jo Helms is the Chief Evangelist and Anti-PR(TM) Strategist for JOTO PR Disruptors(TM).
Karla Jo learned firsthand how unforgiving business can be when millions of dollars are on the line—and how the control of public opinion often determines whether one company is happily chosen, or another is brutally rejected. Being an alumnus of crisis management, Karla Jo has worked with litigation attorneys, private investigators, and the media to help restore companies of goodwill back into the good graces of public opinion—Karla Jo operates on the ethic of getting it right the first time, not relying on second chances and doing what it takes to excel. Helms speaks globally on public relations, how the PR industry itself has lost its way and how, in the right hands, corporations can harness the power of Anti-PR to drive markets and impact market perception.

About Jeff Hoffman:
Jeff is a trusted Chief Revenue Officer with an international footprint who has managed sales teams/regions at three funded B2B Fintech companies; two of which reached liquidity events per his stewardship. Sectors he has worked in include reg-tech, payments, treasury, and security benefiting capital markets, banks, and corporates. Jeff is fastidiously focused on building winning cultures, developing sales talent, managing salespeople in situational deal scenarios, managing P&Ls, and coaching teams to ensure sustainable/scalable top-line growth. He has mentored more than 100 people in sales, product development, marketing, engineering, and services. Jeff can be found online at https://www.linkedin.com/in/jeffalanhoffman/.

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