In this episode of The Revenue Cafe Podcast by Breadcrumbs Hot Takes Live,  Tim Kilroy, CEO of Team Kilroy Agency, introduces the concept of ROU (Return on Understanding) in sales and marketing. He emphasizes the importance of shifting the focus from tactics to understanding the buyer's perspective and needs during the sales and onboarding process. Tim highlights the correlation between high post-onboarding NPS scores and customer lifetime value, stressing the need to address client needs explicitly. He explains that software providers must adapt to their clients' needs to lower perceived risks and ensure client satisfaction. The episode also discusses the significance of articulating client pain points and tying software benefits to strategic goals for successful renewals.

HIGHLIGHT QUOTES

• "Your sales and onboarding process is almost entirely built around your needs."
• "Prospects and buyers want to feel understood and supported all the time."
• "What's in it for me (WIFM) is real. This is the guiding principle of making decisions."
• "Creating alignment is the number one thing that is going to make renewals easier."
• "Renewals made easy: The role of ROU in customer relationships."
   

You can find out more about Lalit Gautam in the link below: 

• LinkedIn: https://www.linkedin.com/in/timkilroy/

HOST: Armando Biondi
GUEST: Tim Kilroy
Breadcrumbs Podcast