In this episode of The Revenue Cafe Podcast by Breadcrumbs Hot Takes Live,  Tim Kilroy, CEO of Team Kilroy Agency, and Armando Biondi explores the pivotal role of understanding in marketing and sales. They stress that simply increasing ad spend isn't as effective as deeply comprehending prospects and clients. Trust, alignment, and change management are crucial aspects of sales processes. Tim introduces the concept of ROU (Return on Understanding), emphasizing its emotional nature as a KPI related to the reduction of friction in business processes. The importance of early NPS feedback and measuring success through improved processes is also discussed.

HIGHLIGHT QUOTES

• "Increasing your ad spend does not grow your market nearly as quickly as understanding your prospects and clients in a really deep and profound way."
• "The power is when you tie data-driven connections and opportunities to the idea of trust and alignment."
• "Change management and strategic goals are inextricably tied."
• "Reduced sales cycle is an output of pre-aligning and strategic goals, as well as change management."
• "ROU is the reduction of friction in the process."

You can find out more about Tim Kilroy in the link below: 

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

HOST: Armando Biondi
GUEST: Tim Kilroy
Breadcrumbs Podcast