Mark Girvan's guest appearances

Mark Girvan

Conquer Local Podcast

Hey Salespeople

The Leaders Council Podcast

Steve Benson

Michael Watkins

David Dulany

Mark Roberge

Tim Riesterer

Mark Jones

Matthew Pollard

Martin Lawrence

Stephen Murray

Jill Thomas

Gretchen Rubin

Ben Miller

Richard Davies

Adam Hill

Mike Williams

OwlTail

Mark Girvan, CCO of Freshbooks, joins the podcast this week - Mark got into sales at a company involved with the early days of voice recognition software, and this is where he fell in love with the art and science that technology can behold. George and Mark cover three topics: Monthly recurring revenue, the sale indicators, and acquiring new vs. engaging existing customers.Monthly Recurring Revenue: We buy differently now—try before you buy is the new normal. As consumers, we do not want to get locked into a 2 or 3-year contract, and what we see as a consequence of this new pricing system is that customers will pay more over time. Consider the pricing model you are utilizing currently and if you are still locking in your customers. Monthly recurring revenue is not a "right," you must still deliver.The Indicators for a Sale: Are you preparing your prospects to buy? There are certain signs that both your agency and your customer will show you they are ready to move forward with the buying process. Develop a checklist that has you engaging at the appropriate times with the right calls to action to scale your customers.Acquiring New vs. Engaging Existing Customers: Nurturing current customers instead of chasing new ones. It is not always best to dig for diamonds in another backyard before you analyze your own. Instead, consider focusing on revenue AND churn. You can have a high NPS score while leaking revenue out the back door.Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies, and enterprise-level organizations. Learn more about Vendasta, and we can help your organization or learn more about Vendasta's Affiliate Program and how our listeners (like yourself) are making up to $10,000 off referrals.Are you an entrepreneur, salesperson, or marketer? Then, keep the learning going in the Conquer Local Academy.

<a href="https://www.linkedin.com/in/mgirvan/" rel="nofollow" target="_blank">Mark Girvan</a>, CCO of <a href="https://www.freshbooks.com/" rel="nofollow" target="_blank">Freshbooks</a>, joins the podcast this week - Mark got into sales at a company involved with the early days of voice recognition software, and this is where he fell in love with the art and science that technology can behold. George and Mark cover three topics: Monthly recurring revenue, the sale indicators, and acquiring new vs. engaging existing customers.Monthly Recurring Revenue: We buy differently now—try before you buy is the new normal. As consumers, we do not want to get locked into a 2 or 3-year contract, and what we see as a consequence of this new pricing system is that customers will pay more over time. Consider the pricing model you are utilizing currently and if you are still locking in your customers. Monthly recurring revenue is not a "right," you must still deliver.The Indicators for a Sale: Are you preparing your prospects to buy? There are certain signs that both your agency and your customer will show you they are ready to move forward with the buying process. Develop a checklist that has you engaging at the appropriate times with the right calls to action to scale your customers.Acquiring New vs. Engaging Existing Customers: Nurturing current customers instead of chasing new ones. It is not always best to dig for diamonds in another backyard before you analyze your own. Instead, consider focusing on revenue AND churn. You can have a high NPS score while leaking revenue out the back door.Conquer Local is presented by <a href="https://www.vendasta.com/" rel="nofollow" target="_blank">Vendasta.</a> We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies, and enterprise-level organizations. Learn more about Vendasta, and we can help your organization or learn more about <a href="https://www.vendasta.com/affiliate/" rel="nofollow" target="_blank">Vendasta's Affiliate Program</a> and how our listeners (like yourself) are making up to $10,000 off referrals.Are you an entrepreneur, salesperson, or marketer? Then, keep the learning going in the <a href="https://academy.conquerlocal.com/" rel="nofollow" target="_blank">Conquer Local Academy.</a>

522: Monthly Recurring Revenue | Mark Girvan

Mark Girvan is the Chief Commercial Officer of FreshBooks, the creator of accounting software for self-employed professionals and their teams. In this episode, Mark talks to Jeremey and guest host Amanda Georgoff, RVP of Enterprise Sales at SalesLoft, about the unique process of selling to micro-businesses and why he thinks micro-businesses will be a dominant force in the future. He also shares how he gauges which reps will “make it” and which won’t. Visit SalesLoft.com for show notes and insights from this episode.

Mark Girvan is the Chief Commercial Officer of FreshBooks, the creator of accounting software for self-employed professionals and their teams. In this episode, Mark talks to Jeremey and guest host Amanda Georgoff, RVP of Enterprise Sales at SalesLoft, about the unique process of selling to micro-businesses and why he thinks micro-businesses will be a dominant force in the future. He also shares how he gauges which reps will “make it” and which won’t. Visit <a href="http://SalesLoft.com" rel="nofollow" target="_blank">SalesLoft.com</a> for show notes and insights from this episode.

Targeting Micro-Businesses with Mark Girvan

Mark Girvan Creative Partner at Buddy Creative, a Creative and Graphic design agency in Exeter.

Mark Girvan Creative Partner at Buddy Creative, a Creative and Graphic design agency in Exeter.

In Conversation: Mark Girvan