Market Pain Scoring — Kyle Williams // Brickstack
- Part 1 Market Pain Scoring — Kyle Williams // Brickstack
- Part 2Context on Mental Models — Kyle Williams // Brickstack
- Part 3Scoring an industry using mental models — Kyle Williams // Brickstack
- Part 4GTM Hot Takes for Partner Management — Kyle Williams // Brickstack
- Part 5GTM SasS Hot Takes — Kyle Williams // Brickstack
Show Notes
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02:02How to approach market pain scoringPre-scoring the market helps to determine who is in pain currently. SDRs can spend less time researching because they know who they should be talking to and what to say to them.
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03:06SDR prospecting challengesSDRs spend a lot of time researching prospects. Leaving them with limited time to have conversations with these prospects and produce insights based on prospect pain points.
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04:15How prescoring helps SDRsSDRs go into conversations with prospects knowing what their problems are. So, they can provide more relevant insights and helpful solutions to prospects
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05:35How to scale pain scoringProfile the market to identify best fit accounts and their pains. Score them to obtain account value and segment them into buckets based on existing customers.
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09:14Effects of building better mental modelsROI increases as sales and marketing teams spend more time focusing on the right prospects with the right messages. And these interactions help to refine the companys mental models.
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10:36Picking the right mental modelWhen youve identified a prospects relevance and their pain, you know how to engage them in a relevant way. And the feedback from prospects helps to improve targeting and messaging.
Quotes
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"Pain scoring is about mapping your company's unique understanding, perspective, mental models, and heuristics to your market. Instead of just looking for who might give you money." -Kyle Williams, Founder, Brickstack
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"About half of SDRs time is spent on research. But, that doesn't translate in how they're talking to prospects because they spent 80% of their time prospecting, and only have 20% left to say something." -Kyle Williams, Founder, Brickstack
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"What we do with pain scoring is move from a world where you don't have to satisfice. You don't have to make as many of those tradeoffs because we pre-look for the exact pain that someone might be in." -Kyle Williams, Founder, Brickstack
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"Show up with helpful advice that says, looks like you just made this change, which means you might be thinking about X, and our last 50 customers who dealt with X saw Y. Do you want to chat?" -Kyle Williams, Founder, Brickstack
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"If you're picking the right mental models, they should be relevant to you and to the prospect. By thinking about who is relevant and why, and what those mental models are, you get the messaging." -Kyle Williams, Founder, Brickstack
- Part 1 Market Pain Scoring — Kyle Williams // Brickstack
- Part 2Context on Mental Models — Kyle Williams // Brickstack
- Part 3Scoring an industry using mental models — Kyle Williams // Brickstack
- Part 4GTM Hot Takes for Partner Management — Kyle Williams // Brickstack
- Part 5GTM SasS Hot Takes — Kyle Williams // Brickstack
Up Next:
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Part 1Market Pain Scoring — Kyle Williams // Brickstack
Kyle Williams, Founder of Brickstack, discusses go-to-market strategies with guest-host Jordan Crawford, Co-Founder of Blueprint. When outbound teams spend more time doing research than talking to prospects, they miss out on big accounts. Scoring the market beforehand means sales and marketing teams can focus on speaking to the right customers. Today, Kyle talks about market pain scoring.
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Part 2Context on Mental Models — Kyle Williams // Brickstack
Kyle Williams, Founder of Brickstack, discusses go-to-market strategies with guest-host Jordan Crawford, Co-Founder of Blueprint. B2B teams have long had access to tools for raw based data and messaging at scale. What they’ve been missing is their own mental models, and how to translate those into finding and communicating with new customers. Today, Kyle talks about context on mental models.
Play Podcast -
Part 3Scoring an industry using mental models — Kyle Williams // Brickstack
Kyle Williams, Founder of Brickstack, discusses go-to-market strategies with guest-host Jordan Crawford, Co-Founder of Blueprint. Marketing comes with its own set of challenges and one that stands out is clearly demonstrating to prospects the problems we solve. There’s also the process of identifying whether these prospects are a good fit for our services. Today, Kyle talks about pain scoring case studies.
Play Podcast -
Part 4GTM Hot Takes for Partner Management — Kyle Williams // Brickstack
Kyle Williams, Founder of Brickstack, discusses go-to-market strategies with guest-host Jordan Crawford, Co-Founder of Blueprint. Marketing messages are changing constantly. In response, several companies are providing the technology to make these processes easier and faster for users. Today, Kyle talks about go-to-market hot takes for Vendr.com, Hopin.com, and Webflow.
Play Podcast -
Part 5GTM SasS Hot Takes — Kyle Williams // Brickstack
Kyle Williams, Founder of Brickstack, discusses go-to-market strategies with guest-host Jordan Crawford, Co-Founder of Blueprint. What your best SDR or AE notices may indeed be very painful, for your prospects. But, it may only happen frequently and not be worth the investment. Today, Kyle talks about partner management tools.
Play Podcast
