Today’s episode welcomes JB Daguené, Founder & CEO of Evergrowth - a platform that enables revenue teams to deeply understand and prioritize customer needs through granular AI-driven TAM categorization at the top of the sales funnel.

JB has been part of the B2B sales world for over 15 years. He fell in love with SaaS during his tenure at TrustPilot, where he was the first sales person they hired. Within 2 years they went from 4 to 150 salespeople and over 4000 customers. Big part of his early success was a customer-centric approach, which is also what Evergrowth enables for their clients.

At TrustPilot, JB was able to make at least one sale per day. He achieved this by being a ruthless disqualifier and detaching from the outcome, allowing him to waste a lot less time chasing deals that will never close. He was also a hardcore list builder - which is a huge advantage if you’re a full-cycle sales executive.

Collin and JB speak on the effectiveness of full-cycle sales. The level of experience that you can provide by preparing your own research, starting the conversation from scratch and owning the whole sales process is much higher than just simply taking a lead that an SDR already prospected into. Typically sellers who do full-cycle see better conversion rates after the initial call, which in our current economic climate is becoming more and more of a necessity.

Tune into the full episode to learn more on how to master B2B sales in 2024!

Connect with JB - https://www.linkedin.com/in/jbdaguene/

Connect with Collin - https://www.linkedin.com/in/collincmitchell/

Check out Collin's Newsletter - https://salestransformation.beehiiv.com/

• (00:00) - - JB’s Background & finding AI
• (03:52) - - How to make at least one sale a day
• (06:14) - - Why full-cycle sales is making a comeback
• (09:02) - - What does Evergrowth do?
• (14:38) - - How to utilize intent data
• (16:35) - - The modern sales playbook