Turn your own customer data into the ROI case

Your buyers don't need another pitch. They need proof it pays off. Thurman Sneed, CRO at Marigold, shows how his team turned years of their own customer data into an ROI case that got a hesitant buyer to sign in two days. Plus why a true ICP beats fishing in the ocean, and why he added AI capacity before adding headcount. Thank you, Thurman. Recorded with my co-host Mark Petruzzi. Chapters 00:00 Rebuilding coverage around verticals 05:22 Stop fishing in oceans: be maniacal about true ICP 08:00 Rep's homemade ROI calculator gets a deal signed in two days 08:53 Deliverability math: 40,000 fewer inbox emails flips a CEO 15:24 No fifth SDR: AI capacity instead of headcount Where is your team's 2mm shift? Book a complimentary 30-minute call: https://calendly.com/kkanderson1 Find your shift. 589inc.com #SalesLeadership #SalesManagement