Mike Stafiej tells us the plain truth about his strategy - including his mistakes.
Mike Stafiej, the president of PICLIF(.com), knows that a lot of disruptive young B2B companies start off with the assumption that they will continually need to check in on their clients over a period of time - a model where a lot of “account managers”, “customer success” people, and “client satisfaction” staff need to be hired.
Mike set PICLIF up to be different. Together with his trusted advisors, Mike built PICLIF to grow quickly. The company uses a B2B technology sales model to sell to funeral homes, but rather than pinning their hopes of success onto a large scale field team’s ability to upsell and after-sell, they are working a high-speed market penetration strategy instead.
The young president didn't grow up in the business. He candidly admits that he's "still learning" about PICLIF's market, clients, and ultimate end users - and that in the past, he had confused the clients with the ultimate end users. Mike's open nature and humility are helping PICLIF as it quietly grows into a disruptive force in an overlooked industry.
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