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Ep170 Niche Down to Scale Up: How Propensity’s CEO Ignited Growth

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Manage episode 497209081 series 2964813
Content provided by Alice Heiman. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Alice Heiman or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

Sumner Vanderhoof, CEO & Co‑Founder of Propensity, shares how he transformed an idea into a nimble, niche-focused account-based marketing platform. In just two years, Propensity achieved remarkable growth and retention by combining founder-led sales, month-to-month agreements, and an “opt‑in” SDR outreach model.

His approach shifted the sales game, targeting only in-market buyers with verified contact data and it’s something any CEO can learn from, especially those navigating a crowded SaaS space.

Key action items:

  1. Find a growing gap and own that niche
  2. Build trust first with opt-in engagement
  3. Hire elite specialists for focused execution

Rapid Fire Recommendations:

📖 Book: Being Wrong by Kathryn Schulz

🎙 Podcast: Making Sense with Sam Harris

🔗 Connect with Sumner Vanderhoof :
LinkedIn: Sumner Vanderhoof - Propensity

🔗 Connect with Alice Heiman:
LinkedIn: Alice Heiman
Website: aliceheiman.com

  continue reading

171 episodes

Artwork
iconShare
 
Manage episode 497209081 series 2964813
Content provided by Alice Heiman. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Alice Heiman or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

Sumner Vanderhoof, CEO & Co‑Founder of Propensity, shares how he transformed an idea into a nimble, niche-focused account-based marketing platform. In just two years, Propensity achieved remarkable growth and retention by combining founder-led sales, month-to-month agreements, and an “opt‑in” SDR outreach model.

His approach shifted the sales game, targeting only in-market buyers with verified contact data and it’s something any CEO can learn from, especially those navigating a crowded SaaS space.

Key action items:

  1. Find a growing gap and own that niche
  2. Build trust first with opt-in engagement
  3. Hire elite specialists for focused execution

Rapid Fire Recommendations:

📖 Book: Being Wrong by Kathryn Schulz

🎙 Podcast: Making Sense with Sam Harris

🔗 Connect with Sumner Vanderhoof :
LinkedIn: Sumner Vanderhoof - Propensity

🔗 Connect with Alice Heiman:
LinkedIn: Alice Heiman
Website: aliceheiman.com

  continue reading

171 episodes

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