Jonathan Reeves

Find UK People: The Ultimate Debtor Tracing Solution Got unpaid debts slowing you down? Time to speed things up with Find UK People! We’re the UK’s top choice for debtor tracing, blending cutting-edge tech with unbeatable expertise to track down your debtors in no time. 🔍 Tech-Powered Precision: Our advanced systems zero in on debtors fast and accurately. 🎯 Expert Team: Decades of experience mean we crack even the toughest cases. 🔒 Discreet & Confidential: Your privacy is our priority. Always. 🌐 Versatile Solutions: From debt recovery to business continuity, we’ve got you covered. 🤝 Client First: Tailored services that fit your unique needs. Join the savvy businesses who’ve turned to Find UK People for swift debt recovery. Ready to reclaim what’s yours? 🌐 Check us out at www.findukpeople.com and let’s get those debts settled! #DebtorTracing #DebtRecovery #FindUKPeople #BusinessSolutions #LocateDebtors #FinancialStability

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Sales-Tech Prediction for the next 5 years: We’re about to enter the age of radical customisation. An age in which customers will be able to develop and personalise tools in real time through natural language. What does that mean? The ability to submit a feature request, like “add a feature to pull and analyse customer feedback from the last month of calls”, and AI agents embedded into the tool will code the feature in real time. The potential implications for sales-tech vendors? - Value prop shift: from out-the-box functionality to integration capabilities. - Market disruption: with smaller companies potentially leapfrogging established players by predicating their business on AI. - Process atomisation: Could see a trend towards “microprocesses” in our sales funnel, in which teams create ultra-specific tools/workflows for each stage of their funnel, given the much lower barrier to entry. Shout out to Will Mulholland for sharing some of these insights with us. AI wiz. StackOptimise ⚙️

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Customer Success Has a Problem, and It’s Time to Fix It Over the past few years, we’ve complicated customer success to the extreme. We’re stretching teams too thin, piling on strategy docs that “look” impressive but are tough to act on, and expecting our CSMs to work miracles with scattered customer data. We’ve normalised it as “just the way things are,” but it’s time to course-correct. Endless strategy docs that look great on paper but don’t help teams in practice. Focus on the basics: Who are our customers? Why do they buy from us? What do they need? You can fit this on half a page. We’re pushing CSMs to sell so aggressively that they risk relationships. There’s a balance—focus on value, not just sales metrics, or you’ll end up burning out your crop and getting less in return. When customer data lives in scattered spreadsheets, it’s impossible to get a clear view and it's exhausting. Invest in the right tools so your team can focus on what really matters instead of constantly piecing together insights. Can we PLEASE make 2025 the year we return to the basics, empowering our teams and focusing on what’s truly impactful. A simpler, more focused approach will yield better results—and happier teams. P.S - CS-X.io is a platform designed to bring it back to basics and focus on the things that matter. Let me know if you want to take a look and see how it can help! #customersuccess #saas #startups #newyearnewme

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Who’s the best revenue leader you’ve worked with? Later this month I’m hosting 20 top CROs, VPs and GMs for an invite only informal dinner in London. Leaders from the likes of Onfido, Salesforce, Verkada, Orange, Yulife, Instabase etc. are attending 🙌🏼 It’s a chance to network with peers and lean from others facing similar challenges. I have two spots remaining at the table! 👀 Which Revenue Leaders should be joining us? Tag your suggestions in the comments below! #growth #leadership #peers #networking #strategy

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I have been at the Pavilion GTM EMEA Conference where Guy Rubin was speaking and mentioned in his recent post that 75% of reps are missing quota, however, sales teams shrunk by 9% in Q1 and targets have increased 37% compared to 2023....surely the maths at the planning stage doesn't work??   'So, lets reduce our team size because the market is tough......but we still need to hit our financial plan so lets increase everyone's quota'.......'oh wow, nobody is hitting quota!' And then guess what's next? You start losing your sales team.   This is exactly why tracking true sales productivity (yeild per rep per unit of time) at a granular level is so important. There is no point in building a plan and setting targets that are not achievable. If you are not constantly tracking productivity and where you are against plan then you are subject to increasing the amount of how much you miss plan!

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In the last few days I’ve heard from a number of companies that a particular e-billing vendor is terminating their contracts on short notice to work around pre-negotiated renewal price increase caps, then asking for as much as 25% more. These companies are understandably livid and feel betrayed. They also feel trapped because 90 days or less isn’t enough time to switch to a new vendor. So, they have no choice but to accept this predatory and bad faith behavior, and pay up. If this is happening to you now, or if you’re a customer of this vendor and your renewal is coming up soon (which means it’s going to happen to you soon), here’s what I think you should do about it: 🛑 Just say no. It may seem like your vendor has all the leverage, but they don’t. The entire reason they’re doing this is to increase revenue; they literally can’t afford to lose your business. 🧑‍⚖️ Threaten legal action. This is plainly a bad faith attempt not to uphold an obligation under the contract. I don’t think any mediator/judge would find for them, and they can’t afford it anyway. 🚫 If this is the last straw, reach out to me or anyone at Brightflag. We’ll match your current price, switch you over before the end of your contract, and give you rock-solid renewal protections. #legalops #legaltech #ebilling

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The 'pricing by use case' topic at the Substribe SubsClub session yesterday was a big one to tackle with pricing, product, strategy, rev ops and commercial leaders. I'm very pleased to see this feedback from a product leader who scored the session 10/10 on the Must Have Score. "It is great to hear examples of how other companies have implemented pricing by use case, the challenges, multiple questions to answer and the flow of questions to answer to validate if the metrics used to determine the pricing model are right (consistent, scalable, auditable) before getting to the exact pricing. I felt less alone in this transition from user based to use case based licensing." #b2b #subscriptions #pricing #usecase 🚀 🚀 🚀 🚀 🚀 🚀

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Sean's Sales Tip 🎯 Why Seller-Centric Forecasting Fails: 🏆 The importance of focusing also on Buyer's Actions in Sales Success🏆 📊When it comes to sales forecasting and progressing sales opportunities, relying too much on seller actions can be misleading. For example: I presented the proposal, I sent off the contract, I completed the demonstration. This approach places too much emphasis on what we are doing, rather than focusing also on what buyers are doing. In reality, buyer actions are the true indicators of progress through the buying process. 📊 📉 In fact, Gartner highlights that up to 90% of the buyer’s journey happens without a salesperson present. So, if you're not zeroing in on the verified actions of the buyer, you're missing the real signs of whether a deal is moving forward. 🔍 ⚡ Focus on Verified Buyer Actions, Not only Seller Activity To build a more accurate sales forecast, start by identifying what actions the buyer has taken that signal progress. These can include: Securing approval to spend the funding, Involving other key decision-makers, Agreeing to your criteria for the proof of concept (PoC). Just because you’ve presented something, it doesn’t mean the buyer’s internal decision-making has advanced. 🎯 🔄 Start with the End in Mind: Backward Planning for Success Before any customer meeting, use Jeff Bezos’ "working backward" strategy—starting with the end goal and planning steps to reach it. Ask yourself, What do I want the buyer to do next to ensure that your meeting moves the buyer forward in their process. 🎯 🚀 Final Thought Sales forecasting improves dramatically when you consider seller and buyer actions. Focus on the buyer’s journey, and plan each interaction with a clear goal in mind. That’s how you forecast more accurately and close more deals. 💼

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Here is the second edition of our buyer persona insights. We curated this data based on over 1000+ B2B sales meetings along with pipeline and performance coaching data. In B2B technology sales, if you don’t personalize your pitch, you risk three major pitfalls: 1️⃣ 𝗩𝗮𝗻𝗶𝘀𝗵𝗶𝗻𝗴 𝗔𝗰𝘁 (no response after the first meeting),  2️⃣ 𝗜𝗻𝗳𝗼 𝗟𝗶𝗺𝗯𝗼 (buyers keep asking for information but never commit),  3️⃣ 𝗧𝗮𝗰𝘁𝗶𝗰𝗮𝗹 𝗧𝗿𝗲𝗮𝗱𝗺𝗶𝗹𝗹 (buyers pin you down to the immediate details without strategic engagement Here are few of the insights from the data 𝗗͟𝗲͟𝗮͟𝗹͟ ͟𝗖͟𝗹͟𝗼͟𝘀͟𝗶͟𝗻͟𝗴͟: When it’s time to seal the deal, you’re often dealing with Counselors (23%) and Planners (16%). 💡 Suggested Seller Behaviour: Build trust and demonstrate a well-thought-out plan. 🔔 Takeaway: Personalize your approach to show them how your solution fits their long-term goals. 𝗗͟𝗶͟𝘀͟𝗰͟𝗼͟𝘃͟𝗲͟𝗿͟𝘆͟ ͟𝗠͟𝗲͟𝗲͟𝘁͟𝗶͟𝗻͟𝗴͟𝘀͟:͟ Expect to meet a mix, especially Skeptics (13%) and Influencers (10%). 💡 Suggested Seller Behaviour: Balance facts with a compelling story. 🔔 Takeaway: Engage both their logical and emotional sides to keep the conversation moving forward. 𝗙͟𝗼͟𝗹͟𝗹͟𝗼͟𝘄͟ ͟𝗨͟𝗽͟ ͟𝗠͟𝗲͟𝗲͟𝘁͟𝗶͟𝗻͟𝗴͟𝘀͟:͟ Supporters (23%) and Initiators (16%) dominate here. 💡 Suggested Seller Behaviour: Stay consistent and keep the dialogue open. 🔔 Takeaway: Regular, meaningful follow-ups prevent the Vanishing Act and keep buyers engaged. 𝗡͟𝗲͟𝗴͟𝗼͟𝘁͟𝗶͟𝗮͟𝘁͟𝗶͟𝗼͟𝗻͟ ͟𝗠͟𝗲͟𝗲͟𝘁͟𝗶͟𝗻͟𝗴͟𝘀͟:͟ It’s a mixed bag with Questioners (11%) and Skeptics (12%) in the spotlight. 💡 Suggested Seller Behaviour: Be prepared with data and detailed responses. 🔔 Takeaway: Address their concerns directly to avoid getting stuck in Info Limbo. 𝗣͟𝗿͟𝗼͟𝗱͟𝘂͟𝗰͟𝘁͟ ͟𝗗͟𝗲͟𝗺͟𝗼͟𝘀͟:͟ This is where Harmonizers (26%) shine. 💡 Suggested Seller Behaviour: Focus on the broader impact of your solution. 🔔 Takeaway: Show them how your product benefits everyone involved to align with their big-picture thinking. Keep in mind that it’s not just about 𝘸𝘩𝘢𝘵 𝘺𝘰𝘶 𝘴𝘦𝘭𝘭, but 𝙝𝙤𝙬 𝙮𝙤𝙪 𝙨𝙚𝙡𝙡 𝙞𝙩. Personalize your pitch to avoid dead ends, endless questions, and getting stuck in the weeds. Tailor your approach to these buyer personas, and see if you see a difference. I'd love to hear from you how you approach these meetings, drop a comment below. Anisha Gopal, David Lane, Kevin Nietzke #SalesTips #B2BSales #BuyerPersonas #CustomerEngagement #DISC #PersonalizationInSales

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"I'm not stressed," said the seller who had become so used to pressure that they no longer noticed its weight. More often than not, quite literally. Jeff Riseley insights on mental health in sales reveal a startling truth: 70% of sellers are struggling with mental health issues. It doesn't have to be that way! While we can’t control everything that causes stress, there are a few things we, as sellers, can manage. I don’t have all the answers, but I do know two things that consistently help reduce stress and anxiety: 1. Planning and routines – Jeff Bezos once said, “Stress primarily comes from not taking action over something that you can have some control over.” Setting plans and taking action can significantly lower stress. 2. Play a game and/or exercise – When you engage in physical activity, your body releases "feel-good" hormones which naturally elevate your mood and reduce pain perception. Regular movement supports better sleep and overall mental resilience. If you’re experiencing chronic stress, seek help. What are you go to stress busting strategies, share it the comments below? #stress #sales #mentalhealth #b2bsales

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Recently, while hiring for a CRO role for a high-growth information, media, and events business, the crucial topic of structuring sales teams for optimal growth came up. Should the teams be structured with hybrid or linear roles? Each has its merits, but choosing the right approach can significantly impact your business's success. Hybrid teams, often referred to as 'win and retain' or 360 sellers, are responsible for acquiring new clients, nurturing those relationships, managing the account, and handling renewals. On the surface, this seems like an efficient model. One person owns the entire client relationship, which can lead to deeper trust and understanding. However, there's a catch. Over time, hybrid salespeople often default to account management to hit their targets. It's a natural tendency as selling to existing relationships can be easier and less time-consuming than constantly hunting for new business. This hinders new business development, which we all know, is vital for growth! On the other hand, linear teams split responsibilities between hunters and farmers. In this model, you have a dedicated team of sales reps focused 100% on winning new business. These 'hunters' thrive on the thrill of acquiring new logos and are often rewarded with uncapped, attractive commission schemes to reflect the difficulty of their task. Then, there’s a separate team of account managers, the 'farmers,' who specialise in nurturing, up-selling, cross-selling, and renewing existing accounts. These professionals are retention experts, adept at building relationships and strategically developing key accounts. By focusing on their strengths, each team can excel without the distraction of competing priorities. Which model is right for your business? Choosing between hybrid and linear teams depends on your business’s specific needs, goals and in my opinion - timing - where you are in your phase of growth... In the early stages of a business, hybrid roles might be beneficial as they allow for deep relationship building and a comprehensive understanding of client needs. It's also easier to recruit for as candidates like the appeal of both new business and account management. However, as the business scales, linear roles might become more appropriate to ensure a constant influx of new clients while maintaining strong relationships with existing ones. Often you need to simplify the roles, allowing salespeople to zero-in and focus on one task rather than three. Another example might be to build a team to sell on one core flagship product rather than sell across the whole portfolio. You also need to consider sales cycles, market conditions, team strengths and many other factors. Ultimately, there’s no one-size-fits-all answer. The key is to remain flexible and responsive to your business's changing needs. I would welcome your comments on this one as it often comes up in conversation? #SalesStrategy #BusinessIntelligence #DataSales

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It’s day two of Big Data London! 💚 💚 Back on the red carpet after an incredible day of learning and connecting yesterday. 👏 We’ve had so many great conversations about the power of partnerships already - drop us a message if you want to chat! ✅   #BigDataLDN #Conference #Partnerships #Growth

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How do you detect atrophy in your team? Many of the conversations I’m having with revenue leaders centre around how they can become more proactive vs reactive. A big part of this is detecting atrophy - those reps who may be blindly slipping into decline or heading for a bad quarter. To be proactive requires ruthless focus on LEADING indicators. Rather than obsession over LAGGING metrics. Leading indicators typically include KPIs such as: - pipeline value ($ opps created) - pipeline volume (# opps created) - stage to stage conversion (%) - activity volume Another great leading indicator is competency scores - ie what level of competence are reps demonstrating vs key competencies you expect them to display. Close monitoring of leading indicators helps you as a leader make proactive interventions so your team can course correct before it’s too late. It might just save your quarter. #leadership #data #growth #metrics #objectivedata

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SaaS is in a 'weird' place right now. 1. Consolidation crushes hypergrowth. 2. It's a winner-take-all battle for relevance. 3. It's all about real results. Investing in value is the new ROI. #saas #growth #trend #sales #hiring

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What a pod we have for you next week! Meet Partnership and Revenue Leader, CRO at Outbound Funnel, Alexander Shyshko. He moved to Silicon Valley to chase his dreams ...what's happened along the way and the lessons he's learned are well worth hearing. On the pod he talks with Tolu about some core beliefs: ✅ Leadership = "Leadership is not about control but empowering your team to innovate and take ownership." ✅ Collaboration = "In tech, collaboration isn't just a buzzword; it's the engine that drives innovation and market leadership." ✅ Partnerships = "The best partnerships are those where both sides learn and grow together." 🎙️ Release on 27.06 - Will you be tuning in? Tolu Adebekun Tick Talent #WMYT #WhatMakesYouTick #CRO #TechLeaders #CareerStories #Podcast

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