Adam Holzer

Next time you see a single waiter managing an entire restaurant, before frustration sets in, let’s take a moment to consider the bigger picture of what the restaurant industry is facing. It’s easy to leave a negative review when service isn’t perfect, but let’s think about how that impacts the people behind the scenes. It’s so important to remember that there are often deeper issues at play that go beyond just what we see as customers. Staffing shortages, rising costs, and growing consumer expectations are challenges that many restaurants are grappling with daily. Instead of criticism, let’s offer understanding and support where we can. ❤️

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Hey, sales reps. This is your pre-Q4 reminder that a **company** didn't say no to you. A **person** said no to you. Keep knocking on doors, keep cold calling, keep doing your thing. If you're selling something that works, that makes someone's life better, their job easier, whatever, and you're looking to land that big logo and hit quote, you WILL find the **person** who says yes. Trust the process. I can't count the number of times I've called a prospect, been told to pound sand, then later called another prospect at the same company, turned that person into my champion, and eventually found one of those objectors on an onboarding call. Many of my teammates have similar stories. Logos don't say no, people do. And if people say no, they can also say yes! (And, yes, omg, for the sales-haters about to come for me in the comments: there is such a thing as a one-person decision maker and they do say no and any of us with a shred of decency just put them on a 'do not call' list if they ask us to, relax.)

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📢 NONPROFIT ORGS 📢 Are you spending hours on the phone with hotels, trying to secure rooms blocks for your annual meetings, conferences, etc? Why? Why are you doing that? 😲 Let Hotel Engine 's Group Booking feature do the leg work. #nonprofit #nonprofitorgs #nonprofithelp #nonprofittip #501c3 #nonprofitorganizations #techfornonprofits

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🌿 Revolutionizing Fast Food: The Salad and Go + Trustwell Success Story 🌿 In the fast-paced world of quick-service restaurants, Salad and Go is leading a deliciously healthy revolution! With its unique drive-thru salad concept, Salad and Go is on a mission to make fresh, healthy food accessible to all—without compromising on speed or convenience. 🥗🚗 To scale its innovative concept and maintain impeccable quality, Salad and Go partnered with Trustwell, a leader in food safety, quality assurance, and traceability solutions. This collaboration has been a game-changer in their quest to redefine fast food. The Challenge: As Salad and Go expanded rapidly, it faced several hurdles: - Visibility: Limited insight into an increasingly complex supply chain - Traceability: The need for robust tracking from farm to fork - Compliance: Navigating strict regulatory landscapes Addressing these challenges was crucial to maintaining their promise of high-quality, fresh ingredients. The Solution: Trustwell, with its comprehensive suite of tools from FoodLogiQ and Genesis Foods, provided the perfect technological backbone to support Salad and Go’s explosive growth: - Enhanced Traceability: Complete transparency throughout the supply chain - Supplier Management: Stringent controls over supplier quality and compliance - Regulatory Compliance: Streamlined adherence to FSMA and other key regulations Implementation and Impact: The integration of Trustwell’s solutions was seamless and swift. Salad and Go rolled out a state-of-the-art food quality reporting system across all locations, allowing them to monitor and manage food quality in real-time. Here are some of the remarkable outcomes: - Improved Supply Chain Visibility: They can now swiftly identify and resolve potential issues, ensuring every salad meets their high standards. - Proactive Quality Management: Real-time insights empower them to act immediately on food quality concerns, elevating the customer experience. - Regulatory Preparedness: With Trustwell’s solutions, they're always audit-ready, ensuring compliance and peace of mind. - Cross-Organizational Benefits: Beyond the FSQA team, the entire organization has embraced a culture of continuous improvement, thanks to the valuable insights Trustwell provides. Conclusion: Partnering with Trustwell has been a pivotal step in Salad and Go’s journey to transform the fast food industry. By harnessing cutting-edge technology, they've not only enhanced their food safety and quality assurance processes but also strengthened their commitment to delivering fresh, healthy, and affordable meals to their customers. As they continue to grow, Trustwell’s solutions will remain at the heart of their strategy, driving innovation and operational excellence. Join Salad and Go in their mission to make healthy eating fast, fun, and accessible! 🥗💪 #SaladAndGo #Trustwell #Innovation #FoodSafety #SupplyChainExcellence #Partnership #ContinuousImprovement

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New to sales? I want you to stop 🛑 doing this if you want to be more successful at cold calling or prospecting in general. 1) Get to the point. People are busy and having the mindset that we recognize this will make you stand out. 2) Stop asking “how are you?” If you’ve never met them or talked to them before, it makes us sound disingenuous. 3) Don’t ask “is this a bad time?” They’re busy. They’re juggling a thousand things and now we’ve become a thousand and one - see point 1 And lastly….. 4) Be transparent. “Hey Susan, I’ll be honest.. this is a sales call; but I promise to keep short”. I guarantee you will go from 1/10 people hanging up on you.. to 5/10 giving you 2 minutes of their time. Two minutes is a long time to tell them what you can do to help them solve a possible problem. Have a great weekend. Would you add something else to this list? “Nothing happens until somebody sells something” #sales #prospecting #hospitality #hotels

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🚨 Aspiring to Move from SMB/MM to Enterprise? Here’s the Reality 🚨 If you're an SMB or MM AE with your sights set on breaking into Enterprise, here's something you need to know: In most cases, you’ll have to leave your current company to make it happen. I faced this myself. After proving myself in SMB/GRB at Salesforce, I realized the path to Enterprise internally would take years. So, I made the bold decision to leave Salesforce for an Enterprise role at Asana. That move more than doubled my OTE and base pay overnight. From there, I transitioned into an Enterprise role at Workday, which opened the door to even bigger opportunities. Here’s why that leap skyrocketed my career: 1️⃣ Enterprise Deals Changed the Game – Closing deals with large enterprise companies skyrocketed my career path and earnings potential. These are the kinds of companies that have significant budgets, meaning the deals are bigger, and so are the commissions If you want to make life-changing commissions, you need to be in a role—and an org—that gives you access to enterprise clients with money to spend. 2️⃣ Limited Internal Mobility – Most companies, including Salesforce, often prefer to hire externally for Enterprise roles. While promotions do happen, waiting around could cost you years of potential growth and earnings. 3️⃣ Breaking the SMB/MM Box – When you excel in SMB/MM, it can be hard to break free of that mold internally. Making a lateral move to a new company resets how you’re perceived and fast-tracks you into Enterprise. 4️⃣ More than Doubling Pay in Less Than a Year – My OTE and base pay doubled when I left Salesforce for Asana. But here’s the kicker: just 9 months after I made that move, Salesforce was recruiting me back for Enterprise roles. Had I stayed, I would have waited years for the same opportunity. There’s a specific strategy for making this kind of career leap—and it’s not just about switching jobs. It's about building the skillset and mindset to thrive at the next level. It’s about knowing when and how to move into a role that aligns with your long-term goals. I can teach you the skills needed to make that shift and position yourself for life-changing earnings. DM me or schedule an appointment with the link on top of my calendar.

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Most CS candidates fail here. 👇 Asking lame questions at the end of the first interview. They either don’t ask at all or go for lame, vague ones like “What’s the company culture like?” The real issue? You can't use these insights to steer the next interview rounds. ❌ Instead, be smart. 👉 Use this stealth question: “Imagine it is a year from now, we're discussing my contract renewal. What would I have done in this coming year that will make you tell me that I have been the best hire you've made in the customer success team in the past year?” 💡 This question is gold. It shows you think ahead and care about long-term success. You’re eager to perform and deliver. You want to excel. 🚀 𝗛𝗲𝗿𝗲’𝘀 𝘄𝗵𝘆 𝘁𝗵𝗶𝘀 𝘄𝗼𝗿𝗸𝘀: You get clear performance expectations. The interviewer will outline exactly what success looks like. Now, you know what’s important and can align your efforts. You’ve turned guesswork into half a game plan. 📈 You demonstrate initiative and engagement. Asking this shows you’re proactive and genuinely interested in the role. It’s not just about landing the job; it’s about making a significant impact. 🌟 You gain insights into company priorities. Their response reveals what the company values and what their struggles are. You get a peek into their culture and management style. This helps you decide if this is the right place for you. 🏢 It opens up a deeper dialogue. This question can lead to a rich discussion about the role, team dynamics, and company strategy. You build rapport and show you’re thinking strategically. 🔍 🚨 See comments for bonus open questions 🚨 Use this question to tailor your answers in follow-up interviews. Showcase your skills and experiences that align with their success criteria. Show that you’re the perfect fit. 🎯 Wrap it all up in your case assignment and founder interviews. Refer back to this conversation. 💬 Don’t settle for being another average candidate. Stand out by asking bold, open-ended questions that get to the heart of what the company truly values. 🌟 In the end, remember: The right questions can set you apart and pave the way to success. 💥 Drop some stellar questions you've received as an interviewer or favourite open ended question in the comments. ------------------------------------- Think this is valuable for other CS folks? Hit Repost ♻️ #customersuccess #saas #startups #careercoaching  #CS #CSM #SuccessHacks #customersuccessmanager #interviewtips

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SDR leaders, 9 questions to ask yourself before you wrap up the week: 𝗔𝗯𝗼𝘂𝘁 𝗬𝗼𝘂 - What did I do well? - What didn't I do well? - What should I do differently next week? 𝗔𝗯𝗼𝘂𝘁 𝗬𝗼𝘂𝗿 𝗧𝗲𝗮𝗺 - What did we do well? - What didn't we do well? - What should we do differently next week? 𝗔𝗯𝗼𝘂𝘁 𝗬𝗼𝘂𝗿 𝗥𝗲𝗽𝘀 - Who performed well that I can recognize? - Who struggled that needs more support? - Who can I spotlight for success stories? Doing this every Friday is a surefire way to keep you and your team improving. Happy Friday, y'all.

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I joined Boostly (YC S22) in February 2023 🙌 At that time we had…... 👇 👉 3 SDRs 👉 1 AE 👉 Longer than ideal customer enrollment to go live cycle 👉 An ok average deal size 👉 Some multi location accounts 👉 1 - 2 enrollments a day 👉 Maybe a couple customers going live per week 👉 A starter SDR + AE playbook/slidedeck with inconsistent training 👉 No inbound marketing function 👉 Decent new monthly revenue relative to size of our team  👉 Overall little consistency in our month to month outputs  👉 A baseline culture with some values Fast forward 15 months and oh boy have we turned up the heat.... 🔥 🚀 9 SDRs 🚀 1 additional AE  🚀 Shortened enrollment to go live cycle by 10 days 🚀 3.5x enrollments per day 🚀 2x average deal size 🚀 Many many more multi location accounts 🚀 Multiple customers going live any given day of the week 🚀 A fully functioning playbook/slidedeck + consistent training for teams  🚀 Fully functioning inbound marketing motion with 1 inbound SDR  🚀 3.5x new monthly revenue output 🚀 So much more consistency 🚀 Values clearly outlined and lived by an awesome team! We’ve experienced so much positive movement and have a strong team that’s willing to learn and put in the work! 💪 On this note, with growth comes the opportunity to have new Booster’s move up or come aboard for the first time! I am super stoked to announce Kevin Courtright has joined Boostly as our newest Manager of SDRs 👏 Let's crush! I’ve said it before and I will say it again, the best is yet to come! 🏆 Make sure to check out Boostly for roles and positions available in the coming weeks 😎

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I've closed 8-figure deals as an enterprise AE, and made life-changing commissions by the age of 30. Here is the 9-step process I used to fast-track my career: 1. Understand that prospecting and your ability to communicate with executives are the foundation of your career. Conducting research, setting meetings with executives, and developing grit is essential at every level of tech sales. This is the entry price you must pay on your path to greatness and all of these skills will compound and transfer to your next role. 2. Prepare yourself mentally. Making calls is an exercise in mental toughness and overcoming fear and anxiety. Take the time to close your eyes, visualize your calls being successful, and listen to music that pumps you up and motivates you. 3. Do your research. Incorporate your prospect's pain into your pitch and have a point of view of how you can solve THEIR unique problem. 4. Have a script and objection handlers physically printed. The reason most are afraid to make calls is that they don’t know what they are going to say, doubt creeps in, and no calls are made. 5. Don’t pause or ask any open-ended questions. Drop the do you have 27 seconds BS and manipulative call openers. Simply state who you are, you are calling to set a meeting, how you can solve their unique problem, and ask for a specific time and date for that meeting to occur and then shut up. Make it easy for them to say yes - you are interrupting their day, be respectful by being concise. 6. Tonality. How you say things are much more important than what you say. Greet them like you would a friend you haven’t seen in years with enthusiasm and excitement! Cold calls are a transfer of energy - keep the positive vibes high! 7. Schedule 1hr to just make calls. Close out all other tabs. Turn off Slack. Don’t try and mix in email follow-ups. Simply take notes with pen and paper. Save CRM input and follow-up emails after your dedicated call block. 8. Dress to Impress. If you look good, you feel good, if you feel good, you sound good, and set more appointments. Stand tall, smile, and dial. 9. Prospect with an audience. Make your cold calls loud and proud in the middle of the sales floor. This will immediately make some of your peers resent you but many others will take notice, especially your managers and sales directors. I’ve gotten slacks from other reps telling me it's annoying and asking me to stop. This is how you brand yourself and accelerate your career. Remember: It’s much easier to hide behind sequences than to make calls — being willing to pay the price NOW so you can be GREAT for the rest of your career. -- If you want the exact system and frameworks I've used to build my career and are an SMB or MM with a goal to get to enterprise sales, DM me.

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Multi-threading... A skill that's fast becoming the most critical in a sales reps arsenal. Why? 🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite. It sounds like an uphill battle 🏃‍♂️‍➡️⛰️ but the truth is, multi-threading is not as daunting as you might think. ⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️ 🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts." 🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it! 📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps. By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠 Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread? P.S. You can guess what I'll be doing in the office today :😉 #multithreading #sales #digitalsalesrooms #dsr #aestrategies

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CSMs: How to survive the meeting madness 👇 𝗠𝗼𝘀𝘁 𝗖𝗦𝗠𝘀 𝗮𝗿𝗲 𝗼𝗻 𝗮 𝗺𝗲𝗲𝘁𝗶𝗻𝗴 𝗵𝗮𝗺𝘀𝘁𝗲𝗿𝘄𝗵𝗲𝗲𝗹. 🐹 Back-to-back meetings. No time to prep, pause, or pee in between. This is the story for the whole week. Leaving you brain-dead by Friday and screaming 𝘛𝘎𝘐𝘍. And then the realization hits you. You've not yet sent all the post-call summaries or followed up on your task/ action steps. Things slip through the cracks, work remains unfinished, and suddenly, it’s Monday again. You're stuck on the treadmill of inefficiency. Let’s face it: your weekly meeting marathon is killing productivity. 😵 It's silently killing your brain cells. It's taking time away from the productive and creative work that moved the needle for the customer. It's not something that brings you joy. Here's how you get off the meeting hamsterwheel this week itself. 𝗗𝘂𝗿𝗶𝗻𝗴 𝘁𝗵𝗲 𝗺𝗲𝗲𝘁𝗶𝗻𝗴 📆 • Limit meetings to 40 minutes. They tend to overrun anyway, and this way, you can carve out time for other essential actions. • Don't just send them the how-to guide, explain the value/benefit, and show them live how to do it. And then still send the guide. Repetition makes it stick. • 2 min rule. If you can do it in two mins, tackle those small tasks during the call itself. Protect your to-do list. • Plan each meeting ahead of time, jot down a bullet-point agenda, it help you keep the call structured. • Use tools like tl;dv - AI Meeting Assistant or UpdateAI to record your discussions effortlessly. 𝗪𝗿𝗮𝗽 𝗨𝗽 𝗟𝗶𝗸𝗲 𝗮 𝗣𝗿𝗼. ⏱ • Dedicate the next 5-10 minutes to polishing your notes and sending them off to your customer. • Book your next session while on the call. • Log everything into your CRM or CSP. • Take a sip of water, and breathe. 🙅‍♂️ Enough is enough. This is how you reclaim your time. Implement these changes this week and watch your productivity—and sanity—improve. You'll finish your calls with everything wrapped up neatly, allowing you to move confidently onto the next with clarity and focus. Isn’t it time you stepped off the treadmill and took control? Are you ready to stop being a slave to your schedule and start owning your day? What other strategies do you use to run effective customer meetings? ------------------------------------------- #customersuccess #saas #startups #careercoaching  #CS #CSM #SuccessHacks #customersuccessmanager

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Saw a post the other day about my old service manager from my restaurant days, who has continued to be successful, and is now a Managing Partner. It brought back a flood of memories about his incredible leadership and how he positively impacted everyone around him. It got me thinking about how important servant leadership is in the food and beverage industry. The best managers genuinely care about their team's well-being and growth. They create an environment where everyone feels valued. This kind of leadership can have a profound emotional impact on employees, fostering loyalty, boosting morale, and ultimately driving success. It makes you realize how crucial it is for companies to find and develop the right leaders – it can make all the difference. This is one of my greatest passions, I have made a career around helping these leaders find the best people, and give them time back in their day to continue to make an impact on their employees lives... Call to action here people! If any of this resonates, or you want to further help your servant leaders, DM me. I didn't know if he would have been okay with me tagging him in this post, but you know who you are JS. #leadership #foodandbeverage #servantleadership #teamwork #hiring #AI

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The reason why most people fail in software sales isn’t because they aren’t working hard enough or don’t want it bad. They simply don’t understand the skills and approach needed to perform at a high level. Most companies don’t have the time, energy, or resources to truly train their reps on modern and advanced selling techniques. They have them send canned emails, pitch product into the abyss, and tell them to “make more calls” and “activity = pipeline”. Then sales enablment shows you some cool new features that dont tie back to tangible business value. Oh, and then you know run BANT, fill out this mutual plan… yea, okay, sure. That may have worked 4 or 5 years ago - but the economy is too tough and the market is too competitive to rely on antiquated techniques. So, what happens? Sellers struggle, leadership fires reps, and then eventually re-hires more hoping this one will “figure it out.” The good news is that there are proven strategies, frameworks, and instructions on how to sell in 2024. The bad news is that most sales leaders don’t have the time, energy, or expertise to teach them. The best they can do is a $100 Amazon gift card spiff and a 500-word email template provided by someone not in the trenches selling every day. The good news is the elite sellers are still selling at a high level if they are armed with the right mindset, strategy, and knowledge. I used these frameworks to close a $13.75mm deal six months after the SVB collapse and become #1 in Net New revenue out of hundreds of reps. It’s the same technique I used to become a top 10 rep at Workday in all of North America within my first Q at the company DURING the SVB collapse. Similar to what I used to hit 734% of my number one month at Salesforce in GRB - but very much different at the same time. or to sell, idk, I think im close to 35 months selling over 100k+. And yes, I have the receipts. Don’t believe me? DM me. Start investing in yourself. You deserve it. It’s not your sales managers job to make you successful, their probably worried about keeping their own job. Q4 is here, or almost here depending on your FY. Invest in your skills, believe in yourself, or… Live off your base, stay the same, you know, same stuff, different day. Tell everybody you’re “living the dream”. The choice is yours. Both are hard and both are scary. Choose your path accordingly. Have a great Saturday ❤️

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Thought I'd share a recent success story from our customer, Silver Diner. It's a "classic" example where a restaurant group was looking to expand in an existing market, leading them to worry about cannibalizing their other units. No wizardry or fancy sales projections. Just good old fashioned site analysis using Placer's True Trade Area...simple yet powerful. End result? I'll let them tell you what it was. If you'd like to make site selection easier but equally as impactful, PM me to discuss.

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New SDR leader? 14 pieces of advice: 1. Your team will be skeptical of you at first and resistant to change. Don’t take it personally, just persevere. 2. You don’t know everything (in fact, you know very little). Acknowledge your gaps, don’t try winging it. 3. You can’t do everything, nor should you. Find ways to delegate and get comfortable with saying no. 4. Failure is inevitable and necessary. Own up to your mistakes and learn from them. 5. You’re going to feel imposter syndrome most days. Embrace it, it’s totally normal. 6. Don’t assume your SDRs know how to do something. A lot of the time they don’t. 7. Your job as a coach isn’t to give your people the answers. It’s to help them find the answers themselves. 8. This is an endless game of adapting and innovating. Slow down and you’ll quickly get found out. 9. Your sales leader probably knows little more than you about building SDR teams. You must take ownership. 10. If you don’t build a support network you’ll feel alone on an island. This isn’t the time or place for lone wolves. 11. Just because XYZ worked for you as an SDR doesn’t mean it will for your SDRs. 12. You're responsible for people before numbers. Put them first. 13. You’ll get pressure from stakeholders in all directions, all the time. Accept and embrace it or it will eat you up. 14. Your development as a leader is as important as your team's development as SDRs. Don't neglect it. - - - P.S. Want to uplevel you SDR leadership skills? Join The SDR Leader Bootcamp. Next cohort starts June 3. Link in comments.

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We hear it everyday, "We have the data but its not in a format that makes it easy to quickly get what I need." Axial Shift is doing just that! We turn your data into actionable snapshots you can use in seconds. Know your sales trends, top sellers & optimize labor costs. Stop wishing, start doing! #AxialShift #RestaurantTech #SalesContests #KPIMetrics

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