Blake Brock

SaaS leaders tell me the same thing: "We need more leads, but good ones." That's where WMAmerica comes in. We don't do fluff. We do results. When I joined, my mission was simple: help SaaS companies grow fast. Not just any leads, but the right ones. Take one client: They had product-market fit but zero lead flow. In 3 months, we: 1. Boosted qualified leads by 60% 2. Closed 5 new major clients 3. Got them scaling like never before Another founder? Sick of bad leads. We stepped up and: 1. Booked 30+ meetings with perfect prospects in a quarter 2. Grew their revenue by 40% Lead gen is tough, but with the right partner, it's a game-changer. Ready to see results? Let's talk.

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Acquisition > conversion. 👇👇👇👇👇 "Pleasantly surprised you didn't hard sell me. Now that I think about it...you haven't really soft sold me either. You haven't mentioned agencies at all" Had coffee with someone who came to my last Marketing Leaders Dinner, yesterday. We didn't get a chance to chat too much at dinner. So, I invited him to coffee. That comment he made, is how I've grown YouShouldTalkTo to what it is today. I have the luxury of being able to think long term > short term. When you think like that, sales and life is all about acquisition, not conversion. Not acquisition, how you may be thinking about it though. All I really care about is acquiring people into my world, my eco system. People who know what I do. People who like me. People who trust me. People who care about my success. That's it. Do that, and good things seem to happen. At least for me. But, you have to actually buy into it and be ruthless with it. You can't think 'ok, we've had 2 coffee meetings now, WHERE IS THE MONEY" If a deal, business, money, whatever, is supposed to come...it will. And, if it's not meant to be, it won't. If you think like this, sales/life becomes a lot easier and less stressful. If you don't work for yourself -- the key is to find leadership that thinks like this and enables you to think long term v short term too.

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If your solution requires behavior change of any amount, you require a top down selling motion. Why? Behavior change is too hard to do bottoms up. It just doesn’t work. A pretty large number of SaaS apps think that they can go middle up or bottoms up. Then they are frustrated that their “champion” or “power user” isn’t driving the change they want. If your solution requires change, get good at selling to the c-level.

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Traditional funnel metrics haven't made sense for a hot minute. Kyle Poyar shares a new way to measure GTM effectiveness and it's on the money. Our customers are too specific, and our resources too limited to cast a wide net. Here’s why ICP focus makes sense: // Efficient resource allocation: We don’t have VC millions, so every dollar spent needs to move the needle instead of chasing prospects who won't convert. // Clear market segmentation: It forces us to define our niche—no hiding behind vague TAM estimates or fuzzy market definitions. // Faster sales cycles: When prospects fit the ICP, sales cycles shorten because the pitch resonates with their exact needs. // Retention driver: ICP-fit customers stick around longer and are more likely to expand usage, unlike one-off customers. // Product-Market fit: Zeroing in on your ideal customers helps you get constant feedback that matters to refine your product. While big players can afford to play the numbers game, we can’t—and honestly, we shouldn't want to. Our strength lies in our niche, and this model amplifies that strength. Let's be honest: Are we truly clear on who we're serving? Traditional metrics let us hide behind vanity metrics. This approach forces us to confront the hard truths about our market position. It requires honesty and guts to pass on opportunities that don't fit.  Knowing when to say no is just as important as knowing when to say yes. The real test? Staying the course when things get tough. It’s tempting to chase any revenue when cash is tight, but losing focus is a fast track to irrelevance. I’ve watched solid startups crumble by trying to please everyone. This approach doesn't just help improve your marketing—it serves as a north star. Every decision becomes clearer when viewed through the lens of your ICP. Have you shifted to an ICP-centric approach? 💬 Click 'Follow' for your regular dose of insightful micro SaaS content. For the love of the game... 🏴‍☠️⚡ #Marketing #Strategy #Metrics #Startups

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AI SDR companies have a real churn problem. (Including us!) Reason is obvious, most of these solutions cost more than they generate in new sales. Your offer needs to pay for itself in the first 6 months of your customer using it. If this isn’t true for your startup, stop what you are doing and solve this first. There are four ways that any startup product delivers value. You can help your customers: Make more money Save more money Move faster Reduce risk All great startup products do at least one of these really well. The best one is the first one - if you can demonstrate that your product makes more money than it costs, you are building something special. It takes work to measure this, even if your customers are happily using your platform. At Gepeto, we call this phase “house money”. It means that we have paid for ourselves with the sales we generated for our partner. We are constantly challenging ourselves on how we can make this payback period happen faster. For B2B software, a payback period of 6 months is good. 3 months is great. 1 month is world-class. Is this something you measure with your solution? What is your payback period? Curious how you prioritize this metric!

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5 Steps to 10X your appointments set by increasing your cold call pick up rate! (🧊📞) Step 1) Scrape leads at volume using software like: - Apollo.io - D7 Lead Finder - Lead Rocks Step 2) Focus on cell phone numbers (Much higher answer rates.) using software like: - ClearoutPhone Step 3) Sort by area code and time zone. Step 4) Dial Time: - 8AM-10AM and 4PM-6PM tend to work best. Step 5) Leverage a Power Dialer or if possible, a Predictive Dialer like: - Close - JustCall - PhoneBurner Bonus Tip 1: Go High Level tends to end up in spam. Bonus Tip2: Use targeted area codes per state. Bonus Tip 3: I've heard there is easily accessible cheap underground software that hacks the Apollo API. #entrepreneurship #sales #revenue #coldcalling #business #leadership #worksmarter

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How to know if you have a good comp plan? Ask your GTM team what type of revenue it's motivating them to close, and why. The revenue that earns a seller the highest commission rate should be the revenue that is best for the business. "I earn the highest commission rate on 3-year contracts in the pharmaceutical industry because we're trying to drive long-term relationships in pharma." If your marketer/BDR/AE/AM can't give you that sentence, your comp plan isn't driving their performance in real-time. And at that point, your comp plan isn't doing its job.

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Dear C-Suite Executives, stop gaslighting your Partnerships Leaders: Your partnership program isn't working because you don't let it. Typically, it goes something like this... You hear from another CXO that Partnerships is working for them. You decide you want to “try” it. You decide that it will be the cure to all of your GTM woes. You unilaterally set goals, before hiring or speaking to your Partnerships Leader. Then you hire them into the role and stick them with an arbitrary number. If they question it, you tell them it's completely realistic. You tell them to just try harder. If they say they want to set up a system for success, with scalable processes for measurement and iteration… you tell them to stop wasting time and go get revenue. When they miss their target.... you ask them why they didn’t have a system for success. If they somehow hit their target… you assume it was too low and raise it. When they ask for more resources to hit this higher target… you tell them to hit the higher target to “earn” these resources. When they ask for cross-functional support from other teams… you tell them those teams have other priorities. When they inevitably can’t hit this higher target due to lack of scalable processes, resources, and support… you assume they weren’t good enough or that Partnerships doesn’t really work. Partnerships get deprioritized (or abandoned) until a future date when the business “tries again” and the vicious cycle starts all over again. Meanwhile your Partnerships Leader has been telling you what is necessary for success the whole time. You don’t assume you know more than your Sales, Marketing, or Product Leaders. Why do you think you know better than your Partnerships Leader? There are few people that know how to build scalable partner programs. Focus your effort on finding and hiring them. Then build a strategy and set goals WITH them. Or you’ll just keep wasting time and money.

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Your TAM isn't as big as you think If you're a founder, founding AE or just an early sales rep. Remember, not every SMB in North America can use you your product... Most GTM teams get this wrong. Especially at the early stages. The harsh reality is that your TAM is typically a fraction of what you think it actually is. But this is ok... The earlier you are, the smaller it should be. Narrow the focus WAY in and go really hard into a sub-vertical. Your marketing, product and engineering team will love you for it. Get some traction, then slowly expand the scope. Doing too much too soon will break you and leave you spinning your wheels.

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Hiring another full-cycle AE role at Apex Revenue Perks: - Base + Commission (OTE $400k-770k depending on what quota tier you're at) - Health, Computer, Headset, Remote - World-class team and training - Powered by Phone Ready Leads - Product you can actually believe in selling. Look at our logos on site. Role: - Full-Cycle - open and close your own deals (you'll get 25% connect rates on the phone due to Phone Ready Leads) - Hold a monthly and quarterly quota - 14 data sources, data team building lists, phone ready leads scoring Interview Process and typical vetting metrics: Questionnaire (50 people) Interview #1 (13 people) Interview #2 (7 people) Homework (5 People) Trial-By-Fire Final Interview (4 People) Offer (2 People) Be good on the phones or don't apply. Know how to sell expensive stuff or don't apply. How do you start? Connect + DM or Find My Email

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How much AEs make is crazy. (Just for hitting 100%) 𝗔𝘀 𝗮𝗻 𝗔𝗰𝗰𝗼𝘂𝗻𝘁 𝗘𝘅𝗲𝗰𝘂𝘁𝗶𝘃𝗲: 1. SMB = $140k 2. MM = $165k 3. ENT = $255k And if you get really good the numbers are much much higher. So if you have that feeling deep down that you want to bet on yourself, take some risk and see what your potential is. My advice is to do it. Life's too short not to go for it. - Mike G 👉 Join 8,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK

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If I was only 5 years into my saas career as an AE and wanted to buy a small business in the next 5 years... Here’s what I’d do: 1. Start writing - Find a single platform like Notion, write down learnings daily. Use tagging systems and categorize them. Share your learnings in a newsletter. Don't worry about presentation, just do it. 2. Start networking - Find people doing what you want to do some day and take them to lunch. Shoot for 3-4 of these a week. Take notes, follow up with a thank you, find someone of value to bring them 1-2x a year. 3. Save cash - Figure out how to save at least $100k. Seems to be a good number to start working with. If you can't do this, it'll be hard to get into deals worth buying. 4. Shadow who’s done it - Find someone you can / want to shadow, find out something they need that you can add value or give them and do it in exchange for the ability to follow them, learn from them, spend a day with them, be an intern, etc. 5. Build confidence by collecting wins. - If you want to be an entrepreneur, you'll need the confidence you can do it, go out and make your first sale by selling your time for a skill you have. Can you build lead lists for someone? Can you build a website? Graphic design? Go get a deal done selling your time & skill. It'll build momentum 6. Write about it more - You'll learn faster but documenting it, help others do the same and create unique connections by doing it.

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CEO HyperAcceleration -> How I manage 70+ CEO calls a week & about my recent $35,000 client pulled at a 1:35 CAC to Price Point Ratio. Many of you saw my recent post about eating 168 eggs a month… And the associated CEO call schedule… Today we talk about REAL marketing It means you absolutely cannot copy someone else There are creators with hundreds of thousands of followers and hardly any money You end up copying what makes little to no money The wider audience doesn’t have a ton of money Certain niches do It means when you do things like pull in $35,000 clients (and bigger) and have clients that stay with you for over a year… You do much less marketing and/or are way more capital efficient It means you can do things like pull 20 CEO clients in one month at $1,000 - $2,000 a piece keep them a year and then do more marketing next year. If you want to grow faster then you put more smart results oriented work into customers The actual speed of a company is not based in how much you post, get leads and market Or how much time, energy and capital (TEC) you put in TEC is “burned” with inefficiency Inefficiency driven by “not enough” and “not quality enough” customer results and track record on your part We do 50-80 page business plans, succession planning, interview questions, executive coaching, fundraising strategy, tone of voice and micro expression coaching, sales, engineering, and 100+ other customized services Your service stack creates your LTV Your “smooth pricing curve” accelerates your revenue (free and low prices leading to higher prices through upsell) Your high quality customer experience and product/service quality/results creates the glue between purchases I manage 70+ calls a week because it’s effortless for me to identify the exact problem and solution for someone in quick calls because I have often seen it in 5 countries that day already or solved it years ago. Across industries, products, countries, etc You cannot copy my marketing or sales because I have a different ICP, price point/set, LTV and more. That’s why we run a custom 4,000 to 4 billion variable optimizing function on each CEO & company that we grow ($20,000 to $100,000 for a custom excel or algo about every variable in your org) No advice ever the same. You’ll want to do that too. The three takeaways from this post are… 1. Becoming the absolute best at what you say you do is paramount to driving higher prices and years long LTV 2. Run high definition calculations (so many inefficient $50 million - $1 billion orgs and $500k orgs from low definition calculations) & master DEEP people science (team, sales, investment) 3. Use AI A LOT more often 

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The thing most teams don’t get about “marketing and sales alignment:” It’s not about getting two teams to hold hands around a campfire. It’s about getting the gears of the machine (the data, processes, and tools) to rotate as one. Here’s the exact playbook I used to make that happen and 2X revenue: At Coding Dojo, the sales team (perhaps like every sales team 😉) was frustrated with lead quality. Meanwhile, marketing (perhaps like every marketing team) felt that leads were up, but sales wasn’t closing well. So, how did we turn this around and create a feedback loop that doubled conversion rates and revenue? Step 1: Implement a Rigid Definition for Sales Accepted Lead (SAL) 📜 We worked with the sales team to create a clear, shared definition of what a qualified lead looked like. We introduced 4 critical qualification questions, requiring that reps ask them on every call. Leads had to meet 3 out of 4 to be a SAL. Impact: Now instead of having to rely on a sales person’s opinion (which is often heavily influenced by their last call), we had a quantitative way to see fluctuations in lead quality over time, by-channel. We could also now see how choices (new creative, new audiences, new channels) were impacting not just lead volume but lead quality. Step 2: Create New, Consistently Enforced CRM Opportunity Stages 🛠️ Up to that point CRM Opportunity Stage definitions and weren’t being used consistently. Marketing didn’t have anything firm they could truly count and measure until a Lead became a Closed-Won Deal. So we added stages for Call Scheduled, Call Completed, and SAL, giving sales really rigid stage definitions. To ensure buy-in, we set up hygiene dashboards to keep reps accountable—this one field was sacred and needed to be up-to-date 100% of the time. Impact: All of a sudden our mid-funnel lit-up like a contrast MRI, we now had a ton more data on where leads were stalling in the funnel to make decisions from. Step 3: New Feedback Loop to Drive Performance Marketing 📊 This setup allowed us to create a powerful feedback loop back into our paid acquisition channels. Before: the performance team was optimizing each Facebook and Google Campaign and AdSet on a Cost per Lead (CPL) basis. They had to make assumptions about how leads would convert to Customers and they won’t know if their assumptions were right for 3 months. After: We retooled marketing’s dashboards to focus on SALs and Cost-per-SAL as their new north-star metrics. Impact: We were able to make smarter bets - we uncovered channels with a 5X higher CPL, but equitable CP SAP. 🚀 Through a couple years of these projects and others, we dramatically increased Coding Dojo’s revenue and eventually got acquired. Want the last 3 plays in the marketing>sales alignment playbook? Full article link in the comments.

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PE investors / operators: have "hire additional sales capacity" on your VCP or annual plan? HIRING new reps is only half the battle. For the ROI math to math, gotta then make 'em productive. As quickly as possible. But when it comes to making reps productive quickly, B2B companies face two big challenges: →The average tenure of a B2B sales rep is less than two years, YET... → Reps hit their peak performance two to three years in. Translation: Most reps leave before they’ve reached max productivity. Eek. In many cases, weak sales onboarding is to blame. But taking a more intentional approach to sales onboarding has a bevy of obvious benefits: • Reducing sales turnover • Shortening time-to-revenue • Higher odds of achieving your rev targets Hit on this in the book in Winning Move #32, but check out the vid below for a deeper dive on the P's and Q's of sales onboarding ▶️ * * * * * Found this helpful? Plenty more where that came from. Check out the Winning Moves Platform: the ambitious PE leader's toolkit for accelerating value creation. ↳ A digital arsenal of resources, how-to's, and tools to help private equity leaders make value-generating Winning Moves with confidence. Link in the comments below. ⤵️

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Pro BD tip: if you’re in B2B sales trying to pitch a startup, sign up for the mailing list or join their platform in advance of your meeting. Basically, just act like you give a sh*t about what the founder is working on. Bonus points if you actually give a sh*t. Takes minimal effort but showing even a semblance of interest goes a long way and at an early stage does not go unnoticed. Amazing how many LinkedIn NPCs skip this step. 🙄

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Sometimes downsizing is good from a long term LTV point of view. “Many software suppliers are raising prices, and as a result, companies are downsizing agreements to meet budget constraints.” Check out this report from Vendr

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GTM tooling is one of the fastest growing verticals in B2B right now. Ton of fluff out there, but there are handful of tools that are * genuinely * exciting. Shortlist of companies we're (actively) test driving: 1. Attention Live sales call recaps, tactical action items, and seamless integrations. Anis Bennaceur + co are building something special. S/o to Dan Jaeck for the flag. 2. Default All-in-one lead routing, scheduling, and automated pipeline workflows. Big ups to Nico F. and Stan Rymkiewicz - building a behemoth of a platform. 3. Unify Warm outbound done right based on live intent signals. IMO the next major untapped B2B growth channel. Watch this space cc Austin Hughes 🤝. 4. 11x.ai AI SDR agents on autopilot. Haven't personally tried it yet but love the concept + impressed with early growth. Excited to test drive it soon - big opp here. 5. Pipeline LinkedIn will increasingly become the go-to GTM and BD channel in the next 12 months. Sudarshan Sridharan and his team are shipping at an insane pace. 6. Seam From a people lens, retaining top performers in a GTM motion is critical. Big fan of what Jacob Honig + Sean Taylor are building. Very happy customer here. 7. Cabal We swear by Cabal for monthly GTM updates and investor emails. Great UI, easy to segment and build referral lists. Brian M. and co are getting a lot right.

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POV: RevOps prepping for the Thanksgiving holiday 🦃 Where they'll need to answer the tough question “so what are you doing for work?” 🤔 Start practicing now y'all - you got this 💪 #revops #revenueoperations #salesops #salesoperations #marketingops #marketingoperations #csops #cxops #mops #sops #gtmops #alltheops

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