Blake J. Harber

The PT industry needs more transparency so we're sharing our data. Here's operational benchmark data for PT practices in California - Let's dive in 👇 Average days until documentation completion - 5.16 days Average units per visit - 3.021 First pass clean claim rate - 97.01% (average) Denial Rate - 4.3% (average) Average Reimbursement Per Visit - $86.58 Top Payers in CA: CA Medicare South - $107.45 MedRisk - $106.04 Align Networks - $89.06 American Speciality Health - $87.78 Curious to see more benchmark data like this for other states? Comment "StrataPT" below and I'll DM you a link to them! #physicaltherapy

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AE: "Can you demo to this super warm prospect?" SE: "Sure, what top outcomes are they looking for?" AE: "Umm, here's the e-mail thread. Figure it out." SE: "We might need more information than this..." AE: "But we NEED the demo to sell it to them." SE: "Okay, when's the call scheduled for?" AE: "At 3pm. Today." SE: 😭😭😭 Can anyone relate? Let's change the narrative. #presalesevolution #solutions #sales

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If you're a SaaS sales rep looking for your "next play"... You're doing yourself a disservice if you're not, at least, considering selling for the B2B trades. You know, the "boring" real-world commercial service businesses, like HVAC Roofing Cleaning Plumbing Lawncare Restoration Mechanical Pest control Fire protection Building automation Underground utilities. With the right culture and ownership support, full-cycle sales reps are making bank while maintaining work-life balance. I see it firsthand with my clients in the trades. So, do yourself a favor and give the trades a look. #SystematicSelling #sales #trades

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2.8k SFCC stores do $1m+/yr. 1.4k do $5m+/yr 1k do $10m+/yr 704 do $50m+/yr 281 do $100m+/yr There are huge brands on Salesforce Commerce Cloud. Definitely a higher concentration of public brands than on Shopify. But the Shopify market is so much larger in the $1m - $100m segment. It’s still the greatest opportunity in eCom. #Shopify

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The skills to be an effective SaaS CRO have changed. That's not my opinion, but that's basically the crux of what bona fide CROs, and those that hire them, are telling me. Just a few years ago these were 5 desired skills when hiring a CRO. --Proven "scaler", which often meant doing more with MORE (people) --Willing to take calculated risks to and set ambitious goals --Ability to thrive in unpredictable environments with frequent changes (sadly lots of change was caused by literal CRO changes) --Laser focus on achieving revenue targets no matter the cost  --Inspire and motivate large sales teams These are 5 desired skills when hiring a CRO today: --Analytical with the ability to interpret data and identify trends to make decisions --Deep understanding of sales methodology, customer segmentation, and pricing strategies  --Financial acumen to understand unit economics --Customer focused to build long term relationships and loyalty  --Cross-functional relationship builder That said, in MY opinion, the skills needed few years ago are still necessary, but the trick is finding people, or becoming, the person, who straddles both profiles. Those people are also known as The GOATS of Growth, or at least well on their way.

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If you manage a pipeline for new shipper onboarding + expansion, the bottom of your pipeline is where your closest to close revenue is. It makes sense to work your pipeline from bottom to top. It's the last stage of your sales process -- they're almost there. You want to make sure you have made recent activity, and have good next steps in place. Salespeople can have a lot in the daily mix, so it's easy to forget. Managers can step in to help with strategy. A simple 3-step strategy to prioritize your sales outreach: 1) start with the last stage of your pipeline 2) go stage-by-stage to the top of your pipeline 3) then work your cold leads to add more to the pipe Go create more wins. Order makers will always have a job. You got this ✌

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(Part 2/6) Your emails can help you increase AOVs.   Bring more $$$ from the same customer.   Here's #2 of #6 ways to increase your AOV 👇   #2: Use volume discounts. Sending a generic "20% off" email will NOT improve your sales. You need to be creative. You need to give them incentives. Volume discounts play with the brain like nothing else. It's simple psychology → SAVE MORE BY BUYING MORE. Nobody can resist this. Look at how Tradesy does it 👇 (This email works because it gives you different tiers to reach) Part #3-6 on the way! Part #1 in the comments!

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Hey everyone! I recently met PIA THOMPSON ⚖️, and she knows how fractional legal services should be done! Please connect with her to talk about your business' legal needs. #FractionalWorks

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Who Are Your Key Accounts? The largest? The best? Or the most profitable? For me, Key Accounts are the customers where you and your customer can create the greatest value $$ down the road. Getting this right can drive substantial growth in the staffing industry and many other B2B businesses. If you look back five years, you’ll likely see that your Key Accounts then aren’t the same as today. Spotting them early and investing your time wisely is essential. Time well spent always pays off, so make sure you’re catching the right wave. You invest time today to reap big rewards tomorrow. Have a plan. Track your progress in your CRM. It’s not that other customers aren’t important. It’s that everyone can’t make your Key list. And not to forget. Some customers don’t want to be called "accounts," no matter what you put in front of “account.” Intelliplan

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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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If you understand your buyer --> training will be more effective --> reps will be more confident --> reps will use training in the real world --> revenue & efficiency will increase --> the sales process will become more powerful If however you brute-force sales process compliance and overlord the whole thing, you are walking backwards up a steep hill. Seeing reps not use things in the real world, because they're not confident, because the training lacks context, BECAUSE they don't understand their buyer.

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Let’s talk SDR Health. A good SDR team would be running 7 to 35 sequences total. Much more than that and you’re not controlling your messaging enough. Much less and you’re not using sequences the right way… they’re supposed to be built for different scenarios, it’s imposible to have so few scenarios. I’ve now met a handful of companies with 10,000+ sequences on Outreach. If you have a content team that is looking for better data (yes, beyond reply rate) to optimize sequences, tag them below. I’ll be doing a small group Q&A in October for 10 content leaders on how to optimize their sequences. Let’s go! PS. Some data below, just so people see that this is real, and I mean real good.

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Early/growth stage SaaS businesses often struggle to assess culture fit and alignment when hiring. It is massively important to get this right and is the biggest reason given for employee churn. Before you do anything you need to clearly define your company culture and values. If you don't know it and can't define it, then how are you going to screen for it? BUT be honest with yourselves, screen for the culture you have, not what you want it to be. Here are 5 interview questions that might help; 1️⃣ “Describe a time when you worked in a rapidly changing environment. How did you adapt, and what were the outcomes?” This helps assess how well a candidate handles fast-paced changes, common in SaaS companies experiencing growth. 2️⃣ “What attracts you to a company at this specific stage of growth? How do you see yourself contributing in this environment?” This question ensures that the candidate understands the challenges and opportunities present in your company’s current stage. 3️⃣ “How do you prioritise and manage competing demands when resources are tight or timelines are accelerated?” This evaluates how well candidates manage the pressures that come with rapid growth. 4️⃣ “What aspects of our company’s culture resonate most with you? Can you provide examples of how you have embodied similar values in previous roles?” This question helps determine whether the candidate’s personal values align with the company's culture. 5️⃣ “In a startup or growth environment, processes are often not fully established. How do you approach situations where you need to create or improve a process on the fly?” This assesses their ability to work with incomplete systems, a common challenge in companies scaling quickly. Skills can be taught, culture and values alignment is a lot harder. WHAT ARE THE BEST QUESTIONS OR STEPS YOU HAVE SEEN IN AN INTERVIEW PROCESS, TO ASSESS CULTURE FIT & ALIGNMENT?

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🚀 New Blog Alert – Part 2: Mastering Commission Payouts to Extend Your Series A Runway 🚀 In Part 1, I shared how a well-aligned compensation plan can fuel the right sales behavior. In Part 2, I’m diving deeper into a topic that can make or break your Series A runway—the delicate balance between cash burn and commission payout schedules. For founders and operators, cash flow is paramount. The way you structure your commission payouts can have a profound effect on your startup’s upfront cash outflows, working capital, and overall cash burn rate. I’ve worked with startups navigating this tightrope, and I understand how tricky it is to strike the right balance. 💡 Here’s what you’ll get in this post: 1. The 4 ways commission payout schedules impact your cash flow. 2. 4 key considerations for designing a commission plan that balances risk and rewards. 3. A downloadable tool you can use to start crafting a tailored #SalesComp plan for your startup. This ready-to-edit tool includes everything you need to build your compensation plans using benchmark data. Click here to read the blog and download the tool: https://lnkd.in/gFeBCw8z Let’s drive sustainable growth and keep that runway long! #SalesStrategy #CashFlowManagement #CompensationPlanning #StartupGrowth #VentureCapital #GrowthStrategy

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2 super easy things that can immediately improve sales team performance: 1. Next steps audit. Go through every opportunity and see if there is a next step defined and when it is going to be completed. If the date has already passed, then reset. 2. Calendar audit. Review all calendars and see are we doing enough customer facing activity. 4 hours / day customer/prospect meetings, 2 hours per day prospecting, 2 hours per day follow up is a good rule of thumb.

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SMB Myth Buster: Earnings = Free Cash Flow? Not quite. Let's clear this up: It takes cold, hard cash to keep your business humming along. You need cash for: • Generating leads • Keeping things running smoothly • Covering your working capital needs Your earnings might look great on paper, but don't get too excited—what you earn isn't what you can pocket. Remember, earnings NEVER equal Free Cash Flow. You can’t pay your bills with imaginary money! --- #SMBFinance #CashFlowManagement #BusinessMyths #FinancialHealth #WorkingCapital #EarningsVsCash #BusinessTips #SmallBusinessAdvice #OperationalEfficiency #FinanceStrategy

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To date...Luster has prevented over 2,000 revenue impacting mistakes. By having the ability to measure AE, BDR, and CSM proficiency at the skill and behavior level, we can accurately predict and address the landmines that are about to rock your sales funnel. It's not simply about training. Its not simply about practice. It's not simple about coaching. It's about the ability to have a realtime, data driven read on your business, and the tools and capabilities to prescribe what's needed for success for every customer facing employee. Want to learn more about how Luster can be the crystal ball for your GTM team? Dance into my DMs!

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Salesforce now needs 3x pipeline coverage compared to 2x due to: - longer sales cycle - deal size pressure due to cut backs - lower demand in general In times like these, your win rate matters more than ever. Here are 5 strategies to improve your win rate: 1) Fight pipeline bloat Don't accept: - Unqualified opportunities - Poor deal hygiene - Missing deal insights & signals - Gut-driven deal reviews 2) Simplify your sales process & exit criteria - Clear entry criteria for opportunity creation. So important! - Simple sales process everyone understands + follows - Clear process governance - Simplify exit criteria to ensure your team actually follow them 3) Operationalize your methodologies Remember: Most reps hate sales methodologies as it's "more" work‼ - Help your team understand the "why it matters" to close more deal - Understand what are the key criteria to closing deals and incorporate them - Run ongoing trainings - Train the managers and the reps - Support coaching with hard numbers to showcase success - Tie hard numbers back to leaderboards and commission success 4) Become great at multi-threading Without multi-threading most deals are dead these days‼ - Coach reps on multi-threading tactics - Managers should proactively help multi-thread - Leverage exec & board members to multi-thread further and higher in org 5) Incentivize the right behavior Combine compensation and management to change behavior‼ - E.g. comp more for e.g. higher TCVs and upfront payments - E.g. coach managers to amplify change management aspects - E.g. use CRO to communicate importance of the above - E.g. use data to showcase success This list is by no means extensive and all those topics deserve more details! What would you add? Comment 👇 — 👀 Get free RevOps content like Cheat Sheets, Salary Report - link in profile ➕ Follow me for tips on how RevOps can impact revenue growth ♻️ Share with your friends #revops #saas

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My buddy got an Enterprise AE gig with ZERO sales experience. It's with a publicly-traded HealthTech company valued at $989M. Their sales cycles require a high-level of clinical acumen. Which is a major reason they hired him (former RN). They understand sales process can be picked up quickly... ...the key is having strong domain expertise / buyer persona knowledge. That doesn't mean selling fundamentals are irrelevant though. So I've been showing my buddy basic outbound workflows. He's found one especially helpful that I wanted to share. It's a great way to streamline LinkedIn engagement in your BoB. You just need two low-cost tools: - LinkedIn SalesNavigator ($99 / Month) - PhantomBuster ($69 / Month) The first lets you build targeted contact lists. The second automates your LinkedIn outreach to them. Before everyone roasts me in the comments. Let me clarify something important. This workflow ISN'T meant to be a spam cannon. It's meant to be a more personal engagement channel outside of email. So in my buddy's case, I recommended a play like this: 1. Sync his SalesNav with his SalesForce 2. Create a SalesNav Account Search based on his BoB 3. Within this Account Search, identify top contacts by title 4. Filter those titles by his territory geo (i.e. Florida) 5. Enroll his top contacts in a 4-step cadence This is what the messaging looks like: STEP 1️⃣ - Connection Request with no note (data shows a custom note with your connection request doesn't actually increase acceptance rates) STEP 2️⃣ (Wait 3 Days) "Hi FIRST NAME, I'm going to be in your neck of the woods visiting a few customers and wanted to introduce myself as COMPANY NAME'S new account rep. Thought we could grab lunch and tour your facilities if you're up for it. What'd you think? STEP 3️⃣ (Wait 3 Days) "Making sure my last note didn't get buried^^. Not looking to sell you anything. Just building relationships with customers in the area and wanted to treat you to a nice meal. Let me know your go-to spot and we'll get it on the calendar!" STEP 4️⃣ (Wait 2 Weeks) "Missed seeing you while I was in town! I should be back in the area soon and will shoot you a note so we can try to find a time to get together. Always available as a resource if anything comes up sooner!" Not every rep gets budget for customer on-sites. But if you do, this play is a no brainer. Even if the customer can't meet in person... ...you still have a compelling conversation starter. And these days, that's worth more than we realize. What other sales tips / hacks would you give my buddy? Drop a comment below 👇

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