Bryant Getzel

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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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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Revenue pros need to get ahead of the renewal conversation. Don’t take your renewals for granted. Instead: (1) Understand what’s going on with the business. Where are they winning and where are they struggling? (2) Demonstrate the impact you’ve had on their business. Make the case for renewal plain and simple. (3) Bring a point of view to the renewal conversation. This may mean restructuring to find an agreement that works for everyone. How are you getting ahead of renewals?

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Struggling to make sense of your columns and rows? Spending countless hours wrangling data only to get a headache instead of insights? At BBB Techs, we teamed up with WHB Sales to tackle this exact problem. They were drowning in spreadsheets, but we threw them a lifeline with Power BI dashboards that now handle their data automagically. Key Wins: 🕒 Saved 1000+ hours of tedious work. 🧠 Made decisions a breeze with crystal-clear visuals. 📈 Boosted market performance by spotting opportunities. Check out the full case study 👉 https://lnkd.in/g6k7vMJU If this tickles your data bone, visit BBBTechs.com or reach out. We’d love to chat! #DataVisualization #EfficiencyWins #TechMagic #BBBTechs

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Why marketplaces? $17T in available sales, and the fastest growing route to market. 83% of B2B want to purchase through a marketplace or digital buying experience. Online marketplaces are being seen less competitively year over year. Partners are taking on more vendors. 70% of them have more than 5 vendors in play. So what should you do? Use the data that’s available in your company. “The world’s most valuable product is no longer oil, it’s your data.” Your biggest competitor is the channel firm that looks just like you. Be famous for something. Don’t be a ‘Swiss Army Knife.’ Create solutions that solve problems with predictable outcomes that are repeatable. Be differentiated. Embrace marketplaces in business. “You can’t go it alone in this decade of the ecosystem.” Jay McBain #Pax8Beyond

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Public SaaS sales efficiency metrics continued to UNINSPIRE in Q1 Our focal point as always: How much Sales & Marketing dollars are spent to acquire $1 of Net New ARR This figure has exploded from ~$1.50 two years ago… to ~$2.30 last year. As for Q1?  More of the same!  Barely moved.. (The chart also shows the same metric removing Stock-Based Compensation from S&M – a better benchmark for privates, since SBC is ~0 for them.) Stay tuned for more Q1 benchmarks and a tally of winners and losers. #SaaS #Metrics #Benchmarks #GTM

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Top 5 key metrics I recommend CROs use for inside sales professionals: 1. Speed of response 2. Efficiency of progression through the process 3. Number of calls per day 4. Number of positive outcomes 5. Demo sets As a CRO leader, these are five metrics that I live by. 

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To all the Founders, VPs, and Senior Managers who are NOT from sales. Be nice to Sales Folks, especially AEs and CSMs. WHY? AEs and CSMs can offer a lot of things for free or at a cheaper price. They can even help you expedite Implementation and give you more features and modules at a nominal fee. Let's face the fact that today NO company can run without Softwares like CRM, HRMS, Emailing tools, Calling tools, etc. Many non-Sales, non-SaaS buyers often underestimate the influence AEs and CSMs have in shaping deals—both in tailoring features and optimizing pricing. So to all the Buyers: Being nice will not cost you anything, it will benefit both you as well as your organization. To all the AEs and CSMs: If you come across a good buyer who is being respectful and nice to you and helping you move the deal faster, help such individuals by giving them whatever best you can without thinking too much about your commission and incentive. Remember being nice and respectful is a two-way thing. #sales #purchase #b2b #ae #csm #benice

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A good reminder for any AEs and SDRs figuring out how to get in front of that senior leader at your ’must win’ account. To get the interest of executives you need to show them a risk, opportunity or threat to their business they weren’t aware of, And often it’s the people doing the work that can help you formulate that unique perspective.

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CS teams NEED to start "managing up" with execs and the board by talking about REVENUE. Yes, you can keep talking about sentiment and feelings, but start with the $. Don't lead with churn- Bottom-line-focused execs don't like that headline, so you need to tell the story better. An informal poll had CS teams owning over 50% of the revenue of many SaaS companies. Lead with this and have it be your first talking point. From there you will be able to get more things done with other departments, as your requests will be revenue-focused Need to get a Customer Success Platform as you scale? Point to revenue and the potential to lose revenue without efficiencies Need to hire more to prevent burnout? Point to Revenue potential with renewals and upsells Talk in the language your execs and board want to hear.

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The #1 habit salespeople use to keep deals moving to close? Maintaining deal momentum is tricky—especially with long sales cycles and multiple stakeholders. While follow-ups via email, text, or LinkedIn are the baseline, they often aren’t enough. The key is to have a personal pipeline review and ask: What can I do today to add value and move this deal to close? Some examples: 1. One rep I know sent a fun Amazon gift—a drink holder shaped like the brand’s name. This playful gesture sparked laughter, strengthened rapport, and ultimately helped him close the deal. 2. Another rep revived a fading conversation by sending a thoughtful DoorDash gift card, which re-engaged the buyer and led to a successful close. 3. One focused on building personal relationships across all stakeholders (by sending personalized emails and texts to each stakeholder individually). Inevitably, when one of the stakeholders hesitated, the other stepped in to support the deal. 4. A different rep engaged with his buyers personal social media accounts (specifically Instagram and Facebook), expanding to a multi-channel relationship, helping him close the deal. 5. More recently, I had a rep who leveraged below the line champions to (1) get connected with the economic buyer, and (2) to justify why now with stunning testimonials, helping move the deal to close. Each of these creative solutions stemmed from asking "how can I move this deal forward and add value?" during a personal pipeline review. I recommend reps do this daily, weekly, or somewhere in between. Depending the size of your pipe, you may start with less while you're focused on pipe creation. Mornings work best—spend 30-60 minutes thinking creatively about how to move deals forward. Go through every single deal, starting with the ones furthest along in the pipe. Riff with your manager or colleague if needed. Be consistent. What other creative things have you seen/tried to help move deals forward? #sales #pipelinereview #dealmomentum

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A bad sales comp plan will kill your sales team productivity. A good sales comp plan motivates your team to hustle through the end of each month. As we scaled the Levelset sales team to 60+ front-line sales reps, we learned a TON about how to build great comp plans. Here are my principles for good sales compensation: 1. Salespeople don’t do sales and other things well. Let the salespeople sell, don’t saddle them with additional responsibility. For example: Sales and Customer Success are separate functions. 2. The compensation structure should be so simple that you can do the math on the back of a napkin. 3. No commission-only roles. Sales reps should get base salary + variable compensation. 4. At least 40% of sales reps On-Target Earnings should be in the form of variable compensation. 5. No “draw on commission” for ramping reps. New reps should have some mix of guaranteed variable compensation during their ramp period. 6. Sales reps should be paid “straight-line” up to 100% of quota. There should be compensation accelerators above 100%. There will be no compensation hurdles or decelerators for producing below 100%. 7. Annual quota for Account Executives should be 5x On-Target Earnings. For example: $500k annual quota, $100k OTE. This keeps your cost of sales to between 20 - 25% of gross revenue. ‍ 8. Did I mention accelerators? You need to include accelerators for over-performance. This isn’t a comprehensive list of principles. But if you follow these principles, your comp plan will motivate the team to hit their number. Read the full list of principles here: https://lnkd.in/gmwXkRE9

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I am going to take the other side. In my experience, metrics that people are judged by drive behavior. I understand why retention dollars is an important CCO metric, but any flavor of sales metrics into a CCO role impacts their behavior and that of their staff. I have always believed that the CCO and their organization is meant to be the advocate and the voice of the customer. The moment that the CCO and their organization's comp/performance is driven by selling to the customer, their intentions come into question. I still believe there is immeasurable value in being able to tell the customer, truthfully, that no one's compensation in the CCO's organization, including the CCO, is driven by selling them anything. The moment you put the CCO under a CRO, unless you structure their role, performance, and compensation under the CRO as net retention only, you lose legitimacy. I think that there is value in having positive friction between the customer and sales groups at any company. There needs to be an ongoing push/pull between them to ensure that the customer is getting the value that they deserve. Customer advocacy needs to continue. Retention should be the driver, not revenue expansion, for the CCO and their organization.

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Can we turn frontline sales leadership on its head? 🙃 I propose we change what metrics we celebrate. These metrics can immediately tell anyone what kind of leader you are Ironically, metrics like ARR, ACV, TCV, YoY Growth, and Pipe Generation are nowhere to be found on this dashboard 🤔 But...I bet you could tell how well these teams/leaders have performed historically by the answers to these questions. Here are 4 of the most underrated leadership metrics: 1️⃣ How many previous direct reports would fight to work for you again? - Most reps would not opt in to being a part of a 💩 situation if they had the choice. 2️⃣ How many reps have you promoted? - Bonus points if you have promoted a rep into leadership. This says that you are focused on your reps career development over hoarding talent to support your own career aspirations. As such, you are focused on skill development and coaching over everything else 3️⃣ How many reps have gone on to take multiple promotions since being on your team? - This tells me that the effectiveness of your coaching and skill development. How well did the coaching stick? Was the coaching applicable for just the moment or the market conditions right now? Or was it foundational to the reps process and able to be applied to multiple roles? 4️⃣ How many reps voluntarily left your team/company for something better? - I understand that this is sometimes unavoidable and there are a lot of factors at play when someone leaves a company or team (anybody remember the Great Resignation? 😅 ) but...this speaks to the environment you create as a leader. If this number is low, you probably lead with clarity. Coaching and development are probably top priorities. And your people are seeing success. Lets normalize these kind of leadership metrics on a dashboard. It actually tells you everything you need to know about a leader!

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The solar industry may be slow somewhere, but we aren't stopping💯 In the last 3 months: Generated over 8,000 leads at $15 CPL Spent $123K in WI In just the last 5 days: Generated 268 leads at $8 CPL Spent $2,300 in Kansas We're making big moves! #SolarSuccess #Unstoppable #LeadGeneration #GreenEnergy #SolarPower #RenewableEnergy 

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A fat pipeline is the path to quota right? (wrong!) A QUALIFIED pipeline is. What if you looked at the perspective of qualified pipeline... and applied it to your LIFE? --- Business Impact --- Travel the World --- Serve Customers --- Have Date Nights --- Create Experiences If you were writing the plot to your book or movie. What does GOOD look like? With your.... --- Health --- Family --- Finances --- Spirituality --- Experiences --- Job and Career --- Learning and Creativity Let's "Build our Life Resumes" (shout out to Jesse Itzler for preaching this) MORE... --- Passion --- Alignment --- Fulfillment --- Deep Work --- Intentionality LESS... --- Busyness --- Perfection --- Overthinking --- Expectations --- Promises for Tomorrow "Life is not about waiting for the storm to pass, but about learning to dance in the rain." ~Vivian Greene Follow #leadwithmeaning for more content like this. #mindset #coach #psychology #growthmindset #philosophy Seeking clarity, purpose or alignment? 📌DM me to connect 🔔Follow me and learn more ♻️Found this helpful, repost for others

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5 Reasons you should be using Mutual Action Plans in your sales process 1. Qualification 2. Setting Expectations 3. Facilitates Multi-threading 4. Establishing a mutual timeline 5. Improves deal forecast accuracy What did I miss?

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Math. Every SDR needs it. I'm not talking calculus. I'm talking funnel metrics. Inputs, Conversions, Outputs. Use math for "what if?" scenarios. What if I increase X conversion by Y? Use math for more controllable quotas. How many inputs do I need to achieve X? And use math for continuous improvement. Where are there bottle-necks in my funnel? Every activity we do in sales is measurable. The best SDRs use that to their advantage.

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If Shane Gillis can get on Hot Ones, you can too! Commsor 🦕's bringing the heat to your sales and GTM strategies! This past fall in Nashville, 15 daring sales and GTM leaders sat down with the Commsor team for the spiciest interview they've ever done. They ate progressively spicier wings smothered in Commsor’s custom revenue themed hot sauces while answering even spicier questions about the GTM space. The people asked and they’ve listened - you can now send some of the Commsor Hot Intros Sauce through Sendoso to your prospects and customers and put the heat back into your pipeline! Ghosted by a prospect? Trying sending the Ghosted Pepper sauce (the spiciness level will ensure you aren’t forgotten by them. Unable to crack into an account? Trying sending SDR Tears and remind them that you’re also a human. Flavors include: - Warm Intros (Delaware Peach, mild & flavorful) - SDR Tears (Nor Easter, sweet & spicy chili) - Cayenne Cold Call (traditional buffalo sauce) - Ghosted Pepper (you know the drill 🌡🥵) Anyone, both Sendoso account holders and non-sendoso users, can send the Hot Intros sauces here: https://lnkd.in/e4BPV4_X Give it a try today and happy selling (saucing)!!

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