Cody Fair

I see you wanting faster sales cycles over there Is your enablement focused in the wrong place? Let me know if this sounds familiar You've got a killer healthcare SaaS solution. Your revenue team is pumped. You're waiting on "updates" You have ton's of 1 pagers But deals are dragging Buyer is ignoring you. NEWS FLASH You're enabling the seller, not the buyer. Here's the fix: Step 1: Map your buyer's journey – Identify the whole buying committee. – Know their org inside and out. – Outline their decision-making process (I bet it is not the same as your sales process...) This isn't guesswork. Talk to your customers. Step 2: Create buyer empathy maps – Address specific needs and wants, by human – Really illuminate your understanding, by human – Provide clear path to impact, by human. Remember: One size fits none. Step 3: Implement guided buying – Equip buyers with the right content at the right time – Use AI to stay on top of things (I do) – Track content effectiveness in real-time No more fumbling for another 1 pager. Create a brief for each person in the deal. Step 4: Leverage results – Develop detailed customer success stories – Create buyer-specific ROI models – Facilitate peer-to-peer connections Nothing sells like results. Step 5: Offer interactive demos – Customize demos to each buyer – Provide self-service options – Give levers to pull for solving problems. Show, don't tell. Step 6: Continuous enablement – Regular training on industry trends – Role-playing difficult objections – Sharing best practices across teams Your buyers are your frontline. You (and your) reps are support. Step 7: Analyze and optimize – Track deal velocity metrics – Identify bottlenecks in the sales process – Continuously refine your enablement strategy What gets measured, gets improved. Why this works: – Aligns marketing and sales efforts – Addresses buyer concerns proactively – Builds trust through education and transparency The result? Faster sales cycles. Higher win rates. Happier customers. More revenue. It's not magic. It's strategic enablement. Got a frozen pipeline. Let's talk. I've helped countless companies implement these strategies with 7-figure outcomes. PS: What's your biggest challenge in healthcare SaaS sales? Drop it in the comments. Let's solve it together.

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2🔑-- Alignment + Customer Obsessed The full SalesIntel.io podcast drops tomorrow but here's a sneak preview.... 🗝 Alignment You must get aligned on your metrics. If you're not all working toward the same goal, how can you expect success. 🗝 Customer Obsessed There are a lot of companies who talk about being customer-centric but do your action speak louder than your words. Can your customers articulate how you've delighted or exceeded their expectations? This will lead to referrals and help with partnerships! What is your favorite tip to unlock growth? #randispeaks #sales #GTM

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With Q4 a week away and revenue leaking Most people will: - Miss their targets - Hope they will close - Keep all deals in their pipeline - Feel overwhelmed and frustrated - Waste time on deals that won't close This is scattered efforts team. Fat pipeline does not equal healthy pipeline. It's why most are not hitting their sales goals. They feel LOST. I've been there. → My message to you: Please STOP wasting time on deals that won't close. This time of year is about FOCUS. There’s never been a better time to clean up your pipeline. Do it now to hit your targets: - Review your entire pipeline → list all active opportunities - Establish criteria for "closeable" deals → priority, engagement, timeline - Assess each opportunity → review communication, deal age, stage - Categorize deals → high potential, nurture, remove - Update deal information → verify contact info, update estimates, record notes - Conduct outreach for clarification → reach out, ask direct questions, confirm budget - Make decisive actions → focus on high potential, transfer nurture, archive removed - Reallocate resources → increase focus, reduce time on nurture/removed, reassign team - Create action plans for high-potential deals → outline steps, set milestones, identify blockers - Implement a nurture strategy → develop communication plan, schedule check-ins, add to campaigns - Analyze removed deals → identify patterns, improve qualification, consider final revival attempt - Update sales forecasts → revise projections, adjust quotas, communicate changes - Establish regular pipeline cleaning habits → schedule reviews, set deep-dive sessions, encourage updates Perfect time to take a hard look at what you're doing. Are you using priority as a qualifier for your deals?

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Did you know that traditional benefits programs often leave critical gaps that can lead to higher expenses and contribute to workplace challenges such as high employee turnover? Carrot Fertility's latest guide can help organizations tackle these challenges. Download the guide to uncover: *Practical insights to help you evaluate your benefits programs *How to keep your company competitive despite a changing economic landscape *Ways fertility benefits can reduce healthcare costs and positively impact your bottom line Click the link below to download the guide today.

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SDRS WHO WANT A CUT OF CLOSED WON REVENUE COLD CALL ME!! #GTM #seriesb #healthtech #insurancetech #hrbenefitsaas #ycombinator backed org series b COMP 🖤 $65k Base 🖤 $75 per Qualified Meeting Completed (full ramp goal is 20/mo) 🖤 - 2x payout ($150 per for every meeting over goal including ramp) 🖤 3% commission on meetings that turn into deals closed by AE SELL A MUST HAVE - FEDERALLY MANDATED PRODUCT! Ideal candidate has sold #saas #insurance and worked at an earlier stage startup Deal size: $25k-$30k Sales Cycle: 2 weeks - 1 month Tools: HubSpot Apollo.io Orum verticals: #homehealth #nonprofits  MUST be willing to be getting your #insurancelicense this solution is a MUST have product, solves real problems based on #federalmandate with this direct to primary care, mental health saas tool, requires high volume #physical exams they can be done here SDR growth: head of sdr AE growth: head of csm/am/enablement/rev ops Decision makers: HR managers, CEO/SVP ops 75-100 dials per day AEs work closely with small CSM team to help onboard, keep clients to their success measurements, and reduce churn (no expansion, retention quota) they really appreciate reps with top of funnel and post sale exp hired in 2-3 interviews (after meeting me!) 1) meet with your boss, VP of sales - 30 min via zoom 2) FOUNDER or meet with the head of marketing/head of engineering, who has built sales programs internally/ been at earlier stage orgs (series b) or potentially panel - 45 3) exercise: cold calling with your direct boss (first call) for #sdrs and #discovery call #accountexecutives- 30 very phone heavy, leaders like to solve problems via email with colors, emojis and visuals - they have sequences that work, after you set meetings at scale, you can start bringing ideas to be creative since this solution is sold to #hr teams and companies 20-500 employees, they are open to someone coming from #hr solution like #adp or any earlier stage startup startup experience is NOT req and this is a great chance to grow your skill set and be apart of a "no brainer" solution training done by Nick Cegelski 30 Minutes to President's Club

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Get ready to unleash your opinions and win big! 🎉🗣️ Paycor 2024 Thought Leadership Survey is out - and we want to know what you think! If you have 5 minutes & would like to win a $100 gift card, all you have to do is complete our yearly survey about HR, job trends, and more. Your voice matters! Let's start the #NationalConversation together! #Survey

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If learners tell you they "don't have time to learn", here's what they're really saying: Learners have tons of time. They're telling you that learning isn't conducive to the time they do have. An example: Life sciences sales reps spend up to 25% of their time in a waiting room. Sales reps spend hours a day between meetings or commuting. This time could be spent learning, but it’s not. Why not? Because a waiting room or subway is a horrible place to: - Watch a long form video - Go through a powerpoint deck - Join a workshop But that’s the only way we give reps to prepare for the meeting they're walking into. Learning needs to fit the time we do have. That means: - Bite-sized - On tools we already check constantly - With one-click access to push or pull info If you think you don't have time to learn, look at the time you spend on Twitter or Instagram. It's the same time, but spaced differently. We have tons of time every day. Our learning just doesn’t know how to use it.

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The Hidden Costs of Disconnected Scheduling & Time & Attendance Systems in LTC Facilities Did you know that when scheduling platforms and time & attendance (T&A) systems don’t "talk" to each other, it can lead to serious inefficiencies? ✅ Higher Administrative Costs – Manually entering data between systems wastes time, increases errors, and adds unnecessary workload to staff. ✅ Payroll Issues – Without seamless communication, timecard discrepancies increase, leading to payroll mistakes that can frustrate employees and complicate compliance efforts. ✅ Overtime Management – Inaccurate or delayed data from unintegrated systems makes tracking overtime much harder, which can lead to higher labor costs. In a facility where smooth operations are crucial, disjointed systems only add unnecessary layers of complexity. Streamlining these systems into one integrated solution can not only reduce errors but save on labor costs. Is your facility facing these challenges? Check out www.maple.com or contact me [email protected] #HealthcareOperations #LTC #WorkforceManagement #Scheduling #PBJ #TimeAndAttendance #PayrollEfficiency #WorkplaceEfficiency #MapleCares

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Diversity applies to age, too! There's so much to learn from people of every generation. Check out Paycor's latest blog article to see what I'm talking about.

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You want revenue quicker But you just can't break that bad habit Rushing the sales cycle After working in revenue generation since the 2000s Chasing quick sales is still the wrong formula. The good news is you can have faster sales cycles ... That starts with buyer enablement. Shorter sales cycles happen when you enable buyers with the right tools and information. You need informed buyers making confident decisions. Rushing deals isn't my secret sauce. Providing valuable insights and support is. I want to build trust, not just close deals. I want buyers who feel • confident • supported • ready to decide. Buyer enablement means: • Shorter sales cycles • Higher conversion rates • Increased deal sizes When buyers have the information they need, they make decisions faster and with less regret. These buyers feel empowered to advocate for your product within their company... ...and who also have the support to make informed choices. This is making it easy to buy from you. Address common obstacles and provide solutions upfront. You want to foster an environment where buyers feel supported and informed. See how proactive you can be responding and providing necessary information. Can you reduce the back-and-forth? The ability to enable buyers unlocks faster revenue growth. And for seamless cooperation, align sales and marketing. See how well these teams collaborate to support buyer enablement. Can they create a unified strategy? Alignment sales and marketing unlocks the pipeline You create strategies that focus on • buyer enablement • buyer education • buyer support United by a shared goal, these teams will outperform any group focused solely on quick sales. As Gartner research shows: "Customers who receive helpful information are three times more likely to purchase larger deals with less regret." Focus on enabling buyers for faster revenue growth. Buyer enablement > sales enablement Agree or disagree?

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📣Attention HR professionals: Save a spot on your calendar for this webinar on the topic of pay transparency laws. August 14. Register now! #paytransparency #hreducation #hrmanagement

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Open Enrollment can be overwhelming, but Rightway’s new glossary makes it easier by breaking down common benefits terms. Take a few minutes to review this resource to better understand your options and make confident decisions this season. Interested in additional support during Open Enrollment? Reach out to Rightway to see how our navigation services and dedicated care teams can lend a hand to your HR & Benefits teams during OE season! Check out the glossary here: https://bit.ly/3NbboHj

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The future of recruiting is here! Paycor Smart Sourcing uses advanced AI to create personalized candidate searches, refine matches based on your preferences, and streamline outreach. Redefine what's possible in your recruiting process.

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Is your bad debt collection agency using digital to communicate with your patients? If not, you're leaving money on the table. See the quick read below and link to the original post. Enjoy!

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Why is the "3X pipeline coverage" rule an issue in sales? Glad you asked. Here's my take: 1. It's too simple and doesn't consider how your sales process really works. 2. Even with 3-4X coverage, many teams still don't hit their targets. 3. It makes you focus on getting more leads instead of closing more deals. There are two types of sales teams: Type 1: Wins by "volume." Close rates hover ~20%, leadership always pushes for more pipeline. Type 2: Wins by "rate." They break down their process stage by stage, focusing on areas with the biggest leakage. Let's look at a healthtech company example: Company built $1M quarterly pipeline vs. $250K target. Sounds good, right? But revenue was stuck between Stages 3 & 4. (the demo stage) 40% Stage 3 → 4 rate cut overall win rate to 21%. Result? Only $215K closed from $1M pipeline. Ouch. The solution? Shift to a "Type 2" team: 1. Enable reps to build a sharp point-of-view. 2. Tie exit criteria to revenue ops validation. 3. Craft messaging that taps into priorities. 4. Build a system with scorecards. Result? Win rates jumped to 28% overall. I'm not a math guy but I think thats higher than 20% Less pipe, more revenue. What type of engine are you building? And more importantly, what are you doing about it going into next week?

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It's the last day of the month. What does your sales dashboard look like? Regardless of whether you're closing ahead of quota or not, rigor and discipline around pipeline build and inspection is key to accurate forecasting. CIP (Continuously Inspect Pipe) ✔ Closed Won - what new things did you learn that can be added to accelerate current and future deals? Are you asking for referrals? ✔ Closed Lost- what are loss drivers and what did you change as a result? I've seen research reports this year that indicate 40-60% of deals are lost to indecision/inaction. Qualify early and often to ensure you have the right customer that agrees this is a problem to solve now. ✔ Contract value - has the ACV gone up or down ? Why? ✔ What's new in the last 30 days? How were they sourced? It's a process that never stops. #sales

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If your med device CFO doesn't LOVE (yes, possibly a mild romantic interest in) "THIS" account...you're doing it wrong! No price erosion negotiations for market share... No rebates... No "foot in the door" sales statements to the Pricing Committee... Just high profit margin pricing that remains stable...and can even be contractually increased Year-over-Year. Companies that reward "winning" sales people with lavish trips...shouldn't be surprised when the CFO wants to help carry the bags of those selling to the VA! Yes, the VA should be every CFO's secret crush! Despite the rumors, stereotypes and an occasional ill-intentioned lie, the Veterans Affairs healthcare network is the biggest and, if done correctly the most profitable account for medical device companies. Pro-Tip: Those who say the VA is too "complicated" are the same people who falsely believe the VA requires the "best prices". #medicaldevice #sales #meddevice

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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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I hear it all the time: HR leaders are juggling more apps than they can count. It takes time, costs money, and increases your risk of human error. The solution? Integrations. That’s why Paycor plays well with others.

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