Kris Eul

When my client Kerby came to me, he was looking for coaching to sell his software.   The story of what I showed him and how he QUADRUPLED subscriptions is wild:   Kerby Skurat is one of the best realtors in Minnesota.   But in doing so many deals buying and selling houses, he spent a ton of time on real estate contracts and offers.   He figured there had to be a better way.   There was - he found a way to automate the contract process so instead of taking an hour, it took 5 minutes, start to finish!   Thus, Click Contracts was born.   Kerby knew what worked for him could work for other agents too.   But he was unsure of how to go to market, how to generate perfect fit leads.   And he really wanted coaching on how to get them to see the value.   Here was this amazing platform that saved a ton of time, but Kerby needed a coach, guide and mentor to help deliver a Saas Sales process that worked. That is where I came in…   (this is very common - someone who is a sales expert in one industry can’t easily make the transition to SaaS - the sales methods that work are just different)   Only a handful of prospects signed up in the first month, and it was frustrating to Kerby.   He knew they needed this, he just didn’t know how to help them understand they needed it.   So he started working with me.   We implemented a go to market engine that started to click.   And a demo process that really got buyers emotional.   Then a closing process that made for quick sales (and large deals!).   Soon, Kerby had quadrupled the number of deals closed per month!   Just check that graph below.   Now Click Contracts is on its way to being a superstar product to watch out for.   Congratulations, Kerby and we look forward to helping you grow Click even more!   #SaaSsuccess #closedeals #mattschats

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People don’t realize what “closing skills” are in sales, and they’re not “is persuasive.” Reps with closing skills CONSISTENTLY know, can choreograph and advise on how the deal gets signed and returned. And their forecast accuracy reflects those skills.

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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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Many sales organizations spend days or weeks on account prioritization and territory planning exercises. There's got to be a better way... If you're heading to Gartner CSO next week, don't miss Ami Arad's presentation on May 21 at 2:05pm! He'll contrast the traditional ways sellers prioritize their accounts and the new way made possible through buyer intent and predictive models. Get the details here: https://okt.to/GhFXdQ

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In the world of B2B software, there’s been a monumental shift in how we approach sales. It used to be all about pushing a product—focusing on features, speeds, and feeds. But today? It’s about solving complex problems and becoming a trusted partner. At BridgeRev, we’ve seen this firsthand. Selling isn’t just about closing deals anymore; it’s about understanding unique pain points, diving deep into what clients need to grow, streamline, or transform their business. We’re not just pitching software; we’re collaborating on solutions that truly make a difference. When I sit down with clients, I’m not thinking about how fast I can get to a “yes.” I’m thinking about whether our solution genuinely addresses their challenges and how we can make an impact. It’s about listening, problem-solving, and building something sustainable. If you’re in B2B software, ask yourself: Are you just selling, or are you solving?

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Everyone in your revenue org has a different view of what's going on. Learn how to leverage it: VPs: “We’re tracking behind on our Q3 revenue target. We need to increase our ACV by doubling down on Enterprise opportunities.” Sales Managers: “We’re tracking behind our Q3 revenue target. We don’t have enough opportunities to double down on. We need to increase our outbound activity to drive pipeline.” Account Executives: “I’m behind on my Q3 target. Building more pipeline isn’t going to help me this quarter. I need to close at least 50% of my open opportunities to get back on track (even though my average is 25%).” Same Problem. 3 Completely Different Approaches. If you work in revenue enablement, you have the unique opportunity to be a bridge between team members at every level. Here’s what that sounds like… To VP’s: “If we want to increase our team’s ACV by moving up market, we’ll need to audit how we qualify opportunities and make sure we’re getting the right stakeholders involved in discovery. Do you have time to collaborate on a new rubric for our SDR’s and AE’s to qualify champions? I’d expect this to take about 3 months before we start seeing consistent results. Is there any opportunity to focus on mid-market win rate in the meantime?” [Once approved, go to your sales managers] To Sales Managers: “I understand we need more activity, but until our reps are identifying the right people to get on a call, it’s going to be wasted effort. Leadership is working on a new qualification framework for next quarter, but in the meantime, you can still hit your target by focusing on moving more of your existing pipeline in S2 & S3 into later stages in the sales cycle. What are some high-value deals that you feel are stuck right now?” [Then, go to your reps] To Sellers: “Your managers have identified some deals that are stuck in the early stages of the sales cycle. In the past, I’ve noticed you tend to use discounts as a lever to push deals through faster. How would you go about advancing these deals if you weren’t able to discount them at all?” By taking the time to listen to different perspectives from across the org, Enablement becomes a force multiplier that get’s everyone moving towards the same goal.

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This just in.....It's Tomorrow Tuesday. Where we try to accurately predict where SDR leadership will go.....in the world of Tomorrow! RevOps - Ensuring your system is set up to collect data to optimize the revenue cycle, designing territories, streamlining lead to close conversion, and ensure data driven focus as you grow and expand your business. Congrats SDR leaders, we're going play an important part in this day to day. Less and less will you work with an ops partner, you will more and more likely be that ops partner. This can only come as teams operate on a leaner model, fewer, but more productive SDRs. Ideal ratios will start to look like 4-5 to one manager, as opposed to 7-10 per manager. Something to think about. Any prediction you'd like to add?

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ZoomInfo Copilot is working 24/7 — surfacing important updates you should know about your top accounts.  With breaking alerts delivered via Slack, you'll never miss when a buying group shifts or a key account spikes on intent. 🔔 Have a question about one of your accounts? Ask Copilot's interactive, AI-powered chat and get answers in seconds.  Ready to give Copilot a try? Request a demo: bit.ly/3Kj4myP #ZoomInfoCopilot

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“Lack of visibility is the enemy of revenue.” Joe Vitalone (Strategic Advisor, Extreme Networks) said this on a recent Clari webinar. And I couldn’t agree more. Without visibility, CROs and revenue leaders: - Miss critical deal insights that could help prevent slippage or loss. - Struggle to set accurate forecasts because they don’t have a full view of the pipeline. - Lose alignment as marketing, sales, and customer success aren’t operating from the same data. - Fail to spot revenue leaks early, allowing problems to grow unnoticed. Visibility isn’t optional for revenue professionals — it's a must-have.

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Let's chat about the real MVP of the golf course—DATA. Yes, that's right! You might be thinking... "Data? Isn't that just numbers and spreadsheets?" At Players 1st we're showing the golf industry that data isn't just for the nerds in the back office. It's the secret sauce driving revenue and keeping your favorite clubs thriving! Here's how: 1. Understanding Member Preferences: With our data-driven insights, golf courses can finally know what their members want. Spoiler alert: it's not just free hot dogs and discounted beer! 2. Optimizing Pricing Strategies: Why guess when you can know? With real-time data, courses can adjust prices based on demand, ensuring every tee time is filled and every golfer is happy. 3. Enhancing Customer Experiences: Data helps courses tailor their services, from beverage cart options to hosted events. 4. Boosting Marketing Efforts: Forget blanket marketing that needs to be revised! Using data analytics, you can pinpoint club needs and craft personalized promotions that make members feel special. - #golfclub #clubmanagement #data #community #cx

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Sales teams are at their best when they have a clear direction where they can run at full speed. This is all about conviction. When sellers have conviction, buyers have conviction. There's so much momentum in a sales process that you need to simplify every single decision. They don't have to follow the process every deal, but they have to be deciding "yes or no" on each step of the process. Make every choice as simple as possible, so they can read and react without losing momentum.

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If you are in manufacturing, the stakes are high when it comes to choosing a customer platform that can make or break business success. Antiquated systems and integration issues have stifled innovation forcing businesses into a continuous loop of operational inefficiencies. In this on-demand webinar, experts from DealHub.io, Wendt Partners and HubSpot share their insights and expertise on driving greater efficiency, productivity, and customer satisfaction. Check it out > https://lnkd.in/d-iYC_sw

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The transition from founder led sales -> a repeatable GTM motion is hard... Extremely hard. There are so many things to consider to mitigate risk and get as many repetitions on closed loop feedback as quickly as possible. -> what profile of a rep should I hire -> how to assess the right talent -> SDR or AE or growth hacker type or both -> what channels should we be testing -> what does good look like? What does great look like? -> how do I know if we’re making progress? And so much more… We’re discussing all this live next Tuesday at Kiln. If you’re in Utah, come check it out: https://lnkd.in/eQ9dyJK4

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🚀 **Unlocking Sales Excellence: The Game Changer** 🚀 What separates a good salesperson from a GREAT one? It’s not just the numbers—it’s the mindset. 1️⃣ **Curiosity**: The best salespeople ask questions that drive insights, not just sales. 2️⃣ **Adaptability**: In a world that’s constantly shifting, the ability to pivot and adjust strategies is crucial. 3️⃣ **Resilience**: Setbacks are part of the game. How you bounce back defines your path to excellence. 4️⃣ **Empathy**: Understanding your client's needs fosters lasting relationships and trust. Let’s move past the clichés—what’s your secret sauce for achieving sales excellence? Share your insights below! ⬇️💬 #SalesExcellence #SalesMindset #GrowthInsights

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We have a great new episode of Building Elite Sales Teams featuring Pete Scharber, a veteran sales leader with over 27 years of experience in the medical manufacturing sector. Pete brings a wealth of knowledge on building high-performing sales teams in a highly competitive industry. In this episode, he shares invaluable insights on: 🎯 The importance of honest self-assessment: Understanding your true differentiators and where you excel against competitors 🤝 Building team chemistry and fostering a culture of mutual support 💼 Aligning your go-to-market strategy with your organization's core strengths 🔍 Implementing effective processes to evaluate incoming opportunities One of the best moments of our conversation was when Pete shared how his father's blue-collar work ethic shaped his own passion and drive in sales. It's a powerful reminder of how our backgrounds can fuel our professional success. Pete also emphasizes the value of open communication, both with your team and leadership. His approach to building trust through honesty and transparency is truly refreshing. Check out the full episode to learn more about Pete's strategies for creating a sales team that meets targets and thrives on collective success. What resonates most with you from Pete's insights? Share your thoughts in the comments! #SalesLeadership #TeamBuilding #SalesStrategy

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Is it just me or is traditional multi-vendor commerce is broken?? 🤔   Charging suppliers to connect and transact? That’s not just outdated—it’s counterproductive. 🚫   Supplier fees create barriers, slow onboarding, and hurt the very partnerships that fuel growth. If your platform is still nickel-and-diming suppliers, you’re doing it wrong. 💥   At Logicbroker we have flipped the script: No supplier fees. No nonsense. Just seamless collaboration and growth.   If you are looking to profitably scale your business, I know a few people that can help. 😄

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📢 Calling all commercial real-estate pros: Are you leveraging the power of signal-based selling? Imagine if your sales team was notified the moment a company in your area raises major funding, goes on a hiring spree, or starts researching a new office space. With ZoomInfo Copilot, you'll receive real-time insights into the signals that matter most — so your team can engage at the perfect time. Grant Greene, Director of Audience Marketing at ZoomInfo, explains how it works. ⬇️ #RealEstateSales #SalesSignals #ZoomInfoCopilot

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And all of a sudden we're in a three week sprint to the end of 2024. For most intents and purposes, especially for those in selling or GTM motions, December 20 will be your last day before "let's circle back after the New Year" season kicks into full gear. How you organize, prioritize and maximize every single day - every single working hour really - between now and then matters. Doing the right work vs the urgent work matters all the time, of course. Doing so now ensures a strong finish to 2024, a strong start to 2025, and better habits that will act as rocket fuel for you, your objectives and your organization into the New Year. Turn your weekly planning habit into a daily morning review for the next three weeks. Take a hard look at your calendar and make the difficult trade-offs when necessary. Make shorter to-do lists and make them count. Do the right things, not the most things. Schedule time for reflection, for exercise and nutrition, for mental breaks as well. I've found and learned from past experience that my brain and body initially push back when I try to do these things, preferring to do what's easier instead. But easier rarely wins. And the reinforcement loop of doing what's hard and right, experiencing and appreciating the momentum that follows, makes leaning into what's hard and right easier and sooner than you think.

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