Jonathan Grutka

No one knows your turf’s needs better than you & your Harrell’s Rep, & they are here for you this EOP season. A few of our Sales Directors put together these EOP product recommendations to help you find exactly what you need this season. Check them out 👉 https://hubs.la/Q02Rv1wx0

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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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#accountexecutives with #insurance background - SaaS SELL A MUST HAVE - FEDERALLY MANDATED SERVICE! AE - REMOTE ideal candidate lives on the #eastcoast I am open to talking to ANYONE with a #saas sales background who has the BEST number$$ and wants to be apart of a #gtm team (less than 5 sellers) #seedstage #healthcare #healthaccesability 7M+funding as seed stage, they are very exec & tech tool lean. They hire from within (your boss was the first sales hire, taking the co $100k to $5m, and the head of marketing, was a founder at a company in a VERY similar space) Seed stage start ups take work! Helping to refine & increase average deal size, build predictable revenue. Fight for funding. build a book, reduce customer churn total forecasted headcount in the next 60 days 4 headcount: Account Executives (w/csm and am work) no renewal quota 2 headcount: Sales Development Representatives 1 to 1 AE to SDR ratio Deal size: $25k-$30k Sales Cycle: 2 weeks - 1 month Tools: HubSpot Apollo.io Orum verticals: #homehealth #nonprofits willing to interview people with #hr #healthcare or even people selling into small biz at #yelp you can sell into: 💲 ANY industry 20-500 employees - no territory, segments or verticals 💲 TPAS, HCM co's, Brokers 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 AE salary $75k base - $150k OTE $85k base- $170k OTE $95k base- $190k OTE monthly quota = your salary (for example closing $75k/month) SDR: $55-$60k base Quota: 25-30 qualified, attended meetings offering $200++ attended w/ hr & c suite 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 3-4 interviews (after meeting me!) 1) meet with your boss, VP of sales - 30 min via zoom 2) 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 and company INTERVIWING ASAP! call me beep me if you wanna reach me

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Chuck Hollander of Redflag Sales Teams kicked off our Growth Training with some powerful advice this morning. His "Three Fundamental Buying Truths" were particularly eye-opening: ✅ People prioritize fixing big problems over small ones. ✅ When faced with a choice, they will address a major issue before chasing new opportunities. ✅ Clients don't need to know how to fix a problem to decide they want it resolved. Understanding these simple truths provides the leverage you need to close deals effectively. #C2PMMC is the premier event for gaining such valuable knowledge as a financial advisor. If you're not here, where are you?

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The Power of Asking Questions in Franchise Sales with Paul Dorsey 💬 Want to improve your franchise sales strategy? It all starts with asking the right questions. Here’s how to do it effectively: 1️⃣ Ask candidates about their needs, wants, desires, and expectations. 2️⃣ When a candidate asks you a question, respond with another question like, ‘Can you explain that further?’ or ‘Why is this a concern for you?’ 3️⃣ This approach shows that you’re listening, that you care about their future, and keeps you in control of the conversation. Remember, you should be listening twice as much as you’re talking. And when you do speak, ask another question to uncover their real needs. This technique helps move candidates to the next stage in the process. 📈 #FranchiseSales #SalesStrategy #ActiveListening #JantizeAmerica

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Is your BDR team truly creating demand or just adding to the noise? In this episode of the Revenue Lounge podcast, Adam Robinson, CEO of Retention.com and RB2B, and Randy Likas Likas dive deep into the evolving landscape of B2B outbound prospecting. Here are some key takeaways: 🔍 Demand Creation Shift: Realize that demand isn’t created by your BDRs; it starts elsewhere and is only captured by your outbound efforts. 📈 Scaling Challenges: Growing your BDR team alone isn’t enough. Marketing, operations, and other functions must scale in tandem to effectively support demo bookings. 📉 Response Rate Crisis: With the proliferation of sales tools, email volumes are skyrocketing, reducing the likelihood of recipients responding, even to personalized messages. 🎯 Economic Factors: In today’s economic climate, with tighter budgets, prospects are less likely to engage with outbound sales efforts. More such insights in the full episode. Link in comments! #SalesStrategy #SalesForecasting #OutboundSales #B2BSales #SalesOptimization #RevOps

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While we often focus on what sales prospects say, their nonverbal cues - accounting for up to 90% of communication - offer crucial insights. Learn how understanding body language can boost your sales success: https://hubs.li/Q02MZXJ40 #SalesTraining #SalesSuccess #SellingSkills

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📣 𝗟𝗮𝘀𝘁 𝗰𝗮𝗹𝗹 📣 Today our revenue team, featuring SDR Manager Jack Wauson, SDR Lead Brandon Butron, Senior Account Executive Morgan Wible, and Renewals Team Manager Jane Kissler will share Mixmax tips & tricks and best practices. 📌 How to personalize Sequences and incorporate videos for interested prospects. 📌 Best practices for a successful cold-calling block. 📌 Multi-threading when prospecting and throughout the deal cycle. 📌 Mixmax shortcuts and inbox-centric tips. 📌 How to protect your calendar as a CSM and standardize your outreach. 📌 How to engage customers and build stronger relationships. 📌 Essential automation rules our team relies on. 👀 you there! https://lnkd.in/dXNJ4sjK And even if you can’t make it, sign up, and we’ll send you the recording. #sales #salesengagement

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Are you ready to double your sales? Sign up for $1 this month and unlock the training your team needs to hit new targets. 👉https://hubs.ly/Q02RQNbn0 #SuccessStory #customertestimonial #customerreview #SalesTraining #AgencyGrowth #IgniteAgencyTraining #igniteyourpotential

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Over the last ~6 months here at Sendoso we've almost doubled our ACV even with competitors coming in at rock bottom. Two things we're doing: - Focusing on Value over Price. Even told a few prospects who wanted us to drop our price to rock bottom that they should go with the competitor... - Using pricing and discounting levers to allow our prospects to build their own deal. (Thanks Todd Caponi) Not a silver bullet but to make a difference you've to enable your prospects/customers to make the best decision for them and make sure you show the value you can add. When you do that a lot of other things can fall into place. If you want to chat more about what we're doing hit me up!

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Customers don’t care about what you do. They care about what you can do for them. A successful software sales career is built on the value you bring to the table. Here’s what’s worked for me: - Dive deep into their challenges before you pitch anything - Quantify the dollars saved, revenue gained and risks reduced - Provide honest insights, even if it means advising against your product - Connect them with other customers in their same industry - Understand their pressures, priorities, and personal goals Prioritize their success over your sale—everything else falls into place. The more you give, the more you receive.

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📈 🚀 Implement scalable growth by using SalesXceleration Framework. Here’s how SLIC Texas can help: -Customized Implementation tailored to your business. -Achieve Consistent Results with proven strategies. Ready to see the difference? Schedule a call: https://lnkd.in/eFQR3f3x #SalesFramework #BusinessGrowth #SLICTexas

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I’ve had a number of younger PEO sales reps reach out to me recently and asking for advice on building more value on their sales process. They say their managers just have them focusing on feature selling and saving money, and when you do that, it’s just a numbers game. I talk to them about building the ROI case and COI case to move up the client’s timeline and show the value of our industry and then discuss with them how to ask questions to discover the COI for the client. We all know to make it an emotional sell but if you don’t back up the emotional with the logic and only feature sell, then you’re not going to close a very high percentage of deals. If you are a young rep, ask you manager on help with this aspect and watch your numbers soar!!!! 📈 **ROI (Return on Investment)** - ROI quantifies the direct benefits clients receive from investing in PEO services. This includes cost savings from reduced HR overhead, compliance, payroll management, and improved employee benefits offerings. Expressing ROI in clear numbers helps clients see the tangible value a PEO provides, enhancing their confidence in the decision to invest. 🚫 **COI (Cost of Inaction)** - COI, on the other hand, highlights the potential losses and risks a client faces by not using a PEO. This could be in the form of higher operational costs, compliance penalties, or missed opportunities for strategic HR management and growth. COI paints a picture of the risks and hidden costs that come with maintaining the status quo. In the PEO sales process, integrating both ROI and COI into your discussions can lead to more informed, strategic decision-making by clients. While ROI pushes the advantages, COI pulls attention to the repercussions of not acting, creating a compelling case for why PEO services are not just beneficial but essential. Make sure your sales pitch addresses both sides to help clients see the full spectrum of impacts on their business. This dual-focused approach can significantly sway decision-making processes and foster stronger client relationships. 🌟 #PEO #BusinessGrowth #ROI #COI #SalesStrategy #HRManagement #ClientDecisionMaking

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Elevating any team to champion status starts with great coaching. Janek sales coaching delivers long-term success by equipping your team to consistently improve deal outcomes. View our coaching options: https://hubs.li/Q02ClQRQ0 #SalesCoach #SalesManagement

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In our latest episode, we dive into why running a competitive sales process can make all the difference, from boosting your sale price to reducing risk. Learn insider tips on attracting multiple buyers, negotiating better terms, and ensuring a smooth, profitable exit. Tune in to make sure you get the best deal possible! https://buff.ly/3Cy5nSU #PodcastEpisode #BusinessSales #ExitStrategy

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Building Your Comp Budget Start with the Sales Leadership Org Chart. Trying to watch the whole sales podcast? Check out the link in our bio now to see how to get the most out of your team. #salesreps #podcast #SRU #salesrecruitinguniversity #businesspodcast #salespodcast #businessgrowth #salestips #salestraining #sales

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