Chris Keller

🚨 🚨 Something I need to get off my chest! 🚨 🚨 Agencies need to move away from this quick, short-term mentality of trying to place every lead today and bring back into focus the importance of building their pipelines by maximizing their database, response times, engagement processes, and remarketing efforts. GQR recently took a stab at this with leads coming from Travel Nurse Source as they noticed areas for opportunity within how they prioritize and work their leads from us. They engaged a Staffing Engine to help streamline and reengage their candidate pool and the results were amazing. 400% increase in placements and a dramatic reduction in delayed responses and manual workload. GQR's initial challenges were not unlike those faced by many agencies: manual lead distribution, missed opportunities, and a focus on immediate placements. However, by partnering with Staffing Engine and leveraging AI for automated lead distribution, GQR was able to revolutionize its recruitment process. Key Takeaways: 💪 Work Every Lead: The shift from manual to AI-driven lead distribution allowed GQR to capture and act on every lead efficiently. This ensured no opportunities were lost due to oversight, leading to a 4x increase in placements. Every lead, no matter how small or seemingly insignificant, was given attention, helping to uncover potential placements that might have been missed otherwise. 📣 Building and Maximize Your Candidate Database: GQR’s approach underlines the importance of nurturing a large pool of candidates. Instead of focusing solely on candidates ready for immediate placement, the automated system helped the agency engage with candidates consistently, ensuring they remained in the pipeline for future opportunities. This strategy not only increases the number of placements but also builds a robust database that can be continuously leveraged for future needs. 📶 Long-Term Approach Over Quick Wins: The success GQR experienced was a result of taking a long-term view. By improving response times and ensuring that candidates were engaged promptly and consistently, they enhanced the candidate experience and ultimately placed more candidates with fewer submissions. This strategic, long-term focus on relationship-building and efficiency, rather than just immediate placements, led to sustained success. GQR's experience shows that when agencies commit to working every lead and building a strong candidate database, they not only increase their placements but also enhance their overall efficiency and client satisfaction. This approach moves away from the short-term, transactional mentality, fostering a culture that values long-term success and continuous engagement with candidates. Check out their full case study here - https://lnkd.in/e8n5S2VA

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A lot of start-ups fail because they don’t understand product market fit. If you too are on the prenatal stage of figuring your business out, don’t miss this PMF concept. Sarah Jenkins recently interviewed Alex Burke, a product expert from Amazon, Airbnb, and Shopify, who shared insights on PMF’s three pillars: demand, satisfaction, and scalability. Many companies excel at demand and satisfaction—customers love and use their product—but struggle with scalability, ultimately leading to failure. Brands like Juicero and Fab had demand but couldn’t scale and didn’t survive. PMF evolves through four stages: → Stage 1 Your early customers are often personal connections. Red flags here include customers not missing your product if it disappeared or inconsistent core features. The focus is on truly understanding your target market. → Stage 2 At this point, the product should drive growth, not your sales team. A churn rate above 20% or stagnant growth signals trouble. → Stage 3 (solid PMF)  If you have a significant number of customers, strong net revenue retention, and low churn rates, it indicates that your growth is on track. However, if your net revenue retention declines significantly, it may suggest retention issues that could hinder your ability to scale effectively. → Stage 4  If you have a substantial customer base, a strong sales conversion rate, and your earnings exceed your expenses, you’ve likely discovered a solid product-market fit. At every stage, remember the "4P" framework: Persona, Problem, Promise, Product. The key is continuous evolution—PMF is not static, and you need to keep fine-tuning as you scale. Anything you’d add? #ProductMarketFit #StartupSuccess #BusinessGrowth

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Q4 is budget planning time, don’t guess at where the next best dollar should be spent! Take RevRx™ for a test drive to evaluate how far your patient acquisition machine can go cost effectively.

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4 Reasons you need to separate Commercial vs. Non-Commercial pages for CRO Sometimes at SiteTuners, we get asked: ‘Why hasn’t our conversion rate improved after all this work?’ Often, the answer lies in the same place. Separating your commercial and non-commercial pages when analyzing your metrics. Here’s why: 🧭 Commercial pages (product/service) should be judged primarily on conversions - add to carts, purchases, etc. Increasing conversion rates on these high-intent pages directly impacts revenue. 🌳 Non-commercial pages (blog, articles, resources) must be optimized for engagement metrics like time on page, shares, etc. More engagement = better SEO which drives more potential customers. By combining these two types of pages into one overall conversion rate, you are missing a lot of opportunities. Segmenting is key: ✅ Rigorously test, measure and optimize the conversion funnels on commercial pages to increase revenue ✅ Create ultra-engaging content that keeps visitors on non-commercial pages longer to boost SEO rankings and traffic One client saw this in action after 1 year of optimization: 👉 130% increase in conversions on commercial pages 👉 Massive jump in engagement/traffic from non-commercial content 👉 1000% overall revenue growth by viewing CRO through two lenses So, don't blend engagement and conversions into one metric - you'll end up being misled. Separate commercial from non-commercial pages and you'll uncover game-changing optimizations to substantially grow your business. - PS We guarantee to improve your website's conversion rate by 25% in 6 months. DM me for a FREE strategy call to see how we can implement CRO tactics on your site.

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Graphium Health, led by CEO Daniel Dura, needed a scalable outbound system. They turned to Predictable Revenue™ Inc. for expert guidance. Before: - Relying on InboundSales with one salesperson. - Needed structure to scale. Challenge: - Lack of an organized sales system hindered growth. - Needed clear roles, metrics, and strategies. Solution: - Our Outbound Consulting service helped build a reliable sales system. - Create a detailed playbook and establish effective metrics. Result: Graphium Health now has a scalable system, aligned team, and a strong foundation for growth. “It’s amazing how quickly we built this capability and avoided pitfalls,” says Daniel.

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Spot on! This post really resonates with me as a product marketer. Launching a product is exciting, but it's just the starting line. The real work (and fun) begins after that big day.I love how this breaks down the key areas we should focus on post-launch. Analyzing what worked (and what didn't) is crucial - we can't improve if we don't measure. And don't get me started on the importance of customer enablement! Nothing's worse than seeing users struggle because we didn't give them the right tools. The feedback loop is something I'm particularly passionate about. It's amazing how much we can learn if we just listen to our customers. Their insights are gold. One thing I'd add: don't forget to celebrate wins with your team! Those customer success stories aren't just great for marketing - they're a morale boost for everyone involved. Building a community around your product is so powerful. I've seen firsthand how it can turn customers into passionate advocates. And yes, the expansion strategy is key. But it's not just about upselling - it's about helping customers get more value. When they win, we all win. Thanks for sharing this Richard King. It's a great reminder that our job as product marketers is never really "done" - and that's what makes it so exciting! #ProductMarketing #CustomerSuccess #AlwaysLearning #healthtech #healthcare #marketing

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Getting started with ABM is hard. And it's especially hard in healthtech. There are many good reasons to consider ABM: 👉 In any given quarter, at best 5% of your market is looking for a new solution 👉 Sales cycles at 13+ months in healthtech 👉 There are 5 people involved, at least in each buyer group. I have seen 20! 👉 They won't contact a vendor until they are 70% of the way through the process And the big one... 🤯 84% of the time, they select the first firm they reach out to. Why? Because the buyers are in control of the process and have mostly made up their minds by the time they talk to a vendor. ABM is designed to address these challenges. If you are interested in getting started on this journey or you are struggling with how to get it working, we can help. Check out our ABM Acceleration approach. It's designed to help you get moving in the right direction. Details in the comments #healthtech #b2bmarketing #abm #accountbasedmarketing

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Every GTM motion has a strategy. We're running 5 GTM motions for new business: 👉 Inbound 👉 Outbound 👉 Event-led 👉 Partnership/Referrals 👉 Community Revenue Growth leaders need to be disciplined and not "blend" the data. Yep, each motion has its own data and KPIs that is part of our overall GTM strategy. Getting granular is necessary to allocate resources properly but what needs to be improved, dropped or double downed on. And spoiler alert, it can vary. This year, we had more inbound than the last 2 years combined. This is why there is NO magic bullet, and the best leaders let the data and market guide decisions on strategy. You need to be able to connect the dots and pivot. How many motions are driving your Revenue Engine? Thanks to GTM Partners for the graphic in a recent newsletter. #GTM #leadership

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The hidden art of Conversion Rate Optimization that most designers miss A short clip from my time as a guest on the eCommerce Traffic & Conversions podcast with Duane Sprague and Scott Brandley recently discussing all things CRO. Here's the truth about website design that nobody talks about: 𝗜𝘁 𝗶𝘀 𝗺𝗮𝘀𝘀𝗶𝘃𝗲𝗹𝘆 𝗱𝗶𝗳𝗳𝗲𝗿𝗲𝗻𝘁 𝘁𝗵𝗮𝗻 𝗷𝘂𝘀𝘁 𝘀𝘁𝗮𝗻𝗱𝗮𝗿𝗱 𝘄𝗲𝗯𝘀𝗶𝘁𝗲 𝗱𝗲𝘀𝗶𝗴𝗻. There are all sorts of tricks to get people's eyes attracted to the conversion elements. And it takes months to learn. Take a listen in the video. Full episode is in the comments. - PS - We’ve generated over $1 BILLION dollars through conversion rate optimization. If you’re frustrated with your website’s conversion rates, click on the link in the comments to learn more about how we can improve it by 25% in 3-6 months.

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At Hipp, we spend a lot of time listening to ABA practices, and the message is clear: practice owners are tired of paying exorbitant fees for a patchwork of point solutions clumsily tied to a legacy EMR. That’s why we’re thrilled to share a major milestone. Hipp’s AI-native platform now fully replaces traditional ABA practice management systems — offering a true all-in-one solution with best-in-class features across the board. With AI-powered tools like automatic rescheduling and seamless clinical data collection, Hipp lets teams focus on care, not on managing disconnected systems. Our AI isn’t an afterthought; it’s woven directly into our data model and forms the foundation of every feature from day one. Here’s some of the features we offer today: ✅ AI-powered clinical data collection & session notes ✅ Onboarding & scheduling ✅ Billing management ✅ Annotated session video feeds ✅ Caregiver portal for family collaboration We believe this integrated approach is the right way to do AI. Practices shouldn’t have to stitch together poorly integrated point solutions or pay exploitative fees for hastily added AI features. They deserve a true all-in-one, AI-native platform that leverages data to benefit both patients and providers. If you’re attending #BHT2024 in Phoenix this week, let’s connect! We’d love to show you how Hipp is transforming ABA practices.

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This scenario isn't uncommon. Let’s say you're a healthcare provider using a standard CRM system. It's great for managing customer relationships, but it doesn't have the safeguards needed to protect sensitive patient data under some regulations. Suddenly, there's a risk of being non-compliant. Off-the-shelf software often falls short when it comes to meeting industry-specific or country-specific regulatory requirements. Here’s why : - They might not offer the encryption, access controls, or audit trails needed to secure sensitive data. - These systems may not have features for automatic data deletion or anonymization after a set period, as required by some laws. - They often lack the tools to track and manage user consent for data processing. - They may also not promptly notify authorities and affected individuals in case of a data breach. These platforms can lack the specific features and security protocols you need to comply with laws like GDPR, HIPAA, or local data protection regulations. And trying to retrofit generic software to meet your specific compliance needs can be expensive. At Aestriks, we understand that compliance is non-negotiable. That's why we build custom software solutions tailored to the specific regulatory requirements of your industry and location. Choose a software solution that's built for compliance from the ground up. Choose Asteriks! . #RegulatoryCompliance #DataProtection #Aestriks #TechSolutions #SoftwareDevelopment

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When we were trying to move upmarket at Pave, I made 5 deadly mistakes that caused me (and the company) massive growing pains: 𝟏. 𝐈 𝐭𝐫𝐢𝐞𝐝 𝐠𝐨𝐢𝐧𝐠 𝐮𝐩𝐦𝐚𝐫𝐤𝐞𝐭 𝐛𝐞𝐟𝐨𝐫𝐞 𝐨𝐮𝐫 𝐑&𝐃 𝐚𝐧𝐝 𝐂𝐒 𝐭𝐞𝐚𝐦𝐬 𝐰𝐞𝐫𝐞 𝐫𝐞𝐚𝐝𝐲. Moving upmarket isn't just a sales thing. It's a COMPANY thing. You need dedicated engineering support. You need enterprise CSMs who are ready to go all in on a 3 month implementation. Or you end up with churn. 𝟐. 𝐈 𝐭𝐫𝐢𝐞𝐝 𝐠𝐨𝐢𝐧𝐠 𝐮𝐩𝐦𝐚𝐫𝐤𝐞𝐭 𝐰𝐡𝐞𝐧 𝐭𝐡𝐞 𝐩𝐫𝐨𝐝𝐮𝐜𝐭 𝐰𝐚𝐬𝐧'𝐭 𝐫𝐞𝐚𝐝𝐲. You can scope as much as you want, but the reality is that you NEVER have it all scoped in enterprise sales. If you're still battling potholes in your core product, bringing on an ENT customer will only rip those wider and expose new ones. 𝟑. 𝐈 𝐝𝐢𝐝𝐧'𝐭 𝐫𝐞𝐚𝐥𝐢𝐳𝐞 𝐭𝐡𝐚𝐭 𝐠𝐨𝐢𝐧𝐠 𝐮𝐩 𝐦𝐞𝐚𝐧𝐭 𝐬𝐥𝐨𝐰𝐢𝐧𝐠 𝐝𝐨𝐰𝐧 𝐩𝐫𝐨𝐝𝐮𝐜𝐭 𝐞𝐯𝐞𝐫𝐲𝐰𝐡𝐞𝐫𝐞 𝐞𝐥𝐬𝐞. When you get pulled by a potential $250k churn, they derail your entire product roadmap. The one big deal hurts your win rates and product velocity everywhere else. 𝟒. 𝐌𝐨𝐯𝐢𝐧𝐠 𝐦𝐲 𝐛𝐞𝐬𝐭 𝐬𝐞𝐥𝐥𝐞𝐫𝐬 𝐨𝐟𝐟 𝐭𝐡𝐞 𝐜𝐨𝐫𝐞 𝐨𝐟 𝐭𝐡𝐞 𝐓𝐀𝐌 𝐰𝐢𝐭𝐡 𝐭𝐡𝐞 𝐛𝐞𝐬𝐭 𝐏𝐌𝐅. Bigger deals do not mean more ARR. I promoted my #1 seller who did $750k in a QUARTER in the mid-market. She did $400-500k in her *best* quarter in ENT and had to work 10x harder for every dollar. *** I've learned a lot about the right time to move upmarket and how to do it. Selling 6 and 7-figure deals is a blast. But it can also sink your company. And I'm sharing the battle scars with my good friend Jason Bay tomorrow :) Join us live --> https://hubs.ly/Q02GzjJT0

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🚨 "𝗟𝗮𝘀𝘁 𝘄𝗲𝗲𝗸 𝗜 𝘁𝗮𝗹𝗸𝗲𝗱 𝘁𝗼 𝟭𝟯 𝗦𝗮𝗮𝗦 𝗖𝗠𝗢𝘀 𝗱𝗼𝗶𝗻𝗴 𝗻𝗼𝗿𝘁𝗵 𝗼𝗳 $𝟭𝟱𝗠 𝗔𝗥𝗥 𝘄𝗵𝗼 𝗮𝗹𝗹 𝗮𝗴𝗿𝗲𝗲𝗱 𝘁𝗵𝗮𝘁..." You won’t believe what they all had to say! Okay, we'll tell ya! Turns out, they all agreed that hooks like the one at the top are trash. 😲 This is Liam Moroney's experience who sums it up well: "𝗧𝗵𝗲 𝗿𝗲𝗮𝗹𝗶𝘁𝘆 𝗶𝘀 𝘁𝗵𝗮𝘁 𝗵𝘂𝗺𝗮𝗻𝘀 𝗵𝗮𝘃𝗲 𝗮𝗻 𝗲𝘅𝗰𝗲𝗽𝘁𝗶𝗼𝗻𝗮𝗹 𝗸𝗻𝗮𝗰𝗸 𝗳𝗼𝗿 𝘀𝗽𝗼𝘁𝘁𝗶𝗻𝗴 𝗽𝗮𝘁𝘁𝗲𝗿𝗻𝘀, 𝗮𝗻𝗱 𝘀𝗼 𝗶𝘁 𝗼𝗻𝗹𝘆 𝘁𝗮𝗸𝗲𝘀 𝗼𝗻𝗲 𝘁𝗼 𝘂𝗻𝗱𝗼 𝘁𝗵𝗲 '𝗮𝘂𝘁𝗵𝗲𝗻𝘁𝗶𝗰𝗶𝘁𝘆' 𝗻𝗮𝗿𝗿𝗮𝘁𝗶𝘃𝗲 𝘁𝗵𝗮𝘁 𝘆𝗼𝘂’𝗿𝗲 𝗹𝗶𝗸𝗲𝗹𝘆 𝘄𝗼𝗿𝗸𝗶𝗻𝗴 𝗵𝗮𝗿𝗱 𝘁𝗼 𝗰𝘂𝗹𝘁𝗶𝘃𝗮𝘁𝗲." Absolutely, Liam. Our experiences align, showing that patterns—whether in business or personal life—quickly become recognized and associated with manipulation when overused. Think about it. When children don't get their way, they cry. The first couple of times, we're fooled and give into their demands. But once it starts to become a pattern, it becomes less effective. We're no longer fooled. Well, it's the same with selling. We're training people to know our next move. Hence, when we repeatedly use the same hook, template or opener, people start to see it as a ploy to sell rather than genuine engagement. 📉 While once effective, these tactics eventually wear out. The key is remaining fresh, creative. Avoid becoming too comfortable with what currently works, as it can quickly become stale. 𝗗𝗼𝗻'𝘁 𝘄𝗮𝗻𝘁 𝗽𝗲𝗼𝗽𝗹𝗲 𝘁𝗼 𝗿𝗲𝗰𝗼𝗴𝗻𝗶𝘇𝗲 𝗮 𝗽𝗮𝘁𝘁𝗲𝗿𝗻? Then don't abuse or create a new one. P.S. For more insightful content, give Liam Moroney a follow! 👏

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In healthtech it’s important for Founders and hiring managers to consider a ramp period for their sales reps and to consider paying out full OTE during the first few months of their sales reps’ new job. Why? Because more often than not healthtech sales have long sales cycles (think 6-18 month for hospital systems and payers). Many candidates want a buffer while they build pipeline and negotiate deals. They will often have to give up commission from their last job and want something to make up the difference. What do you think about a ramp period? #saleshiring #healthtech

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If you're in a tough industry like healthcare, there's no one better to talk to than Justin Steinman. How does he apply his GTM experience at GE and Aetna to mid-market orgs like Therapy Brands? He joined us on the GTM Secrets podcast at Identity Matrix to discuss everything marketing - how to build a GTM team, demand gen, tech, and more. Check out the full episode here: https://lnkd.in/e6rdsPh6

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How is Trustpilot a reliable source? GoHealth touts… 42,000+ reviews and a 4.8 star score. I decided to click on the #1star scores. The patterns are shocking. Abusive sales practices. Repeated and clear CMS sales and marketing #ruleviolations. Blatant abuse of infirm and indigent seniors, including violations of power of attorney. The comments from employees describe a #boilerroom for conversions, clearly leaving out necessary disclosures, and giving little regard for the member staying enrolled after Jan 1. One employee comment alludes to having had their review taken down multiple times. Responding within 48 hours to every comment. Being noted for using non-standard methods for collecting reviews. It would seem that GoHealth is managing that Trustpilot account to within an inch of its life. The Glassdoor reviews seem a bit more realistic: 2.7 out of 5 Stars - (way below average) and a 38% CEO Approval Rating Why am I putting them #onblast? Because they make anywhere from 5-15% #commission on every policy they sell plus massive performance bonuses from the carriers. And because took advantage of someone I care about. Telling someone that you’re calling to “update” their #Medicare plan? Seriously. Shameful. Centers for Medicare & Medicaid Services Consumer Financial Protection Bureau

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Special feature post in The GTM Newsletter today: Kyle Poyar broke down 10 “PLG plays” that every company should implement - even if they’re *NOT PLG*. Kyle consistently shares exceptional content around PLG, growth and pricing. It was a ton of fun collaborating and seeing his breakdown. The first point is an interactive demo on the website. The fourth point is to leverage product data to drive customer outcomes. This fourth point I found particularly interesting. The CRM is the "source of truth" for go-to-market teams, but often lacks product analytics to provide customer behavior understanding from in-product activities without human or sales rep involvement. But in reality, even non-PLG companies can use this data to assess customer health and tailor sales conversations. I'll drop the link to the details on these 10, including examples and screenshots 👇 -- The GTM Newsletter is a weekly newsletter by GTMfund's media brand, GTMnow, that goes out to over 50k revenue leaders who are scaling their companies and careers. If you aren't already subscribed, you can do so through the Substack post in the comments.

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