Matt Bolian ⚡

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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HIPAA compliance in HubSpot presents a huge opportunity for HubSpot to grab market share. To put this in perspective, the massive software industry in the United States represents $340 billion in annual revenue. The healthcare spending in the United States reached $4.5 trillion in 2022. The economic trickledown effect on HubSpot partners, app developers, and HubSpot customers will be even bigger. #crm #HubSpot #hipaa #Salesforce #hubs

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Normalizing to meet market demand isn’t the same as dying… Rightsizing to meet market demand is what happens when companies need to earn a profit vs inflate valuations. If the growth projections aren’t based in reality nothing you do based on it will be either

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More details on Sufi R. post. This is our #remix ⚒️ Disqualify Early - Not necessarily a loss, perhaps you can add this lead to bad timing ✅ Three 'Nos' Rule - Make this a part of the disqualification framework 💡Seek Clarity. - When they don't know how they would want to move forward it's time to. ✅ Prospect Regularly - A good pipeline helps us feel way more comfortable walking away. This also gives us a chance to work on our inbound efforts ✅ Transparency is key - Along with being respectfully critical, transparency gives us a chance to discuss whether or not we are looking at an opportunity on the "right things" with the "right people". ⚒️ Avoid Emotional Attachment - Don't things personal. Sometimes we struggle with this. 💡Set a Clear Exit Strategy - Have a low effort (perhaps automated) path to keep helping. Provide a guide for their decision-making criteria to go back to your or not. The post asks, "When was the last time we walked away from a deal?" Maybe, a year. Looking back, there are deals we might have walked away from, but being in an engagement also offers a chance to either correct the course or recognize it's not going well. Whatever happens, we refine our disqualification process and adjust expectations through our contracts to allow for course corrections. To close, last week, my colleague (Tanya Ruiz) reminded me and a client, "We don't sell, we help people buy."

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What is Your Problem? As part of a robust Revenue Operations (RevOps) strategy, it's imperative to recognize that a clear understanding of the problem is key to solving it effectively. Ask a ton of questions. Why?  Why is that a problem?  Why?  Why is that a problem? Understanding the true essence of a problem is the cornerstone of effective solutions. Often, what initially appears as the primary challenge might just be a symptom of a larger underlying issue. By delving deeper into the problem, you gain clarity and insight, enabling us to realign our strategies for more impactful outcomes. This ensures your efforts address root causes and pave the way for lasting change, translating to lasting revenue

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My biggest tip for demos: practice navigating your platform as your ICP. What specific challenges/workflows/use cases does your ICP use your product for? The demo isn’t to show cool features.. it’s to show how you can solve their problems. Practice solving problems on your demo account! 🤔What’s your demo tip?

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Tech founders: What do you consider an optimal adoption percentage for enterprise-level tech solutions provided to agents, teams, or brokerages? As a former broker-owner, I’ve always been a strong advocate for maximizing adoption rates for the technology we provide. Adoption isn’t just about offering a product—it’s about ensuring the investment translates into real value for both the brokerage and the agents. In my experience, the highest adoption rates I achieved were with tools like RealScout, followed by ActivePipe and Altos Research. These were wins because they solved key challenges, were easy to use, and seamlessly integrated into workflows. But I’ve also seen tools fail—not because they weren’t valuable, but because adoption wasn’t prioritized or supported effectively. ⁉️ So, what defines a win or a fail in tech adoption? 💎 Win: High adoption rates, with agents actively using the tool to grow their business, delivering ROI for the brokerage. 🪨 Fail: Low adoption, where seats go unused, and the tech becomes a sunk cost. Which begs the question: Is it the technology itself or the brokerage that’s responsible for the outcome? How much of the adoption success lies in the product’s design, and how much depends on the brokerage’s commitment to training, support, and creating a culture of usage? If you’re a tech product or solution provider, or a brokerage or team leader looking to increase adoption, let’s connect! I’d love to discuss strategies and share insights to help ensure the tools you’re offering deliver the impact you’re aiming for. #TechAdoption #proptech #RealEstateTech #BrokerageLeadership #AgentSuccess #Innovation #martech #tech #realestate #realtor

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There’s a MILLION reasons to sell on @goatmovesinc but we will just give you a few to marinate on 1. 10% platform fees for ALL sellers. We know your current e-commerce marketplace provider is taxing that a$$ 🫠 2. As a seller, you are able to list your products, services AND digital downloads on a centralized page in our marketplace ecosystem 3. Our platform makes it EASY for YOUR customers to find ALL aspects of your business/service…instead of sending them on a wild goose chase across multiple apps 😎 Are you ready to make some Goat Moves or nah? Learn More about Goat Moves Inc below! https://lnkd.in/gX4M8bkv #goatmovesinc #ecommerce

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For AEC focused startups, think about GTM this way. For scale and keeping CAC metrics in line. Bottom Up. PLG for PLG : Product Led Growth for Project Led Growth - User focused marketing - frictionless on boarding - No Sales Function (it’s too expensive) Enterprise: Leverage Project based success to sell to the enterprise. - High Level Solution Sales - Proven ROI Metrics - Make the CFO your champion - Have a well thought out - ABM strategies work well here. Enterprise Solution vs Discounted offering for bulk purchase. Spec to Check: Build generic specifications for your product and work with A/E firms to get them placed. This is for Construction Tech Specific. Owner Influence - Everyone’s ultimate customer. - Brand awareness - Thought Leadership - Building Type Specifc Marketing. We have an entire playbook on this type of stuff. Also what we teach in our stage agnostic incubator.

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Finding the right SMB acquisition deal is more than just a notion. It's like trying to find a needle in a haystack... if the haystack was the size of Texas and the needle kept moving. 😂🙃 The search can break you It can keep you up at night scrolling through a graveyard of broker listings. We’ve all been there and I've got some tips to keep you sane while you're out there hustling: 𝗧𝗿𝗲𝗮𝘁 𝘆𝗼𝘂𝗿 𝗿𝗲𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀 𝗹𝗶𝗸𝗲 𝗮 𝗯𝗮𝗱𝗴𝗲 𝗼𝗳 𝗵𝗼𝗻𝗼𝗿. Seriously, start a wall of "no's". Each one gets you closer to that elusive "yes". 𝗥𝗲𝗺𝗲𝗺𝗯𝗲𝗿 𝘆𝗼𝘂𝗿 "𝗪𝗵𝘆". Write it down. Tattoo it on your forehead (backwards, so you can read it in the mirror). When things get tough, that's your source of motivation. 𝗙𝗶𝗻𝗱 𝘆𝗼𝘂𝗿 𝗦𝗠𝗕 𝗠&𝗔 𝘀𝘂𝗽𝗽𝗼𝗿𝘁 𝗴𝗿𝗼𝘂𝗽. These are the people who won't look at you weird when you start talking about EBITDA at a party. 𝗧𝗮𝗸𝗲 𝗮 𝗯𝗿𝗲𝗮𝗸, 𝗳𝗼𝗿 𝗳&𝗰𝗸'𝘀 𝘀𝗮𝗸𝗲. The deals will still be there when you get back. Promise. So be kind to yourself. 𝗗𝗼𝗻'𝘁 𝗯𝗲 𝗮 𝗱𝗲𝗮𝗹 𝘀𝗻𝗼𝗯. That "ugly duckling" business might just turn into your golden goose. In SMB M&A, persistence isn't just key - it's the whole damn locksmith shop. Keep at it, and one day you'll be the one posting about your epic acquisition and I'll be here to cheer on your continued success! Now, if you'll excuse me, I've got some haystacks to sift through. -Michelene ____________________________ PS: Do you want to grow through acquisition by closing higher-quality deals faster and without competiton? I provide off-market “transaction ready” M&A targets delivered in 14-days for founders, corporate development executives, family offices, private equity, and search fund professionals. Let's chat.

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Can you identify the problems with this cold email?

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For years as a hiring manager scaling fast, assessing candidates' behavior, culture fit, and scheduling was a constant struggle. I needed a tool that could handle it all—and that’s why I joined the founding team at HireBus. The behavioral assessment here is a game-changer, revealing not just strengths but the blind spots that impact performance. It’s been a revelation for me, helping identify the traits that truly drive high-performing teams. Want the top 3% of talent? Hirebus has the tech, insights, and expertise to make it happen. 🔍 Check out what makes the best salespeople stand out in the chart below! We will help you hire your top talent. DM me to schedule a call.

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Love this framework by Shiv Narayanan for getting inside your prospect's mind. Building on this, there's another layer to consider: the emotional micro-moments between these questions. Too often we push content based on what WE want to say, rather than understanding both what our prospects think and feel at each stage. Ideally, we should map our story to both their internal dialogue AND their emotional state. Every prospect asks these questions, but they also cycle through doubt, hope, skepticism, and validation. Our job isn't just to answer questions, it's to guide them through both logical and emotional hurdles. Layer content to address both the rational questions and the emotional subtext. That's where true connection happens. Data may drive decisions, but emotions move people to action. #Marketing #SalesStrategy #CustomerJourney #BuyerPsychology

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Where Did Revenue Operations Come From, and Is RevOps Necessary? Do you remember the days when IT bought and ran all the technology for your company? Then, 10 years ago, we saw a significant shift to your marketing and sales departments taking on most of the software purchases and running the software themselves. IT vetted purchases, but did not play a central role in selecting or managing software. In the past 4-5 years, we have seen another big shift based on two trends: >>> Marketing and sales strategies have matured and accelerated. >>> Data-driven insights are increasingly relied on to drive growth. As a result, the functionality and complexity of sales and marketing tools have increased. In a lot of cases, new software platforms or additional software modules are needed to run your business. However, your marketing and sales teams don't have time to both manage modern cross-departmental software systems and do their jobs at the same time. And IT does not have the time or experience to play a central role in your growth strategy. Leadership teams look to revenue operations professionals to lead the selection, implementation, and ongoing management of marketing software, CRM platforms, sales tools, and reporting engines. RevOps teams take on the data analyst, business analyst, automation builder, tester, and architect roles that sales, marketing, and IT leaders don't have the time or skillset to take on. So, if you ever wonder WHY everyone is talking about revenue operations and WHY the need for a RevOps team seemingly came out of thin air, pay attention to the increase in marketing and sales tools over the past decade. #HubSpot #Salesforce #Martech #Inbound #RevOps #RevenueOperations

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Utah has produced some of the top SMB / MM sales teams: Podium Route Divvy Canopy Lucid Pluralsight Brex Pinterest BambooHR and so many more here... Why? ⛪️ A huge percentage of saas sales reps start their sales career knocking doors. Selling Jesus. Nothing harder than that. Slam the door in your face? Go to the next smiling ear to ear. Oh, and do it for 2 years in a foreign country at 19 years old. Oh, and you pay for it yourself. Yes, I'll be making 'Utah, Selling Jesus & Saas' shirts soon. 🚪A HUGE percentage of these then go on to sell door-to-door with solar, pest, alarm, or whatever else you can sell door-to-door. It's what they are good at and know. 💵 Many then realize it's unrealistic to be 23, married and have their second kid on the way and still be making >$180k a year knocking doors only during the summer. So, the fastest path to $180k+ a year is selling saas. ⤴ The path to selling large enterprise is a journey and many fall out during the journey. So, sales teams naturally have a huge influx of SMB / MM talent that is top notch here to pull from 🎯 We're small. The community is still small and has the feel of 'everyone knows everyone'. This means your recruiting efforts have compounding effects. If you can steal a rep from company X, they likely went to school with, roomed with or worked with 3 others that want to follow them Regardless, I'm a believer. Selling to SMBs / MMs. No better place to build it than Utah. Shoot me a note, I'll tell you which companies to pick from. 😇

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Sequence is absolutely *crushing* its GTM content engine. Worth checking out their most recent report "Sequence Principles" detailing tactical revenue lessons from 100+ B2B companies. Some highlights: 1. Clear ICP messaging (B2B sales leadership) 2. Easy scrolling/skimming ability across sections 3. Real-time founder testimonials (like Sasha Orloff) 4. Highly tactical advice (i.e. packaging, bundling, metrics) 5. Simple design without overwhelming folks w/ dense content Highly recommend taking a look - big s/o to the Sequence team ⚡

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From Spam to Success: Turn DMs into a Goldmine! Tired of spammy sales DMs? 😴 We all want real talks with real prospects. Want ideal clients sliding into your DMs? It's about making your profile crystal clear: Who you help The value you bring Your unique method Why you're the top pick Suddenly, your inbox shines with opportunity. Ready to revamp your LinkedIn? To draw in dream clients? Shoot me a DM. Just say 'PROFILE'. Let's elevate your LinkedIn in just one hour. Forget inbox chaos. Welcome valuable connections! Become a Client Magnet: Unleash These Tactics Now ♻ Repost and share this with your community! I talk about #socialselling. #relationshipmarketing #personalbranding

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From Spam to Success: Turn DMs into a Goldmine! Tired of spammy sales DMs? 😴 - We all want real talks with real prospects. - Want ideal clients sliding into your DMs? - It's about making your profile crystal clear: - Who you help The value you bring Your unique method Why you're the top pick Suddenly, your inbox shines with opportunity. Ready to revamp your LinkedIn? To draw in dream clients? Shoot me a DM. Just say 'PROFILE'. Let's elevate your LinkedIn in just one hour. Forget inbox chaos. Welcome valuable connections! Become a Client Magnet: Unleash These Tactics Now ♻ Repost and share this with your community! I talk about #relationshipbuilding #socialselling #personalbranding

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Easy deliverability win for your sales team: Don't use your SEP's (SalesLoft, Outreach, etc.) default link tracking. Set up custom link tracking & use your domain. Link tracking works like this. Click link ➡️ Sends you to a tracking page ➡️ Redirects to real page If that tracking page has a mismatched domain... straight to spam Why? Spam filters think you're phishing. A spam filter doesn't know where you're redirecting towards. + If a bunch of cruddy emailers are using the same link, you're going to be viewed in that same company. TL;DR... USE THE FEATURE!!!

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