Mike Stafiej

🔧 Tired of the Same Tools and Techniques? Every MSP owner uses similar tools and techniques—but what sets the great ones apart? It’s the intangibles of leadership and organizational health that make a lasting difference. Join today’s TBG Knowledge Webinar on November 21st, 2024, at 2 PM ET and discover how you can create a culture of success that goes beyond standard practices. 📅 Seats are limited — register here ➢ https://lnkd.in/dncav7ib #MSP #TechTraining #TeamSuccess #BusinessLeadership #WebinarSeries

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Looking to bring on a Sales Rep?! Take a look at the below reps FlanStaff is representing! SaaS Sales Leader - Virginia/Remote ICP: Mid Market looking to grow into Enterprise - “SMB is a walk in the park” Industry: SaaS President’s Club: 7x - Always ranked #2 or #1 on team each quarter OTE: 200K+ Selling Style: Challenger Average Deal Size: $50-$150K Sales Lifecycle: Normal 2-6 months - comfortable with up to 12 months Director, Business Development - Austin, TX/Remote ICP: Enterprise Industry: SaaS - eCommerce - Digital Experience  President’s Club: 5x President's Club Winner OTE: 170+ Team Builder: Grew BDR teams from 3 to 30. Managed 10 direct reports  Leadership Style: Servant Leadership Sales Account Executive - Remote Only ICP: Selling into large companies and residential currently.  Industry: Looking to break into SaaS President’s Club: 2x - Always top ranked company wide each quarter OTE: $150K Average Deal Size: $1K with a $2m goal!  New Logo or Upsells: Both; booked own meetings and hunted new logos while nurturing existing customers Sales GTM Strategy - Remote ICP: SMB/Mid-Market Industry: EdTech - Cyber  OTE: $120K+ Product Background: Familiar with Cyber and Product Management  Partnership Champion: Spearheaded strategic grant proposals valued at $1-5 million each AE Director - Connecticut/Remote ICP: Done everything from Enterprise to SMB  Industry: SaaS - Goodness Solutions OTE: 200K+ Average Deal Size: $50-60K+ Team Builder: Familiar with recruiting, training and coaching high performance teams  New Logo or Upsells: Main focus Net New Logos Account Executive - DFW, TX/Remote ICP: Mid Market to Enterprise Industry: SaaS - API OTE: $200-$250K+ Selling Style: Challenger and MEDDIC Team Leader: Managed teams as large as 30 in the past  New Logo or Upsells: Loves to Upsell, has hunted new logos for years AVP Enterprise Sales - KS/Remote  ICP: Mid Market to Enterprise Industry: SaaS - InfoSec Base: $300K+ President’s Club: Makes it every year!  Team Builder: Recruited and Managed 25 BDRs. Was a producer while leading  New Logo or Upsells: New Logo Hunter Regional Sales Director - Raleigh/Remote - Staffing Professional ICP: Both Enterprise and SMB - ran himself mid market   Industry: SaaS (Comes from a Staffing Background) President’s Club: top 15% producers 8 straight years  OTE: +$250-300K Selling Style: MEDDIC Managed Team: 25 sales team - roughly 35 recruiters under him - $75m 300+ active clients Vice President of Enterprise Sales - Bay Area/Remote ICP: Enterprise Accounts - 90% - - 10% SMB healthcare and insurance  Industry: SaaS President’s Club: 10+ Years OTE: $400-450K open flexible  Selling Style: MEDDIC last 7 years - trained in Force Management Command of the Message  Leadership style: Transformational Coach  Highest Total Direct Reports: 50 under his umbrella #SalesRecruitment #SaaSCareers #TopSalesTalent #SalesLeadership #TechSales #SalesJobs #CareerOpportunities #HiringSalesReps #B2BSales #SalesExcellence

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Certificates & HIPAA compliance: Don't get confused! Our latest blog post breaks down which certificates can demonstrate your efforts, but also clarifies why they alone aren't enough. Ensure true HIPAA compliance. #HIPAA #Security #PauboxBlog https://hubs.la/Q02B_y7-0

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It’s important to check in with your IT provider to ensure they are managing your IT and cybersecurity properly. Here are 10 questions you should ask. https://hubs.ly/Q02Zsrbr0 #cybersecurity #ITsupport #Ohio

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New Video! Feature Spotlight -- Barge, Listen, Whisper: Assist, Coach, and Monitor your agents with Landis Contact Center See it here. https://lnkd.in/eDYisRuG https://lnkd.in/gS_R-z9y #microsoftteams #microsoft #microsoft365 #contactcenter

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MDR (Managed Detection and Response) is the buzzword in cybersecurity right now. Everyone's talking about it, but do you really need it? What are the pitfalls to avoid? How can you ensure you choose the right vendor to get optimal protection without overpaying? Our latest blog post, "Your Guide to MDR Services," tackles these questions head-on, providing the insights you need to make informed decisions. 🔍 What's Inside? Overview of Managed Detection and Response (MDR) services Key benefits of MDR Breakdown of MDR specifics and pricing models Comparison of top MDR vendors Tips for choosing the right MDR partner Plus, download the PDF version of our comprehensive MDR Buyer’s Guide for even more insights! 👉 Read the full guide here:https://lnkd.in/gKM-_uyf #CyberSecurity #MDRServices #ThreatDetection #IncidentResponse #SecuritySolutions #CyberDefense #MDRVendors #InfoSec #Tech #CyberAwareness

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MSP cold outbound sequence. 6 touch points that got the appointment. Touch point #1. Cold Email (opened) Touch point #2. Cold Email #2 (no open) Touch point #3. Cold email #3 (two opens) Touch point #4. Cold email #4 (no open) Touch point #5. Cold call #1 (left vm) Touch point #6. Cold call #2 (connected/meeting set) Here is the EXACT transcript of the opening of the call. She answers: “Her first name” I reply: “Heeeeyyyy first name, this is Manny Vargas calling, I’ve been trying ya via some emails and I haven’t had any luck, but it seems like today is my lucky day, how are you?” She says: “I’m gooood, what can I do for ya?” This was with the CEO of a very large non profit in Pittsburgh, Pa. The deal is still active. Now, is this normal? 6 steps? Not always. But for damn sure if you don’t get going, they never pick up. Oh, another thing. It was a few emails, a voicemail and a simple conversation. If it took 5-10-15 more attempts, so be it. There are LOTS of different sales strategies, one is bound to work for you. :) Let's GROW!

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The Unicorn Seller Dilemma! Only 5-10% of candidates interviewed for SaaS sales roles meet the "unicorn seller" criteria—those who align perfectly with your sales motion and target market. These candidates bring industry expertise, technical knowledge, and a proven track record but are highly competitive to secure. Need help finding your unicorn seller? Let’s strategize on how to attract and retain top-tier talent.

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In this episode, Jason Haddix, CEO & Hacker & Trainer at Arcanum Information Security, joins the podcast to discuss his HOU.SEC.CON. 2024 talk, “Tales from the Breach.” In his conversation with Michael and Sam, Jason shares his unconventional introduction to hacking, his journey from CISO to Founder, and how companies can apply what he learned from his organization’s LAPSUS$ attack. Don’t miss this episode of HOU.SEC.CAST. – the HOU.SEC.CON. podcast on YouTube! https://lnkd.in/gFia4cPW #HOUSECCON #LearnandDefend #Cybersecurity #HOUSECCAST #Podcast

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Why is 60-70% of SDRs missing quota? It's because their leadership is failing them. I had the pleasure of interviewing Sara Storm on the SDR Hire Podcast - a tenured SDR and Revenue leader with multiple successful teams behind her, countless lectures and trainings delivered. Sara has a very unique, no BS approach to sales and SDR leadership. In this episode she shared: • What's the current state of the SDR/BDR role • Why sales leaders are failing their sales teams AND their customers • How can SDRs take ownership of their careers?! • Should you even be in an SDR role? • How she used to close 7/10 cold calls she'd make Here's the full episode: https://lnkd.in/eCANhKGu Sara thank you for sharing your expertise and holding sales leaders everywhere accountable! Hope you all enjoy and subscribe! #sdr #bdr #salesdevelopment #techsales #career

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Did you catch Dan Fox's feature in CRN's April issue? Dan is a trusted subject matter expert in the field of governance, risk, and compliance. He recently chatted with CRN about cybersecurity — specifically, how it can benefit your MSP, and covered these hot topics: ➡️ Why do MSPs need to consider vCISO services? ➡️ Why should solution providers seek out security compliance options? ➡️ How do MSPs grow and achieve more revenue with Compliance as a Service? ➡️ What can ScalePad offer MSPs to solve their vCISO and Caas needs? This is a must-read for anyone looking to stay ahead in the cybersecurity game while growing their MSP business! Check out the full interview here: https://lnkd.in/gYyna8Qz #MSPs #Cybersecurity #SecurityCompliance

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Pros and cons of the Dark Web? 🕷️ 👍 Pro: Freedom of Speech! 👎 Con: Cyber Criminals Hosting Forums Did you miss this week's episode? Jason Haddix, CEO of Arcanum Information Security and Field CISO at Flare, took us through the inner workings of the dark web Head to your favorite streaming platform to listen today! #Cybersecurity #DarkWeb 

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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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Do YOU Fear being a Commodity as an MSP? Are you MSP A, B, or C? MSP A: Not investing in growth for their team. Not truly innovating. Not likely to be you if you follow me. MSP B: Investing in team, tools, and processes. You’re making efficiency gains every year. Now you have a real profit and pricing advantage over MSP A. Is this you? Outlier - MSP C: Comes along and does something entirely different. You no longer have any competition. You win more deals and command greater margin. Want to learn Bob Coppedge's Law? Learn Bob’s Corollary? Sub #MSPMindset to get this episode

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Want to catch the WinsDay replay? Matt Calhoun and I chatted about... ➡ Pre-Sales Strategies ➡ Demand Gen: Avoiding Failure When Outsourcing ➡ First Go-to-Market: Pivoting Your Startup  ➡ SDR Success: Leaders' Role in Prospecting Some themes popped up.... ☑ being data driven ☑ getting your ICP right ☑ documenting your processes ☑ what does good like ☑ what clues does customer success tell us ☑ culture ☑ people first leadership ☑ know your worth (mindset) ☑ trust and candid conversations .....and so much more Check out the comments to catch the replay! #sales

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