Ryan Staley

😱 Medical device inventory audits - the dreaded year-end ritual that pulls sales teams away from closing deals right when it matters most. We recently worked with a medical device distributor struggling with this exact problem. Their reps were spending 2-3 days per office doing physical counts, taking photos and sending them to customer service, who then transcribed data in these images into spreadsheets. The timing couldn't have been worse - December, when purchase orders peak. In short, the team was stretched, customer service was stressed, and inventory was in disarray. The solution? We piloted a mobile-first audit tool that transformed their process: Before: 16 hours per office count, two people required, either using a clunky app or special barcode hardware After: 5 hours per office, one person, just using their phone's camera The accuracy? 99.5% match rate of boxes scanned. No special training needed - reps were up and running in minutes. Data was generated in real-time. Most importantly - their sales team stayed focused on customers instead of counting boxes. Customer service had a spreadsheet automatically generated from these images, we used computer vision to extract data from images and achieved incredible accuracy. The company projected saving over 900 hours of sales time across their 75 field reps this year. Year-end audits don't have to derail your Q4. There's a better way to maintain inventory accuracy while keeping your revenue engine running. Would love to hear your inventory audit horror stories. What's the longest count you've had to do? #medicaldevices #operations #sales #audit #healthcare

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How do we scale aggressive sales growth consistently? The answer lies in Sandler's very own Dave Mattson’s latest article in Top Sales Magazine. Discover the insights in “The Paradox of Sales Leadership: Your Product is Not Your Product” and learn how to drive sustainable growth. Download your free copy here: https://hubs.la/Q02Q9sfF0 #SalesLeadership #SalesGrowth #Sandler #SalesSuccess

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Thorough discovery is the unsung hero of the software sales cycle. Understanding your prospect's needs is the foundation for a successful deal. It enables you to unlock hidden opportunities and challenges as you dig deeper into the client's situation. Establishing a deeper understanding of their business also helps to demonstrate your credibility as a trusted advisor and strengthen your relationship. More than that, a thorough discovery allows you to tailor your pitch to their unique needs. You're able to showcase how your software directly addresses their pain points and drives desired outcomes, making it a compelling offer they can't refuse. This is why you should always work on evaluating and improving your discovery process and technique. Do you have any tips or best practices to share for conducting effective discovery? Let us know in the comments!

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Adapting to New Buying Behaviors and the Strategic Role of Customer Insights 🚀 Join us as Bobby Napiltonia discusses the seismic shifts in buying behaviors, the anticipated end of traditional SDRs and BDRs roles, and the crucial need for current customer insights. 🎙️ Tune in now: https://bit.ly/3WIl01G #BusinessDevelopment #MarketEvolution #TechPodcast

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Deliverability issues often come from having a bad list. Even with a clear Ideal Customer Profile (ICP) and a relevant message, just using filters in Sales Navigator, Apollo, or ZoomInfo isn't enough. Checking lists manually takes too much time. Instead, use Clay to qualify prospects properly. In my next post, I'll show you how I do it.

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Faced rejection from a potential client? Refine your questioning techniques to uncover deeper needs. Lost a deal due to misunderstood requirements? Invest more time in listening and validating your prospect's pain points. Struggling with stalled deals? Use the information gathered during discovery to tailor your solutions more precisely. Success in sales comes down to how well you know your customers and their needs. Discovery sessions can be challenging. But it can also be the strategic advantage you need to win more deals when done effectively. Embrace it, use it to align your sales process, and improve your overall approach. PS. You can find out more about how discovery is the leading indicator to winning your deals through our past webinar, Sales-Led Discovery with Peter Cohan, Graham Kelly, and me. Watch the recording through the link below. 👇 https://lnkd.in/gFqx8rnN

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Insightful perspective by Justin E. Murphy on the value of the #CloudMarketplaces for lesser known product categories! I'd add that if you don't think your #SaaS solution is a fit, consider this: the vast majority of transactions in the Cloud Marketplaces are private offers. In other words, there is typically a sales process and a price negotiation, then the agreed-upon price is transacted in the Marketplace. That means that its FAR more important that your #Salespeople know how to build the customer benefits of the Cloud Marketplaces into the sales process, than if anyone would think to search for your product there. #Sellers leveraging CMP customer benefits in deals results often in bigger deals and deals that are almost always accelerated. Ultimate Partner Partnership Leaders

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What are sales comp accelerators and when do you use them? Yes, there are more comp structures than basic commission plans. Why does this matter? Answer: Accelerators are higher commission rates for exceeding targets. Use them to motivate top performers and drive exceptional results. When the business strategically stacks quarterly accelerators on top of annual accelerators, the result is positive behavior drivers for salespeople that result in more revenue for the company. Here's a list of other types of commission structures that you can layer together: Tiered Commissions Profit-Sharing Performance Bonuses Gainsharing Equity Compensation Spot Awards Team-Based Pay Base Salary plus Commission (standard structure) Tiered Commissions + Accelerators + Team-Based Structures perform well in the enterprise market. Blog: https://lnkd.in/gEZvfS45 Capo Sales Consulting ✌🏼 💜 🥳 #teamcapo #salesstrategy #salesexcellence #saas #salesconsulting #kksp #caposalesconsulting

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WE DON’T WANT TO REPLACE SDRS Agent Frank was never meant to replace your sales team. Sure, it can help you reduce some costs - for example, instead of hiring 2 new reps, you can just hire one and onboard Agent Frank - https://lnkd.in/e69mGgBG But the goal was always for Agent Frank to work WITH your team and enable them to focus on the best part of being an SDR: Closing deals 🚀

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Are you struggling to measure the #impact of your #enablement efforts–even when you’re following best practices? On the latest Troubleshooting Enablement I sat down with the legend Mike Kunkle, author of The Building Blocks of Sales Enablement, to talk through solutions to this & a number of other problems including:  ✨ Understanding top performers and differentiating them from top producers  ✨ Focusing on performance drivers to triage and fix gaps in enablement programs ✨ How to effectively support sales managers with coaching & development--and a whole lot more. Don’t miss this one! #troubleshootingenablement #salesenablement The State of Sales Enablement Podcast

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🤔 QUICK QUESTION: Do you ever get frustrated with a colleague or a customer? Want a tip on how to solve the dilemma? 💰 Here's the tip. Understand how they get paid. On a recent #SalesGameChangersPodcast, SAS VP WW Alliances & Channels John Carey shared how this advice changed the trajectory of his career. I'm reposting the show today because I've shared this advice over a dozen times since the show ran last month. 🎤 EPISODE 694: Building #AI Partner Success with SAS Channel and Alliances Leader John Carey 📖🦻🏻 Listen to the show or read the transcript at https://lnkd.in/ekSdgRBV. 🎙️Subscribe and rate the podcast at http://bit.ly/sgcitunes JOHN SHARED: ⭐ I have a great mentor, STEPHEN P. GARSIDE, who was the VP of System Engineers at Citrix, where I worked for a number of years. He was the first person that pulled me aside and said, “Hey, if you are confused or frustrated by a colleague or even a customer’s behavior, find out how they get paid. 🌟 Nine times out of 10, their behavior will suddenly seem totally rational.” 💫 People are motivated by how they earn. If you can understand that, it can save you a lot of craziness and wondering. ✨ I use that a lot when I’m mentoring, is, “Hey, if you’re frustrated with an individual, go find out what their pay plan is. ⭐ Are they trying to upset you or are they being paid to fight for objectives that don’t seem to be aligned for you?” That can help to get to a negotiation. ❓ Will you think about this next time you're in a conflict with a customer or partner? It will change everything. #aiforsales #techsales #salestraining #generativeai

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What is a Pipeline Council? Your pipeline council is a committee of GTM leaders that meet to discuss and create real solutions for deep issues affecting the pipeline. It’s an opportunity to dig deep into what’s working and what’s not to create and close pipeline. An opportunity to identify real issues, across the business and solutions to those issues. How to Setup a Pipeline Council: 1. Get Executive Alignment 2. Decide on Attendees 3. Hold the First Meeting 4. Then Continue Meetings How to Run Them: 1. RevOps brings the source of truth: data 2. Everyone has to show up 3. Everyone has to work towards the same goals 4. Leaders have to be vulnerable in sharing ideas 5. Every meeting has to be action-oriented 6. Keep it dynamic More on this in tomorrow’s 📰 𝙍𝙚𝙫𝙊𝙥𝙨 𝙒𝙚𝙚𝙠𝙡𝙮 📰 Subscribe to get it here: https://bit.ly/49RCm0h ✌️

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I have been helping Series A-D orgs from $4M to $45M tune up their sales pipelines. Here are four common consulting points I first look at! If you would like to engage in upskilling your MSSP or SaaS Startup sales team, from SDR to CEO, book an appointment today!

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Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/g9gnGrdz  

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If you run a small B2B service business recruiting a new sales rep... Beware of hiring a "closer" unless they can also prospect and develop new business. Skilled closers can succeed in large SaaS companies, for example, that take an assembly-line approach to sales with SDRs, BDRs, etc., who generate leads and schedule appointments for them. But resource-constrained small businesses don't have that luxury. You need a skilled full-cycle rep. Someone who can: → Find new leads → Nurture the relationship → Schedule Discovery meetings → Lead consistently successful Discoveries → Present winning proposals → Oversee the projects → Get you paid. The last thing you want is to hire someone to expand your customer base who isn't equipped to live up to that expectation. It wouldn't be fair to either of you. #SystematicSelling #Sales #SalesTraining

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