Magnus Liungman’s Post

New vs existing business is a false choice. Just look at how many CROs don't control the Customer Success org. Yes, they're different motions that require hunter vs farmer skill sets. But the feedback loop is broken; nature loves feedback loops but businesses often ignore them. Touch a hot stove? Negative feedback loop. Let's apply this concept to ICPs. You've done all the hard work defining, pursuing, and closing them. How are you comparing your new customers against your ICP? Typically: -Sales takes the win and moves on to the next deal -Customer Success prepares for onboarding -Marketing claims attribution credit and continues sourcing the next MQL -Support hopes nothing comes up Since we're calling it an ICP (Customer) not an IPP (Prospect), it's crucial to look across the entire customer journey when comparing to your ideal. If a company type is easy to close (yay new logos!) but a nightmare to service and renew, are they really ideal? On the flip side, harder to close but much more profitable? yay farmers! Feedback loops - each part of the business has so much value to unlock, if you only know where to look.

If it takes them longer to prepare than expected, then it saves valuable time from your internal team, plus it prevents creating a perception that your product takes a long time to deploy. Read more 👉 https://lttr.ai/ASJJn #SalesEngineering #ProofOfConcept #SecuringTechnicalWins #CollectQuantitativeData #BoostingClientTrust #EstablishLongLastingPartnerships #DrivingLongTermPartnerships #TechnicalSales

When Your Deal Slides into Next Quarter/ Month - The Real Impact Your Customer's Pain: * They're not making the money they planned to make * Their budget might get taken away * The people they need aren't available when they finally start * Their boss starts asking tough questions * They're stuck with their old system longer than planned * Their team gets frustrated waiting for new tools Your Team's Pain: * You miss your quarter (and your commission) * You can't trust your sales forecasts anymore * The excitement around the deal dies down * You have to reshuffle your whole team's schedule * Other deals start suffering because you're stretched thin * C-Suite start questioning what's going wrong The Ripple Effect: * Trust takes a hit on both sides * Competitors might spot an opening * Everyone has to re-sell the idea internally * Future deals might take longer too This can all be avoided... Jointflows #B2BSales #SalesLeadership #Revenue

One of the biggest challenges faced in one of the company I worked, was our overly complex pricing structure. With multiple tiers, variable add-ons, and intricate discounting rules, it became a nightmare for both sales teams and customers to navigate. Sales reps would spend hours clarifying pricing to prospects, and discount approvals took days, further lengthening the sales cycle. Customers, on the other hand, were overwhelmed with options. I realized we needed a radical simplification of our pricing model. Here’s how we tackled it: *Data-Driven Analysis: We analyzed the past two years of closed-won and closed-lost deals. Patterns emerged—80% of our revenue came from just 3 pricing configurations. *Redefining Tiers: We restructured our pricing into three clear tiers based on customer size and needs. Add-ons were limited to a few high-value items, reducing clutter. *Standardizing Discounts: Instead of ad hoc discounting, we implemented tiered discount slabs based on deal size, which gave sales teams more autonomy and reduced approval delays. The results were significant: * Faster Sales Cycles: Proposal turnaround time reduced by 15%. * Higher Close Rates: Simplified pricing helped prospects make quicker decisions, increasing our win rate by 8%. This experience reinforced a key learning for me: simplicity drives efficiency. In SalesOps, solving operational bottlenecks isn’t just about systems and tools—it’s about making life easier for your team and your customers. Have you faced a similar challenge with pricing complexity? I’d love to hear how you tackled it! #RevOps #PricingStrategy #SimplifyToSucceed #SalesOps

Ever feel like contract delays are holding up your deals? I’ve been there too. That’s exactly why we built Midly—to help sales teams cut down on turnaround times and close deals faster. No more endless back-and-forth or feeling stuck waiting for approvals. In our latest blog, we break down how Midly simplifies your sales workflow and keeps things moving—so you can focus on what really matters: closing deals. Check it out here: https://lnkd.in/exWVtBQE Want to stay in the loop on how Midly can help your team? Subscribe for updates at www.Midly.ai and get the latest insights right in your inbox! 🚀 Explore more on our blogspace: https://midly.ai/blog #ContractingSimplified #SalesWorkflow #MidlyAI

Struggling to sell? Here’s why… There are tons of products just like yours, and you’re not standing out. In a saturated market, products often blur together. What sets you apart is your ability to connect, understand, and deliver value in ways that resonate with your clients on a personal level. Differentiation starts with you. 1. Build Relationships, Not Transactions: People buy from those they trust. Deeply understand your clients' pain points and position your solution as the one that genuinely solves their problems. How to start? Personalize your emails. Show that you’re not just another salesperson, but someone who cares about their success. 2. Don’t Just Educate—Be a Strategic Partner: Align yourself with your clients' goals. When you work together to achieve their objectives, you become an invaluable resource. How to start? Ask what they’re trying to fix, avoid, and accomplish. Then, align your product to address those specific needs. 3. Overdeliver on Value: Clients may want the best price, but they value service and reliability even more. Be proactive in support, responsive, and committed to their success. How to start? Establish clear SLAs and terms. Remember, customer success isn’t just the job of CSMs—it’s everyone’s responsibility. Remember, it’s not just about selling a product—it’s about selling an experience, a partnership, and a solution that meets needs in ways your competitors can’t match. Creating champions = growth. #Selling #growth #partnerships

Sales managers, good chance you’re making this silent killer mistake: Asking your reps “what happened” in their meeting. When you ask a rep what happened, it tends to be the beginning of a 10-20 minute exchange recapping what the rep thinks is important. Your follow-ups include questions like: - What are the objections? - Did you identify the economic buyer? - What is their decision criteria? Three big problems with this. 1. Even great reps get the answers wrong, because human memory is a buggy system. Plus, plenty of reps under-communicate the bad news because they don’t even want to admit it to themselves, let alone their scary manager. 2. It’s a massive time suck. 20-minute “what happened” conversations snowball into 10s of hours per week. 3. The real killer: Given that the information is incomplete, and or wrong, it usually leads to flawed and rushed deal strategy advice (you have to get to your next meeting!). What do you do instead? In 2024, you have, or should have, access to generativeAI to answer these questions before talking to the rep. Before I ask a rep what happened, I use Revenue.io's trained generativeAI assistant to interrogate the deal in question, or the conversation in question, every question I can think of. Then, I talk to the rep. Don’t start with “what happened.” Start with: “Sounds like the buyer is concerned about timelines, because they need to make a change, but IT resources are sucked into a competing project. I saw that your followup suggested a meeting with our Implementation lead - what else are you thinking we do next?” Then, you spend the 10-20 minutes only on strategy. Use the generativeAI tools around you, or obsess over bringing them to your team. PS - no AI was used in drafting of this post 🤣

"Sell outcomes, not features." A top performer I worked with said this all this time. Last week, I got a call from a SaaS salesperson who skipped over the typical "features rundown" and dove straight into what his product could achieve for my team. Instead of saying, “Here’s what we do,” he asked, “What if your team could cut monthly reporting time in half and boost accuracy? Would that make a difference in your crazy day-to-day?” His focus on results — time saved and improved accuracy — immediately made the product relevant to our needs. Prospects are often bombarded with similar pitches and can become numb to feature-based selling. When you focus on the real impact, you help them envision a better future with your product in it. Selling outcomes directly ties to the emotional and practical benefits your buyer is really seeking, cutting through the noise of technical details. Lesson learned -> Paint a picture of the impact. Customers care more about results than product specs.

Is Your Business Ready to Scale and Grow? 🚀 Growing pains are real—especially when your sales processes aren’t built to scale. Here’s the deal: If your business is experiencing bottlenecks, missed opportunities, or overwhelmed teams, your systems might be struggling to keep up. Scaling isn’t just about selling more—it’s about creating a foundation that can handle growth without breaking a sweat. 💡 ⚙️ Here’s what a scalable sales system should do: ✅ Handle increased demand without overburdening your team ✅ Maintain (or improve!) customer satisfaction as you grow ✅ Adapt to new markets, products, or services seamlessly But if your current processes are maxed out, you’re risking burnout, lost revenue, and frustrated customers. As a fractional VP of Sales, I specialize in helping SMBs design sales systems that grow with them—no matter how ambitious the vision. Let’s take your business to the next level—together. 🚀 #SalesLeadership #FractionalVPofSales #Scalability #BusinessGrowth #SMBsuccess #SalesStrategy #SmallBusinessScaling #SalesSystems #FractionalSalesLeader

I don't care what anyone says: Confidence is the number one skill you need as a solutions consultant. Yet it's so often underrated and underestimated. You have to be: ✅ Confident in your skills stack (broad and deep) ✅ Confident in your value to the customer (translating vision) ✅ Confident in your relationship with sales (as siblings foremost) You bring greater outcomes for the customer when you are. Don't forget it. #customerexperience #presalesevolution #transformation