Whether you're trying to close a complex deal or onboard a new customer, there's a lot of moving parts and stakeholders involved. This means hours spent juggling between spreadsheets, email threads, and different platforms. Recapped consolidates the entire buyer journey into a single collaborative platform you, your team, and the buying team. Create a checklist of next steps for clients and team members to complete, automate admin work with templates, and ensure mutual success.
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US，NY，New York，10017
How many deals are you secretly losing during Discovery? Join us next week for an exclusive LinkedIn live event with Steve Reid as we break down his 7-step framework for winning Discovery moments. What You'll Learn: ? Master the Art of the Socratic Dialog ? Diagnose & Align on Value ? Drive Credibility Throughout the Process
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Hope as a strategy is so 2024. Let's replace hope with certainty ??
CEO @ Recapped. Make buying and selling EASY. Stop deals slipping and standardize your playbook with AI-Powered Deal Rooms & Sales Coaching
After thousands of conversations with revenue leaders, here’s the sad reality: teams spend $100k+ on tools like Clari and still have less than 20% genuine visibility into deals. Why? The math simply doesn’t work. ? 10 reps with 15 deals each = 150 opportunity ? That’s 100+ hours of call recordings every week ? Managers only have limited bandwidth to coach 10-15 deals max per week What happens to the other 135+ deals? They live in a black box where hope is the main strategy. Nearly every leader I speak with has the same issues - they: ? Hope their buyers know how to navigate complex buying processes ? Hope their sellers focus on the right deals ? Hope their sellers share the right content at the right time ? Hope their managers coach effectively ? Hope their forecasted deals are actually qualified ---- There's a fundamental disconnect between what we THINK is happening and ACTUALLY happening. Those expensive dashboards show activities and stages, not reality. They’re based on subjective seller inputs. Just ask yourself - how confident am I that: ? My buyers are genuinely engaged (not talking email opens) ? My sellers are actually following our playbook ? My deals are qualified with the right people involved The result? Reps waste time on deals that weren’t real, and leaders waste hours in tedious deal interrogations. Teams consistently hitting their numbers today are maniacally focused on: ? Objective visibility into buyer engagement ? Ensuring sales methodology compliance at scale ? Making coaching accessible on every call ? Ensuring everything is fed into the CRM with AI ? Cutting deal reviews to < 5 mins with AI --- If this sounds familiar - I have good news. You can solve these problems in a few weeks with Recapped ??. It’ll take some change management, but you’re in good hands.
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CEO @ Recapped. Make buying and selling EASY. Stop deals slipping and standardize your playbook with AI-Powered Deal Rooms & Sales Coaching
After analyzing 1000+ enterprise sales organizations, I'm not surprised your "great" pipeline is full of deals that will never close. The painful truth: Your sales tools are completely failing your buyers. Look at your tech stack: → CRM - Built for managers, not buyers → Sales Engagement - Built for prospecting, not buying → Call Intelligence - Built for reactive coaching, not deal management → Forecasting Tools - Built for reporting, not reality And leadership keeps buying more tools that don't solve the core problem. Because of this gap, these 3 silent killers are destroying your pipeline right now: 1. BUYER CHAOS Your champions have no idea what the buyer process is, or how to navigate it successfully. Buyers are drowning in friction. Multiple platforms. Scattered information. Zero consistency. ? Every deal becomes a maze of emails, documents, and forgotten conversations ? Internal champions can't sell effectively because they can't find anything ? Deals slip simply because buyers lose momentum in the chaos 2. SELLER INCONSISTENCY Your sellers are freestyling every deal because they're juggling 15 different tools. They don't know what your ideal playbook is, or how to follow it. ? No repeatable process ? No consistent execution ? No way to scale what works ? And worse: No way to know what's actually happening until it's too late 3. LEADERSHIP BLINDNESS You're wasting hours in deal reviews celebrating deals that have zero buying engagement or momentum. ? The data in your CRM is weeks old, if it's filled out at all ? Your forecast is based on seller opinions, not buyer actions ? You can't prevent deal slippage because you can't see it coming before it's too late The systemic failure: NONE of your tools are actually helping buyers BUY. They're just helping you track, report, and forecast deals that are already slipping away. That's why your close dates keep pushing. That's why your forecasts are fiction. That's why your buyers go dark. Want to know what actually drives predictable revenue? BUYER CONFIDENCE + SELLER CONSISTENCY = LEADERSHIP CERTAINTY Everything else is just noise. -- This is exactly why we built Recapped. As a VP of Sales, I was tired of buying sales tools with pretty dashboards. I wanted something that actually helped my sellers sell. I wanted something that actually helped my buyers buy. You can get started today completely for free. #sales #revenue #leadership #enterprise
Your buyers: “Hey, did you send me that pricing pdf?” You: (It was sent 3 weeks ago) ?? This is why: → your timelines get pushed → your buyers’ timelines get pushed → your sales cycle increases → your deal loses momentum → the deal is lost ?? Consolidate everything into one place, create a mutual action plan, and track buyer engagement. “This has helped to just make my life easier, but ultimately make their [her champion’s] lives easier. And oftentimes, what happens is they have to sell this internally and make sure that this project can get on the right desks and having everything in one place really enables them to do that a lot more effectively.” - Maggie, Senior Sales Executive at ClearCo #sales #salesmanagement #customerexperience
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Founder at Atlantic Brands | Helping Startups with Investor Pitching and Storytelling | Host of "How to Sell Your Vision" Podcast on Spotify | Scaled Brands and Startups to Over $200M in ARR | Medium Top Writer
In this episode of How to Sell Your Vision, I interviewed Mark Fershteyn, Co-Founder and CEO of Recapped ??. Mark shared an interesting anecdote about how he and his co-founder, both sons of first-generation immigrants, managed to secure investments from giants like Zoom—despite not having a rich network. "The key is storytelling," he says, emphasizing the importance of building a narrative that provides small yes moments to hook investors into your vision. Many founders aim for a big bang right away. However, the layers of a story need to build up and connect seamlessly, avoiding the impression of being a random collection of slides. By creating small yes points—small "yes" moments along the way—you build a compelling and cohesive story that captivates investors. It’s important to know and realize points in the story where there is hesitation? or a potential no, and if there is, you need to consider how to address it, and even be true to your story and remove it. I loved what Mark said because storytelling is all about connection. And connections are formed, not won. Interested in listening to the full episode? - https://lnkd.in/eKfty36P
Thank you Steve Reid for being such a driving force in helping us shape the future of sales. We noticed after every call there's tedious admin work. - Sellers just want to sell effectively. - Sales Managers want to review every reps' call, but there's just not enough time in the day. If this is you... ? Let Recapped AI do it for you. ? More to come, but if you can't wait... Send us a DM to request early access. ?? Happy holidays to you and your loved ones! ?? #sales #salesleadership #salesmanagement
CRO / CSO | Sales Enablement & Training | MEDDIC Guru | Fractional Expertise in VC Backed Organizations | Positioning $5M+ Companies for Hyper Growth, Profitable Scale and Potential Exit | Sales Talent Optimization
During my sales career, I discovered that only about 10% of my sales were driven by situations where customers were experiencing true business pain. True Business Pain = Urgent Issues that Must result in Action. The rest? They're motivated by Challenges and Opportunities that have a dramatically different sense of urgency to the customer and require a completely different approach to selling and problem solving. Challenge = Important Issues that Should result in Evaluation Opportunity = Interesting Issues that May result in Consideration This insight transformed how I sold and how I now help companies build selling skills to accelerate revenue growth. When we stop obsessing over "finding the pain" and start understanding the full spectrum of buyer motivation, everything changes. Using my P/C/O framework to shift their sales approach and mindset, one of my clients has grown from $10M to $40M in bookings in just over 24 months. Key moments for Venatas in 2024: → Appointed as Go To Market Advisor at Recapped while maintaining our core consulting practice. I'm now working on the front lines of AI as a force multiplier for sales teams. → Developed and implemented the P/C/O framework (Pain/Challenge/Opportunity) that's now helping dozens of sales organizations better understand and serve their customers. → Participated in my 10th consecutive quarterly business review for a key customer, witnessing their evolution firsthand. → Evangelized the "Stop Selling and Start Solving" model, equipping sales teams with the skills they need to win customer trust and business by helping them solve real business problems. Three posts that resonated most with our community: "Stop Selling and Start Solving" 70% of buyers would prefer not to work with salespeople - until we show them we can solve real business problems https://lnkd.in/gbTCH9f9 "The P/C/O Framework" Why assuming everything is pain-driven kills deals - and what to do instead https://lnkd.in/g9XpskzC "LAARC: Moving Beyond Canned Responses to Sales Objections" Why objections aren't about WHAT customers object to, but WHY https://lnkd.in/gqCRENKE Looking ahead: The market is demanding a fundamental shift in how we sell. In 2025, I'm focused on helping more organizations move from traditional selling to consultative problem-solving, while expanding our impact through the adoption of technology like Recapped.io that facilitates customer collaboration during the sales process and uses AI to instantly score deal health and coach reps on what to do to improve their chances of winning. To every sales leader navigating this evolution: Your willingness to challenge conventional wisdom and embrace change will define your success. The future belongs to problem solvers.
Quickly build a Pain Matrix for your champion of each buying persona using these AI prompts thanks for sharing Mark Fershteyn ! #sales #salesmanagement #salesleadership
CEO @ Recapped. Make buying and selling EASY. Stop deals slipping and standardize your playbook with AI-Powered Deal Rooms & Sales Coaching
Last week I posted about a “pain matrix” for buyers, and got blown up with requests. So here’s a quick step-by-step video to overcome internal selling struggles. One of the hardest aspects of selling is actually helping your champion to sell internally for you. Most purchases require consensus from a committee now, and each persona cares about something completely different. They don't care about your product - they care about their own unique problems. So how do help you build consensus? One way is to use this easy hack. Here’s how I built a pain matrix for?Gong?using?Anthropic?and?Recapped ???that speaks to each persona in less than two minutes. Comment ‘prompt’ and I’ll share the customizable prompt with you. How are you enabling your champion to sell internally for you?
Discovery calls are for dialogues, not monologues! Thanks again to Steve Reid for sharing his 7-step discovery framework & socratic dialog questions. ?? If you missed our webinar, here's the recap (??): https://lnkd.in/eG9PidVR #sales #salesleadership #salesmanagement
CEO @ Recapped. Make buying and selling EASY. Stop deals slipping and standardize your playbook with AI-Powered Deal Rooms & Sales Coaching
"Why?" is your most powerful word during discovery. Here's an example from a recent call: ? "I'd like to better implement Mutual Action Plans for our team" ? "Interesting. I'd hate to assume, but why?" ? "We're trying to create a more standardized sales process with MEDDPICC, and I personally had a lot of success with Action Plans" ? "Why is that important?" ? "I've been listening to a bunchhhhh of calls, and we're disqualifying deals too quickly. But there's also a huge opportunity to better understand our prospects business. Some of our reps are rushing to the demo stage, and it's hurting our conversion rates" ? "Why do you think that's happening?" ? [Prospect opens up with a 5 minute monologue on why this is important, why it's hurting their business, and why fixing this simple thing would drive huge results down-funnel] Great. Here's how we can help in a few days. -- I'll never forget my first big sales training - Selling Through Curiosity with Barry Rhein. I remember thinking "this is too simple, no way it'll ever work" But it does work. Really really f***ing well. It's so easy to overthink discovery - "Am I asking the right question?" - "What question should I ask next?" - "How can I stump them with a 'gotcha' question?" I'm guilty of this myself sometimes. But something that never fails - just being curious about the other person's life and their problems. What's something that works for you guys?
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CEO @ Recapped. Make buying and selling EASY. Stop deals slipping and standardize your playbook with AI-Powered Deal Rooms & Sales Coaching
Here’s how we stole a 5 figure deal in 6 days when our competitor was at the 1 yard line: ”We’re going with [competitor]. Candidly just doing this demo to confirm before we sign later today” (awesome way to start a call) We weren’t even in the running. But, at the last minute our popular competitor pulled a bait-and-switch on pricing. This immediately killed their trust and momentum. “We just had a ….weird…. buying experience, and it made me question them as a partner” - Economic Buyer Here’s how we won the 5 figure deal in just 6 days: 1. We never bad mouthed the competitor. We focused on the DIFFERENCES and asked if those were important ”[competitors] platform is more static and better for rinse-and-repeat deals. We're more flexible and better when every deal is slightly different. Which better fits your business? Why?” 2. We were 100% transparent in pricing, options, and discount levers up front on the first call ”Here are the options, and based on what you said we recommend this package with the optional professional services because ____” (they agreed and went with both) 3. We tailored a persona-based “pain matrix” that helped them sell internally There were 6 stakeholders that had to sign off. They each cared about something completely different. In Recapped we created a table that broke down each stakeholder’s personal pain, the business impacts, how we help, and other customers that had the same issues. We made it easy for them to buy. — As sellers, our job is to: - confirm that we’re the right fit - educate our buyer - help them sell it internally That’s it. Buyers don’t know how to buy your product or services. They’re looking for us to help guide them through the process. We can’t control our competitors, the market, or our buyers. The only thing we can truly control is the experience we provide. Think Rolex experience. Think Michelin Star experience. How would your buyers rate their experience? Focus on what you can control, and don’t pull last minute bait-and-switches :)
Make it easier for stakeholders to collaborate with each other. ?? Thanks for having Mark Fershteyn on gtmPRO podcast, Gary Schwake! #sales #salesmanagement #salesleadership
CRO @ Spark Hire | Co-host of gtmPRO Podcast | Go-to-Market Advisor to the Lower Middle Market
How many stakeholders are involved in the typical B2B buying process? What if the ACV is $10K or less? WAY more than you think! As hard as it is to sell in this environment, it is even harder for our buyers to buy. I recently had the good fortune of chatting with Mark Fershteyn of Recapped ?? about this very dilemma. With this reality, the complexity is inevitable. The chaos is not going away. So what's the answer? Collaboration. Flipping the sales process "Outside-In" to facilitate a buying process. Are you taking steps in your company to make this happen? If so, what are you doing? How are you doing it?