SalesIRQ

Here’s how Kevin Bacon can help Sales Leaders overcome their assumptions vs. reality... ?? “Six Degrees of Kevin Bacon” is a twist on “Six Degrees of Separation”, which theorizes we’re all socially connected by six people or less. This cult twist came about because people seemingly thought Kevin Bacon has been in SO MANY MOVIES he MUST be the best person to use for the game. (That… and it rhymes perfectly!) Why does this matter in Sales…? Well, because a group of student data scientists from Duke set out to see if Kevin Bacon truly is the center of the Hollywood universe… … and, he’s not! Who is…………..? (I’ve used this story in management consulting for years, and nobody has EVER guessed right!!!) Eric Roberts ?? “Who…?” You know him, he’s been in a TON of movies and TV shows… not to mention, he’s Julia Roberts brother. He’s just not an A-list actor, so you don’t think of him. The reason I tell this story is to help people realize they make assumptions that can cost them dearly! What if your ICP is based on who you think 'needs platform features', instead of intent data telling you who’s truly searching for what you sell? ??????????????: - Ozempic was developed to treat diabetes, but the masses are buying it for weight loss. Sorry fellow Salespeople… in my experience, we’re hands down worst offenders when it comes to making assumptions. The good news… this is incredibly easy to fix! There’s a litany of simple exercises, let alone deep-dive SaaS/AI platforms that can help you extract “your truth”! BTW… Kevin Bacon is #564 when it comes to being the center of the Hollywood universe! Follow me! I'd love to know what we can learn from each other! #SalesTips #SalesManagement #SalesLeadership #Sales #PrivateEquity

Breaking it down! 3 main differences between customer segmentation and selling into micromarkets... ?? Sales Leaders at Private equity-backed companies can build scale quickly and efficiently with these essential strategies. One isn't better than the other, they're different, and you need to both to create scale. ??) ???????????????? ? Segmentation is akin to casting a wider net. ? Micromarkets, imagine ditching the net for a spear. ??) ?????????? ???? ???????????? Segmentation - distinct groups within a market based on relatively broad criteria. Examples: ? SMB’s... Midcaps… or Enterprise ? Tech… Healthcare… or Financial Micromarkets - unique preferences, needs, and behaviors within these extremely narrow segments. Highly specific niches! Examples: ? COO’s at startups in Tech ? Chief Nursing Officers in Operations at Midcap Regional Urgent Care in Healthcare ? Zip codes that have criteria similar to valuable existing areas, with low competition ??) ?????????????????? Customer Segmentation - each segment receives its tailored marketing approach, but it's still on a larger scale. Examples: ? Ads & salespeople targeting companies with 1,000 – 5,000 employees ? Industry publications for Healthcare ? Consumer Electronic Show in Las Vegas Micromarkets - tailored products, messaging, and distribution channels aligning to the specific needs and preferences of these narrow segments. Examples: ? Digital Marketing channels targeting Tech startup COO’s ? Free webinars to teach time & attendance practices to Chief Nursing Officers in Healthcare operations ? Dissecting geographic regions down to the zip code to build retail stores in low-competition, high-value areas for a Telecom company ???? ?????? ????... It's about how you identify, tailor, invest, and compete within each strategy. Remember, the devil is in the details. So, have you cast wide nets, grabbed your spear, or both? #Sales #PrivateEquity #SalesManagement #Strategy #MarketingStrategy

Here's how Private Equity can test if Sales & Marketing are aligned before an acquisition.? I’ve witnessed how disjointed Sales & Marketing teams can hobble the growth of even the most promising PE-backed tech companies.?The rapid pace of change makes having a cohesive team not just a ‘nice-to-have’ but a ‘must-have’. Competition is just a click away, so the unity of these teams is indispensable. Yet, so many companies are still operating these departments in silos. ????????'?? ?????? ?????????????????????? ??????????: Sales is the ear to the ground. - They hear what customers desire, fears they harbor, the hurdles they face, and what they’re asking to solve. Marketing, on the other hand, is the company's voice. - Crafting messages, generating compelling content, drawing leads into the business, and (should be) arming the Salespeople with compelling content. The fusion of these two can create a monumental shift in your company. Picture highly focused campaigns, perfectly vetted leads, and a surge in revenue. How? Because everyone is rowing in the same direction. So, where does the journey begin? Communication.??Foster honest, frequent dialogues, share insights, and offer feedback.?Set unified goals and metrics for both teams to chase.?Above all, cultivate a culture where collaboration triumphs over competition.?Get every brain in the game! Here’s the magic united teams create: ??38% higher sales win rates for companies with strong sales and marketing alignment ??36% increase in customer retention rates Isn’t it time to dismantle the barricades between sales and marketing??Trust me, your bottom line will be eternally grateful. So, has your company nailed the Sales & Marketing alignment??Do share your winning strategies! #SalesLeadership #ScaleManagement #Sales #MarketingStrategy #PrivateEquity

??Ever wondered what a secret pre-call ritual can do to your sales outcome? Spoiler: It's transformative... See More ??" Before a sales call, I do a strange, 'corporate-cleanse mind dump' for like 30 seconds. I remember WHY I'm on this call... WHAT I want to happen… and how this will HELP the human on the other end remove pain from their life. I want to do everything I can to get to the point, and help them make their own life better. I tap into a mental space where my vision aligns perfectly with their needs. It then becomes a passion, not a sales call. The call is no longer just for a product or service, but a promise to transform their reality. I visualize listening, really listening, to their concerns. I prime myself to be curious and offer stories of solutions, not sales or marketing jargon. I want to connect, foster trust, and nurture a relationship that's based on genuine help… I want to be the opposite of transactional. The goal is to open a conversation. It's about ensuring they walk away knowing they've been heard and understood, that their problem matters, and someone out there is willing to help solve it. And so it goes... with a deep breath, I pick up the phone. To all my fellow Salespeople, here's to embracing this journey, one human interaction at a time. #Sales #SalesManagement #PrivateEquity #Strategy

??Ever wondered what a secret pre-call ritual can do to your sales outcome? Spoiler: It's transformative... See More ??" Before a #sales call, I do a strange, 'corporate-cleanse mind dump' for like 30 seconds. I remember WHY I'm on this call... WHAT I want to happen… and how this will HELP the human on the other end remove pain from their life. I want to do everything I can to get to the point, and help them make their own life better. I tap into a mental space where my vision aligns perfectly with their needs. It then becomes a passion, not a sales call. The call is no longer just for a product or service, but a promise to transform their reality. I visualize listening, really listening, to their concerns. I prime myself to be curious and offer stories of solutions, not sales or marketing jargon. I want to connect, foster trust, and nurture a relationship that's based on genuine help… I want to be the opposite of transactional. The goal is to open a conversation. It's about ensuring they walk away knowing they've been heard and understood, that their problem matters, and someone out there is willing to help solve it. And so it goes... with a deep breath, I pick up the phone. To all my fellow #salespeople, here's to embracing this journey, one human interaction at a time. #SalesTip #SalesLeadershipTip #SalesLeadership