Why Supero?

I launched Supero because the B2B SaaS industry was suffering with a lack of pipeline, and I always prided myself on my ability to generate new pipeline as a salesperson and as a leader, I had built successful teams in different continents around the world in the face of economic uncertainty and political unrest, I can solve this problem.?

It was 2020...

...we were in the midst of a pandemic. Ecommerce growth had accelerated 10 years in just 6 months and SaaS stocks were booming.? Investment was pouring into the SaaS industry, the feeling was those that capitalise would get ahead of the curve, so the hiring spree began. However, companies were so wrapped up in the hype, they failed to realise that customers buy based on trust and no amount of money buys you trust.

I launched Supero to solve the one problem every SaaS company had at the time, and still does today, a lack of meaningful pipeline.?

Pre-COVID

..and the SaaS industry had experienced the ‘growth decade’ where traditional prospecting methods, whilst disruptive and expensive, had “worked” to a certain degree. The cost of sale was just about acceptable and the valuation multiple was high enough to remain confident the future was bright.

However, performance across the board was declining, no longer could we do more with less and expect different results. We were racing to the bottom of the sales funnel looking for more efficiency resulting in industry marketing lead conversion rates dropping to an all time low of 0.1% and for the first time, enterprise sales conversations nearing just 15%.?

Insight is no longer enough to penetrate buyers zone of resistance.? We now live in a world where knowledge and insight is a commodity with the development of AI.?        

And boy did we feel the brunt of that as we struggled to help our clients develop pipeline using insight led strategies.? We hit the inflection point and our business and our people were at risk unless we changed!

The new competitive advantage for organisations is the only thing they have that’s unique, their people. By standing out as a genuine, authentic person, an expert in your field, someone worth having a chat with - you encourage your audience to walk towards you!

From Struggle to Success in 5 Months?

Tek Lubiarz, a 15 year sales veteran, started his sales career as an SDR a very successful one, and since then had always been successful in sales as he ensured prospecting was a key element of his daily activities.? After joining a new company towards the end of 2022 he worked closely with his SDR to penetrate a new set of accounts, using traditional techniques he’d always relied on.? After 5 months he’d generated just one meeting and was beginning to fear the worst - there were many layoffs in the industry at that time and Tek thought he might be next, this was the last thing he needed after recently moving to a new area, he was renting and hoping to buy his dream home with his girlfriend and dog, Atos, therefore his salary and job security was vital!

?We started working together initially on developing Tek’s personal brand and after just 4 weeks Tek had secured two new meetings, double what he’d achieved in the previous 5 months.? We then focused on network growth, social networking and content creation, helping Tek produce videos that made him stand out and look different - encouraging his new audience to lean in, and walk towards him for the genuine, authentic person he is.?

After 5 months, Tek had achieved a 36x increase in meetings, increased territory penetration by 15x in his focus accounts, and he was engaging with an average of 6.4 stakeholders per account, and by this time had developed one of the largest pipelines in the region, all from a standing start - no pre-existing network or relationships in his territory. ?

Tek had a fantastic year, finishing in the top half of the table, with many of his team leveraging pre-existing relationships across their territories, further emphasising what Tek achieved in the face of adversity, was nothing but astonishing.? And now he is carrying a high degree of confidence into year 2, with a 5x multiple of quality pipeline and a large percentage of which have committed to sign.?

He and his girlfriend breathe a sigh of relief as his job is safe and they recently moved into their dream home! ..a far cry from those casualties as a result of cost cutting.?

Looking back, success was about a combination of four things,?

1). strategy,?

2). skills,?

3). measuring what matters

4). personal change. ?

That’s when I realised the Conversation Operating System was born, and that it could potentially solve the pipeline problem in SaaS.?        

1. What if we could predict the number of conversations a person, team or company could generate across their target audience?
2. What if we could predict the number of meaningful conversations, qualified opportunities and revenue?

What would that mean to your business?

For sometime Social Selling was considered the way to sell digitally, it wasn’t a new concept, but for many it didn’t work, because they abused it like every other sales channel, and organisations failed to operationalise the idea of building relationships successfully leveraging social media.?

Why?

• Because any change is personal and there was no method to support the personal change required to use social media effectively, so I fixed that. ?
• Revenue operations teams continued to measure traditional metrics however, a relationship first approach requires a different set of lead measures to scale meaningful conversation creation, so I fixed that too.?

To prove my new approach worked, I started a benchmark study to assess the performance of those following new social media relationship building techniques, to identify what was missing.? I included associates and clients from junior SDR to senior business leader and tracked everything for months and still do to this day, using this insight gleaned to optimise the methodology.?

I realised Social Selling was less about Selling or using Social as a channel, it was simply about creating meaningful conversations with other people.?

Ultimately, business growth relies on one thing to grow and one thing alone: conversations with one’s target audience - one of the biggest challenges for businesses today.

Without conversations there is no pipeline, pipeline doesn’t move and deals don’t close.?        

Therefore, isn’t the real issue?

Solving how organisations generate conversations with their target audience, at scale?

And to..

Ensure those conversations are meaningful at every touchpoint, resulting in a positive commercial outcome for both parties?

What are your thoughts, what are you doing to tackle this growing problem for your team, for your business…?

I’d welcome exploring if my work can help you. ?