Ryan Knapp

4 steps to prospecting as an AE: (when there isn't enough hours in the day) Step 1: Put a recurring blocker - Every day, same time, 30 to 60 min - No one can book you (even customers) Step 2: Identify existing accounts - Open your CRM, and list all your existing accounts - Create lists based on their status (active, inactive, lost opp) Step 3: Identify top-tier new accounts - Create a list of 10 to 30 target accounts - List all ATLs and BTLs for each account Step 4: Prospect existing and new accounts daily - Start with follow-ups - Find 10 new prospects from step 2 and 3 - Add them to your sequence Prospecting is about: 1. Protecting your time 2. Finding new prospects daily 3. Contacting them to open conversations Do this for 30 days and I guarantee you'll book meetings. #sales #salesdevelopment #ae

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Something about #B2B & #pricing again. A lot of SaaS people say pricing should be public and this also helps you to qualify your leads.  I have a strong opinion for not having a pricing wish is visible to your prospects - especially if you are still figuring out product-market fit. Why? When pricing is public, you miss out on more money from mid-market clients, plus you don't get feedback on how valuable people think your product is. Discovery calls can help with that and pricing is a core component of a good disco. Don't take me wrong. It is important to have a clear pricing structure, but keep it private. Use 2-3 factors to adjust the price based on the prospect’s size or the size of its problem. This way you get feedback and find the right price that works for both the market and your deals. #B2B #b2bsoftware #SaaS #enterspisesoftware #pricingstrategy #productmarketfit #pmf

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What sounds easier? a) Sell 100 different products for $3 each b) Sell 3 different products for $100 each You already know the right answer. Focusing your marketing and ad budget on three products rather than 100 is UNBELIEVABLY easier. And if you think only having 3 products is crazy… Some of the world's most successful women business owners focus on 3-5 main products. Typically, for an information business, that means a lower-level offer (<$500), a mid-level offer ($500-$5,000), and a top-dollar membership, course, or mastermind (>$5,000). For a professional services firm, it may mean a mix of more expensive ‘done for you’ services and other, cheaper services that are ‘done with you’. What does the right product mix look like in your business? I’ve put together a blueprint where you can map out exactly what products and services you need to reach your revenue and profit goals this year. And don’t worry – it’s not maths intensive. In just 11 pages, I’ll show you how to create a simple plan to directly turn your products and services into profits. Get the blueprint now 👉https://lnkd.in/gNaC2Pph

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What BANT and MEDDIC miss? I built $3M in sales pipeline but closed just 20% of that in 2 years as a founder for HyperTest Like everyone else at my stage who was starting out I tried mastering two frameworks that everyone recommends: BANT and MEDDIC. And it is mainly why I did so poorly at conversions. Let me explain why. Both are super useful in sizing up need and pain but completely inadequate in guiding the most important outcome: Taking the deal to the finish line Why do I think so. Senior to junior sales professionals using both miss quotas or targets when they struggle to spot signals of indecision during the buying process not factored by them. This indecision kicks in typically very late in the sale cycle very close to closing, delaying the decision or killing the deal completely. The reason are obvious. The user is usually very scared of making the wrong decision. He feels he could be wrong because: 1️⃣ He might be buying this at the wrong price 2️⃣ He might have not researched all other options, or 3️⃣ He just does not want to change the status quo I learnt this the hard way. But after doing this now for 2 years I regularly see 4-5 easy signals of indecision every time I am near closing. This happens when: - You do not meet the decision maker even once during the entire engagement - The scope of the POC has changed mid-way or multiple times - The champion is suddenly inactive or changed - You are asked for additional info on customers, case studies etc, and - Timelines to implementation or POC have changed or become vague You should factor an indecision score in the deal journey. If you ascribe an score of 2 to each event of indecision and 0 if completely avoided then: ≥8 means your deal is likely to be killed ≥4 , <8 means your should anticipate delay < 4 means you can still salvage it Health of your deal = indecision score. Track indecision

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Leveraging employees on LinkedIn is probably the most underrated channel for B2B companies. Yet this is the typical pattern: 1️⃣ Company posts random post about their product on LinkedIn. 2️⃣ Company in internal Slack channel: "Please all like and repost what we just posted on LinkedIn" 3️⃣a Lazy Employee: Reposts LinkedIn 3️⃣b Average Employee: Reposts with their own thoughts: "Do you also have x problem? then we have y solution" 4️⃣ Result: 11 likes on the company post (9 from employees, 1 from former employee and 1 from existing customer) Why does it not work? ➡ No one trusts when you are an employee of the company who is posting about how your product can solve a problem ➡ It is so obvious to see when companies are posting something that favors themselves and their solution ➡ Don't make every post about yourself and how you can solve customers problems without any evidence. You need to build relationships and trust The ultimate flex when it comes to B2B marketing is not to be marketing your product directly but have employees: ✅ Post about something interesting ✅ Something that adds value to your audience ✅ Something funny that will make them laugh and remember you ✅ And then every 10th time you can post about yourself and your product

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The secret to turning your CS team into an upsell machine (...steal this genius idea from Alex Farmer) Want to drive more revenue from existing customers? Implement these 2 game-changing metrics: 1️⃣ CSQL (Customer Success Qualified Lead) — Leads generated by the CS team from current customers. If you're not tracking this, you're leaving money on the table! 2️⃣ Time to First Upsell — How long does it take to upsell a new customer? Shorten this window for explosive growth. Alex Farmer, founder of Customer Success Excellence, used these metrics to: ✅ Generate 40% more qualified upsell leads from existing customers ✅ Reduce time to first upsell from 18 months to just 6 months The result? Massive revenue growth! As Alex says, "If you don't measure it, you cannot improve it." So start tracking CSQL and time to first upsell TODAY. At first, the numbers might look terrible. That's okay! When you start measuring, you’re already halfway there! Commit to improvement and watch your upsells soar. Learn from Alex's genius and establish an upsell mindset across your entire CS org. Your bottom line will thank you! I'd love to hear your thoughts: How do you encourage upsells on your CS team?

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Outbound is… …changing. Anyone who’s spent more than five minutes on LinkedIn has seen at least one of these posts: 1) “Outbound is dead” 💀 2) “Outbound isn’t dead. It continues to be the best thing ever!” The truth lies somewhere in the middle. At Qwilr - we’ve tried outbound 4 (!) different times in the past, and have always had only ok results that have meant that we ended up shutting it down. The big constraints for us were: - Outbound is super time-consuming, usually requiring multiple bodies (at one stage we had a team of 5 dedicated to outbound) - This is expensive CAC! - It is particularly expensive for a horizontal SaaS company that has most of our deal volume sitting in the 5k to 15k ACV range - Many people, including many of Qwilr's ICP, are inundated with low quality outreach. And they’re sick of it. But does this mean it’s dead? Hell no. In fact - we think we’ve finally cracked it. 👀 Here’s a look at what we’re doing at Qwilr… 1. Getting as creative as we can with email outreach 🎨 No sending plain text emails but playing on Qwilr’s strength as a visual solution We start with the customer and their potential pain points in a personalised video message, but also make sure to include an example of what “great” looks like in their industry 2. Using A LOT of AI and automation 🤖 We're big believers in automation. Clay helps you build amazing lists, enrich data and build personalisation at scale. We've been using Sendspark for a while, and seeing great results from personalised videos. We’ve started working with ColdIQ to further scale up our outbound program. 3. Doing shorter sequences 💌 BUT feeling comfortable reaching out to the same folks again in 4 to 6 months. If you’re hitting people with 7-10 email sequences in this day and age, folks will hate you for it. If you send them two or three excellent / impressive / creative emails once every 4 to 5 months - you won't burn them and you'll hopefully find a time when they’re in the mood to have a chat. 4. Moved Outbound from Sales to Marketing 🗣  ✅ Is it working? In short, yes. We’ve been booking way more meetings, winning far more deals and doing it with very good economics too. And importantly, where we haven’t landed a meeting, we have often seen a great reception to the personalised outreach/video. We’ve even seen some of these folks start a trial with Qwilr a month or two later. This is really important as 'bad breath is worse than no breath'. If your outbound stinks it genuinely hurts your brand over the medium to long term. All that said - Outbound is not a set and forget activity. You must: - Continuously evolve your approach - Prioritise rep time towards high leverage activities - Find verticals that have a burning need for our solution Outbound has never been more achievable and scalable. But you need to be careful and watch it constantly to make sure that you’re not annoying your ICP. Would love to hear if folks disagree!

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64 Kommentare