#191 S2 Episode 60 - From Busboy to Scaling 0-30M ARR with Four Sales Reps
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11/11/21 • 35 min
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HIGHLIGHTS
01:35 Working as a busboy and entering sales by selling knives
05:25 Initially sucking at sales and how Ryan reached President's Club
11:01 Applying the Perfect Customer Profile: Going from 0 to 30M with just 4 reps
18:09 2x your revenue: 2x your deal size or halve the time it takes to close a deal
20:50 Update quarterly your Dream 100 and have a balanced portfolio
23:09 Referral operating system: Increase deal size in half the time
26:18 Four-step framework: Pathways, Peaks, Process and Persuasion
33:51 Connect with Ryan
QUOTES
10:36 "Information is aggressively accelerating that things change so fast that, what you take is something that's just like brushing your teeth or putting on deodorant, is life-changing to someone else who specialized in a different area."
13:36 "If you are listening and you are serious about doubling the deal size for your business, you want to write this down now. Okay, so it's called the Perfect Customer Profile... it's like if your ICP had a baby with Pareto's principle, the 80-20 rule where 20% of what you do creates 80% of your results."
15:27 "You look at the five biggest clients that you've closed, the five fastest clients that you've closed, and the five biggest losses that you've had. And then, what you do is you look at it and you look at the ownership structure across those, the functional areas, the biggest result that you created for them."
24:38 "Create a referral operating system. And that referral is beautiful because it helps you close deals in half the amount of time. And the deal size is, once again, it's 125, 150%, and that's just by leveraging all the investments you've already made and then systemizing it so you continually get warm leads."
29:14 "90% of what we do as adults, I think it's once you get past the age of 30, is hardwired and based in our subconscious. So it's tapping into that subconscious and aligning that the right way and saying the right thing at the right time."
If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple.
Learn more about Ryan in the links below:
- LinkedIn - https://www.linkedin.com/in/ryan-staley/
- Website - www.ryanstaley.io
- Podcast (Spotify) - https://open.spotify.com/show/39FMS44jbijarB1VR55kla
Learn more about Collin in the link below:
Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.
Book Your Free Revenue First Podcast Strategy here!
Get Your Free Vidyard Account & State of Virtual Selling Report here!
Claim Your Free 200 Leads here!
HIGHLIGHTS
01:35 Working as a busboy and entering sales by selling knives
05:25 Initially sucking at sales and how Ryan reached President's Club
11:01 Applying the Perfect Customer Profile: Going from 0 to 30M with just 4 reps
18:09 2x your revenue: 2x your deal size or halve the time it takes to close a deal
20:50 Update quarterly your Dream 100 and have a balanced portfolio
23:09 Referral operating system: Increase deal size in half the time
26:18 Four-step framework: Pathways, Peaks, Process and Persuasion
33:51 Connect with Ryan
QUOTES
10:36 "Information is aggressively accelerating that things change so fast that, what you take is something that's just like brushing your teeth or putting on deodorant, is life-changing to someone else who specialized in a different area."
13:36 "If you are listening and you are serious about doubling the deal size for your business, you want to write this down now. Okay, so it's called the Perfect Customer Profile... it's like if your ICP had a baby with Pareto's principle, the 80-20 rule where 20% of what you do creates 80% of your results."
15:27 "You look at the five biggest clients that you've closed, the five fastest clients that you've closed, and the five biggest losses that you've had. And then, what you do is you look at it and you look at the ownership structure across those, the functional areas, the biggest result that you created for them."
24:38 "Create a referral operating system. And that referral is beautiful because it helps you close deals in half the amount of time. And the deal size is, once again, it's 125, 150%, and that's just by leveraging all the investments you've already made and then systemizing it so you continually get warm leads."
29:14 "90% of what we do as adults, I think it's once you get past the age of 30, is hardwired and based in our subconscious. So it's tapping into that subconscious and aligning that the right way and saying the right thing at the right time."
If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple.
Learn more about Ryan in the links below:
- LinkedIn - https://www.linkedin.com/in/ryan-staley/
- Website - www.ryanstaley.io
- Podcast (Spotify) - https://open.spotify.com/show/39FMS44jbijarB1VR55kla
Learn more about Collin in the link below:
Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.
Previous Episode
#190 S2 Episode 59 - Tips on More Productive Prospecting
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Claim Your Free 200 Leads here!
HIGHLIGHTS
00:18 Prioritize your efforts in prospecting
02:00 Key aspects that salespeople struggle with
03:17 Put some manual tasks on top of the automated process
04:26 Follow your own version of a script
QUOTES
00:23 "Prioritize your prospecting efforts. And what I mean by that is you wanna prioritize your prospecting with let's say your warmer prospects. These could be inbound leads, connected from Linkedin, these could be leads that opened your email multiple times. I would highly suggest that you prioritize those."
02:05 "You really wanna go into it with a mindset of really trying to add value. Have a good solid value proposition where you're trading something that's of value for their time so they're equally excited to have the conversation, to want to move forward."
03:51 "Something that shows that you really care and you do wanna help them, and it also positions you as an expert as the person to help them with that particular thing. So find a way that you can layer in some tasks into your sequences that are manual."
04:40 "Have a good solid talk track so that when they do pick up the phone, you know exactly what you're gonna say, how you're gonna say it, and how you're going to move that conversation forward. So be prepared when you are hammering the phone."
If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple.
- Learn more about Collin in the link below:
LinkedIn - https://www.linkedin.com/in/collin-saleshustle/
Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.
Next Episode
#192 S2 Episode 61 - Stop Pitching Your Product
Book Your Free Revenue First Podcast Strategy here!
Get Your Free Vidyard Account & State of Virtual Selling Report here!
Claim Your Free 200 Leads here!
HIGHLIGHTS
01:04 Focus on conversations: Earn the right to pitch your product or service
02:34 LinkedIn DMs and emails: How to take the conversation off the platform
03:49 Cold calls: Realize that you're interrupting their day, so get permission
QUOTES
01:42 "Focus on building relationships and having conversations. You want to target the right people and have high quality conversations with those people. Be genuinely curious learning about them, what problems they have, what things you might be able to solve, creating some value, offering some value."
02:37 "When you send a LinkedIn DM, the goal is to build a relationship and take the conversation off of the platform. So sending your pitch as part of the DM ruins any chance of that ever happening."
03:51 "When you cold call to people, you're interrupting their day. Get permission to speak with the opener. Tell them why you're reaching out to pique their interest to want to have a further conversation and continue to talk."
If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple.
Learn more about Collin in the link below:
Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.
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