Seriously Don't Do That: Recent Episodes
Dan
Join me on Thursday, October 16th at 9AM EDT for a 30-minute live session where we strip back the buzz and get real about what makes a growth pipeline trustworthy or doomed to fail. Founders too often spend big on branding, sales hiring, and outbound tools while missing the most crucial piece: a solid, agreed-upon definition of what counts as a qualified opportunity. The result? A “pipeline” that looks good on paper but is full of wishful thinking.
We’ll walk through the costly pitfalls of fuzzy stage definitions, how boards see through inflated forecasts, and what practical process work looks like. From defining clear entry and exit criteria at every pipeline stage, to using Mutual Action Plans and deal velocity dashboards, this live event is a guide to building a growth engine that commands trust and moves deals faster.
I’ll also share the story of a founder who walked into a board meeting with a $20M pipeline and left with renewed trust after rebuilding the operating system behind the numbers, no fancy messaging required.
If you’re debating between a CRM cleanup and a rebrand for 2026, this talk makes the case for putting your CRM first—every time. Bring your questions and get ready to leap forward with a pipeline that actually performs.
Secure your spot now and get ready to rebuild your process the right way: https://calendly.com/greatergaingroup/discoverycall
LinkedIn | WEBSITE
Spend 5 figures on slick fonts, fancy decks, and noisy agencies or spend that same $$$ to own your Go-to-Market engine? If your GTM strategy feels rented, you’re not alone and it’s time to change that. No marketing fluff. Just clear steps to ditch rented growth and start owning your future. Ready to stop paying for noise and start building momentum? #GTM #FounderWisdom #SalesStrategy #PipelineGrowth #FounderEnablement #RevenueGrowth #BuildDontRent #LiveEvent2025
LinkedIn | WEBSITE
An exclusive 30-minute session tailored for founders and sales leaders struggling with the costly hire-fire cycles in outbound sales.
In "Seriously, Don't Hire a BDR in 2026," we dive deep into why traditional BDR models are failing startups operating in tightly regulated markets such as healthcare, fintech, and insurance.
You’ll discover:
The impact of cold outreach’s diminishing returns, exemplified by "993 Unheard Voicemails"
The real costs of hiring BDRs: $120K+ salary, tools, and long ramp times vs the immediate productivity of AEs
Why system-first thinking wins: clear Ideal Customer Profile (ICP), segmented messaging, CRM integration, and prompt-led automation
How the AE-First Model empowers Account Executives to own their pipeline generation with higher conversion rates
A detailed roadmap to build your sales infrastructure BEFORE adding headcount to scale effectively
Ready to move beyond guesswork, noisy outreach, and costly hiring mistakes? Register now to join us live, engage directly, and get actionable insights that will transform your sales approach in 2026.
Date: October 2, 2025 (Thursday)
Time: 9 AM EDT
Duration: 30 minutes
Registration: Book your free spot
Prepare questions — we’ll leave time for a live Q&A!
LinkedIn | WEBSITE
Board-Ready Revenue: Stop Guessing, Start Knowing
How to walk into Q4 planning with data you can defend
In this focused 30-minute session, Dan explores why boards lose confidence when founders rely on presentations over real data. The session covers:
Why most founders are “driving a $5M car with no dashboard”—and how to fix it
The four critical numbers boards care about: pipeline coverage, source attribution, stage velocity, win/loss intelligence
Simple revenue tracking systems that deliver clarity (no fancy dashboards needed)
Q4’s reality check: what boards will ask and how to be ready
How clean data and proactive reporting turn your board relationship from defensive to strategic
We’ll walk through real examples, honest mistakes, and the fixes that propel founders into smarter Q4 planning.
Bring your questions, grab our Growth Readiness Audit (“AUDIT” in the chat), and book a direct call to tackle your challenges.
Date & Time: Thursday, September 25, 2025, 9 AM EDT
Don’t miss this secure your spot, join live Q&A, and get board-ready before Q4 arrives!
LinkedIn | WEBSITE
A focused 30-minute session designed especially for founders ready to break into new markets without wasting precious time and money.
We’ll dive into the story of three founders across different countries who faced the same challenge: smart teams with great products failing because they launched blind without a precise Ideal Customer Profile (ICP).
You’ll learn the four costly ICP mistakes that trip up founders: overly broad targeting, untested messaging, premature hiring, and launching without clear metrics.
Discover our proven Four-Week ICP Sprint Framework — a simple, surgical approach to market mapping, persona development, message testing, and account targeting that’s critical in regulated industries like healthcare, banking, and insurance.
With U.S. buyers starting their planning in Q1 and sales cycles lasting 90-120 days, now’s the time to prepare your 2026 go-to-market strategy right.
Reserve your spot for September 18 at 8 AM EST and get practical insights that will save you from expensive missteps.
Get the ICP worksheet and book a discovery call to start your Sprint journey.
LinkedIn | WEBSITE
The $750K Marketing Machine That Closed Zero Deals – How to Stop Confusing Activity with Strategy
Too many founders mistake activity for strategy—tracking clicks, opens, and MQLs, without generating qualified opportunities or revenue. In this session, I’ll share the inside story of a nine-month U.S. market failure where a startup burned $750K on a marketing machine that produced 400 leads per month and zero results.
What you’ll learn in this 30-minute live:
- The Four Diagnostic Questions to separate motion from traction
- Why smart founders fall into the activity trap (and how to escape)
- A Three-Step Recovery Framework that saved $750K in wasted spend
- Real-world founder bottlenecks solved live during Q&A
If you’re scaling, stop before you waste your runway. Join live and leave with a framework for clarity before scale.
👉 Book a Growth Readiness Audit here: https://calendly.com/greatergaingroup/growth-readiness-audi
LinkedIn | WEBSITE
Are you rushing into the US market without the right foundations? That $1.5M price tag from a London boardroom disaster could be yours if you don’t get this right.
Join me LIVE as I will share the four critical foundations that every company needs before scaling in the US:
✔ Customer clarity beyond demographics
✔ Message-market fit that resonates and converts
✔ Sales process discipline beyond founder magic
✔ Data confidence to predict and perform
This isn’t hype, it’s a strategic playbook backed by experience and hard lessons learned the expensive way.
⏳ 30 minutes that could save you months of costly trial and error.
📅 Register today and be ready to build your GTM strategy the right way.
📊 Want the US GTM Foundation Checklist? It scores you on all 4 foundations. Comment “AUDIT” below.
📞 Ready for a diagnostic call? Book 30 minutes here:
https://calendly.com/greatergaingroup/discoverycall
LinkedIn | WEBSITE
"I heard this three times last week: 'We're about to hire 6 people for go-to-market — Marketing manager, SDRs, inside sales rep, content creator…' Different founders, same $500K mistake.
The issue wasn’t the people. It was hiring an army to figure out what AI + strategy could solve in weeks.
On Thursday, August 28th at 9 AM EDT, I broke down:
- Why smart founders were burning runway on headcount
- How AI replaces 3-5 hires before you even start
- The strategy-first scaling sequence that actually works
If you missed it, you can still take action:
📌 Building an AI-accelerated revenue engine? Book a strategy call here: https://lnkd.in/e9iTp5Mp
LinkedIn | WEBSITE
Many post-Series A founders burn precious runway trying to look big; new branding, PR campaigns, flashy awareness plays while their pipeline stays empty.
But here’s the truth: revenue doesn’t come from looking the part. It comes from getting real customers.
In this live session, Dan Griffith (Fractional CRO, CEO - Greater Gain Group) will unpack:
✅ Why “looking big” is the most expensive mistake in B2B
✅ How one Healthtech SaaS turned $40K into 22 live opportunities (before their first press mention)
✅ The 5-step playbook for turning account mapping into pipeline growth
✅ A worksheet to test your growth readiness
Plus: live Q&A with the audience, bring your biggest GTM mistakes, and I’ll break them down together.
If you’re a founder or revenue leader aiming to scale smarter, this is your playbook.
LinkedIn | WEBSITE
Most SaaS founders celebrate new sales — but if your post-sale bucket is leaking, those logos won’t save you.
In this episode, Dan Griffith sits down with Jason Noble, Co-founder and Co-host of The Jasons Take On podcast, to explore how AI is reshaping customer success in 2025.
💡 What You’ll Learn:
- The biggest customer success mistakes founders are making this year
- Real-world examples where AI turned retention into revenue
- How to measure AI’s impact on churn and expansion with real data
- Why hitting sales targets means nothing without a strong post-sale engine
📌 Key Quote: “Sales might open the door, but retention keeps the lights on — and AI can help you do both better.”
LinkedIn | WEBSITE
You're not imagining it, your pipeline's dry because you're too busy for marketing.
And you're not alone.
❌ 36% of founders spend most of their time on admin
❌ 33% wish they had more time for marketing
❌ Most don’t realize how much it’s costing them
This week’s LinkedIn Live breaks it down:
➡️ How to choose between internal focus and strategic outsourcing
➡️ A time audit method to reclaim hours from admin
➡️ A 30-minute playbook to restart your marketing engine
If you're spending more time in the back office than building pipeline, this one’s for you.
📅 Live: Wednesday, August 7 at 9AM EST
👤 Hosted by Dan Griffith
LinkedIn | WEBSITE
🎙️ Podcast Episode: "Seriously, Don’t Guess What’s in Your Pipeline"
Think you have a sales problem? You might actually have a pipeline delusion.
Dan once forecasted $10M in deals... and closed just $100K. Sound familiar?
In this episode, recorded live on LinkedIn on July 31, Dan gets real about the hidden flaws lurking in your pipeline—and what to do about them. If you’ve ever suffered from phantom deals or overconfident forecasts, this one’s going to sting a little (in a good way).
What you'll learn:
- The hidden cost of messy CRM data
- Why “phantom deals” are killing your CAC payback
- A 5-step pipeline clarity process you can implement this quarter
- Dan’s most expensive pipeline mistake—and how he bounced back
- A bonus: 10-Point Pipeline Audit Checklist to uncover your blind spots in 30 minutes or less
🧩 Bring your worst forecast horror story.
It’s time to fix the way you pipeline.
LinkedIn | WEBSITE
Seriously, Don’t Raise Venture Capital Until You Know Your Real Options”
Too many founders default to VC funding without understanding the full menu of capital options — and it costs them equity, control, and leverage.
In this LinkedIn Live, Dan Griffith sat down with Sarah Willett, a senior healthcare banking advisor with 35+ years of experience, to unpack smarter capital strategies for growth-stage founders.
💡 Key Takeaways:
- The most common mistake founders make under cash pressure
- How revenue-based financing and asset-backed lending really work in healthcare
- When family offices offer better terms than traditional VCs
- What metrics and operational readiness lenders care about most
- A founder-ready capital readiness checklist you can start today
- How to keep founder control while still raising meaningful capital
- Real examples of companies that skipped VC — and won
💬 “Capital is a tool. Not all tools are screwdrivers.”
LinkedIn | WEBSITE
🎙️ REPLAY: “Your FDA Timeline Doubled. Your Dev Team Still Burning $50K/Month. Now What?”
This is the cashflow crisis most MedTech founders don’t talk about—until they’re already in it.
I went live with Barend Smet, President of Thaumatec, to break down how smart CEOs are navigating regulatory delays without torching their runway or killing momentum.
💡 Key takeaways:
- How to flex your dev capacity without sacrificing IP or product velocity
- When to pause, scale, or pivot without spooking investors
- The burn multiple red flags that signal you're heading into trouble
- How to turn downtime into strategic upside
LinkedIn | WEBSITE
"Seriously Don't Think You're Ready for the U.S. Just Because You Have a Product"
European healthtech founders — listen up. Just having a product (even a great one) doesn’t mean you’re ready for the U.S. market. In this session, Dan Griffith is joined by U.S. market entry expert John Vislosky to break down the most expensive mistakes startups make when crossing the Atlantic — and how to avoid them.
✅ Why FDA clearance ≠ go-to-market strategy
✅ The real decision-makers in U.S. healthcare
✅ How to think about reimbursement, pricing, and GTM timing
✅ What founders get wrong about hiring and selling in the U.S.
✅ The NHS vs. U.S. buyer journey — it’s not even close
📦 Tools, takeaways, and truth bombs — all in one episode.
LinkedIn | WEBSITE
May 29, 2025
Seriously, Don't Procrastinate Marketing Because You "Don't Get It"
Tired of watching competitors claim market positioning while you stay invisible to prospects actively searching for solutions? This presentation reveals why marketing procrastination is costing B2B tech founders more than they realize – and provides a simple 4-step framework to fix it.
The Hidden Cost of Marketing Avoidance
Most technical founders avoid marketing because it feels like a foreign language. Sound familiar? "I don't know where to start," "I'm not creative enough," or "No one gets our complex business." Meanwhile, growth becomes limited to referrals and networks, investors question scalability, and founder stress increases.
The Truth That Changes Everything
Effective B2B marketing is simpler than you think. You can't create demand from nothing or sell to someone who doesn't feel the pain – but you can define problems clearly, educate on solutions, and earn trust when prospects are ready.
The Problem-First Framework: A Simple 4-Step Approach
- Pain Point Mapping – Interview your best customers and document problems in their exact words, focusing on challenges they already know they have
- Information-Seeking Behavior – Discover where prospects go to learn about solutions by mapping their research journey
- Educational Content Creation – Address specific questions directly with helpful, actionable content that keeps promotion minimal
- Consistent Presence – Choose 1-2 key channels where prospects already look and maintain regular visibility
Real Results
Case study: A financial compliance software company was frozen by marketing complexity with multiple delayed campaigns. After implementing this framework – documenting customer questions and creating direct answers – they achieved 2x qualified sales conversations in 60 days. The founder's insight: "For the first time, marketing doesn't feel foreign."
Another success: A healthcare IT company felt marketing was "too salesy" for their serious industry. By focusing on educational content about regulatory challenges, they generated 3x qualified leads, shortened sales cycles, and aligned their approach with company values.
Your Action Steps Today
- Interview 3-5 best customers this week using specific questions about their problems and research behavior
- Create a simple problem inventory documenting customer language and business impact
- Develop one educational resource addressing their most pressing challenge
- Share it where prospects already look (industry publications, professional communities, LinkedIn groups)
- Build a basic follow-up system with email nurture sequences and regular touchpoints
Remember: You Already Have What You Need
You already understand your customers' problems, know how to communicate solutions, and have what you need to start marketing. You don't need to be a marketing expert – you need to be helpful.
Ready to transform your approach? Get the complete Problem-First Marketing Playbook with step-by-step guides, interview templates, content frameworks, and follow-up email templates. Stop procrastinating and start connecting with prospects who are actively searching for your solutions.
LinkedIn | WEBSITE
"Seriously Don’t Let Investors Drive Your Product Strategy" with Will Trible
We had a powerful conversation about a silent killer in early-stage startups: letting investor pressure override your product instincts. Will Trible—who raised over $3M and scaled partnerships with Coinbase and Plaid—shared hard-earned lessons on what not to do after funding hits your account.
🔥 How to handle investor input without losing product-market fit
🔥 The red flags when feedback becomes interference
🔥 Metrics that actually matter vs. vanity numbers
🔥 How to say "no" (strategically) when investors push you off-course
If you're a founder who's raised or raising, this is the conversation you need before your next board meeting.
LinkedIn | WEBSITE
Seriously… Don’t Let Your Demo Kill the Deal
You’ve done the perfect demo. Everyone nodded. Your champion seemed excited. Then… crickets.
Sound familiar? You’re not alone—and your product isn’t the problem.
Join us for a punchy, no-fluff 30-minute session on how to fix one of the most common and costly mistakes in B2B sales: the ineffective demo.
✔️ Why showing all your features actually hurts your chances
✔️ How to tailor demos for regulated industries like healthcare, fintech & insurance
✔️ What your internal champion really needs to sell for you
✔️ The D.E.M.O. Framework: A step-by-step system to turn demos into decisions
We’ll share real-world examples, industry-specific tips, and a free resource pack (playbooks, templates, scripts).
👉 Whether you’re a founder, AE, or sales leader—this session will change the way you sell.
LinkedIn | WEBSITE
🎙️ Building Sales Momentum in Regulated Industries
Why Small Wins Beat Big Whales in Healthcare, Fintech & Insurtech
Host: Dan Griffith – Greater Gain Group & GrowDGtal
Guest: Robert Plush – Health Biotech Partners
If you’ve ever said:
“We’ve been talking to [Big Health System] for 8 months…”
“If we land [Enterprise Client], we’re set…”
“Once [Big Bank] signs, it changes everything…”
This episode is for you.
In regulated industries—where sales cycles are long, risk is high, and approvals are complex—chasing enterprise whales can quietly kill your revenue momentum.
In this LinkedIn Live replay, Dan Griffith sits down with healthcare tech veteran Robert Plush to unpack how founders and GTM teams can shift focus from “whale hunting” to “win stacking”—and build predictable growth in 90 days.
🧠 What You'll Learn:
🚫 The Whale-Chasing Trap:
Big-deal obsession leads to:
- Feast-or-famine pipelines
- Overcommitted resources
- Delayed learning cycles
- Lost team focus
- Fragile forecasts
✅ The Small Wins Advantage:
Focusing on fast-moving, high-intent prospects gives you:
- Faster feedback loops
- Revenue you can count on
- Repeatable sales processes
- Market validation & proof points
- Energized, focused teams
- Case studies that attract bigger clients
🧪 Real Case Study: MAKO Surgical
Robert shares how his team grew from 91 to 1,170 surgical implant cases by:
- Targeting regional hospitals, not national whales
- Building local KOL (Key Opinion Leader) support
- Creating demo sites to drive visibility
- Leveraging success stories to fuel scale
Result? Consistent revenue growth, not luck or waiting.
⚙️ Your 90-Day Sales Momentum Plan:
Days 1–30:
- Identify fast-moving prospects
- Qualify using 5 key questions
- Target those with urgency, authority, and budget
Days 31–60:
- Launch focused outreach campaigns
- Prioritize speed over size
- Leverage case studies and early adopter wins
Days 61–90:
- Close deals and document learnings
- Turn early clients into referral engines
- Build toward repeatable motion
🎯 Goal: 3–5 new customers, proof of product-market fit, team momentum.
🛠️ Qualification Questions That Matter:
- “Who else needs to approve this decision?”
- “What’s your implementation timeline?”
- “Is budget already allocated?”
- “What happens if this doesn’t get solved?”
- “Would you be open to being a case study?”
If they can’t answer clearly—they’re not a fast mover.
🌐 Using KOLs to Accelerate Trust:
- Start with local, accessible thought leaders
- Deliver value first—don’t pitch
- Co-create proof points: webinars, content, pilot data
- Build a KOL referral network over time
- Use their credibility to scale influence systematically
⚠️ Mistakes to Avoid:
- Putting all hope in one “game-changing” deal
- Customizing heavily before a contract
- Delaying momentum for a maybe
- Ignoring faster-moving, lower-profile buyers
- Letting verbal commitments drive pipeline forecasts
📈 What to Measure (Beyond Logo Size):
- Sales cycle length
- Segment-specific conversion rates
- Customer acquisition cost (CAC)
- Time to first value
- Case study development
- Referral generation from early adopters
Remember: Big logos don’t always mean scalable growth.
🔁 The Momentum Effect:
Whe
LinkedIn | WEBSITE
🎙️ The 120-Day Revenue Recovery Plan for B2B Founders
If you’re a B2B founder staring at flat revenue numbers halfway through the year, you’re not alone—and you’re not out of time. Welcome to a special LinkedIn Live replay of "The 120-Day Revenue Recovery Plan for B2B Founders: How to Fix Your Go-to-Market System Before Q4."
In this fast-paced 30-minute session, [Host Name] breaks down exactly why most revenue challenges aren’t about leads, sales reps, or market timing—they’re about broken systems. If you’ve ever felt like your pipeline is unpredictable, your CRM is a graveyard, or your messaging sounds like everyone else’s… this one’s for you.
Here’s what you’ll learn in this episode:
✅ Why your revenue problem isn’t what you think it is
We kick things off by challenging the assumptions founders often make when revenue slows. Hint: it’s not your team—it’s the system they’re operating in. Learn the three biggest silent killers of B2B growth and how to spot them.
✅ The 48-Hour Audit that changes everything
Before you throw more money at ads or hire another rep, take 48 hours to do a structured audit of your customer journey and recent deals. You’ll learn how to walk your own funnel like a prospect, pinpoint exactly where conversions stall, and decode deal patterns hiding in plain sight.
✅ AI-powered tactical fixes you can implement this week
Discover how to use AI the right way—not as a shiny tool, but as a force multiplier for smart systems. We walk through:
- Smart follow-up sequences generated from real deal data
- Effective call analysis tools (and when not to use them)
- Creating content that converts with AI—based on your ICP, not guesswork
✅ Your step-by-step 120-day recovery plan
We don’t leave you hanging with just theory. You’ll walk away with a full recovery roadmap broken down into four 30-day sprints:
- Days 1–30: Fix foundational issues like broken messaging or undefined sales stages
- Days 31–60: Build scalable systems and workflows
- Days 61–90: Optimize and expand what works
- Days 91–120: Accelerate into Q4 with momentum, data confidence, and a clean pipeline
You’ll also get clarity on the real revenue metrics that matter:
- Qualified conversations per week
- Deal velocity (time from lead to close)
- Forecast accuracy
- Cost per closed deal
Whether you’re running a small B2B team or leading a growth-stage tech company, this episode delivers a proven process to turn things around before the year ends—and set yourself up for a strong Q1 2026.
Perfect for:
🔹 SaaS, fintech, and healthcare tech founders
🔹 GTM and revenue leaders at B2B startups
🔹 Sales enablement and ops professionals looking to streamline systems
🔹 Anyone stuck in the “we’ll think about it” sales loop
Post-Episode Action Items:
- Run the 48-hour audit
- Pick one broken system to fix this week
- Schedule your first weekly pipeline review
- Share this episode with a founder who needs a reset
🎯 Remember: You don’t need more leads—you need a better system.
🔁 Replay this session. Rebuild your revenue engine. Recover your year.
📩 Need help applying the plan? Reach out—we work with B2B tech founders every day to fix broken GTM systems and turn revenue chaos into predictability.
LinkedIn | WEBSITE
May 22, 2025
From Founder Heroics to Scalable Growth Systems: Breaking Through the B2B Growth Ceiling
Are you still the bottleneck in every major deal your company closes? Does your revenue growth depend entirely on your personal network and heroic efforts? You're not alone – and there's a proven path forward.
Join this essential 30-minute session designed specifically for B2B software and technical service founders who've hit the inevitable growth ceiling that comes with founder-led selling.
What You'll Discover:
The three fundamental reasons why founder heroics create an unbreakable growth ceiling – including the hidden time constraints, knowledge transfer problems, and measurement challenges that keep you stuck.
Our proven 5-component Scalable Growth System framework: • Component 1: Documented Ideal Customer Profiles that go beyond basic demographics • Component 2: Structured sales processes with clear stages and exit criteria
• Component 3: Aligned messaging and content across all touchpoints • Component 4: CRM as your single source of truth • Component 5: Leading indicator metrics that predict success
A step-by-step implementation roadmap that takes you from assessment through scaling, typically showing meaningful improvements within 60-90 days.
Real Results: We'll share the case study of a B2B compliance software company that broke through their $3M plateau by systematizing their approach – shortening sales cycles by 35% and enabling new reps to close deals independently within 90 days.
Perfect For: Founders and leaders of B2B companies (especially those selling into regulated industries like healthcare, banking, and insurance) with $1M-$20M in revenue who are ready to transition from personal heroics to scalable systems.
Interactive Format: This isn't just a presentation – we'll be taking questions throughout the session and addressing real scenarios from attendees.
Exclusive Bonus: All attendees receive our comprehensive Founder's Growth System Toolkit, including ICP templates, sales process mapping guides, CRM checklists, and a 30-day quick start plan.
The bottom line: Founder heroics might get you to $1-3M, but systematic growth processes are what get you to $10M and beyond. Join us to learn exactly how to make that transition.
LinkedIn | WEBSITE
May 1, 2025 Bridging the Gap: How Fractional AEs Can Transform Your Growth Strategy
Special Guests: Drew Epperson and Craig Johnson from Altezza, bringing real-world fractional sales expertise.
Stuck in the "Valley of Death" between founder-led sales and a full enterprise sales team? You're not alone. Most B2B companies face this critical growth challenge where hiring too early burns cash, but waiting too long kills momentum.
Perfect for B2B companies experiencing: • $500K-$5M annual revenue with inconsistent growth • Complex sales cycles (30+ days) beyond founder's network • Investor pressure to scale without clear path forward • Lead-to-close inefficiency and slow sales cycles • Limited marketing/sales processes
The Three Stages of Sales Evolution:
Stage 1: Founder Network Selling to personal connections with high trust/conversion but limited scalability
Stage 2: Growth Leader & Lead Generation Hired leadership, beginning formal processes, expanding beyond network
Stage 3: Enterprise Sales Team Multiple full-time AEs, specialized roles, mature processes
The Problem: The Valley of Death The dangerous gap between Stage 2 and Stage 3 where companies either burn cash on premature scaling or stagnate without growth infrastructure.
Real Case Study: The Cost of Premature Scaling
Premature Approach: • 3 Full-time AEs: $450K annual cost • Lead flow: 20 qualified leads/month • Result: Unsustainable burn rate, only 60% of sales target
Fractional Bridge Approach: • 1.5 Fractional AEs: $180K annual cost
• Same lead flow: 20 qualified leads/month • Result: 60% cost reduction, 110% of sales target
The Fractional Solution: Experienced sales professionals working part-time with performance-based compensation and process development focus, providing cost-effective scaling, flexible capacity, expertise on demand, and risk mitigation.
What You'll Learn:
Implementation Roadmap: • Assessment: Pipeline metrics, process evaluation, cash flow analysis • Requirements: Industry expertise needs, time commitment, technology integration • Success Metrics: Revenue targets, process documentation, knowledge transfer • Transition Planning: Growth triggers, hiring timeline, handoff strategy
Critical Success Factors: • Marketing-sales alignment with consistent lead generation engine • Technology enablement with proper CRM and analytics • Finding the right talent through specialized agencies and industry networks • Compensation models: $5K-10K base + 10-15% commission + equity options
Transition Indicators: When to move to full-time AEs: consistent 3+ month pipeline, predictable conversion rates, complete process documentation, financial stability, and market validation.
Key Takeaways:
- Don't prematurely scale your sales team
- Fractional approach creates sustainable bridge
- Align marketing and sales capabilities
- Focus on process development
- Plan transition from day one
What You'll Get: • Fractional AE Implementation Guide • Transition Planning Template • Sales Process Assessment Tool • Clear roadmap for sustainable growth scaling
Stop burning cash on premature sales team scaling. Learn the systematic approach to bridge the gap between founder-led sales and enterprise sales teams.
LinkedIn | WEBSITE
May 15, 2025
From Brand Fluff to Revenue Engine: Building B2B Marketing That Actually Works
Growth stalled? The typical response is "We need a new website!" or "Let's refresh our brand!" But for most B2B tech companies selling into regulated industries, brand × 0 = 0. Brand is a multiplier of what's already working, not a creator of growth.
Perfect for B2B tech companies experiencing: • Flat or declining revenue despite investing in brand/website updates • Inconsistent sales results across team members • Marketing activities that don't translate to pipeline growth • Long sales cycles with unpredictable close rates • "We've maxed out our network" syndrome
The 4 Real Growth Blockers (Not Brand Issues):
Blocker #1: No Defined Sales Process Symptoms: Everyone sells differently, no clear qualification criteria, inconsistent follow-up, can't predict when deals close, "maxed out network." Impact: Can't optimize what you haven't defined.
Blocker #2: CRM Chaos Symptoms: Inconsistent data entry, unreliable pipeline forecasts, no visibility into deal progress, can't identify bottlenecks, "revenue is flat and unpredictable." Impact: Flying blind in your own business.
Blocker #3: Marketing-Sales Misalignment Symptoms: Marketing generates leads sales won't touch, sales complains about lead quality, no agreed definition of "qualified," marketing metrics don't connect to revenue. Impact: Wasted resources and missed opportunities.
Blocker #4: Confusing or Unfocused Messaging Symptoms: Too focused on features not outcomes, uses internal language, tries to appeal to everyone, unclear positioning vs. alternatives, "sales cycles too long." Impact: Prospects don't understand why they should care.
The Revenue Engine Framework:
Component #1: Sales Process • Document current sales stages with clear exit criteria • Create accountability for following the process • Track conversion rates between stages and identify bottlenecks Impact: 30-40% increase in close rates within 90 days
Component #2: CRM Discipline • Simplify to capture only vital data points • Establish weekly pipeline reviews with team accountability • Build basic reporting dashboards and use data for decisions Impact: Visibility into what's working and what's not
Component #3: Marketing-Sales Alignment • Create shared definition of qualified lead • Develop content supporting each sales stage with objection-handling materials • Measure marketing by pipeline impact, not just leads Impact: Marketing that directly supports revenue
Component #4: Clear Messaging • Interview customers about why they actually bought • Focus on outcomes in customer language, not features • Address risk concerns with industry-specific examples Impact: Shorter sales cycles, higher conversion rates
When to Invest in Brand: Brand investment makes sense when you have a repeatable sales process, consistent CRM conversion metrics, predictable revenue, need to scale beyond current reach, or entering competitive markets. Remember: Brand is a scaling investment, not a fixing investment.
Take Action This Week: • Audit sales process documentation and CRM data quality • Ask marketing how they measure success • Interview 3 recent customers about why they bought • Download our Revenue Engine Assessment
Hosted by: Greater Gain Group & GrowDGtal—specialists helping B2B tech companies in regulated industries build predictable revenue engines.
Stop wasting money on brand fluff. Build the revenue fundamentals that actually drive growth.
LinkedIn | WEBSITE
May 8, 2025
Breaking Through the Growth Ceiling: How B2B Founders Can Turn Crisis Into Opportunity
Facing economic uncertainty? Most B2B founders waste this critical moment by freezing in panic, doubling down on ineffective tactics, or adopting a "wait and see" approach. But smart founders use crisis as an accelerator for breakthrough growth.
Perfect for B2B tech companies experiencing: • Stagnant revenue despite having a solid product • Founder-dependent sales processes that don't scale • Generic messaging that fails to address urgent buyer concerns • Marketing activities generating traffic but not sales conversations
The Three Critical Shifts:
Shift #1: From Heroic Founder to Repeatable Process Problem: You're still the best salesperson, but this doesn't scale during uncertainty. Solution: Implement defined sales processes, create consistency, shorten cycles. Real Result: Healthcare SaaS reduced 9+ month sales cycles by 35%, achieved predictable pipeline.
Shift #2: From Generic Messaging to Crisis-Relevant Value Problem: Messaging focuses on "nice-to-have" benefits. Prospects can't justify investment during uncertainty. Solution: Emphasize immediate cost reduction, risk mitigation, quick ROI. Real Result: Financial services software tripled conversion rates in 90 days with crisis-specific messaging.
Shift #3: From Marketing Activity to Sales Conversations Problem: Marketing generates traffic but not conversations. No clear path to revenue. Solution: Focus on generating actual sales conversations with crisis-relevant outreach. Real Result: Insurance tech generated 12 new conversations from cold prospects, reduced acquisition cost 40%.
The 30-Day Crisis Response Plan: • Week 1: Audit & refocus messaging for crisis relevance • Week 2: Build crisis-ready assets (case studies, ROI calculators) • Week 3: Optimize conversion points (streamline proposals, strengthen qualification) • Week 4: Activate & measure (launch targeted outreach, conversation-based metrics)
Crisis-Ready Assessment Questions: • Could your business operate without your personal involvement in most sales? • Is messaging focused on urgent buyer concerns? • Can you accurately forecast revenue 90 days out? • Have you systematized prospect follow-up?
Key Insight: Economic uncertainty isn't something to endure—it's an opportunity. Companies that emerge strongest address foundational issues now. This is your moment to break through while competitors retreat.
What You'll Get: • Crisis Breakthrough Blueprint with detailed worksheets • Implementation timeline and ROI calculator • 30-minute strategy session
Hosted by: Dan Griffith, Greater Gain Group & GrowDGtal—specialists helping B2B tech companies build predictable revenue engines.
Stop letting crisis paralyze growth. Turn uncertainty into competitive advantage.
LinkedIn | WEBSITE
March 28, 2025
Cracking the US Market: What Software Founders Get Wrong
Planning to enter the US market? You're about to join the 68% of companies that miss their first-year revenue targets and burn $750K-$1.5M before seeing traction. But it doesn't have to be this way.
Most international software companies make the same 10 critical mistakes when entering the US. Each costs time, money, and momentum—but they're all avoidable.
Perfect for software founders from Europe, Australia, Canada, and other international markets with proven products looking to scale in the US.
The 10 Costly Mistakes We'll Expose:
Mistake #1: Targeting Everyone Australian cybersecurity company burned $500K targeting "all US businesses" before focusing on highly regulated markets → 300% conversion increase in 60 days.
Mistake #2: Hiring Without Lead Generation UK automation company: $66K monthly on sales salaries, <$20K in new business. Built lead engine first → 215% sales increase in 90 days.
Mistake #3: Ignoring ROI Expectations US decisions are ruthlessly ROI-driven. UK software company: 22% → 64% win rate after adding ROI calculators and use case templates.
Mistake #4: Managing Everything Remotely South African company: $0 → $1.2M US revenue in 14 months after adding fractional US-based leadership.
Mistake #5: Wrong Pricing Strategy French company increased pricing 10X (from $35K to $350K+ annually) → improved close rates and profitability.
Mistake #6: Underinvesting in Content Dutch software company: 340% increase in inbound leads after shifting from product-based to problem-solving content.
Mistake #7: Underestimating Sales Cycles Reality: 30-50% longer cycles that destroy cash flow projections and investor confidence.
Mistake #8: Communication Style UK company: 44% increase in meeting-to-next-steps conversion after adapting communication for US emotional engagement expectations.
Mistake #9: Treating US as One Market Regional cultures vary dramatically—relationship-first works in South/Midwest, direct ROI on coasts.
Mistake #10: Leading with Tech Specs European cybersecurity company doubled demo-to-proposal rates: "Advanced ML threat detection 99.8% accuracy" → "Reduce breach response time by 75%"
The Success Framework: • Focus: Target specific verticals where you can win quickly • Adapt: Modify approach for US business culture
• Execute: Build reliable lead generation and sales processes
What You'll Get: • Real case studies with specific ROI improvements • Framework for avoiding expensive pitfalls • Actionable next steps for US market acceleration
Hosted by: Dan Griffith, Greater Gain Group & GrowDGtal—specialists helping international B2B tech companies successfully enter and scale in the US market.
Stop burning cash on trial-and-error. Learn from others' expensive mistakes and fast-track your US revenue growth.
LinkedIn | WEBSITE
March 20, 2025
From ICP to Inbox: LinkedIn Lead Generation Workshop
Tired of sending generic LinkedIn messages that get ignored? Your competition is systematically identifying and engaging their ideal prospects while you're still playing the connection request lottery.
Most LinkedIn outreach fails because it lacks precision targeting and strategic messaging. This hands-on workshop reveals the exact 5-step system that transforms LinkedIn from a networking platform into a predictable lead generation engine.
Perfect for B2B tech companies struggling with: • Generic connection requests that get declined • Immediate pitching that kills conversations before they start • Inconsistent follow-up that lets warm prospects go cold • Poor targeting that wastes time on unqualified prospects • No clear value proposition in their outreach
The 5-Step LinkedIn Lead Generation System:
Step 1: Precision ICP Definition • Company criteria: Industry, size, location, growth stage, tech stack • Decision maker profiles: Titles, departments, authority levels • Pain points and trigger events that indicate buying readiness
Step 2: Profile Optimization for Lead Generation • Banner image with value proposition that stops prospects mid-scroll • Headline optimization for your target audience • About section framework that builds credibility • Featured content strategy that showcases expertise • Experience section focused on outcomes, not responsibilities
Step 3: Sales Navigator Mastery • Advanced search string construction using Boolean operators • Advanced filters that find prospects others miss • Saved search strategies for systematic prospecting • Activity-based targeting for timely outreach • Live demonstration of finding ideal prospects in real-time
Step 4: Messaging Framework That Starts Conversations • Connection request strategies that get accepted (70%+ benchmark) • Value-first approach that builds interest before pitching • Conversation starters that generate responses (30%+ benchmark) • Qualifying questions that identify genuine opportunities • Message sequences that maintain momentum
Step 5: Content Strategy for Credibility • Content pillars aligned with ICP challenges • Engagement strategies that build visibility with prospects • Posting frequency and timing optimization • Comment tactics that start valuable conversations • Content repurposing for maximum efficiency
Success Metrics You'll Track: • Connection acceptance rate (Benchmark: 70%+) • Response rate (Benchmark: 30%+) • Meeting conversion rate (Benchmark: 10%+) • Pipeline contribution and ROI calculation
Implementation Options: • DIY approach (time investment and resources needed) • Partial outsourcing (what to keep in-house vs. outsource) • Full-service solution (what to expect from professional execution) • Timeline to results for each approach
What You'll Leave With: • ICP worksheet for precision targeting • LinkedIn profile optimization checklist • Message templates that convert • Implementation roadmap customized to your business • Access to our LinkedIn lead generation toolkit
Hosted by: Dan Griffith, Greater Gain Group & GrowDGtal—specialists helping B2B tech companies build predictable revenue engines.
Stop wasting time on LinkedIn activities that don't convert. Join us and learn the systematic approach that turns LinkedIn connections into qualified sales conversations.
LinkedIn | WEBSITE
March 6, 2025
5 AI Tools That Will Transform Your Sales Process Today
Stuck grinding through manual sales processes while your competitors leverage AI to build consistent revenue machines? This 30-minute live demonstration reveals the exact AI tools you can implement immediately to automate your most time-consuming sales tasks.
Perfect for B2B tech companies experiencing: • Inconsistent revenue and lead flow • Slow, unpredictable sales cycles
• Inefficient marketing processes • High cost of selling with insufficient ROI • Difficulty selling beyond your personal network • Stalled growth despite having a great product
What You'll See in Action:
Tool #1: Krisp.AI - Transform Every Sales Call Into a Gold Mine • Automatic recording and transcription of all sales conversations • Never miss crucial details while trying to take notes • Create searchable, analyzable documentation • Identify patterns across multiple calls for improved training
Tool #2: AI-Powered Follow-Up with Claude • From meeting transcript to perfect follow-up email in minutes • Consistent, timely follow-up that maintains deal momentum • Captures all key discussion points while preserving your unique voice • Scales without consuming valuable selling time
Tool #3: Automated Case Study Generation • Transform success call transcripts into compelling case studies • Capture every success story instead of losing them in the daily shuffle • Create consistent social proof that helps close more deals • Build market credibility beyond your personal network
Tool #4: Systematic Content Creation • Use Claude with your ICP worksheet for targeted content • Consistent, high-quality content that speaks directly to your market's needs • Position yourself as a thought leader without draining internal resources • Create scalable marketing processes
Tool #5: Targeted Outbound Campaign Creation • Use ChatGPT with your ICP documentation for personalized messaging • Higher response rates with messages that speak your prospect's language • Address their actual problems instead of generic outreach • Scale your outreach effectively
Bonus: AI Tool Selection Strategy Learn when to use ChatGPT vs. Claude for maximum effectiveness: • ChatGPT excels at: Market analysis, data consolidation, competitive intelligence • Claude shines in: Written communication, content creation, maintaining consistent voice
What Makes This Different: No theory, no fluff—just live demonstrations of tools you can implement today. You'll see exactly how to go from manual processes to automated revenue generation, with real examples and step-by-step implementation.
Hosted by: Dan Griffith, President of GrowDGtal and Founder of Greater Gain Group—helping B2B tech companies build predictable revenue engines.
Bottom Line: While you're manually grinding through these challenges, your competitors are using AI to build consistent revenue machines. Join us and level the playing field.
Stop letting manual processes limit your growth. See how AI can transform your sales process in 30 minutes.
LinkedIn | WEBSITE
April 24, 2025
Stop Selling, Start Supporting: The 70/30 Approach to Closing Deals Faster
Stop Selling, Start Supporting: The 70/30 Approach to Closing Deals Faster
Tired of "great meetings" that go nowhere? Your sales team might be doing the opposite of what actually closes deals. Most sales reps talk 70% of the time and listen 30%—but the highest-performing sales professionals flip this ratio completely.
In this 30-minute masterclass, you'll discover:
The Fatal Flaw in Traditional Selling: • Why talking about your solution first kills deals before they start • How following predetermined sales processes ignores actual buying signals • The real reason prospects "go dark" after initial discovery calls
The 70/30 Breakthrough: • 70% Listening, 30% Talking—the proven ratio that transforms sales conversations • Why most teams do exactly the opposite (and how to fix it immediately) • Real case study: Technology services company cut sales cycles by 33% and increased conversion by 35%
The Four-Step Implementation Framework:
- Restructure Your Discovery Process—Move from cursory questions to deep problem exploration
- Train Active Listening Techniques—Summarize, clarify, mirror language, and listen for emotion
- Align with Actual Buying Signals—Map your process to the 5 real buying stages prospects go through
- Track New Metrics—Beyond revenue: talk-to-listen ratios, problem clarity scores, buying process alignment
Advanced Question Framework: • Situation Questions: "How are you currently addressing this challenge?" • Problem Questions: "What specific obstacles prevent you from achieving your goals?" • Implication Questions: "What happens if this isn't solved next quarter?"
Perfect for: • B2B tech companies in healthcare, banking, financial services, and insurance • Sales teams experiencing extended cycles, inconsistent results, or high acquisition costs • Leaders who want predictable revenue engines instead of hope-based forecasting
What Makes This Different: This isn't generic sales training. We focus specifically on supporting buying processes rather than pushing predetermined sales stages. You'll learn to explore problems first, adapt to their buying process, address concerns collaboratively, and focus on helping prospects make the right decision.
Bottom Line Truth: Nobody cares about your solution until they believe you understand their problem. Stop playing defense with objection handling—start playing offense by mastering the 70/30 approach.
Hosted by: Dan Griffith, Greater Gain Group & GrowDGtal—specialists in building predictable revenue engines for B2B tech companies in highly regulated industries.
Transform your sales conversations from pitch sessions into problem-solving partnerships that close faster and more predictably.
LinkedIn | WEBSITE
April 15 , 2025 Stop the Leak: Building an Effective Lead-to-Opportunity Process
Spending on marketing but not seeing consistent qualified sales conversations? You're not alone. This 30-minute session tackles one of the most expensive mistakes B2B companies make: treating marketing as an activity instead of a system.
Perfect for companies experiencing: • Inconsistent lead flow despite marketing investment • Unnecessarily long sales cycles • "Nobody knows about us" syndrome despite marketing spend • Poor ROI on marketing efforts
The Core Problem: More marketing ≠ more sales. What's missing is a structured process connecting marketing activities to actual sales outcomes.
What You'll Learn:
The Four-Stage Lead-to-Opportunity Process:
- Prospect (Domain Qualified Lead) - Initial interest, basic demographic fit, minimal engagement
- Suspect (Marketing Qualified Lead) - Problem awareness, multiple content interactions, purchase intent signals
- Discovery Call - Structured qualification conversation, problem verification, value establishment
- Demo/Solution Presentation - Tailored to validated needs, outcome-focused, clear next steps
Common Breakdown Points We'll Address: • No exit criteria between stages (prospects advance without proper qualification) • Missing nurture campaigns (stalled prospects disappear forever) • Inconsistent execution (process exists on paper but isn't followed) • Misaligned content (content doesn't match buyer journey stage)
Your Implementation Roadmap:
- Document your current process (what actually happens vs. what should happen)
- Define specific, measurable exit criteria for each stage
- Build nurture campaigns for prospects who stall or go cold
- Align content to specific buying stages and fill gaps
- Implement stage-to-stage conversion tracking
Key Insight: Most companies hire and fire marketing staff, jump between agencies, or increase ad spend without addressing the fundamental issue—lack of process structure that reflects their ICP's actual buying cycle.
Hosted by: Greater Gain Group and GrowDGtal, specialists in building profitable sales and marketing engines for B2B technology companies.
Stop wasting marketing dollars on activities that don't convert. Learn how to build a systematic approach that turns marketing investment into predictable sales conversations and shorter sales cycles.
Join us for practical frameworks, real implementation steps, and live Q&A to fix your lead-to-opportunity process once and for all.
LinkedIn | WEBSITE
LinkedIn Live Event April 3, 2025 - Create Your ICP Live!
The 120-Day Revenue Recovery Plan for B2B Founders: How to Fix Your Go-to-Market System Before Q4
Staring at flat revenue numbers and wondering what went wrong in Q2? You're not alone. Most B2B founders think their revenue problem is about leads, sales reps, or market timing—but 90% of the time, it's actually a broken system.
In this 30-minute power session, we'll cut through the guesswork and show you exactly how to diagnose and fix your go-to-market problems systematically. No fluff, no theory—just tactical fixes you can implement this week.
What You'll Learn: • Why your revenue problem isn't what you think it is (and the 3 system killers destroying your growth) • The 48-hour audit that reveals exactly where your sales process is broken • AI-powered tactical fixes to optimize follow-ups, call analysis, and content creation • A step-by-step 120-day recovery plan to turn Q3 and Q4 into your strongest quarters yet
Perfect for: Healthcare tech, fintech, and B2B SaaS founders who are behind on 2025 revenue targets and ready to stop hoping their way to growth.
The Real Talk: System problems can be fixed faster than talent problems. You don't need expensive consultants or new hires—you need to fix what you built. We'll show you how to identify confusing messaging, hope-based sales processes, and CRM graveyards that are killing your deals.
Your 48-Hour Action Plan: Day 1: Become your own prospect—sign up for your demo with a personal email and experience every friction point Day 2: Analyze your last 20 deals for patterns that reveal exactly where to focus your efforts
The 120-Day Breakdown: • Days 1-30: Fix your foundation (audit, identify bottlenecks, implement pipeline reviews) • Days 31-60: Build systems (document processes, create targeted messaging, clean CRM) • Days 61-90: Optimize and scale (AI integration, team training, process refinement) • Days 91-120: Accelerate growth (predictable pipeline, sustainable processes)
We'll also cover the metrics that actually matter: qualified conversations per week, deal velocity, pipeline predictability, and true CAC—not vanity numbers like impressions or engagement.
Bottom Line: Revenue problems aren't talent problems—they're system problems. The next 120 days will determine whether you end 2025 explaining missed targets or celebrating predictable growth.
Join us for real solutions, tactical implementation, and the accountability you need to turn your go-to-market system into a growth engine.
LinkedIn | WEBSITE
April 17, 2025
From Demo to Dollars: Mapping Your Customer's ACTUAL Buying Process
Stuck in an endless cycle of "great meetings" that never close? Your product isn't the problem—it's the massive disconnect between how you sell and how your customers actually buy.
Most tech companies optimize their sales process around their own convenience, not their buyer's reality. Result? Six-month sales cycles, stalled deals, and unpredictable revenue that keeps investors asking uncomfortable questions.
In this 30-minute masterclass, you'll discover:
The 5 Critical Approval Points Most Tech Companies Miss: • Technical validation (does it actually work?) • Security review (will this create vulnerabilities?) • Procurement approval (budget, contracts, vendor requirements) • Stakeholder alignment (who else needs to sign off?) • Value validation (will this deliver promised ROI?)
The Parallel Processing Strategy: Learn how to run security, procurement, and value validation simultaneously instead of sequentially—the key to slashing sales cycles by 30-50%. We'll show you exactly how companies are reducing 6-month cycles to 10 weeks.
CRM Transformation Techniques: Stop using your CRM as an expensive contact database. We'll reveal practical methods for turning it into a closing machine that predicts deal outcomes and identifies bottlenecks before they kill your deals.
Real-World Case Studies: • SaaS company that cut enterprise sales cycles from 180 days to 70 days • Security software firm that increased close rates by 40% without changing their product • HR tech startup that eliminated 80% of procurement delays
Perfect for: • Tech founders facing investor pressure about growth metrics • CEOs watching competitors close deals faster • Sales leaders tired of explaining why "sure thing" deals disappeared • Anyone with a pipeline full of stalled opportunities
What Makes This Different: No generic sales advice. We focus specifically on the complex, multi-stakeholder buying processes that plague B2B tech sales. Every strategy is designed for companies selling to enterprises with 100+ employees.
Bring Your Challenges: Come prepared with your specific sales bottlenecks. Our live Q&A will address real situations from real companies—no theoretical scenarios.
Bottom Line: Your buyers have a process. If your sales process doesn't align with theirs, you'll keep losing deals to "no decision" and competitors who understand how enterprises actually buy.
Join us and finally turn your "great meetings" into closed deals.
LinkedIn | WEBSITE
In general, most times, how you use something informs how you set it up. Therefore, you should strive to drive people to and through your website. It is also very important to align with your customer’s journey as they go from being aware of a potential problem/pain/challenge to the point where they buy something.
Having an effective website is critical in getting prospective customers and should not be overlooked. A website that is very simple, targeted, has a call to action, chat option, and internal pathways with group content will help you to grow and succeed.
Smaller, founder led companies are always seduced by the allure of big deals. But whether you are at an initial or critical stage, don’t spend all your time fishing for that one big customer or deal.
Early-stage companies always prefer being in ‘stealth mode’ when developing a product.
However, this is a bad idea because by the time you emerge from the bat cave, someone else who has been in ‘sales mode’ will have taken over your potential customers.
Part of being a successful growing business is hiring talent and letting them do what they are good at.
However, when it comes to salespeople, it is more advisable to get someone that not only gets you off the launch pad but also helps you develop your own talent.
Not working for free seems like a no-brainer, right? Not quite! As a growing company, this is a real struggle. Remember, working for free will not win sales.
A demo of your product or service involves investing time and money to put together.
If you’re going to do a demo, understand where your buyer is in their process.
Take the time to find out if your prospect has identified the problems they need to solve
You make a sale because someone has a need for the product/service you are offering.
So, instead of relying on procurement, rely on the person that actually needs and will understand the value (not the price) of the solution you are offering.
Start there!
The statement ‘Don’t pay people for things you don’t want them to do’ might seem obvious, right?
Think about this from the perspective of your compensation and bonus plans.
We all know that theyare absolutely critical for recruiting and maintaining good folks in an organization.
However, the adage Compensation drives behavior is true.
It is a common belief that RFP’s (Request for Proposal) are the way companies buy; and to close business, you need to participate. My answer: Maybe, but probably not! There are some organizations (primarily governmental entities) that handle purchases through RFP, but this is more of an exception than a norm.
Partners are NOT the quickest way to grow your sales revenue
Yeah, it’s hard not to think that recruiting partners is a hack for early stage or growing businesses.
But think about it, these “partners” are many times already selling something, maybe even something that competes with what you sell.
Growing your company requires confidence, NOT ego. At some point, you have to get smart people who are good at what they do, get out of the way, and let them do it. Know your role, and let great people do great work!
Being a product expert is NOT the job of your salespeople. Their job is to find out what challenge/need a customer is trying to meet and then work with a technical expert to match that with your product or service. In this podcast, we discuss the importance of having your salespeople actually sell!
Hiring sales people from a big competitor is a HUGE mistake. Not only for your company, but also for the salesperson themself. The skill set that makes salespeople successful in large companies is the exact opposite from what makes a salesperson successful in small companies.
If you still don’t understand your target market, you are NOT ready for salespeople. This may sound counter intuitive for sales, but this podcast will explain:
A company invests time and money in a customer, explaining a product or service. Then the price is exposed to the customer at the very end, only for the customer to say it’s way off their budget and walk away. Check out this week's podcast so you don’t make the same mistake.
An overcomplicated sales process can lead to lost sales and significantly lower revenue. Simpler is Better! Find out how you can fix this problem in your company in this episode titled: “Don’t Overcomplicate Your Sales Process”.
“The customer is always right” is an abused and overused statement. Taking a severe loss to please a customer can be very hurtful for your company. Learn how to negotiate a “Win-Win” scenario on this episode of “Seriously, Don’t Do That”.
Cold calling and emailing is an outdated and ineffective way to market your product/service. Learn how to better contact your perfect customer in today’s episode of “Seriously, Don’t Do That”.
How do you find the "Perfect Customer"? In this Episode I highlight simple tips to help your company find and sell to your ideal customer base.
The introduction podcast for our series “Seriously, Don’t Do That” is out now. In this short episode, I outline what “Seriously, Don’t Do That” is all about. Tune in next Tuesday where I will talk about the first DDT (Don’t Do That).