Stanislaw Wasowicz

I stood on stage at SaaStock US last week to present 'Six ways to help your sales team close more deals this year'. Here is what I shared: 1. Focus on the follow ups In my last company, the conversion ratios of prospects who were in their 2nd, 3rd ,or even 4th cycle with us, converted at a significantly higher clip each time round. Summary? Timing is everything, but you need to create awareness first. Fortunes are made in the follow ups. Get your reps to focus on 'Closed Lost' opps before they focus on new prospects. 2. Four killer question deal scorecard Do they have a problem? How big is the problem? Are they motivated to solve that big problem now? Do they understand why you are best to solve it versus the others? Simple sales deal qualification, but its staggering how much time is sank into deals where those questions simply aren't answered. Get your reps focused on the deals where they are answering 'Yes' to the above questions, and less time focused on the deals where the answer is 'No'. 3. Create 'What I heard you say' and 'I will show you today' slides for their demos. Use these before the demo or at the start of each call in the deal cycle. Show the prospect you have listened and that you understand their problems (the first slide should basically provide the answers to the 'Four Killer questions'). Then show them the 3 or 4 things you will focus on during the demo. Don't stray away from the 3 or 4 things on the 'I will show you today' slide. Prospects will love you for this. 4. Start with the money shot. Make sure your reps are starting their demos with the big head turning feature your prospect will most care about. Get them excited from minute one versus waiting ten minutes to get there. Simple. 5. Creative deal structure. Prospects crave this in today's economy more so than ever. Move away from rigid contract terms. -Incentivise early renewals by giving additional users at a discounted rate for a short period of time. -Leverage buy-outs to get commitment, where you are dealing with an incumbent vendor with time left on their contract -Create 15 month subscriptions with break clauses after three months, Meaning you can do 'paid pilots' but you're only having to sell the deal once versus twice. Get creative and make it easier for people to buy from you. 6. Double down on coaching. Your sellers are 33% more likely to hit their quota if coached. Companies with dynamic coaching programmes achieve 28% higher win rates. 82% of sellers want MORE than they are getting today. Struggling to do this effectively? Ask me how we can help.

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A robust Preboarding process can improve new hire retention by up to 82% 🔥 In this article, we’ll take a closer look at Preboarding, how it differs from onboarding, why it is essential ➕ how HR teams can create an excellent Preboarding process: https://aihr.ac/3KoAP6Z 📌 #HR #HumanResources #Preboarding #Hiring

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2024 SaaS Salary Report 💰 Is the war for talent being lost in Europe?   More than just a Wake-Up Call.   The Grey Matter Recruitment 2024 SaaS Salary Report reveals significant salary differences between the US 🗽 and Europe 🇪🇺, especially in leadership and technical roles.   Even without bonus payments, there is a gap of up to 90% compared to the US in some sales roles, especially in sales management. 😱   Why is this the case?   From my perspective, there are four main reasons:   Culture and Structure: US companies pursue a "pay-for-performance" culture and invest aggressively in their employees. In Europe, salary structures are more homogeneous and regulated.   Education and Talent Pool: The US attracts top talent from around the world, driving up salaries. In Europe, the job market is more fragmented.   Market Size and Strategies: The US market is larger and more competitive, necessitating aggressive salary strategies. In Europe, different languages and regulations complicate expansion.   Funding: US startups have easier access to venture capital and can afford higher salaries. In Europe, the funding landscape is more fragmented.   What does this mean for Europe?   1️⃣ Brain Drain: Highly qualified professionals sign on to the US SaaS preferred. 2️⃣ Slower Growth: Limited funding opportunities hinder innovation & growth. 3️⃣ Recruitment Challenges: European SaaS struggle to attract top talent. 4️⃣ Market Fragmentation: Different & hindering regulations and cultures reduce competitiveness. 5️⃣ Lower Risk Appetite: Fewer investments in disruptive technologies. Yes, Europe is different. But we should not take this for granted.   We must be able to compete globally. Whoever has the best talent wins.   Over the past few years, I have recruited many sales professionals and interviewed even more. Impact and performance-related compensation is always a key decision factor –   Money isn't everything, but it's all about money.   Companies and policymakers must create better conditions to enhance Europe's attractiveness as a hub for top talent and innovation – also and above all for sales!   How can we collectively strengthen Europe's position in the global market? Share your thoughts! 👇   #SaaS #Sales #Salary #EuropeVsUS #Competition #CROMastersAi Download Link: in the comments Pic: created by Midjourney

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Wondering why your sales aren’t closing faster? 🤔   In just a few minutes, unlock the secret that’s already revving up sales teams around the globe:   🎯 Solution-focused selling simplified 🏎️ Turbocharge your deal-closing time 🥇 Strategies to stay ahead of the curve   Ready to leave those long deal-closing days behind? Hit play and watch your sales soar! 📈   And if you're looking for that winning edge, follow us for more insights that could revolutionize your sales journey. Let's close deals at the speed of light! 💼✨   #SalesAcceleration #SolutionSelling #DealClosing #SalesStrategy #SalesTips #BusinessSuccess #smallbusiness #businessgrowth #bixpand Bixpand.ai SD (Sudipta Das) V J Miral Patel Krunal Sagar Ayushi Gajjar

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Day three of RevOpsAF 2024 and I was privileged to host “Blood, Sweat & Sales People: Confessions from the Rev Ops Frontline”, a speaking panel on change, efficiency, and scalable growth with special guests Ayelet Germanski and Amie Weizer. We had a very interesting conversation around challenges with creating efficiencies and driving scalability and there were great questions raised by the audience. A big thank you to the Rev Ops community who have signaled their interests. These were some of the discussion points: > Adapting to change, and specifically the tail end of change: all the processes that need to be put in place “by Monday”. > Making sure you have Executive Sponsorship and encouraging communication from leadership on the change needed. > Converting “Negative Nellys” into champions (spoiler: make sure they get heard). > Approaching challenges with a ‘Failosophy’ that it’s OK to fail, but fail fast, and use the learnings to pivot. > Getting onboarding right, reducing manual work, and helping create a better Sales Experience and Customer Experience. Tune in next week when we will post the recording of the full session. If you want to learn more about how DealHub CPQ can help your company make GTM execution efficient and scalable, visit us here https://lnkd.in/d_7pJuGw #revops #sales #gtm

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Today we are announcing 2 things. First, that we raised £1,000,000 investment from Emerge and Revenue Syndicate. Second, that we have had enough... We have had enough of incredible Enablement people being fired. We have had enough of Enablement functions having to justify their existence. We have had enough of Enablement Software blaming vendors for not seeing results. It’s time for a change. Replicate Labs has changed role-play from something reps shudder at the thought of, to something materially useful. We have enabled feedback and coaching on-demand without destroying managers time. Now it’s time to connect the enablement-world to the real-world and measure, prove and inform real business impact. ROI has become a buzzword, shrouded in confusion and conflating product usage with business value. ROI cannot be measured in some made up metric that’s put on a slide at renewal time. ROI is very simple… you buy software to do a job, does it? In our world, that means: 1) Do people actually practice and improve? 2) Do they take that skill to the real world and use it with actual clients? 3) Does that make a difference on call outcomes? 4) MOST IMPORTANT: Does it improve a KPI you care about regardless of the software? Does it get you more meetings, more pipeline, more money. It's time to start demanding more from your software providers: demand evidence that it works—not just usage, sentiment, or exciting roadmaps, but simple, clean, undeniable evidence. Welcome to the team Emerge and RS, we’re super excited to work with you to make the function, people and impact of enablement the main driver of growth at any business. P.S. The investment is a major milestone in our startup journey. Even though the post is more about our direction and POV, I want to shout out to my partner Alex Berezovskiy, our advisors Al Newman and 🦖 Hector Forwood 🦕, our original investors Al (again) and SFC Capital and our newest team member Alpesh K.. I love working with you all, thank you for everything you have done to get us here.

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Here is one of the most successful strategies that helped my teams book meetings with C-level First, we did the usual Cadences with cold calls, emails and LinkedIn messages, videos & voicemails With one twist: We asked a lot of people for referrals But not the usual way How we did it before: Reach out to a person who has an interesting contact on LinkedIn And ask: "You are connected to person X. Can you give me an introduction to that person?" My experience with this approach usually was that the people needed to do too much work and often did not act Even if I sent them an email template So we were looking for an easier way And started to ask: "I saw you are connected to person X. Would you be opposed if I send that person your best wishes? I plan to reach out and discuss Our offering with them." A simple "No" does the trick (got that from Chris Voss) The reply rate was much higher than before Then, I would write the following email: -- Subject line: Greetings from Andrea Dear Lucas First of all, I would like to send you a very warm greeting from Andrea. We were thinking this topic could be interesting for you as well: e-Learning platforms we work with struggled with the automated evaluation and feedback on answers for open-ended exercises Evaluating hundreds of such exercises efficiently is difficult. GPT, by itself, falls short as adjusting the prompt won't ever get you to >90% accuracy. Taskbase developed an AI-Engine capable of evaluating vast numbers of student responses to open-ended questions with a method that adheres to predetermined learning goals. Teachers save time evaluating responses, and students engage in analytical thinking, improving learning outcomes by 1.8 times. Interesting enough to discuss? Best regards from Zurich Patrick -- The best way to use that email is with referrals from existing clients or prospects But you can do this with all kinds of people And adjust the email accordingly PS: Many other people also reported success with that approach - give it a try

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It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://lnkd.in/gZ7qQftm #salesenablement #change #saas

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Quick. Time is ticking. You start a new role in RevOps. How can you prove value for the RevOps team? in 90% of the cases, you want to support sales first. Sure, Customer Success & Marketing are important but the value generation for those teams takes much longer. Marketing campaigns show value often after 6+ months CS you are linked to renewal cycles. Both, have longer durations than even the longest sales cycle. Sales is the best starting point to show value for RevOps. The carousel shows 5 quick wins that help sales. Each has an implementation time of under 1 month. Some might appear basic, but you would be surprised how many don't have them. (Most in my LinkedIn RevOps network work for more advanced companies. Congrats folks, but you are an outlier! A positive one :)) Do you have any quick win to share?

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Marketing budgets are being cut yet again. Hiring freezes are everywhere. Managers can't get approval to replace the headcount that just left. BUT marketers need to produce just as much as ever, faster than ever. Finding those little pockets of efficiency and productivity gains just became super important. A Marketing Resource Management platform gives everyone time back in their day with features including: - Automatically turn briefs into projects for those BAU requests - Re run past projects with a single click for those rate and date changes - Automatically create tasks for the design team based on the assets requested - Submit, mark up and approve assets in batches - Simple visibility of committed tasks and estimated effort per team member to see the remaining capacity to meet new requests - Built in workflow SLA's and auto reminders help keep approvals on track - WIP status, notes and report to keep up to date on projects So if you can't hire more people or want to prove that you do need more headcount, then admation - project & approval management software MRM is the platform that helps you work faster and smarter. https://lnkd.in/gQagrSEm Simple Marketing Solutions #marketingresourcemanagement #mrm #marketingoperations #marketingenablement #martech #marketing

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How to Predict Your Customers' Next Moves Without a Crystal Ball Ever find yourself wishing for a crystal ball to see what your customers will do next? Let's get real—you don't need one. What you need is a powerful tool from the world of data science: Propensity Models. 🚀 Unlock the Power of Predictive Analytics Propensity models are not just statistical tricks; they're your gateway to understanding and anticipating customer behavior. These models use data to predict how likely your customers are to take a certain action, whether it’s making a purchase, subscribing, or churning. 🎥 Catch Our Latest Video Dive into our newest video where I break down how to build a propensity model from scratch. We’ll walk through a real-world application that shows not just how to set it up, but the phenomenal impact it can have on your business. 🔗 Series Continuation Alert! This video is the third installment of our insightful series. Missed the first two? No worries! Head over to our YouTube channel where you can catch up and get fully up to speed. Make sure to subscribe so you don't miss great videos like this one: https://bit.ly/3JPgtUm #CustomerInsights #PropensityModels #DataAnalytics #PredictiveAnalytics

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Today's B2B seller is supported by presales teams, solutions experts, sales managers, sales operations, technology experts, delivery teams. I believe these all these supporting roles are going to get rapidly disrupted. Here's our 10 point coaching blueprint for a full-stack seller (we call them sales engineers). 𝟭. 𝗦𝗮𝗹𝗲𝘀 𝗠𝗮𝘀𝘁𝗲𝗿𝘆: Understand the art and science of selling to connect authentically with customers. 𝟮. 𝗖𝗼𝗽𝘆𝘄𝗿𝗶𝘁𝗶𝗻𝗴 𝗦𝗸𝗶𝗹𝗹𝘀: Hone your ability to craft persuasive and impactful messages. 𝟯. 𝗠𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀: Learn the principles of marketing to create compelling strategies that drive engagement and growth. 𝟰. 𝗛𝘂𝗺𝗮𝗻 𝗡𝗮𝘁𝘂𝗿𝗲 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱𝗶𝗻𝗴: Study human behaviour to better relate to and influence others. 𝟱. 𝗖𝗼𝗴𝗻𝗶𝘁𝗶𝘃𝗲 𝗕𝗶𝗮𝘀𝗲𝘀 𝗞𝗻𝗼𝘄𝗹𝗲𝗱𝗴𝗲: Recognize and navigate cognitive biases to make better decisions and improve interactions. 𝟲. 𝗡𝗲𝘂𝗿𝗼𝗽𝘀𝘆𝗰𝗵𝗼𝗹𝗼𝗴𝘆 𝗔𝘄𝗮𝗿𝗲𝗻𝗲𝘀𝘀: Explore the workings of the brain to enhance your understanding of thought processes and behaviour. 𝟳. 𝗘𝗺𝗼𝘁𝗶𝗼𝗻𝗮𝗹 𝗧𝗿𝗶𝗴𝗴𝗲𝗿𝘀 𝗘𝘅𝗽𝗲𝗿𝘁𝗶𝘀𝗲: Identify and leverage emotional triggers to create meaningful and motivating experiences. 𝟴. 𝗣𝗵𝘆𝘀𝗶𝗰𝗮𝗹 𝗠𝗼𝘃𝗲𝗺𝗲𝗻𝘁 𝗮𝗻𝗱 𝗧𝗿𝗮𝗶𝗻𝗶𝗻𝗴: Incorporate regular physical exercise to maintain high energy levels, improve mental clarity, and manage stress effectively. 𝟵. 𝗦𝗮𝗹𝗲𝘀 𝗧𝗼𝗼𝗹𝘀 𝗣𝗿𝗼𝗳𝗶𝗰𝗶𝗲𝗻𝗰𝘆: Become adept at using modern sales tools and technologies to streamline your workflow, analyse data, and enhance your overall efficiency. 𝟭𝟬. 𝗜𝗻𝗱𝗶𝘃𝗶𝗱𝘂𝗮𝗹 𝗕𝗿𝗮𝗻𝗱 𝗕𝘂𝗶𝗹𝗱𝗶𝗻𝗴: Develop and maintain a strong personal brand to differentiate yourself and build trust and credibility with clients and prospects. ⏩What others can you add?👇 #salesengineers

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I mean, we’re not saying employer branding is the magic antidote to all your HR problems, but… Our motto is that employer branding is a business solution to a business problem. It’s not just a “nice to have” - it should actively address your key talent challenges and deliver tangible results. Email your HR headache to hello@employerbrandingaustralia.com and we’ll reply with a free guide that can help solve your talent challenge. #HRHeadache #EBSolution #HRchallenge

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RevOps doesn’t just give a weather report, it tells you what to wear, how to prepare, what weather is coming in a week or a month or a year, and maybe even how to change the weather. Rev Ops should be a strategic function in the organization that does more than just report on what’s already happened. ➡ Companies that invest in RevOps report 10-20% increase in sales productivity (Boston Consulting Group). ➡ Companies that deployed RevOps grew revenue 3x faster than those that didn’t (Forrester). ➡ When companies aligned people, processes, and technology across their sales and marketing teams, they achieved 36% more revenue growth and up to 28% more profitability (Forrester). ➡ A RevOps approach can decrease rep time spent on each sale by up to 4 hours (Imagine Business Development) At Problem-Market fit, RevOps is more ad-hoc. They provide department-level data that can inform decision making like which segments or campaigns to invest in more. At Product-Market fit, RevOps starts to get more aligned. Each department should have its own ops team, but the company also needs to have a shared understanding of the data that crosses sales and marketing silos. At Platform-Market fit, RevOps should be centralized as a strategic leader and driver of coordinated decision making across GTM teams. There is an executive-level RevOps leader with shared systems, processes, and data. RevOps is informing some of the most strategic investments the company makes. RevOps is critical to building, operating, and optimizing your revenue factory yet it is the most incorrectly and/or underutilized role on the GTM team for many. I have seen this in action at every level and the insights from GTM Partners are spot on here.

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RevOps doesn’t just give a weather report, it tells you what to wear, how to prepare, what weather is coming in a week or a month or a year, and maybe even how to change the weather. Rev Ops should be a strategic function in the organization that does more than just report on what’s already happened. ➡ Companies that invest in RevOps report 10-20% increase in sales productivity (Boston Consulting Group). ➡ Companies that deployed RevOps grew revenue 3x faster than those that didn’t (Forrester). ➡ When companies aligned people, processes, and technology across their sales and marketing teams, they achieved 36% more revenue growth and up to 28% more profitability (Forrester). ➡ A RevOps approach can decrease rep time spent on each sale by up to 4 hours (Imagine Business Development) At Problem-Market fit, RevOps is more ad-hoc. They provide department-level data that can inform decision making like which segments or campaigns to invest in more. At Product-Market fit, RevOps starts to get more aligned. Each department should have its own ops team, but the company also needs to have a shared understanding of the data that crosses sales and marketing silos. At Platform-Market fit, RevOps should be centralized as a strategic leader and driver of coordinated decision making across GTM teams. There is an executive-level RevOps leader with shared systems, processes, and data. RevOps is informing some of the most strategic investments the company makes. RevOps is critical to building, operating, and optimizing your revenue factory yet it is the most incorrectly and/or underutilized role on the GTM team for many.

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Drumroll, please! 🥁 Our latest product release has arrived, packed with features aimed at streamlining recruitment and giving hiring teams the tools they need. Here's what's in store: 🔹 Seamless Integrations With Slack and Teams Get real-time notifications and quick action links right where you need them—inside your favorite apps for communication and task management. 🔹 Supercharged Screening Efficiency with Conditional Questions Customize your screening process based on candidate responses, making decision-making faster and more efficient. 🔹 Advanced Skills Taxonomy & Data Analysis using SmartAnalytics Access a vast library of skills and occupations for advanced reporting and filtering capabilities. We've also added some extra delights like the New Applicant Portal, Enhanced Data Validation, and AI-Driven Campaigns to make life easier for both candidates and recruiters. For all the details, be sure to head over to our What’s New page to see what's cooking behind the scenes! ✨ https://lnkd.in/d2-zBGEc

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Outbound is moving in a new direction and revenue teams must keep up or get left behind. UserGems 💎 asked 100+ SaaS revenue leaders to weigh in on what's fueling their pipeline generation, what's breaking down, and how to navigate the road ahead. #marketingops #saasfounders #ceo #entrepreneurs #startupfounders #ai #playbook #techstack #bestpractices #expertadvice #b2bmarketing #saasmarketing #softwareindustry #softwarecompanies #outboundmarketing #saas #marketingtactics #marketingstrategies #cmo #marketingadvice #personalisation #marketingstrategy #marketingtips #growthmarketing #marketingdata #marketingpersonalization #martech #marketing2024 #marketingai #aipowered #aienabled #outboundstrategy #marketinginsights #saasbusiness #saasstartups #saasproduct #customervaluecreation #productvalue #valuecreation #successstrategy #gtmomentum #gotomarket #earlystagestartup #revenueboost #monetization #revenuegeneration #productgrowth #customerengagement #customeracquisition #gtmmotion #gtmplays #customerintelligence #marketingintelligence #gtmstack #revops #revenueoperations #revenueenablement #salesenablement #signalbasedselling #revops #revenueteams

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👀 Hey! Have you seen that Teamdash is included in the most recent Sifted HR tech briefing? We made the shortlist of early-stage HR tech startups to watch! We're among a list of great companies that help HR professionals manage and automate repetitive tasks, speed up the recruitment process with effective screening and interviewing solutions, remove bias from recruiting and make analytics less complex. And we don't stop here! P.S. Find the link to the full list in the comments. #HRtech #recruitmentsoftware #recruitmentsolutions

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HireClix Partner Webinar: Indeed's Smart Sourcing Solution for 2024 Register Today: https://lnkd.in/efQ4Cbhi Join HireClix and Indeed to learn more about the enhanced value of Indeed's Smart Sourcing solution. Smart Sourcing utilizes a matching-led design that surfaces quality candidates directly to you. We will focus on how the solution has been built for faster, smarter, and more efficient sourcing on Indeed. As well as demonstrate how to incorporate the new Smart Sourcing functionality into your work stream in the most effective way. Giving you much-needed time back into your day. #Webinar #SmartSourcing #Indeed

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