Joseph Flanagan

Knowing our clients are able to find this kind of value in the things we do is what we do this for.

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2🔑-- Alignment + Customer Obsessed The full SalesIntel.io podcast drops tomorrow but here's a sneak preview.... 🗝 Alignment You must get aligned on your metrics. If you're not all working toward the same goal, how can you expect success. 🗝 Customer Obsessed There are a lot of companies who talk about being customer-centric but do your action speak louder than your words. Can your customers articulate how you've delighted or exceeded their expectations? This will lead to referrals and help with partnerships! What is your favorite tip to unlock growth? #randispeaks #sales #GTM

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Cost of Customer Acquisition (CAC) out of control? I've been there. 😭 In 2016, my CAC was $20,000 and account. By 2018, it was $100,000!!! That's unsustainable. What did I do? I focused on the Denominator (costs using Zero-based Budgeting) rather than chasing $$$$ all day long (the Numerator). I turned -$500,000 EBITA into +$500,000 EBITA in 18 months. How, sales & marketing support #offshore Come to this LinkedIn Live (use the QR Code) and join me. I'll get super tactical on the Opportunity Cost and spread between North American costs vs. offshore. It's 🤡 CRAZY by the way! #webinar #event #sales #salessupport

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Let's say the Implementation team of a Benefits brokerage company wants to streamline its clients' enrollment and eligibility processes. They want to automate the flow of eligibility and enrollment data from their clients' systems to the respective carriers because manually preparing and moving this data currently takes a week's worth of someone's time for each client. They notice all their preferred tools have APIs. They heard that if there are APIs, then it can be automated. So, some brave soul on the team decides they'll tackle this process because their IT team is already bottlenecked with bigger projects. They start going through API Documentation, which then leads to: ↪ Google searches ↪ Out-dated forum posts ↪ Confusing programming YouTube videos. There is an easier way! Do you have some REST APIs from which you need to ingest data? We got you! Integrate.io REST API connector lets customers ingest data from any API endpoint/s in minutes! No, you need not be an engineering genius to use this low-code tool.

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It's crucial to navigate the fine line between letting go of unresponsive prospects and missing out on potential opportunities in the sales process. Curious about how to distinguish between the two? Dive into this insightful post by Caryn Kopp, Chief Door Opener®, for valuable insights. #saleseffectiveness #ghosting #prospecting

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Want to catch the WinsDay replay? Matt Calhoun and I chatted about... ➡ Pre-Sales Strategies ➡ Demand Gen: Avoiding Failure When Outsourcing ➡ First Go-to-Market: Pivoting Your Startup  ➡ SDR Success: Leaders' Role in Prospecting Some themes popped up.... ☑ being data driven ☑ getting your ICP right ☑ documenting your processes ☑ what does good like ☑ what clues does customer success tell us ☑ culture ☑ people first leadership ☑ know your worth (mindset) ☑ trust and candid conversations .....and so much more Check out the comments to catch the replay! #sales

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When my client Kerby came to me, he was looking for coaching to sell his software.   The story of what I showed him and how he QUADRUPLED subscriptions is wild:   Kerby Skurat is one of the best realtors in Minnesota.   But in doing so many deals buying and selling houses, he spent a ton of time on real estate contracts and offers.   He figured there had to be a better way.   There was - he found a way to automate the contract process so instead of taking an hour, it took 5 minutes, start to finish!   Thus, Click Contracts was born.   Kerby knew what worked for him could work for other agents too.   But he was unsure of how to go to market, how to generate perfect fit leads.   And he really wanted coaching on how to get them to see the value.   Here was this amazing platform that saved a ton of time, but Kerby needed a coach, guide and mentor to help deliver a Saas Sales process that worked. That is where I came in…   (this is very common - someone who is a sales expert in one industry can’t easily make the transition to SaaS - the sales methods that work are just different)   Only a handful of prospects signed up in the first month, and it was frustrating to Kerby.   He knew they needed this, he just didn’t know how to help them understand they needed it.   So he started working with me.   We implemented a go to market engine that started to click.   And a demo process that really got buyers emotional.   Then a closing process that made for quick sales (and large deals!).   Soon, Kerby had quadrupled the number of deals closed per month!   Just check that graph below.   Now Click Contracts is on its way to being a superstar product to watch out for.   Congratulations, Kerby and we look forward to helping you grow Click even more!   #SaaSsuccess #closedeals #mattschats

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Jason Goldsmith is an entrepreneur with 3 successful exits. He spent 20 years building CARCHEX before its acquisition last year. When building out a sales process, he looks to optimize for these three things: 1) SALES SKILLS Table stakes, sure. But the fundamentals are the fundamentals for a reason, and it’s no different in sales. Your team’s always got to be sharpening the axe to be among the best. 2) PRODUCT KNOWLEDGE Knowing your product in and out is crucial. Training, retraining—ongoing education helps sellers become experts in their product (and sometimes their field), which is often the difference-maker. But it doesn’t stop there. As Jason tells me: “It’s not just the knowledge of your product—it’s the knowledge of your competitors’ products.” 3) CONSISTENCY Yes, consistency in pitch and messaging is absolutely necessary. But so is consistency in your process. The best sellers are consistent in every facet of their work: - daily/weekly agendas - prospecting strategy - follow-up approach The list goes on and on. Talent, knowledge, consistency. The trifecta of sales success. Check out my full conversation with Jason on the CX Innovation Playbook Podcast. Link in comments.

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Ready to plan your business exit? Our guide covers setting clear goals, identifying buyers, and proactive tax planning. Achieve your ideal exit with LBMC. #BusinessExitStrategy #ExitPlanning #LBMC

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Sales Reps and CSMs should be paid CASH to make referrals to partners. Here’s why this is the BIGGEST missed opportunity in partnerships: Revenue is a team sport. Sales, Marketing, and CS get the support of the whole org to hit their revenue goals. Yet, Partnerships is the most cost-efficient growth driver of any business and gets almost NO support... Driving value TO partners is paramount to receiving value FROM partners. This fact only becomes more important as partnerships become more competitive. And there’s nothing more valuable to your partners than customer referrals. But, partner managers don’t have customer relationships. Do you know who does? Sales and CS. But these client-facing folks are (almost) never incentivized to make partner referrals. They’re totally cut out of the partnerships process unless someone is tapping them on the shoulder asking for a customer introduction. This is a HUGE missed opportunity. Whether you like it or not, these folks are the most coin-operated in your business. A common objection to this I hear from executives is: “But I don’t want them distracted from their main jobs” That’s completely misplaced. It’s an excuse for maintaining the status quo. The partner programs I’ve seen incentivize reps have thrived. The more referrals you send to partners, the happier they are, and the more they send back (in multiples, I might add). It’s a no brainer. Everyone wins. Stop playing the game on hard mode.

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Here's the hard truth: if you're not selling as much as you should, it's because you lack credibility with your prospects. We trust people we see, know, and learn from. Cold calls and emails alone just don't cut it anymore. It's time to embrace the power of social media and establish yourself as a trusted authority in your field. The Social Media Sales Academy is designed specifically for insurance advisors like you! Whether you’re P&C, EB, Life, or an industry partner, this academy is for you. It’s a live 6-week virtual course starting May 1st. The Academy will provide you with a modern blueprint. Led by Andy Neary, this course will empower you with the skills and strategies you need to effectively leverage LinkedIn and social media content to build relationships, showcase your expertise, and convert prospects into clients. Limited spots available, so don't wait! Click the link to secure your spot! https://lnkd.in/gZqp-5UZ #InsuranceAdvisors #SocialMediaSales #LinkedInMarketing #SalesSuccess

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Great episode with my guy Doug Landis on The Transaction. It's a mindset change for many reps, but the idea is lead engagement with buyers with a hypothesis on what's happening in the market and their business. Net-net: Earn the right to pitch.

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Prospecting is the lifeblood of sales. Yet, it is one of the most dreaded tasks! Contact us at Sandler Training DTB in Indianapolis to learn a system on how to formulate successful prospecting strategies that will fill your pipeline, leverage technology, and set better sales appointments: https://hubs.la/Q02B1BXZ0 #salestraining #SandlerinIndy #SandlerTraining #prospecting

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After spending years with Hubspot and seeing 22 price increases over that time, our investor club is planning to leverage this CRM tool instead going forward. I keep hearing great things, and if anyone else is looking to simplify life, keep CRM costs in check, etc., here is our affiliate link/code for it to check it out - https://lnkd.in/ganxHsW3 Our goal is to get things dialed in there through May, so keep in touch if you end up doing the same. #CRM #marketing #sales #investors #scaling

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Before you start finding referral partners (doctors, trainers, etc) make sure you set this up at your clinic 👇 A process to complete the following within 24 hours of the referral taking place - Contact the patient - Verify their insurance - Input the patient into your system - Schedule them The LAST thing you want is someone to send you 10, 20, or even 30 referrals in a day and you can't handle the volume. TLDR: Make sure your new patient process is streamlined so you can handle big referral numbers every single day. Justin Stiver and The Total Therapy Florida team are masters at this. #physicaltherapy #healthcare #healthcaretechnology #occupationaltherapy

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