RevelUp Advisors

Hey sales folks - prospecting in August is hard.. so try to make a few friends. Your prospective buyer is working, but they too are trying to enjoy the last moments of summer and managing their team's PTO schedules. So instead of barraging them with calls and emails for a demo, offer them something of value and make a friend (i.e. industry report, AMA day, happy hour etc). Remember that people buy from people and August can be a great way to enhance your personal brand with prospects by giving not taking. #sellhuman #b2bsales #biz #GTM PS - this biz markie single was one of the fist cassette tapes I bought with my own money back in 89... nearly 35 years ago.

Are your Enterprise deals stalling due to the 'market' or your sales tactics? Market conditions play a role, but so do the right questions and strategies. Here's how to address those deals stagnating and ruining your forecast accuracy.. ❓ Ask why committed deals aren't closing. Identify and address pitfalls early to alleviate late stage resets. 📋 Have sales teams present deep dives on stalled deals to sales leadership. This often reveals overlooked issues and creates new ideas to drive success. 🔍 Examine if your deals are single-threaded. Most stalls stem from this bc we rely upon our champion vs. creating a team of supporters. 🔀 Ensure executive alignment. Multi-threading should involve your entire team and the client's team. Getting to the economic buyer earlier in the sales process is key. 💰 Present the buyer's challenge and your solution's impact clearly. Emphasize the cost of inaction. Enterprise sales is hard; clients are busy and have competing projects, initiatives, and resources. Taking the above steps will help increase your close % and help revenue attainment. #revelup #GTMStrategy Patrick Sheehan Mike Gesnaldo

🚀 Just launched: The latest episode of the Cyber Go-To-Market Podcast features an insightful conversation with Patrick Sheehan, Founder at RevelUp Advisors. This episode is packed with valuable insights on navigating the complex world of cybersecurity sales and marketing. Here are three key takeaways from our discussion: 🔹 The Power of Authenticity and Trust: In an era where AI is increasingly shaping our interactions, the authenticity and charisma of a company's leadership remain crucial for building trust and engaging both employees and customers. 🔹 Targeted Approaches and Better Lists: For SDRs and BDRs, having access to warm leads and leveraging market intelligence are essential. A more targeted approach in campaigns significantly enhances success rates, and Patrick shares specific tactics to achieve this. 🔹 Customer-Centric Sales Training: Effective sales training should prioritize outcomes for clients rather than merely focusing on product features. Aligning product management with sales and understanding the value proposition from the customer's perspective can drive better market messaging. Don't miss out on these insights! Listen to the episode now and let's continue the conversation. #Cybersecurity #SalesStrategy #Podcast #GoToMarket #CustomerCentric #Networking #SalesTraining 🔗 https://lnkd.in/dH4ujZ_z Watch it on our YouTube Channel here https://lnkd.in/gtCfyxC8

Hello Network, A couple of startups I am advising for are looking to hire some key roles (NO RECRUITERS PLEASE). If any of these interest you, please shoot me a message. Seed round in the AppSec space: Head of Marketing – The ideal candidate here would be on the East Coast with a strong background in Product Marketing.  This would be the initial marketing hire for the organization. Series A – Exposure Management, Prioritization and Remediation: Strategic Account Executives: New England, NYC, South East, North West, South West and Central Territory Account Managers: New England, NYC, South East, North West, South West and Central VP Marketing – This role would stitch together the existing product marketing, digital, PR, and demand generation strategy and bring it to the next level Head of Demand Generation - Bring in and execute the strategy SDR Leader – Bring in process/strategy and build a team of 2-3 SDRs to start then expand in 12 months SDR – Previous SDR experience is a must

End of the year = Close whatever you can.. but don't forget about the importance of Time to Value. To ensure a happy client and have a plan for your customer to realize the value of your solution early in 2024! The revenue model breaks down if you are only focused on selling and omitting the value realization phase. #revelup Patrick Sheehan #b2bsales #gtmstrategy #2024planning #customersuccess