Courtney Cavey’s Post

Your product demo dazzled them. Your pitch was perfect. Yet they still said no. Why? The real magic happens before you ever enter the room. Swipe through for our 5-step pre-sales strategy that's helped tech companies boost conversion rates by up to 40%. No smoke and mirrors here – just a battle-tested framework to turn skeptics into believers (and believers into customers). 👉 Which step do you think most tech companies overlook? Share your thoughts below! #PreSales #TechSales #SalesStrategy #B2BTech

Fellow founders: If you are engaging in many PoCs (POISONs of Company), it is a death sentence for your business—even if the PoCs are paid. Here's why: * 90% of PoCs lead nowhere. Most of the time, you're wasting effort and spinning your wheels, chasing customers to sign contracts. In some cases, it might take years, and more often than not, it will never happen. This is a surefire path to failure. * Furthermore, PoCs rarely lay the groundwork for scalability. Essentially, you're undertaking one-off projects that don't contribute to scaling your business. In other words, you're focused on custom work rather than building a product-based company. * Moreover, if your customers are asking for more PoCs, that means  you're developing a "nice-to-have" product (and not a hair-on-fire product), the likelihood of failure increases significantly. You have to rethink your product offerings. How to Say No to PoCs? Consider this scenario: a major company proposes a PoC with you, promising $10 million in ARR within the next five years and suggesting potential network effects. While the prospects may seem promising, however in reality, that is not how it ends. Here's how you can tactfully decline a PoC with a major client: * Offer a demo instead. The goal is for them to be awed by your demo. If they are not impressed by  your demo, judge whether they are your ideal customer profile (ICP) or if your product needs refinement. * If they love your demo, encourage them to sign an upfront contract that includes a 1-3-month money-back guarantee and commitments to improve the KPIs most crucial to your major customer. This approach ensures that time is of the essence and urgency is established for both parties. * Remember, your success hinges on saying "no" 90% of the time and "yes" just 10% of the time. #sayNoToPOCs

Ya'll know I stalk LinkedIn like an lion tracking it's next meal. And I found a winner. Dimmo 🦖a startup by Sarah Brazier. What's so special about Dimmo? Here's their value prop: Watch SaaS demos without jumping into sales cycle. Here's why I think dealers will love it, they can see a platform in action on their own time without setting up a meeting, They have a cool AI search feature, where you simply put your problem in and have a list of customizable software demos- auto populated to match your problem. For vendors, you can have deals thrown in their lap without outbound. No more gatekeepers, demo chasing, making prospects jump through hoops and both parties spending valuable time just to learn if it's a fit or not. They have a free packackge for startup SaaS. I have zero stake in the company and not getting paid to post this. Just sharing the love. Here's the link: https://www.dimmo.ai/

📓 STARTUP CHRONICLES #12 We faced a challenge this month with deals stuck in the Sales Pipeline, leading to a bottleneck of new Demos without converting Proposals. To tackle this, we decided to try the following: 1. Postponed Demos in AE calendars, prioritizing those with ideal timing and relevant decision-makers present. 2. Curated a "hit list" of deals with potential for closure this month. 3. Initiated a call sprint, focusing on: - Evaluating perceived value - Asking if they are evaluating competitors - Offering priority booking for onboarding sessions 4. Follow up email with a document including: - ROI QUANTIFICATION slide - COMPARISON CHART vs. competitors slide - ONBOARDING PLAN slide The result? In just 24h, we drove the pipeline forward securing +3K€ MRR What is your strategy to push existing pipeline? #SalesPipeline #StartupStrategies #SalesAcceleration

🎉 Big shoutout to Clay for delivering this cool personalized gift box all the way from the US to India! 🚀 Thrilled to partner as a clay creator and revolutionize GTM automation together. I've been personally leveraging clay within Xeno's sales function to boost quality lead flow and have been able to visualise good results very quickly. What stands out most is Clay's 75+ easy to use integrations alongside their utmost dedication to building a supportive and valuable community. Receiving this gift box from Clay isn't just about the cool swag – it's a testament to how they've redefined the game for business teams across the globe. Success still demands solid GTM fundamentals and a deep understanding of your customers' needs. If you focus on the essentials, you can turn a whole week of SDR work into one productive day with Clay. 👉 Want to test it yourself? Use the link in the comments to get 3,000 Clay credits. How can I help you... - Connect with me @Neeraj to teach you how to get the best out of using Clay - Need advice on scaling your startup? DM if you’re interested in unblocking any GTM and growth challenges you are facing, happy to assist. Special thanks to Peter Kang, Lele Xu, Varun and team behind the scenes 🙌 #Clay #ClayCreator #GTM #GTMAutomation #Sales #SalesAutomation #MarketingAutomation 😎

In the last 6 weeks, we've had >90+ meetings with SaaS founders, executives & investors Everyone's hyped up. The feedback is nearly unanimous: - It’s a great idea - It doesn’t exist - They love it - It’s useful - They want to use it - Our GTM strategy is savage - The TAM/SAM is massive - The opportunity is huge - We’re the right team to do it - Our approach is awesome - They’d give us the money if they had it - The future is face-to-face You’ll be hearing this a lot: “The Future Is Face-To-Face” – but what does it mean? It means that in 6 short weeks, we have: - nearly 50 SaaS companies signed-up for our pilot, - 3 pre-sales (pre-product) - 36 investor meetings booked – 6 in the process – 1 angel closed, - 1 integration completed (Subpage), - 2 distribution expansion partnership opportunities out of our initial niche, - Prototype is fully functional (if you head over to Face2Face.io, submit the form & wait 60 seconds – I might pop-up live in front of you & show you what it’s all about) Cool, so what’s everyone so excited about? Well... (it's starting to sound kitch, but...) The future. They're excited about the future. The future is Face2Face.io Angel-round is now open. Here's my Calendy: https://lnkd.in/gHx3PNWX (shoutout to #BlumaZeigarnik, Nick Kozmin & Tai Lopez)

Mistakes taught me what success never could And trust me, I made a lot of them I spent months listening to sales gurus Their advice sounded amazing(And it was) Until I tried it And realized that there is much more to it So, I stopped following and started experimenting — I tested outreach styles — Tweaked my offer — Personalized every message — Used different tools and lists More execution Less preparing It wasn’t pretty, but it worked Now, PlugMeLeads helps SaaS businesses book 20-40 demos monthly Mistakes are expensive to teachers, but they are worth every penny. What’s the hardest lesson you’ve learned in business? Drop it below—let’s learn from each other.

🚀 Unlock Tech Growth in 90 Days with This Partnership Blueprint from our Expert guest, Jinesh Patel, Co-Founder at UptimeHealth 🚀 Days 1-30: Partnership Launch & Familiarisation ☑️ Product Demo Rollout: Schedule in-depth demos to get all partner sales teams acquainted with the product’s core benefits and use cases. ☑️ Sales Enablement: Provide partner reps with FAQs. Days 30-60: Co-Marketing & Market Positioning ☑️ Go-to-Market Campaign Planning: Collaborate on a co-marketing strategy with clear goals.  ☑️ Content Alignment: Align messaging across blogs, white papers, and social posts. ☑️ Joint Marketing Metrics: Define key metrics. Days 60-90: Sales Alignment & Client Engagement ☑️ Buddy Calls: Conduct “buddy calls” between partner sales teams to observe your reps in action.  ☑️ Early Customer Wins: Focus on gaining a few early customer successes. ☑️ Accountability & Checkpoints: Set up a 6-month revenue milestone as a checkpoint. Ready to transform your growth strategy with a well-defined partnership plan? Drop a 👇 comment if you think this approach could work for your company! #TechGrowth #Startup #Strategy #Sales #Partnerships #GrowthBlueprint

Validation or sabotage? As the founder of a new SaaS company, I've been surprised by the sudden interest from competitors who want to demo PrimeRFP. It's tempting to brush them off, but I believe it's crucial to take a step back and consider what they're really after – and how we can use these opportunities to our advantage.   I get it – as someone who's been on both sides of the fence, I've had my share of competitor demos too! But here's the thing: when a competitor takes the time to explore PrimeRFP (or any other product), it's a validation that we're onto something. It shows they recognize our value and want to understand what makes us tick.   So, how do you balance being open and protective of your IP? For me, I'm transparent about what we'll cover during the demo, ensuring it's a high-level overview of our product's features and benefits. This way, our competitor can get a sense of how PrimeRFP solves problems for customers, without gaining access to sensitive information. After-all, if it’s a secret how are you marketing your product? 🤔   It's all about perspective for me. Instead of seeing these demos as a threat, I view them as an opportunity to showcase our product's unique value proposition. We’re not just selling a tool – we're solving a problem. 🎯   So, the next time a competitor reaches out for a demo, take it as a compliment! You're doing something right, and they want in on the action. What strategies have you used to handle competitor demos in the past? Share your experiences!" #SaaS #FounderLife #ProductValidation

🎉 I’m thrilled to have won a free ticket to this Saturday’s Masterclass Huge thanks to Built4Balance, Thrive Consulting LTD, and the RevStar Community for Revenue Professionals for this opportunity to learn from #leadingvoices in #Growth and #Revenue.  Here’s what this means for me:  1️⃣ Learning elite strategies for building a solid pipeline of paying customers.   2️⃣ Retooling my skills to deliver exceptional results for organizations and drive revenue growth.   3️⃣ Boosting my confidence to execute result-driven lead generation like a pro (okay, minus the “extra-large shoulder pad” vibes...but you get it😂).  Unless your business has X10 more money than Tesla and Apple combined, don’t miss out --- Get your ticket today oh!  Looking forward to an amazing learning experience this weekend.  #LeadGeneration #SalesMasterclass