Mark Kelly

⚠️ SALES TEAM STRUGGLING? Check if this one document exists. Sales Call Handling Guide / Playbook If this single document is missing, here is what usually happens: ❌ Every sales rep explains the offer differently ❌ Pricing conversations become inconsistent ❌ Objections handled emotionally instead of strategically ❌ New hires take months to become effective ❌ Revenue becomes unpredictable One document can stabilize an entire department. At Being In Action Coaching, we help businesses build practical documentation that aligns teams, improves communication, and supports scalable growth. Because clarity is not optional when you want to grow. #SalesLeadership #BusinessCoaching #StartupGrowth #DocumentationMatters #ScaleYourBusiness #FounderLife #SalesStrategy #OperationsExcellence #BusinessClarity #LeadershipDevelopment

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Thousands of leads. But no traction. Manufacturing sales teams often face CRMs packed with cold contacts and no clear direction. It's not about getting more leads, it’s about knowing which ones are worth the time. Supplyco helps teams qualify leads faster using a mix of firmographics, activity, and real-world intent signals. Customers are reducing lead research time by up to 80% and increasing conversion rates without increasing outreach volume. If your reps are still spending 30+ minutes qualifying a single lead, there’s a better way.

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If your reps are selling to “anyone who needs AV” — they’re selling to no one. One of the biggest revenue leaks in commercial integration? Fuzzy targeting. When your Ideal Customer Profile is vague, everything else — messaging, prospecting, close rate — gets weaker. Check out Jonathan Ray's quick, no-fluff read on how to fix it in 3 steps: 🎯 Three Easy Steps to Create an Ideal Customer Profile for Commercial Integrators 👉 https://lnkd.in/gApBcUTh

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Most sales problems aren’t strategy problems. They are mindset problems. You can have the right CRM, the right pitch deck, and the right comp plan. But if your team is stuck in the wrong mindset, none of it moves the needle. We see it all the time: founders trying to scale sales but getting bogged down because: > Their rep is afraid to follow up again > A qualified lead gets ignored because “they didn’t sound ready.” > No one is consistently hunting for new deals These aren’t just behavior issues. They are mindset defaults. At Altezza, we believe mindset is one of the most underrated levers in sales. If you want to fix performance, you have to look beneath the surface. Learn more by reading "The Advantage of a Fractional Mindset" at https://lnkd.in/gpKmKXw6

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Most sales teams focus on 𝐥𝐞𝐚𝐝 𝐠𝐞𝐧𝐞𝐫𝐚𝐭𝐢𝐨𝐧.⁣ ⁣ But the real problem isn’t getting leads.⁣ ⁣ It’s knowing 𝐰𝐡𝐢𝐜𝐡 𝐥𝐞𝐚𝐝 𝐢𝐬 𝐫𝐞𝐚𝐝𝐲 𝐭𝐨 𝐛𝐮𝐲.⁣ ⁣ Today’s buyers don’t immediately book demos or fill out forms.⁣ They research quietly.⁣ ⁣ They visit pricing pages.⁣ Compare plans.⁣ Return multiple times before making a decision.⁣ ⁣ These actions are 𝐛𝐮𝐲𝐢𝐧𝐠 𝐬𝐢𝐠𝐧𝐚𝐥𝐬.⁣ ⁣ But most sales teams never see them.⁣ ⁣ This is where AI changes the game.⁣ ⁣ Instead of waiting for demo requests, AI can detect intent signals — like when a prospect revisits pricing, compares plans, or returns to your product multiple times.⁣ ⁣ With 𝐁𝐫𝐢𝐱𝐢.𝐀𝐈 𝐏𝐮𝐥𝐬𝐞, sales teams can see these signals in real time and engage prospects at the exact moment interest is highest.⁣ ⁣ The future of sales isn’t more outreach.⁣ ⁣ It’s 𝐤𝐧𝐨𝐰𝐢𝐧𝐠 𝐰𝐡𝐞𝐧 𝐛𝐮𝐲𝐞𝐫𝐬 𝐚𝐫𝐞 𝐫𝐞𝐚𝐝𝐲.⁣ ⁣ #BrixiAI #AI #SalesTech #FutureOfSales #B2BSales #SaaS

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“I need more time” is just a polite no. Reps hear it… and back off. “Let’s reconnect next month.” “Keep me posted.” “Sounds good.” So the deal drifts. Pipeline looks fake. Forecast gets wrecked. Not because buyers are slow. Because you didn’t give them a reason to move. QUICK FIX Stop babysitting deals. Start forcing clarity. On every deal: 1️⃣ Put a real number on the cost of doing nothing 2️⃣ Tie your solution to a specific outcome + deadline 3️⃣ Ask directly: “What happens if this doesn’t get fixed this quarter?” 4️⃣ Lock a next step with a date, or call it what it is: not real No timeline = no deal. TAKEAWAY Buyers don’t delay decisions. They delay unclear value. If it mattered enough, it would already be moving. Follow Sellsium for simple systems that help you control deals instead of chasing them. #sales #b2bsales #salesstrategy #closedeals #salesexecution

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ServiceTitan's CRO Ross Biestman on how its AI sales system maximizes revenue per sales rep: 1️⃣ Instead of round-robin lead distribution, AI routes each lead to the AE with highest propensity to close THAT specific deal type. 2️⃣ Monthly scoring on quota, close rates, demo quality → best performers get best leads next month. "It's like English Premier League relegation but for sales reps. 🚀 "If you get good, you got to stay good to be good" Meanwhile their customers use AI for automated dispatching - right technician, right job, minimal drive time, maximum close rate. Scale technicians without scaling dispatchers = better unit economics. Merit-based everything. 🔥

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A lot of sellers think they need more pipeline. More deals. More activity. More opportunities. But the real gap is rarely volume. It’s strategy. Because winning in complex sales isn’t about working more deals… It’s about qualifying and positioning the right ones. That’s where MEDDICC changes the game. It helps you understand: ✔ What actually drives the deal ✔ Who really has decision power ✔ Why urgency exists (or doesn’t) ✔ How to compete when it matters most 👉 MEDDICC Sales Training — Sell More, Faster: https://lnkd.in/dPh-C6ku 👉 MEDDICC Competitive Sales Strategies — Must Win Deals: https://lnkd.in/dDNKgdhh Both courses are built by Jens Edgren and designed for real-world B2B selling — not theory. What’s one deal you realized was “not qualified enough” too late? Follow for more real-world sales insights. Share with your team. #MEDDICC #MEDDPICC #SalesTraining #EnterpriseSales #B2BSales #SalesExecution #SalesStrategy

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Anyone could sell in 2010. Now? Only the smart survive. Brandon Clauser breaks down why feature-selling is dead and outcome-selling is the new superpower. This is how top reps are closing enterprise deals when no one’s buying. Full episode with Matthew Uber & Mathew Walton now live on YouTube watch before your next pitch deck embarrasses you. https://lnkd.in/gwh4y3k9 #podcast #salesstrategy #leadership #businessgrowth #entrepreneurship #motivation #fyp #foryoupage #trending #successmindset #careerdevelopment #businesstips #contentthatmatters

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Seniority doesn’t fail in enterprise sales. Capital misjudgment does. Senior AEs don’t usually lose deals because they lack experience. They lose them because they misjudge the financial viability of the opportunity. Most orgs don’t teach that judgment. They don’t reward it or measure it. Because it doesn’t resemble activity. But that judgment is the ability to evaluate an opportunity the way a senior executive does. …as a capital allocation decision, assessed on return, risk, and trade-offs against other uses of scarce budget. When that judgment is weak, deals don’t fail visibly. They stall, slip into “no decision,” and fail internal scrutiny after the meeting, not during it. That’s the financial layer. Enterprise sales didn’t get harder. It got more unforgiving. And seniority without financial judgment eventually gets exposed.

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Most sales org reviews stop at “We need more leads.” 💬 That's like your mechanic diagnosing car trouble without popping the hood. A true GTM Talent & Sales Effectiveness Review digs deeper: ➔ Evaluate team structure, skills, comp plans & accountability ➔ Assess management style, process, and cadence against business needs ➔ Stack-rank the team to identify coaching opportunities, or exits December deadlines demand September starts. The fast path to a high-performance sales org: ➔ Focuses on high performers ➔ Boosts productivity per rep ➔ Hits KPIs with confidence See what Craig Group can do for you in H2: https://lnkd.in/giRbEFvK 📌 Lever 5 – Post 2: 180-Day Growth Levers Series #SalesEffectiveness #GTMStrategy #RevenueGrowth #PrivateEquity #B2BSales #180DayGrowthSeries #PEGrowthCountdown #30Days5Levers #H2growth

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A Confused Rep Slows Down the Whole Pipeline When internal processes aren’t clearly documented, sales reps spend time asking instead of selling. “Can I offer this discount?” “Where’s the latest pricing policy?” “Who approves custom terms?” Every unanswered question adds friction to the deal. These aren’t training gaps. They’re documentation gaps. AllyMatter helps sales teams maintain a single, trusted source for internal policies, approvals, and deal support workflows. Clear steps, defined roles, and searchable guidance—so reps can move fast without second-guessing. A stalled deal often has less to do with the customer and more to do with internal uncertainty. Documentation fixes that.

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A big part of our ability to serve as a single source for revenue growth is the interconnected sales talent and sales training services we provide. Because one of the byproducts of successful training is that it puts pressure on pipeline. SEG's Eric Moore spoke with Selling Power about how the proven Action Selling® methodology is such a great fit with our unique BDR/SDR program. #SalesTalent #SalesTraining #BDR

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Jamie Bergmann has seen this pattern over and over: Months of sales momentum. Excitement high. Then the handoff happens. And everything stalls. “You start from zero — despite having built up months of context.” Generic kickoff decks. Lost context. Red tape. In our experience, the fix is eliminating the handoff altogether. The same SE team that runs the pilot runs the implementation. Momentum preserved. Peace is restored. Watch Jamie explain why context continuity matters. #mosaicai #b2bsupport

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Hot leads aren’t real until they sign. That’s why top salespeople don’t rely on “verbal interest” they qualify real intent early: ✅ Ask: “What’s your timeline to buy?” ✅ Confirm: “Who else is involved in the decision?” ✅ Clarify: “What’s the cost of not solving this now?” 📌 Pro tip: Build a pipeline based on actions, not words. “Ready next month” means nothing if there’s no urgency or budget locked in. → Keep filling the top of your funnel. → Keep disqualifying flaky leads. → Keep asking tough questions early. 👉🏻 Follow Leslie Venetz for such amazing content 👉 Follow AI Sales for no-fluff AI sales tips.

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