Mark Fershteyn · Recapped
Published September 6, 2024Explore the lesson. Sign in to access the slide download.
Mark Fershteyn shares a sales-process approach to shortening sales cycles without adding tools. He focuses on standardizing manager guidance for reps and mapping next steps through the customer’s go-live outcome.
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“my name is Mark Fain I'm the co-founder and CEO of recap and today we are going to talk about accelerating your sales cycle by 30% in 90 days without any new Investments or any new tools which I think is a really key part and these are all things that you can do with your current text Tac and it's from revenue that we have managed through our platform over the last 5 years and so like every other presenter uh everything I show you can be”
“easy for them to do it and the third one a little bit of a hot take but show a hands who here has a lot of sales tools yeah so again sorry but if you actually think about it I have the belief that none of those tools actually help reps close deals and that's why we haven't seen Clos rates improve that much in 20 years right we”
“sales team what what would my really great manager ask my rep to nudge them in the right direction as they're executing these deals what questions would they ask what um how would they qualify this deal what would they give recommendations for reps to do make that a part of your process in standardize it all right so try and be try and use the process as a way to be a manager on the shoulder of reps every single given”
“I'll give you guys afterwards but it's really I don't know how to point but essentially you're just building out all of the next steps that need to happen on both sides of the table to get this deal across the Finish Line really important here you don't want to stop at just the deal being signed you'll notice it's about halfway through you want to stop when the customer sees success with whatever solution you're sing which is the go live plan or the go live date in most cases all right so we tal”
“1. Standardize Your Process so it’s Brain-Dead Easy to Follow SIMPLE BUYER-CENTRIC ACTIONABLE Remove all friction Step-by-step of requirements Rethink from buyer journey Sales process -> Buyer Journey Make it visible Give it to sellers in deals Cut down on tools “Manager on shoulder””
“Champions armed with a tailored business case increase win rates by up to 50% - CSO Insights 2) Enable Champions to Sell Internally for You”
““The single biggest challenge of selling today isn’t selling, it’s actually our customers’ struggle to buy” - Gartner”
“#1 predictor of forecast accuracy is sales process adherence#2 predictor is buyer engagement- Recapped.io 3) Forecast Based on Execution not Hopes and Prayers 🤞🙏 😢”
“Automation examples Create a Slack channel Late-stage deal missing Economic Buyer No engagement for 7 days New engagement”
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Accelerate Sales Cycles by 30% in 90 Days With Proven Tactics from $5B Revenue - Slide Deck
CEO of Recapped, offering a sales collaboration platform designed to improve communication and tracking for deal progress.
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SaaSOpen, September 2024 Accelerate Sales Cycles by 30% in 90 Days With Proven Tactics from $5B Revenue Mark Fershteyn CEO, Recapped
How to Accelerate Your Sales Cycle by 30% In 90 days without investing in any new tools STANDARDIZE YOUR PROCESS Simplify Buyer-centric Actionable ENABLE BUYERS TO BUY FORECAST WITH FEELINGS DATA Consolidate Business Case MAP Sales Process Buyer Intent Automate it all
Top of Funnel won’t save you Sales is Project Management Your tools don’t actually help close deals (sorry) Important to Internalize
Only 13% of organizations adopt a “well defined sales process” - CSO Insights 1) Standardize Your Process so it’s Brain-Dead Easy to Follow
1. Standardize Your Process so it’s Brain-Dead Easy to Follow SIMPLE BUYER-CENTRIC ACTIONABLE Remove all friction Step-by-step of requirements Rethink from buyer journey Sales process -> Buyer Journey Make it visible Give it to sellers in deals Cut down on tools “Manager on shoulder”
Go from Sales Process -> Buyer Journey
Champions armed with a tailored business case increase win rates by up to 50% - CSO Insights 2) Enable Champions to Sell Internally for You
“The single biggest challenge of selling today isn’t selling, it’s actually our customers’ struggle to buy” - Gartner
2) Enable Champions to Sell Internally for You CONSOLIDATE BUSINESS CASE MAP They’re not sellers Let process & content speak Single page GPT your calls Business outcomes Clear timelines from success Embed your process & qualification
Business Case Template
Mutual Action Plan Template
#1 predictor of forecast accuracy is sales process adherence#2 predictor is buyer engagement- Recapped.io 3) Forecast Based on Execution not Hopes and Prayers 🤞🙏 😢
3) Forecast Based on Execution not Hopes and Prayers PROCESS ENGAGEMENT AUTOMATION Incorporate MAP CRM formula with qualification Content assets # of stakeholders 80% on 10 vs 100% on 2 Zapier to the moon
Deal Review Report Template
Automation examples Create a Slack channel Late-stage deal missing Economic Buyer No engagement for 7 days New engagement
4) Google Killed Email Tracking, Invest In A Platform to Track Buyer Engagement
How to Accelerate Your Sales Cycle by 30% Simplify Buyer-centric Actionable Consolidate Business Case MAP Sales Process Buyer Intent Automate it all In 90 days without investing in any new tools STANDARDIZE YOUR PROCESS ENABLE BUYERS TO BUY FORECAST WITH FEELINGS DATA
Recapped is the easiest way to standardize your process, enable your buyers, and forecast accurately
Thank you! SaaSOpen, September 2024 Mark Fershteyn CEO, Recapped