It’s been a while… what’s blue sky saying these days?

Here’s my newsletter if you want to get better at enterprise sales!

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Well, the population of this town is 1.

I have 171 readers of my newsletter.

I'm officially bigger than a town.

But knowing how it can help them solve their specific problems.

The outcomes, yes. Absolutely.

But also confidence in your product / service ability to deliver consistently.

To build that confidence, they will want to know how reliable you are, and what safety nets you have built in.

Biggest mistake founders make during sales cycles.

And I’ve seen this a tonne!

Is they go into the details of how their product is cool..

Which can throw the (participating parties) off.

Because their main focus isn’t always:
1. Features.
2. How innovative your product/service is.

We’re now talking to
- ICPs directly
- Connectors to ICPs

And getting live validation or changes.

20% imperfect with feedback ✅

In 2 weeks we will have a final offer.

This is faster than spending 4 weeks trying to make it perfect ❌

Only for ICP interviews to change it anyway.

Helped a client define their new offer today.

Our 2nd biggest insight?

(I won’t cheat by saying clarity)

ACTION.

You can only do so much.

We got it 80% of the way there.

But there’s no point perfecting every little detail.

Pre gym Jordan: 🫨😵‍💫

Post gym Jordan: I can split the atom and invent time travel

- Writing about solutions to your ICP problems, and sharing bite sized chunks with them
- Making off boarding memorable

What’s your fav touch of excellence?

As everyone gets more and more competitive, a touch of excellence can be the difference..

- Showing how you communicate with clients on a discovery call
- Doing what you say you’ll do (like sending that helpful framework!)

Outsourcing / Outstaffing Opportunity. Opportunity for Outsourcing & Outstaffing Companies to work with a U.S. Bank Intro This is an opportunity breakdown for outsourcing / outstaffing business owners. It breaks do...

Here you go: docs.google.com/document/d/1...

I spent 5 hours researching a $360,000 opportunity for out-staffing firms to work with a bank in the U.S.

It covers:
- What the opportunity is.
- Why it’s an opportunity.
- How to qualify and engage the prospect.

Click the link in first comment to find out more.

- Outline how they can contact you with a question
- Outline the escalation process
- Document it all (orgs live and die by docs)
- Bring experts from your team to give 1:1 support to the prospect (sneak peek at your model)

Most people selling to enterprises fail to close because of one simple reason.

Underselling their support system.

Here’s a simple model you can use in sales calls.

When an MD from your network complements your LinkedIn content 😌

This feels super good.

These little wins make it all worth it.

Help a bank plan their birthday Outsourcing consultants can get the confetti

Wrote a piece on a high potential opportunity for b2b vendors who:

- Provide talent solutions
- Provide tech consulting

noniche.beehiiv.com/p/help-a-ban...

3. Better team utilization.
• I highlighted their team of 30 as a resource to divide responsibilities for implementing the strategy. Priority.

ICP template to find better quality leads:

2. Refining ICP (honestly, all roads lead to this).
• Research where they spend time online.
• Document it (they hadn't yet)
• Gear sales levers to them.

Solution.
1. Use four levers of sales.
• Outbound > content > referrals > reviews.
• Improve lead qualification.
• Identified low quality leads as a core issue and suggested..

During the call
I focused on understanding & breaking down their true challenge.

I kept on asking 'why'

• Problem - Low reply rates from cold outreach.
• Root cause - Pressure to scale and meet ARR targets.

I just got on a call with a Series A funded start-up.

Their huge problem.

Is they fully relied on cold emails and need to diversify to meet investor targets and scale..

Positioning is one of the best ways to have a competitive advantage during RFPs & sales cycles.

But..

To do it right.

Analysing your current set-up can give you GOLD.

Your:
- Experience.
- Resources.
- Connections & unique strengths.

Here’s an an outsourcing firm that analysed their set up:

5) Taking advantage of the team.
They didn’t just rely on the sales team to handle everything. Bringing in experts who know the technical details or specific topics (SMEs) makes a huge difference. Credibility.

3) Positioning.
They focused on being a partner rather than a vendor who could be replaced by another ‘shinier’ vendor.

4) Reputation.
They had a good reputation.
On top of that.. they were able to demonstrate how they were able to fix pain points with case studies or solving on the 1st call.

1) Relationship building.
They had pre existing relationships with the team that were built over time, or were recommended.

2) Value oriented.
They focused more on the value rather than the $$ at the start.

Enterprise Sales is not a
- Cash grab,
- Normal sales process, a sure thing.
- One person show or a single
touchpoint effort.

I’ve now worked with/seen teams who made $500k-$10m+ a year at least once.

It takes someone special.

Here’s what I noticed.

Appreciate the reco ❤️

P.s have you hit an MRR plateau?

I’ve helped b2b businesses add $200k worth of deals to their pipeline, generate a consistent stream of interested prospects, and win deals with an average size of $30k ARR.

Just dm if you want to brainstorm

Now I’m expanding:
- Building / working my network.
- Ditching cold outreach.
- Focusing more on B2B content.
- Expanding to other platforms, like my newsletter and LinkedIn.

Let’s go.

I know $20k in a year doesn’t sound much (17% of what I earned in last job).

But I could only spare 6 hrs a week from Jan to July to make £5.3k / $6.7k.

And in 4 months since,

I’ve dedicated more time to grow revenue by £11.1k / $14.1k in 4 months.

(nearly 3x the amount in half the time).