Jonathan Pierce, MBA’s Post

Lost a deal? The sting only feels strong because your pipeline is running dry. A mentor once told me: If you have more leads, you're less attached to any single sale. Desperation shows – and it can hurt your close rate. So today, focus on what matters: Find more leads, engage more, and fill that pipeline. You’ll be surprised how momentum shifts when you have more opportunities. Want to know how your software and SaaS business measures across the 4 CRITICAL SUCCESS FACTORS? Link in the comments to find out. #leadgeneration #salesmindset #salesstrategy

🤗 It is Friday Rebels of SaaS ✨️! Feel like you "need a bigger 🚢 boat" today inside of your accounts? Here are my top 3 ways to approach renewals + grow TCV (while also not becoming shark bait)! 👀 Renewal conversations can feel like you’re staring down the JAWS of a challenge—but they’re also the perfect opportunity to grow partnerships and Total Contract Value (TCV). 💰 Here’s how I approach these discussions to make the most of them: 1️⃣ Ask Open-Ended Questions to Spot New Opportunities 🦈 Just like staying calm in shark-infested waters, asking the right questions helps you navigate safely. I focus on questions like, “What new challenges or goals are emerging?”This often reveals opportunities to introduce additional solutions. 2️⃣ Listen for Growth Signals 🦈 Subtle hints—like team expansions, new projects, or frustrations—are goldmines. Picking up on these cues allows me to recommend scalable solutions that not only meet current needs but also help the customer grow. 3️⃣ Present Value to Drive Expansion 🦈 It’s all about connecting the dots. I summarize their goals and propose meaningful ways to grow our partnership: “Since team efficiency is a focus, adding [feature/service] could streamline processes and support your growth plans.” When the value aligns, the upsell feels like a natural next step. 💪Renewals are a chance to deepen trust and create new opportunities—not just secure a signature. And with the right approach, you can turn the conversation into a win-win without feeling like shark bait. If I can pose for a silly picture in a shark’s mouth and live to tell the tale, navigating TCV growth is definitely doable! 🦈 🔥 What’s your secret to growing customer relationships?-->Revenue 💰 #CustomerSuccess #Renewals #TCV #Partnerships #GrowthMindset #SharkyBusiness

SaaS Companies are losing HUNDREDS of deals from their crappy discovery and qualification process In the last month, I’ve had 3 discovery calls with 3 large software companies, and all 3 went the same way… Sign-up required a discovery call before the demo, which was just an SDR rattling off a checklist of qualifying questions (classic) All 3 asked: ▶️ What is your company website? ▶️ What are you going to use this for? ▶️ How many users do you need? All 3 said: ▶️ We have a minimum user requirement, which you don’t meet ▶️ I’ll send you a video demo  ▶️ Reach back out when you meet our minimum All 3 failed to: ▶️ Follow-up with pricing details (or send ANY follow-up whatsoever) ▶️ Ask about my growth plans in Q4 and 2025  ▶️ Set up any sort of next steps Some really simple questions could have improved their disco to qualify us better: 1️⃣ What is/ isn’t working about your current process? 2️⃣ What’s the biggest challenge you are looking to solve? 3️⃣ What size is your team today? 4️⃣ What do your growth plans look like? None of these questions were asked. I can’t blame reps for following a strict qualification and discovery process—that’s what they’ve been trained to do But this rigidity can lead to a ton of missed opportunities. It’s not always about a checklist. SDR leaders should listen to some recent disco’s that didn’t make it to an opportunity. Setting a next step might not do anything for your quota this month, but could help get you there next month. Since no one asked about our growth plans, no one discovered that we have an AE joining next month, and would qualify us for their seat requirements… High-quality discovery is impossible if you’re focused on a shortsighted checklist. Sometimes it’s good to go off script. 🦜

SaaS leaders tell me the same thing: "We need more leads, but good ones." That's where WMAmerica comes in. We don't do fluff. We do results. When I joined, my mission was simple: help SaaS companies grow fast. Not just any leads, but the right ones. Take one client: They had product-market fit but zero lead flow. In 3 months, we: 1. Boosted qualified leads by 60% 2. Closed 5 new major clients 3. Got them scaling like never before Another founder? Sick of bad leads. We stepped up and: 1. Booked 30+ meetings with perfect prospects in a quarter 2. Grew their revenue by 40% Lead gen is tough, but with the right partner, it's a game-changer. Ready to see results? Let's talk.

My best investment in 2024!!! I started Christian Krause's program this year, and it’s been my best investment so far. The community within this program is incredible; I've never seen so many people in one place ready for sparring and real exchange. Despite my years of experience in SaaS sales and leading teams, this program helped me to further master the basics. What makes it so valuable? The depth of knowledge it provides. It’s not just superficial content – even after four years as an Account Executive, I found fresh insights here. For anyone looking to level up their sales skills, I can only recommend this program. https://lnkd.in/dgsa56kZ

Ever wonder if you're missing out on deals by not following up properly? A lot of SaaS leaders aren’t sure exactly what to do in follow up. Let's clear that up: 👇 Many software leaders ask me, "Should I even follow up after a sales call or demo?" Absolutely. If your software improves customer outcomes, following up is essential—not optional. Think about it this way: if they miss out on your product, they miss out on growth and efficiency. Following up isn't just polite; it's your duty to ensure they see your product's value. Persistence is key. The difference in closing rates often comes down to who followed up more. Remember, the majority of deals are sealed after several follow-ups. If you're still wondering how to make effective follow-ups without feeling pushy, check out my latest free training video where I discuss the right strategies to ensure your follow-ups help close deals, not just open conversations. Do this the right way and start turning maybe's into definite yes's. 🚀 #FollowUpStrategies ##SalesSuccess #mattschats

𝐀𝐯𝐨𝐢𝐝𝐢𝐧𝐠 𝐭𝐡𝐞 𝐏𝐢𝐩𝐞𝐥𝐢𝐧𝐞 𝐏𝐢𝐥𝐞-𝐔𝐩: 𝐄𝐟𝐟𝐞𝐜𝐭𝐢𝐯𝐞 𝐃𝐞𝐚𝐥 𝐌𝐚𝐧𝐚𝐠𝐞𝐦𝐞𝐧𝐭 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐞𝐬 You know that sinking feeling when your pipeline looks more like a parking lot? 🚗🚙 Yeah, we’ve all been there. But here’s the deal: A cluttered pipeline means cluttered results. Let’s clean it up. Effective deal management isn’t just about keeping your pipeline full; it’s about keeping it flowing 🌊. I’ve worked with teams that saw a 30% increase in close rates just by tightening up their pipeline management. 𝐇𝐞𝐫𝐞’𝐬 𝐡𝐨𝐰 𝐲𝐨𝐮 𝐜𝐚𝐧 𝐝𝐨 𝐢𝐭 𝐭𝐨𝐨: 1. 𝐏𝐫𝐢𝐨𝐫𝐢𝐭𝐢𝐳𝐞 𝐡𝐢𝐠𝐡-𝐩𝐫𝐨𝐛𝐚𝐛𝐢𝐥𝐢𝐭𝐲 𝐝𝐞𝐚𝐥𝐬 🎯. Focus your energy on deals that are most likely to close. Use scoring models to rank your deals based on probability and deal size. 2. 𝐒𝐞𝐭 𝐜𝐥𝐞𝐚𝐫 𝐧𝐞𝐱𝐭 𝐬𝐭𝐞𝐩𝐬 🗺️. Every deal in your pipeline should have a clear action plan. If a deal is stalled, ask yourself: What needs to happen next to move this forward? 3. 𝐑𝐞𝐠𝐮𝐥𝐚𝐫𝐥𝐲 𝐜𝐥𝐞𝐚𝐧 𝐲𝐨𝐮𝐫 𝐩𝐢𝐩𝐞𝐥𝐢𝐧𝐞 🧼. Get rid of dead deals that are clogging your pipeline. If it’s not moving, it’s time to move on. A clean pipeline is a powerful pipeline. 💪 What strategies do you use to keep your deals moving? Share in the comments—I’d love to hear your tips! #PipelineManagement #SalesSuccess #B2BSales #SalesLeadership #SaaS

Turning leads into contracts! 🚀 We've already signed one and another is about to sign. We are keeping our promise and delivering great results with just a $370 spent so far! 🙌 #MarketingSuccess #LeadGeneration #BusinessGrowth

TIME Kills Deals? MYTH.................................... Definition of Myth = A Widely Held False Belief What ACTUALLY Kills Deals? ✅ Lack of VALUE ✅ No Business Problem ✅ Poor Processes ✅ NO GAP ✅ No Solid Business Case ✅ Poor Discovery The number 1 Deal Killer - Your 'Opportunity' wasn't Real in the First Place It should have Never been in your Pipeline or on the Forecast. 🙈 You get the point. So many killers of deals. Time is NOT one of them. #SaaS #Sales #SalesLeadership #NoGapNoSale