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This episode of the Sales Transformation Podcast with Collin Mitchell features Ryan Staley, Founder and CEO of Whale Boss. Getting his business from nothing to 30 million with just 4 sales reps and no marketing is a feat in itself.
Ryan shares how he did it by applying the Perfect Customer Profile, creating a referral operating system, and by following his 4-P Framework: Pathways, Peaks, Process and Persuasion.
He gives tips on creating the confidence to ask for referrals and shares his “Dream 100” exercise. In his experience, refining the pipeline into the most promising leads and focusing on them produces massive results.
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HIGHLIGHTS
01:35 Working as a busboy and entering sales by selling knives
05:25 Initially sucking at sales and how Ryan reached President's Club
11:01 Applying the Perfect Customer Profile: Going from 0 to 30M with just 4 reps
18:09 2x your revenue: 2x your deal size or halve the time it takes to close a deal
20:50 Update quarterly your Dream 100 and have a balanced portfolio
23:09 Referral operating system: Increase deal size in half the time
26:18 Four-step framework: Pathways, Peaks, Process and Persuasion
33:51 Connect with Ryan
QUOTES
10:36 "Information is aggressively accelerating that things change so fast that, what you take is something that's just like brushing your teeth or putting on deodorant, is life-changing to someone else who specialized in a different area."
13:36 "If you are listening and you are serious about doubling the deal size for your business, you want to write this down now. Okay, so it's called the Perfect Customer Profile... it's like if your ICP had a baby with Pareto's principle, the 80-20 rule where 20% of what you do creates 80% of your results."
15:27 "You look at the five biggest clients that you've closed, the five fastest clients that you've closed, and the five biggest losses that you've had. And then, what you do is you look at it and you look at the ownership structure across those, the functional areas, the biggest result that you created for them."
24:38 "Create a referral operating system. And that referral is beautiful because it helps you close deals in half the amount of time. And the deal size is, once again, it's 125, 150%, and that's just by leveraging all the investments you've already made and then systemizing it so you continually get warm leads."
29:14 "90% of what we do as adults, I think it's once you get past the age of 30, is hardwired and based in our subconscious. So it's tapping into that subconscious and aligning that the right way and saying the right thing at the right time."
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Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.
Welcome to the Sales Transformation Podcast, the definitive stop for leaders driving change in the sales world. Hosted by Kevin Warner, we dive deep into the minds of Founders, CEOs, VPs of Sales, and Sales Development Leaders from trailblazing startups to industry-leading public companies.
Our mission is simple: to illuminate the path to extraordinary sales leadership. We explore a broad spectrum of sales territories, from the intricacies of Founder Led Sales and Outbound Sales to the transformative potential of Technology in Sales and Social Selling. Whether it's mastering your CRM, optimizing conversions, scaling sales teams, or engineering a complete Sales Transformation, our conversations are set to challenge the status quo and redefine sales success.
With a new content every day of the week, we bring you unfiltered interviews with the luminaries of sales, people who have not just succeeded but transformed the way we think about sales. Kevin Warner also shares sharp, tactical sales tips every week, packing decades of sales wisdom into bite-sized insights.
So, if you're ready to rewrite the sales rulebook and learn from the best in the business, the Sales Transformation Podcast is your ticket. Write us a review, share the show, and join us on this journey of sales evolution. Let's transform the way we sell, together!