Coaching Business Development

Last quarter, we spent $1,404,619 on AI tokens - an all-time high - and the ROI wasn’t what we expected… Most of the ROI didn’t come from “flashy AI”, it came from boring AI doing boring work at scale. Here’s where our spend went and what actually moved the needle: 1. Telling reps who to call today (and why) We’re using AI to sift through millions of signals and tell reps who to talk to today and why. The signals that we’ve found matter: Job changes (new decision makers = new opportunities), buying committee changes and intent signals (active web research and pricing page visits). The big ROI driver is helping our customers with daily prioritization so they don’t have to go fishing for actionable info. At ZoomInfo, We’ve seen a 25-33% increase in meeting quality and opp creation when AEs are sourcing using our AI tools. Win rates also jump from 16-20% to 30%. 2. Writing outreach that doesn’t sound automated We’re moving from “20 segments of 1,000” to 20,000 segments of 1. Not “VP IT at enterprise insurance” messaging… but John at State Farm, who we talked to last year, who competes with three of our customers, with context pulled in automatically. Customer ROI here ultimately comes from better response rates and higher close rates by being more relevant. Buyers care when you show you care. 3. Turning sales calls into usable data Every sales call (ours and customers) is recorded using @Chorus and becomes structured data: objection patterns, competitor mentions, deal risk, coaching moments. We’ve found the benefits of this are huge - 25-30% faster ramp time for new reps, and 10-15% larger deal sizes through better discovery and value articulation. The average rep sells more like the best rep. 4. Speeding up low-value engineering work Every engineer at Zoominfo has Intellij and VS Code w/ Cline. AI handles the unglamorous stuff: Boilerplate code, refactors, test coverage. We’ve seen ~25–30% faster execution on these routine tasks, which frees senior engineers to focus on system design and real product innovation. Our biggest lesson so far has been that if your data foundation is garbage, AI just helps you move faster in the wrong direction. You won’t get AI “working” until you have contextual customer/prospect data centralized, and you can actually build on top of it. We’re still early and we’re trying a lot of things but these have been the highest ROI drivers by a mile. If you’re testing AI in your GTM stack, drop a comment with what’s actually working for you - I’m all ears.

When I started my first company in 2011, there were two paths: 1. Bootstrap everything. 2. Raise VC money and chase hyper-growth. I took a third path. Here’s how: ~~ I call it Seed-Strapping: • Raise a small seed round to gain social proof, investor connections, and initial runway. • Build a profitable, capital-efficient company. • Never raise again. It’s sustainable growth without the pressure to “grow at all costs.” == When I built StackCommerce, I raised $800K. That was it. We scaled to $100M+ annual revs without raising another dime. Here’s exactly how Seed-Strapping works (and how you can do it too): == 1. Raise a small seed round—but think like a bootstrapper. Why raise? Social proof, connections, and initial runway. How much? Just enough to get to profitability ($500K–$2M can do it). VCs are helpful at this stage, but don’t let them push you to over-raise or over-spend. == 2. Make profitability your North Star. Seed-Strapping works because it’s about financial independence. From day one: • Focus on recurring revenue. • Cut unnecessary costs ruthlessly. • Reinvent how you grow: organic > paid, efficiency > speed. At Stack, we tracked cash flow weekly and avoided any “growth at all costs” decisions. == 3. Build the right business model. Seed-Strapping doesn’t work for every company. Focus on business models that: • Are high-margin (SaaS, marketplaces, DTC brands with pricing power). • Have good cash cycles and low fixed costs. • Monetize quickly (avoid years of R&D or delayed revenue). If your model requires huge capital to work, this isn’t the path for you. == 4. Spend where it matters. Seed-Strapping is about prioritization. Here’s where I spent money: • Sales: Hired founder-level talent and focused on enterprise deals. • Tech: Built fast, but avoided overbuilding. • Customer acquisition: Invested in organic channels like affiliates and partnerships. Where I didn’t spend: • Fancy offices, big PR firms, or massive brand awareness paid campaigns. == 5. Think like a bootstrapped founder. Even after raising: • Test ideas fast before over-investing. • Push team accountability—every dollar has to prove ROI. • Focus on profitability milestones, not vanity metrics. == 6. Leverage your investors strategically. With Seed-Strapping, you’re not raising follow-ons, so your investors should do more than write checks: • Use their connections to unlock partnerships and deals. • Ask them to make customer introductions. • Treat them as advisors, not just financial backers. == 7. Avoid the “raise or die” trap. In the traditional VC model, companies are pressured to chase their next round constantly. Seed-Strapping frees you from this treadmill. Instead, you can: • Operate on your terms. • Grow sustainably. • Build a company you can be proud of (without sacrificing ownership). == Is Seed-Strapping right for you? If you’re starting a SaaS, marketplace, or DTC brand, it’s worth considering. Follow Josh Payne for more!

“Let me ask my manager.” “We’re waiting for approval.” “Can I call you back tomorrow once I confirm?” Those three lines nearly cost me my #business. They’re how leads quietly die when everything still runs through the founder. It feels like control, until it becomes the bottleneck. -> Momentum stalls, -> Decisions pile up, -> and your best prospects go cold while your inbox warms up. This is what we call 𝗳𝗼𝘂𝗻𝗱𝗲𝗿-𝗱𝗲𝗽𝗲𝗻𝗱𝗲𝗻𝗰𝘆: every decision, approval, and solution needs you. If your team pauses when you’re offline, you don’t have a system; you have a single point of failure. 𝗔𝘀𝗸 𝘆𝗼𝘂𝗿𝘀𝗲𝗹𝗳: ·      Can the business run without me for two weeks? ·      Can I take leave and stay on Do Not Disturb? ·      Can my team and our systems deliver without constant oversight? If any answer is “no,” you’re not just busy, you’re blocking #growth. You need a structure that closes deals when you’re asleep or OOO. 𝗛𝗼𝘄 𝘁𝗼 𝗳𝗶𝘅 𝗶𝘁 𝗳𝗮𝘀𝘁: 🔸Assign ownership by outcomes. One owner per metric, visible to all (e.g., Lead response SLA: <2 hours — Maria). 🔸Document the 20% processes that drive 80% of results. Short, skimmable, 1 page each. 🔸Set a decision ladder. What’s decided solo, what needs input, what truly needs you. Default to action. The key is to remember that you must build people, processes, and accountability. Then, watch your business run & scale without you in the middle of everything. What’s one approval you’ll remove this week to speed things up?

90% of CEOs feel like they're barely keeping up. I've been there. You're not alone. After coaching hundreds of SMB founders, I created this checklist to bring clarity to the chaos. Here's what separates CEOs who thrive from those just trying to survive: 1. STRATEGIC DIRECTION ↳ Your North Star guides every decision. ↳ Review assumptions quarterly. Pivots save companies. ↳ Progress beats perfection. Ship, learn, iterate. 2. REVENUE ENGINE ↳ Know your ideal customer's biggest pain point. ↳ Healthy pipeline = peaceful sleep at night. ↳ Track leading indicators, not just closed deals. 3. TEAM & CULTURE ↳ Great culture attracts great people naturally. ↳ Your team wants meaning, not just money. ↳ Celebrate wins publicly. Coach privately. 4. SCALABLE OPERATIONS ↳ Start documenting before you feel ready. ↳ Every fire you fight twice needs a system. ↳ Delegate outcomes, not just tasks. 5. CASH & CAPITAL ↳ Cash runway = peace of mind. ↳ Know your burn rate like your birthday. ↳ Multiple funding options reduce desperation. 6. CUSTOMERS & RETENTION ↳ Your best insights come from customer conversations. ↳ Happy customers are your real sales team. ↳ Churn signals need immediate attention. 7. TECHNOLOGY & DATA ↳ Simple dashboards beat complex reports. ↳ Automate repetitive work. Focus on strategy. ↳ Data removes guesswork from decisions. 8. RISK & COMPLIANCE ↳ Protection today prevents disasters tomorrow. ↳ Good lawyers save more than they cost. ↳ Insurance helps you sleep better. 9. BRAND & MARKET PRESENCE ↳ Consistency beats creativity every time. ↳ Your customers should recognize you instantly. ↳ Thought leadership opens unexpected doors. 10. LEADERSHIP & SELF-MASTERY ↳ You can't pour from an empty cup. ↳ Morning routines compound into success. ↳ Your growth limits your company's growth. 11. BOARD & ADVISORS ↳ Wise advisors shorten your learning curve. ↳ Different perspectives prevent blind spots. ↳ Use their experience. That's why they're there. 12. EXIT & LONG-TERM OPTIONS ↳ Build a business that works without you. ↳ Know your options, even if you love what you do. ↳ Flexibility reduces pressure and stress. 🔖 Save this. Reference it monthly. ♻️ Share it. Help a CEO in your network. Being CEO is the hardest job in business. But you don't have to figure it out alone. P.S. Which of the 12 areas deserves more attention? Share your view in the comments. Want a PDF of the CEO Checklist? Get it free: https://lnkd.in/g3PRw5ir And follow Eric Partaker for more CEO insights. ————— 📢 Ready to become a world-class CEO? My next cohort of the CEO Accelerator kicks off next month. Sign up now and save with a special Earlybird offer: https://lnkd.in/g8_T2Kpr 20+ Founders & CEOs have already enrolled. Make 2025 your breakthrough year.

To be a great sales manager, you have to be a great coach. But coaching often slips through the cracks — especially when there are big deals to close. Now, AI is making it possible for every manager to not just coach more, but coach better. When I was in sales, I saw many new managers fall into the same trap: putting on their superhero cape to rescue deals instead of coaching their reps through them. I was guilty, too! We all knew coaching was important — but we had no time and no tools to scale. With AI, sales managers can now deliver highly targeted coaching at scale. It’s now possible to analyze multiple call transcripts in minutes and pull in unstructured data to understand what happens between calls. You can: 1. Review each rep’s recent calls, emails, and conversations to get a complete picture of how they’re selling — and give them targeted recommendations for improvement. 2. Analyze calls from a specific segment and compare what’s working in closed-won versus closed-lost deals to pinpoint the messaging and strategies that perform best. 3. Generate summaries of how top performers handle objections, communicate ROI, and build a business case — and share those insights with new reps as they ramp. Many HubSpot customers (and our own sales managers) are already using these insights to send regular, personalized coaching to reps — and improve the productivity of their teams. Being a sales manager used to feel like you’re a “super rep” — jumping between calls, rescuing deals, trying to fit in some coaching along the way. Now, it feels like you’re a “super coach” — spotting trends, sharing insights, and helping your whole team scale their impact. Exciting times!

I struggled to get clients, but I found a way out. Here is what I’ve learned the hard way to build my coaching business: ❌ Mistake 1 : Selling Coaching, Selling Processes ✅ Lesson : No one wants to buy coaching. People want to buy OUTCOMES. Share success stories, create possibilities. ➡️ The Shift: Once I understood this, my conversion rate jumped from 20% to 80%. How? By asking the magic question: "What would SUCCESS look like if we were to work together? ❌Mistake 2: Wanting to coach everyone because….“If I “niche down”, I will reduce the number of potential clients”  ✅Lesson: This is the exact opposite. To survive in this crowded industry, differentiate yourself. Narrow down your niche. ❌Mistake 3: Loving coaching, despising the business of coaching  ✅Lesson: Leverage and invest in your coaching skills to become a great salesperson: 1. Listen with empathy 2. Understand pain points 3. Ask powerful questions 4. Create a sense of urgency for immediate action. ➡️ Remember: Your coaching skills are your business superpowers. ❌Mistake 4: Being afraid to post on Linkedin, afraid to be judged. ✅Lesson: People might judge you but people will see you. Stick to your values. Stick to your mission. Share how you want to help and the impact you want to make.   LinkedIn is the best platform to create awareness and generate leads. ➡️ Don’t be afraid to put yourself out there. What would you add in # 5 ? What lessons did you learn? I am Geraldine, founder of GoMasterCoach PS: If you enjoyed this, save it and follow me for more on coaching and leadership in future. #mistakes #entrepreneur #business 

How I sold $200K+ without sales calls this year: (step-by-step guide to start using today). Let's go! 1) Create Your End State The "End State" is what your client is seeking. For example, here’s mine: “Craft your $10K coaching offer and turn it into $50K/Month.” You might be thinking: “Cool, but my offer isn’t tied to revenue.” No problem. Here’s a framework: - [undesirable situation] to [desirable outcome] - Example: “Master your inner-critic and become the leader everyone wants to follow.” Here’s one for a Career Coach: “Craft your ‘Value Story’ and turn your experience into a 6-figure salary.” Here’s a short n’ sweet one: “Become the person everyone wants to hire.” 2) 3-Stage-Outcomes Here, your goal is to communicate 3 checkpoints that lead to your final outcome. The checkpoints intensify from introductory to advanced. They give buyers the pathway they’ll walk with you. Think of it as solving 1 problem at 3 stages: A) Introduction B) Intermediate C) Advanced This protocol inspires confidence vs selling with crazy guarantees. For this exercise, we’ll use my offer to illustrate: Stage A) Introduction List the first big outcome they need to achieve. In my offer, this is “Constant Leads.” A Coach who Closes always has someone to sell to. They know how to create clients from scratch. They don’t wait for "organic only” to win. Stage B) Intermediate Here, you build upon the first outcome. For example: If achieving “Constant Leads” is step 1, then closing those leads is step 2. This stabilizes revenue flow and enables mind-freedom. Stage C) Advanced Now, bring it altogether. If you get Leads + Conversion then it’s time to deliver. But we don’t want to serve in a way that’s unscalable. So, in this stage I teach clients how to build a coaching enterprise without working 80-hrs. Their journey starts by fixing the leads issue. It advances by enhancing conversion rates. It stabilizes with the right model. 3) Timeline for Success No one builds this overnight. Show buyers the timeline for each stage of their journey. You can use a range of time for each stage: Stage A) Weeks 1-4  Stage B) Weeks 5-12 Stage C) Weeks 12+ This makes the journey more digestible. Now, the hard part: Put this into a 3 page document. This is the document you're going to send to potential buyers in the DM's. Page 1) Overview of end state and the outcomes Page 2) Timeline for each outcome stage Page 3) Pricing, Recap, CTA This document forms the “pathway to the outcome.” They get well-informed so they can make a decision. It's exactly what you want: informed, qualified buyers. And here’s the easy part: I’m hosting a FREE strategy session about this guide tomorrow at 12 PM CST. I’ll teach deeply, then answer your questions. Free Zoom registration here: https://lnkd.in/d6DvzKq2 BONUS: I’ll outline a pricing model to help you sell a “reason to act now.”

The unprecedented proliferation of data stands as a testament to human ingenuity and technological advancement. Every digital interaction, every transaction, and every online footprint contributes to this ever-growing ocean of data. The value embedded within this data is immense, capable of transforming industries, optimizing operations, and unlocking new avenues for growth. However, the true potential of data lies not just in its accumulation but in our ability to convert it into meaningful information and, subsequently, actionable insights. The challenge, therefore, is not in collecting more data but in understanding and interacting with it effectively. For companies looking to harness this potential, the key lies in asking the right questions. Here are three pieces of advice to guide your journey in leveraging data effectively: 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐲 𝟏: 𝐄𝐬𝐭𝐚𝐛𝐥𝐢𝐬𝐡 𝐆𝐨𝐚𝐥-𝐎𝐫𝐢𝐞𝐧𝐭𝐞𝐝 𝐐𝐮𝐞𝐫𝐢𝐞𝐬 • Tactic 1: Define specific, measurable objectives for each data analysis project. For instance, rather than a broad goal like "increase sales," aim for "identify factors that can increase sales in the 18-25 age group by 10% in the next quarter." • Tactic 2: Regularly review and adjust these objectives based on changing business needs and market trends to ensure your data queries remain relevant and targeted. 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐲 𝟐: 𝐈𝐧𝐭𝐞𝐠𝐫𝐚𝐭𝐞 𝐂𝐫𝐨𝐬𝐬-𝐃𝐞𝐩𝐚𝐫𝐭𝐦𝐞𝐧𝐭𝐚𝐥 𝐈𝐧𝐬𝐢𝐠𝐡𝐭𝐬 • Tactic 1: Conduct regular interdepartmental meetings where different teams can present their data findings and insights. This practice encourages a holistic view of data and generates multifaceted questions. • Tactic 2: Implement a shared analytics platform where data from various departments can be accessed and analyzed collectively, facilitating a more comprehensive understanding of the business. 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐲 𝟑: 𝐀𝐩𝐩𝐥𝐲 𝐏𝐫𝐞𝐝𝐢𝐜𝐭𝐢𝐯𝐞 𝐀𝐧𝐚𝐥𝐲𝐭𝐢𝐜𝐬 • Tactic 1: Utilize machine learning models to analyze current and historical data to predict future trends and behaviors. For example, use customer purchase history to forecast future buying patterns. • Tactic 2: Regularly update and refine your predictive models with new data, and use these models to generate specific, forward-looking questions that can guide business strategy. By adopting these strategies and tactics, companies can move beyond the surface level of data interpretation and dive into deeper, more meaningful analytics. It's about transforming data from a static resource into a dynamic tool for future growth and innovation. ******************************************** • Follow #JeffWinterInsights to stay current on Industry 4.0 and other cool tech trends • Ring the 🔔 for notifications!

If I had to start my 6-figure business, this would have been my first few steps (with a real example at the end) - Step 1: Identify Your Unique Value Implementation: - Complete a "Before & After" grid: List what clients experience before working with you (pain points) and after (benefits) - Use the "So What?" test: For each feature you offer, ask "so what?" until you reach the true benefit - Tools: Miro for visual mapping, Google Forms to survey past clients about what they valued most Step 2: Analyze Your Competition - Create a simple competitor matrix: List 5 competitors across the top, key service features down the side, mark what each offers - Highlight pricing, deliverables, timelines, and guarantees to find underserved areas - Tools: Ahrefs for keyword research on competitors, notion for tracking competitive intelligence Step 3: Define Your Ideal Client - Draft a "Day in the Life" scenario for your ideal client, focusing on their challenges and objectives - Plot clients on a 2x2 matrix: "Easy to Work With" vs. "Profitable" to identify patterns in your best clients - Tools: Make Persona for creating client avatars, LinkedIn Sales Navigator for researching prospect profiles Step 4: Craft Your Offer - Write your offer using the PAS formula: Problem-Agitation-Solution in under 100 words - Create a bulleted "This Includes/This Doesn't Include" list for clarity - Tools: Hemingway Editor to simplify language, Loom to record a 60-second pitch for testing Step 5: Test and Refine - A/B test two versions of your offer in outreach emails or discovery calls - Track conversion metrics: inquiry-to-call and call-to-client ratios - Tools: Calendly for tracking booking rates, TypeForm for collecting prospect feedback Real-World Example: BEFORE:  "WordPress development services at competitive rates." AFTER:   "7-day WordPress sites for fitness coaches that convert 30% better, with same-day tech support and DIY training included." This focused offer speaks directly to a specific client's needs, timeline concerns, and desired business outcomes. Hope this helps!

The most successful coaches know their numbers. (And no, I’m not talking about vanity metrics like follower counts.) I mean the numbers that drive decisions, growth, and profit. If you’re not tracking and forecasting the right numbers, you’re running your business blind. Here’s what I recommend for every coach: 1) Track your lead sources. — Where do your clients come from? — Is it LinkedIn? Referrals? Events? — Double down on the sources driving the most leads. 2) Know your closing rate. — How many discovery calls convert to clients? — If it’s below 30%, review your pitch and objections. — Small tweaks in conversations = big results. 3) Understand your client retention. — What’s your average contract length? — Are clients leaving after 3 months or staying for 12? — Retention tells you how valuable your service is. 4) Forecast your revenue. — How much income is already booked for next month? — Identify gaps early and plan marketing to fill them. 5) Measure your time ROI. — How many hours go into delivering each offer? — Calculate what you’re really earning per hour. — Then ask: Is this worth my time? The bottom line? You can’t scale what you don’t measure. Stop guessing. Start knowing. The numbers tell the story of your business. Make sure it’s one you understand. What’s one metric you track consistently?