Arturo Del Rio Jr.

💼 SOC 2 isn’t just compliance - it’s a sales strategy. For fast-growing tech and SaaS companies, a SOC 2 Type 2 report is your most powerful sales accelerator, not a checkbox. In this article Jasper Segal from Coalfire breaks down how a well-positioned SOC 2 can: ✔️ Shorten enterprise sales cycles ✔️ Reduce due diligence friction ✔️ Open doors to high-value markets 👉Read the full article: https://ow.ly/IG8E50XevOp #SOC2 #Compliance #Trust #Cybersecurity #Coalfire

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SDRs “didn’t work” for Mark’s business. Until we asked a few questions… Mark runs a $5M MSP. He told me SDRs don’t work for his market. He’d tried it a few times and flopped. But then I asked questions… → How’d you screen candidates? → How’d you train them? → Where’d the list they were calling on come from? → What were they offering? And it was clear. → No clear offer. → No marketing support. → No list segmentation. → No list cleaning or validation. → No coaching. → No real plan. It wasn’t the channel that failed. It was the approach. And here’s the kicker… I asked what he tried instead: “Some content, a little SEO, PPC…” None of that worked either. Why? Same issue. No commitment. No iteration. Just dabbling. When we don't commit to a strategy, we're just "trying things out." Hoping to “find” the right strategy. But great strategies aren’t 𝗳𝗼𝘂𝗻𝗱. They’re 𝗯𝘂𝗶𝗹𝘁—from commitment and iteration. 🏝

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Most MSP owners think discovery is about gathering technical information. How many users?  How many servers?  What's your current setup? Stop.  You're wasting discovery on questions that could be filled out on a form. Discovery should be about understanding their buying process and the real problems you're solving. Here's what I want to know…  What makes this a NOW conversation? Not six months ago, not six months from now. When you're making decisions like this with service providers, who else is typically involved?  Do you usually decide as a group or work with a board? What is the problem that we’re really solving for you with IT services? What kind of pains or symptoms are you feeling right now? If you had a 10 out of 10 service provider, what would that look like for you? And what would that help you accomplish? Then I pull on the threads.  "How long has that been a problem?"  "What have you tried to fix it so far?" “What's the cost of that to your business?" All sales is about change. People buy things to feel better, go faster, spend less, or achieve some kind of change. And I want to understand the transformation they're buying. Because they care far more about achieving that than they do the tools I used to deliver it. And if you ask the right questions in discovery, the answers become the only rebuttals you’ll ever need. As I tell our members and clients: All roads lead to discovery. Every stall deal and objection you can’t handle something that was missed and discovery. So don’t waste it asking information you can get on a form or a quick assessment. — Want to turn your discovery calls into closed deals? I've got playbooks that actually work. I'm Ray.

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SMB sales reps can’t sell to large enterprises. Enterprise sales reps are ineffective at selling to small businesses. Period. Have you ever thought about what the key criteria for hiring a sales representative are? Among others, most companies focus on whether a sales representative has experience selling to customers in similar industries or selling a similar product. Of course, those are important requirements but they’re not the only things a company should pay attention to when hiring. 𝐓𝐡𝐞 𝐢𝐦𝐩𝐨𝐫𝐭𝐚𝐧𝐭 𝐪𝐮𝐞𝐬𝐭𝐢𝐨𝐧 𝐢𝐬: Does the sales representative have experience closing deals with similar amounts, sales cycles, and levels of complexity? SMB sales and enterprise sales are two different universes. 𝐒𝐌𝐁 𝐬𝐚𝐥𝐞𝐬: ▪️ You must be able to handle dozens of deals at the same time. ▪️ You must be ready to conduct two or more demos a day. ▪️ You must be super quick with qualification, preparing proposals, and sending follow-ups. 𝐄𝐧𝐭𝐞𝐫𝐩𝐫𝐢𝐬𝐞 𝐬𝐚𝐥𝐞𝐬: ▪️ You must master complex qualification methodologies. ▪️ You must be extremely good at discovery calls. ▪️ You must know how to do multithreading. ▪️ You must be ready for harsh competition. ▪️ You must be mentally prepared for the fact that closing can take five months or even longer. I’ve listed just a few parameters that distinguish these two types of sales. There are more. So, a person who is used to closing large deals spending time on research, developing winning tactics, building relationships before closing, and handling 10–15 deals in the pipeline — can’t easily adjust to conducting multiple demos per day and working for the count of closed deals. On the other hand, an SMB rep often doesn’t have enough qualification to dive deeply into an account. Also, they are often not mentally prepared for the fact that after months of extensive work on a deal, it can still be lost. That’s why, when hiring a new sales representative, it’s imperative to make sure they have experience closing deals with similar sizes and complexity levels.

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🎈 How MSP owners profit from Vendor Pain Here’s a quick play straight from our partner strategy training 👇 When you’re heading to a trade show or networking event, ask: “Do you have a partner program?” ✅ If yes — get introduced to their partner manager. ✅ If no — say: “Let’s make you our first partner. How about a CEO-to-CEO chat?” From there, you get access to MDF (Marketing Development Funds), joint events, and yes — consistent, qualified referrals. 💡 This isn’t just networking. It’s business development with a real ROI. Are you tapping into partner programs yet? Or leaving money on the table? #MSPgrowth #PartnerPrograms #ReferralMarketing #StartGrowManage

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Accounts you assign to your sales reps work are yours. 👉 you decide who works the Accounts and Leads 👉 you decide if you want to reassign the Accounts or Leads to more capable reps. Your sales reps don't "own" the Accounts, they rent them. As a sales leader, it's wise to set expectations around that so your reps don't feel entitled to Accounts & Leads you assign to them in perpetuity. I've made that mistake before and learned my lesson.

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⛔Why Your Sales Cloud Prep Is Setting You Up for Failure!🚩 ------------------------------------------------------------- If you’re preparing for a Salesforce Developer interview, especially focusing on Sales Cloud💭, you’ve probably heard 🚨how tricky scenario-based questions can be. Many candidates stumble on these topics, but with the right preparation, you can ace them! Here are some common Sales Cloud interview questions that you MUST prepare for: 🔥 Top Sales Cloud Interview Questions ���️How do you handle duplicate records in Sales Cloud? 📌Tip: Talk about Duplicate Rules, Matching Rules, and tools like Data Loader for deduplication. ✔What’s the difference between a role hierarchy and a sharing rule? 📌Tip: Explain how role hierarchy controls vertical access, while sharing rules extend access horizontally. ✔How would you improve the sales process using Salesforce? 📌Tip: Highlight automation tools like Flows, Process Builder, and how you’d streamline lead-to-cash processes. ✔Explain the lead conversion process in Salesforce. 📌Tip: Walk through how leads are converted into accounts, contacts, and opportunities, and how data integrity is maintained. ✔How do you design a sales process for a company with complex requirements? 📌Tip: Discuss custom objects, validation rules, and automation to handle complex workflows. ✔What are the key considerations for implementing Sales Cloud for a global organization? 📌Tip: Talk about multi-currency, territories, and role hierarchies for global teams. ✔How do you use reports and dashboards to support sales teams? 📌Tip: Explain how you’d create custom reports and dashboards to track KPIs like pipeline, win rates, and sales performance. 💡 Why Do Candidates Struggle with These Questions? ➤Lack of hands-on experience with Sales Cloud. ➤Not understanding the “why” behind the concepts. ➤Focusing only on theory instead of real-world scenarios. 🚀 How to Prepare for These Questions ✅Practice Scenarios: Use a Developer Org to simulate real-world sales processes. ✅Understand the Basics: Master core objects (Lead, Account, Contact, Opportunity) and their relationships. ✅Learn Automation Tools: Focus on Flows, Process Builder, and validation rules. ✅Review Salesforce Documentation: Stay updated on Sales Cloud features and best practices. 📢 Pro Tip: If you’re serious about acing your Salesforce Developer interview, focus on practical, scenario-based learning. And if you need expert guidance, let me know—I’m here to help!🤝 👉 What other Sales Cloud questions have you faced in interviews? Share them in the comments below! 📞connect here: +91 98604 38743 #Salesforce #SalesCloud #InterviewPrep #SalesforceDeveloper #CareerGrowth #LearnSalesforce #JobTips

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Too many deals are lost because we assume instead of confirming. In sales, false assumptions can be deadly—especially when AI and a packed pipeline give us a false sense of progress. In this episode, I share how asking better questions and verifying what you “know” can completely change your results. Tune in! #SalesStrategy #B2BSales #SalesSuccess #PipelineManagement

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Thinking about selling your MSP? Here’s what you need to know! The MSP M&A market is booming, and it’s a seller’s market—but are you positioned to maximize your value? In the latest episode of Sunny’s Silver Linings Podcast, Sunny Kaila sits down with Hartland Ross to break down what makes a successful MSP transaction. Key insights: ✔ Why MRR matters—buyers want stability, with 70-80% recurring revenue. ✔ The biggest red flag for buyers? Over-reliance on the owner. ✔ How market fragmentation is shaping M&A trends. ✔ The impact of valuation multiples and global factors on MSP deals. If you’re thinking about your exit strategy or looking to scale, this is a must-watch! Watch the full episode here: https://lnkd.in/g4-gmQZV Read the blog for more insights: https://hubs.ly/Q037xwpg0 The Host Broker & The MSP Broker | #SunnySilverLinings #MSP #MergersAndAcquisitions #BusinessGrowth #Leadership #ITByDesign

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#questionoftheday - How would you like to get your prospecting message in front of any decision maker GUARANTEED? Learn how in this Lee's Lessons episode. If you enjoy this video, please like, comment, and share. #prospecting #salestip #win Mark Hunter Mike Wise Sales Architects - Building SalesPEOPLE into World-Class SalesFORCES Vincent Melograna

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There are 𝘁𝘄𝗼 𝗺𝗮𝗷𝗼𝗿 𝗼𝗯𝘀𝘁𝗮𝗰𝗹𝗲𝘀 when it comes to making & closing any sale. Do you know both are 𝗺𝗲𝗻𝘁𝗮𝗹 ? These are- 1️⃣ 𝗙𝗲𝗮𝗿 𝗼𝗳 𝗙𝗮𝗶𝗹𝘂𝗿𝗲 2️⃣ 𝗙𝗲𝗮𝗿 𝗼𝗳 𝗥𝗲𝗷𝗲𝗰𝘁𝗶𝗼𝗻 💡 Overcoming these mental barriers is key to unlocking success in sales! #sales #strategy #netrosystems #netro

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