"Do I Need More Leads or a Bigger Sales Team?" — Transcript

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1. 0:00My name is Alberto.
2. 0:02I own a software consulting firm based
3. 0:04in Puerto Rico. So, we do software
4. 0:06businesses and automation, mostly for
5. 0:08government agencies, just because in
6. 0:10Puerto Rico that's the biggest customer.
7. 0:12So, we started exporting a few years ago
8. 0:15and it's going good.
9. 0:17>> [clears throat]
10. 0:18>> We are at four
11. 0:19>> What?
12. 0:19>> Do you pay no taxes or do you have to
13. 0:21pay taxes?
14. 0:21>> We we can we can have that conversation
15. 0:23later.
16. 0:25We pay we pay
17. 0:26less taxes on exports.
18. 0:29We pay less taxes on exports.
19. 0:30>> Yes.
20. 0:31>> And we do
21. 0:32>> I have a service.
22. 0:32>> And we get tax credits on R&D. Um
23. 0:35Uh we are at the four million mark and
24. 0:38I put in the intake form 10 million just
25. 0:41because I want to get out of that place.
26. 0:43>> Sure.
27. 0:43>> Um but I really after doing the beta
28. 0:46exercise yesterday, I think I want to I
29. 0:48want to do 20 to 50.
30. 0:50>> Okay.
31. 0:50>> Uh just so I can grow my multiple and
32. 0:53maybe exit.
33. 0:54>> Sure.
34. 0:55>> Um my biggest problem when I came here,
35. 0:58I thought it was marketing and sales.
36. 1:01And after being here two days, I think
37. 1:04it's hiring and focus.
38. 1:05>> Okay.
39. 1:06>> Um we do very little ad spend, like very
40. 1:10little.
41. 1:10>> Okay.
42. 1:11>> Almost less than 5,000 a month or less
43. 1:14than 1,000 a month.
44. 1:15>> Ooh, government's your your customer,
45. 1:17right?
46. 1:17>> Yeah.
47. 1:18>> I mean, are they res- is the government
48. 1:19responding to that?
49. 1:21That's a real question. I like it.
50. 1:22>> Yeah. Yeah. Well, we get we get
51. 1:24appointments, yeah.
52. 1:26>> From people who work at agencies?
53. 1:27>> Yeah. They need They have needs and
54. 1:29>> You are the first person I've actually
55. 1:30ever heard that.
56. 1:31>> Well, it's not the federal government in
57. 1:33Puerto Rico. It's kind of a little bit
58. 1:34different.
59. 1:37>> Government.
60. 1:38>> [laughter]
61. 1:39>> Uh but but we we have traction by
62. 1:43outsourcing services to companies in the
63. 1:45US
64. 1:45>> Okay.
65. 1:46>> that have to do the business for the
66. 1:48software inside of the US.
67. 1:50>> Right.
68. 1:50>> But they want to cheaper price or less
69. 1:53expensive.
70. 1:53>> Okay.
71. 1:54>> Uh so, we have been getting traction
72. 1:56with those clients Uh
73. 1:58for the federal government, not
74. 1:59directly.
75. 2:00>> Okay.
76. 2:01>> Um so uh we want to
77. 2:03increase the revenue.
78. 2:04>> So, let me ask a question. So, you said
79. 2:06that you feel like you're stuck.
80. 2:09It's focus, which I'll get to in a
81. 2:10second. And the other was manpower,
82. 2:12right?
83. 2:13>> Yeah.
84. 2:13>> Okay. So, right now, if we go through
85. 2:15all this thing, do you have more
86. 2:16business than you can handle?
87. 2:18>> Uh no. I could I could do more business
88. 2:20with the people I have on hand.
89. 2:21>> Okay. So, then do you still feel like
90. 2:22you're manpower constrained?
91. 2:24>> Well, maybe not the right people for the
92. 2:26right job. Um
93. 2:28um and marketing, we're doing very
94. 2:30little videos and we have a production
95. 2:32>> But all that's on the demand.
96. 2:33>> What?
97. 2:34>> All that's on the demand, though.
98. 2:35>> Yeah.
99. 2:36I should be
100. 2:36>> delivery-wise, delivery-wise
101. 2:39>> I'm okay.
102. 2:40>> Okay.
103. 2:41>> I can do more with what I can I can get
104. 2:43up to 6 million with what I have right
105. 2:45now.
106. 2:45>> Got it. So, you're 50% that's sitting
107. 2:47there.
108. 2:47>> Uh when I meant hiring, I think it's
109. 2:49more in the sales um
110. 2:51or sales people.
111. 2:52>> You're demand constrained.
112. 2:54>> Yeah.
113. 2:54>> Okay. You could use more customers than
114. 2:56than you have.
115. 2:57>> Yeah.
116. 2:58>> Okay. But to get more customers, you
117. 3:00need to get leads and then convert those
118. 3:02leads, right? The getting lead side, the
119. 3:04ads seem to work okay.
120. 3:06>> Yeah.
121. 3:07>> Okay. So, then down funnel, okay.
122. 3:11So, is it that the sales rep that you
123. 3:12have is fully allocated or that they
124. 3:15can't close a door?
125. 3:16>> No training, no scripting. I learned all
126. 3:18that yesterday.
127. 3:19>> Yeah, those are important. [snorts]
128. 3:20>> Yeah.
129. 3:21I have like a few unicorns that they go
130. 3:24out and do face-to-face and they close
131. 3:26leads. Yeah. But I have only two.
132. 3:28>> Okay.
133. 3:29>> And uh I used to do that myself. I I
134. 3:31wanted to get out of that area.
135. 3:33>> Yeah.
136. 3:34>> And
137. 3:35uh so I that's what I learned yesterday
138. 3:36that I need to systematize the selling
139. 3:39process because I'm an engineer myself,
140. 3:41so I'm I was very good on SOPs for the
141. 3:44operating area.
142. 3:45>> Okay.
143. 3:46>> But I have no sales experience. I just I
144. 3:49just
145. 3:50I don't know if I want to say I was
146. 3:51lucky enough to be able to talk to
147. 3:53clients and sell them.
148. 3:54>> Yeah.
149. 3:55>> Um and then I trained a few people that
150. 3:57are doing that job.
151. 3:59>> Got it.
152. 3:59>> But only two. And I was talking to one
153. 4:01of your guys and he said like 35 people
154. 4:03in the team and setters, closers. I
155. 4:06never thought of it that way.
156. 4:08>> Yeah.
157. 4:08>> So that's why I said a focus problem
158. 4:11maybe because
159. 4:12um
160. 4:13I never thought of that. Like I never
161. 4:15thought
162. 4:15>> The focus issue I said was a bigger
163. 4:16issue than you know that.
164. 4:17>> Yeah, which is fine. We all have health
165. 4:19don't know some things we should know.
166. 4:21Um okay. So uh it sounds like you know
167. 4:24the answer to your question which is
168. 4:26that you need to build an entire sales
169. 4:27system.
170. 4:28>> Well, I have learned it here so
171. 4:29>> Yeah.
172. 4:30Um
173. 4:31well, I think you should do that. Um
174. 4:34>> What about the the
175. 4:35advertising? Like uh one of your guys
176. 4:37said that I should be posting more. I do
177. 4:40very little posting like from my
178. 4:42account.
179. 4:43>> If you let more people know about your
180. 4:44stuff, you it's unlikely that you'll
181. 4:45make less money. Um
182. 4:48that being said, the point of the theory
183. 4:49of constraints is to focus on what the
184. 4:51rate limiter of the business is. And so
185. 4:53right now, if you can just dial up your
186. 4:55spend and then you would have more leads
187. 4:56than your current guys can handle, the
188. 4:58constraint is sales. And so whenever you
189. 5:01have a
190. 5:01whenever you have a pipeline, as long as
191. 5:04you have no supply constraint, any
192. 5:05increase on it like you can get your
193. 5:07page to convert better, you can get your
194. 5:09ads click-through rate to go up, you can
195. 5:10all of these things will will yield an
196. 5:12increase in throughput if you're not
197. 5:14supply constrained. But the choke point
198. 5:16of the business is sales cuz if you
199. 5:18improve your landing page, they're
200. 5:19booked out. If you improve your ads,
201. 5:20they're booked out. There's nothing you
202. 5:21can do here. So this is the rate
203. 5:23limiter. So we do this and then we can
204. 5:26we can basically push more on the front
205. 5:27end. So the second step would be
206. 5:28increase the marketing first so we
207. 5:30increase sales capacity. Fix that. Yes.
208. 5:33>> All right.
209. 5:34>> This is good. This is fun.
210. 5:36>> If you were the best salesperson in your
211. 5:38company, then your company will be
212. 5:40always capped by you. And this is what
213. 5:43the two-day workshop is for. Now I want
214. 5:44to be clear before I get into what it
215. 5:45is. This is for million-dollar plus
216. 5:47businesses that are trying to scale
217. 5:49their sales team,
218. 5:50>> [music]
219. 5:50>> where you are still probably vast
220. 5:52majority of the magic. Either you're
221. 5:53literally taking calls or you are a big
222. 5:55percentage of the revenue, or you have
223. 5:57to be constantly on the sales team in
224. 5:58order to get this to work. If you're in
225. 6:00any of those settings, then this is
226. 6:02absolutely for you. And so, if you are
227. 6:03tired of your sales relying on you and
228. 6:05want a sales system that scales beyond
229. 6:07you, then apply. That's the deal.
230. 6:09[music] And so, if it is a fit, we look
231. 6:10forward to seeing you out here, and it's
232. 6:12a great time. We'll talk about sales
233. 6:13stuff. Like, how could you have a better
234. 6:14time? It doesn't get better word for it.
235. 6:15Here's what other people are saying
236. 6:16about our workshops. They're
237. 6:18premo, and uh yeah. We look forward to
238. 6:19seeing you out