"We had just raised $1,100,000 in seed financing, we had a good product, a great market, and some beta customers. We needed to get the product in the hands of more people and achieve scale. However, our message wasn't resonating. We had enterprise deals in the pipeline, but they were taking longer than expected to close.We tried selling direct, but we were unable to get success. We needed to get to our first million ASAP.
We were referred to Nick by one of our board members, and we decided to start working with him to build out our sales funnel. He helped with messaging, sales scripts, ads, landing pages, comp. structure, CRM integration, hiring, investor decks, financial forecasts and analysis, capital allocation, channel partner agreements and the customer success process.
The results were incredible. Within 12 months, we grew to over $1M annual recurring revenue. The funnel worked and it was profitable. Because we had traction, we were able to close larger enterprise deals and sign healthy channel partner agreements. We are now cash flow positive and growing fast using the systems Nick helped build. Nick continues to consult with us."
- Kevin Mulhern, Founder and CEO of AdvisorStream
Kevin is the CEO of AdvisorStream, a Toronto-based fin-tech startup that specializes in empowering financial advisors with content marketing. He raised a little bit of money (~$1M) and spent a few years developing a rock-solid thesis that demonstrated the relationship between an advisor's content quality that advisor's AUM. Upon completing initial product development, he had his first few raving testimonials and solid case studies, but no formal, repeatable sales process... yet.
He was eager to get his valuable solution into the hands of more advisors, and we didn't blame him. The product was excellent. He started working with us, and within one month, the construction of the sales pages, marketing collateral, sales scripts, outbound prospecting messages, and ads were completed. We helped him hire and train four salespeople and install a full customer success department.
Within 12 months, AdvisorStream grew from a few paying customers to $1M ARR. Kevin and his investors were delighted with these results. He used the initial momentum to develop his solution further so he could sell into large enterprises and banks. He shot us an email not too long ago that only read "Hey, you can change your website. We are at $5M ARR."
“We do a lot of paralysis by analysis where we get caught up in five creatives, 17 different ads, 20 things for retargeting...it just slows us down and kills our momentum. What’s cool about the Mastermind is we got what we needed to get the ads out there to drive results.
One of the biggest things was looking at the marketing unit economics and we realized we’re pricing our product too cheap to really scale the business to $100 million in sales, which is the big goal.”
- Brandon Bornancin, Founder and CEO at Seamless.ai
Brandon is an excellent salesperson - blood runs with enthusiasm and charisma, but he's also smart as a tack. He was a top salesperson at Google and IBM and made a fortune selling into the enterprise. However, while selling, he encountered a problem that he couldn't ignore - contact data was crap. He correlated his sales productivity with the quality of his contact data and found that even him, a top salesperson, still struggled without having cheap, accessible, accurate contact data.
Brandon quit his job and made it his mission to build a solution that lived up to the claim: the World's Best Contact Data, something that he would consider fit for slinging b2b accounts. He mined the data manually and sold it early to customers to validate his hypothesis. Then, he hired a developer to help technologically express his hypothesis into a product.
He wandered into our funnel in early 2019 after raising some money and having about $20k per month in sales. Within a few days of working with us, he launched a video sales letter using our guidance and copy and updated his FB ads. If you visit our pages, then visit Seamless', you might smell some similarities.
In 11 months, Seamless grew to $3.5M ARR and is on pace for even more growth. He and his team came to visit in Toronto for one of our private Mastermind events, and I got to meet them in person. They are a great group of lads and are serious about solving this darn contact problem. They are continuously improving their product in pursuit of their bodacious claims. If you require some contact data, give em a try!
"We finished building our product and we had some initial traction with beta customers. We raised a little less than $1M in seed financing and we needed to prove out a profitable distribution strategy to justify the model. We had no proven sales strategy. Our close rates were low and our lead volume unpredictable. We were getting worried.
We started working with Nick after hearing about what he did for AdvisorStream. He built out our inside sales funnel, and our lead generation campaigns. The results were great. Our outbound prospecting lead capture rate went from .5% to 2%, Our paid cold traffic campaign lead capture rate increase from 4% to 12%, Our demo booking rate increased from 20% to 40%, Our demo closing rate went from 10% to 38%. With the funnel fully built, sales will catch up to our expenses in 6 months or less. This means we can raise serious capital and scale on the backs of real revenue and strong growth.What's even more impressive is that Nick has continued to figure out how to lower the CAC.
With a fully automated funnel we are now able to confidently close channel deals and send people through the funnel at scale.”
- Henry Bee, Co-Founder and CEO at CoPilot AI
Henry Bee from CoPilot leads a team of fantastic engineers that are helping solve problems in the wealth-tech niche over in Vancouver, Canada. He's razor-sharp and has honed an impressive set of technical skills. He started working with us, and within a month, the sales pages, outbound scripts, sales scripts, and ads were firing, and demos were coming in hot. His sales team was closing sales, however... with some resistance.
Henry, being a true professional, went back to the whiteboard and put on his scientist hat. He determined a more urgent problem for his financial advisors customers - marketing. He had the insights to solve it and went out to the current customer base with a new offer. Betas immediately signed up. He worked on the underlying mechanics of the solution over Christmas and demonstrated the first results for the beta customer within a few weeks. He and his team took the thesis and manual steps used to deliver the results and built a full SaaS solution, now CoPilot, just within a few months. We helped him spin up new landing pages and ads, train the sales team on a new script, and turn the machine back on. The new offer at a new price worked, and his team shot to $1M ARR in 11 months.
Henry, now armed with technical and sales skills, can now perform "digital alchemy" whenever he wants. If I were just an investor looking for someone to bet on, I'd take a look at Henry!
"Our profits and return on investment with you is stratospheric. I can’t even quantify it. It’s hundreds of thousands of dollars.
I’m a tech guy...I’ve been in the tech industry for 25 years...I’ve done development, managed giant teams at Microsoft, managed $50 million budgets. But I’m a tech guy and I’d never done sales before. We weren’t bringing on any new customers. There was certainly a sense of urgency for me to get this going back on the right track. I think my schedule was booked out for three weeks straight with no gaps. I didn’t leave myself any gaps for lunch breaks. I was on the phone from 8am-5pm.
We hope to get to that goal [$2M ARR] in the next year and looking forward to working with you on the paid advertising front and getting that dialed in. We hope to get to that within the first year or so and I’m confident we can. I’ve had to stop selling after this last promotion because my fulfillment is capped out. I have to increase my fulfillment before I can start selling again, which is a great problem to have."
- Jeremy Noetzelman, Co-Founder and CEO of Press Advantage
Jeremy from Press Advantage is one heck of an entrepreneur. He lives on a farm, has five kids, and is as smart as a whip. He's a self-proclaimed "techy," and he'd be the first to tell you that sales was not his strength before 2018.
Jeremy signed up for Salesprocess.io after "taking a flyer" via one of my FB cold messages. He followed the framework to a t and took each step as literally as an engineer possibly could. He spun up landing pages, did outbound prospecting, worked on his sales scripts and other assets, between picking up his kids from school and other family activities. He practiced his sales presentation in the mirror, charged through the live demos, and closed his deals. While selling, he was able to identify small holes in his offer and use his product development skills to fill them in quickly. He sold for a few months and got his new offer to $10kish per month. Then he used the webinar scripts and action flows provided by us to help craft a webinar. He went out to a channel partner and presented his webinar live. That one live webinar did $400k ARR in one day (this includes trailing sales from replays).
He's now past $1M ARR and still growing fast. He was able to take his learnings and further refine his offer and is currently sitting pretty as the best-in-class solution for press releases in his specific niche (SEO agencies). Perhaps Jeremy still believes that he's not a gifted salesperson, and even might tell you so, however, I will tell you otherwise.
If your physics prof is a dual-core processor, then Pavel from Keboola is a Xeon 18-Core - he's one of the smartest and quickest people along which we've ever had the pleasure of working. Like a gazelle striding through the African grasslands, Pavel picked up the Salesprocess.io framework, manuals, and templates for him and his teammates, learned the underlying concepts, applied them like you would imagine, popped in to get one of his VSL decked reviewed for structure, went awol for a bit, then fired off an email four months later stating he doubled to $6M. The VSL structure helped him "pull down" his complex enterprise database architecture insights into a format in which a salesperson could more effectively communicate. Just another example of what happens when an extremely technical and talented person solves sales... Rain.
"After being stuck for over a year, unable to break past the $100,000 dollar per month profit, I decided to consult with Nick at Salesprocess.io. I explained my situation and how I was unable to really scale beyond $8,000-$10,000 per day with about $4-$5k in daily ad spend. We looked at my entire funnel and began to really boil down my messaging and my target market. We adjusted my funnel and copy to really reflect what makes my offer so unique and compelling. Then we began to come up with a whole new ads strategy and script.
Once we had everything locked in, I simply couldn’t believe it. It was almost as if we had doubled and even tripled over night. Our conversions improved about 20% with the changes to the funnel. The new ads were smashing it out of the park, delivering a 2-3x in ROI. Many of my new ads now have millions of views and have generated hundreds of thousands in just a few weeks. We are now averaging $20,000 to $22,000 per day in revenue with just $6,000 - $8,000 per day in ads spend. We tripled our monthly profit in just a few really simple steps. I’m blown away haha. Feels great to finally bust through a plateau when you’ve been stuck for almost two years.”
- Greg O’Gallagher, Founder at Kinobody
Tyler was an engineer from NASA who wanted to start a SaaS company. He had a strong technical background and had honed his development skills through years of specialized training. He had deep domain expertise and insights relative to the info product merchant segment and consequently was able to identify a problem relative to paid traffic multi-channel attribution. He did not have his product built yet, but he had a strong desire to express his insights into features that could help the people he understood so well. He came to us from a referral in June 2019. Within the first week, we identified a gap in the market using the research method and framework available to Salesprocess.io customers. Tyler built his first design in one week and demonstrated it to a prospect using the method taught to him. The prospect bought for $3K per month. Tyler then signed up another two customers and validated that he could deliver the promises made by building an MVP. He had to rebuild the product from scratch a few times over five months after encountering technical limitations, but that did not phase him a little. Building this type of software is a walk in the park compared to Nasa responsibilities. He now has compelling case studies, his customers are renewing, and he's starting to write his sales arguments using the data collected from the case studies, which he'll use for a marketing and sales campaigns. He now has over 10 paying customers, who are happily paying and grateful that Tyler's solution exists. Tyler is well on his way to building a precious asset and helping a ton of people.
Sabrina is a wickedly smart entrepreneur from San Francisco. She studied computer science and physics at the University of California, Berkeley, and also was awarded a Forbes 30 Under 30 recognition. Sabrina had deep domain expertise relative to the process of hiring technical talent within high-growth companies. Consequently, she was able to identify an acute problem - engineers being unhappy at the workplace, which results in high turnover due to...(ask Sabrina). Determined to solve this problem, she built her first solution that leveraged a Slack mechanism. She came into contact with some of our content, conducted her research, and signed up for Salesprocess.io in Feb 2019. After going through our foundational sales training learning how to outbound prospect and sell over the phone, she was booking meetings with prospects at a rate faster than the rate at which she could complete them. Prospects were engaged, however, not throwing credit cards and purchase orders at her just yet. Sabrina understands the discovery process and is also an incredibly rational thinker, so she was unfazed. She looped around and booked "discovery meetings" with her prospects using the discovery method taught by Salesprocess.io. During these discovery meetings, she was able to uncover critical insights that she had not had before (she spent 2.5 hours speaking to one customer and going real deep). These new insights led to the conception of a slightly different offer - one that aligned better to the niche's more urgent needs. She built the mock-up in one week, pre-sold it, then made the product inside of two weeks. She validated her new solution and collected case studies. She's now moving quickly and helping even more people solve a problem that she understands so well.
Aren from Foxpass is an incredibly smart entrepreneur who’s created a better, faster, cheaper way to manage and maintain security best practices for growing companies (significant problem). He’s currently addressing many different verticals: Fin-tech, entertainment, medical, tech, and e-commerce.
Aren participated in the Y Combinator incubation program and came to us in mid-2018 while he was wrapping up the documentation of his core case studies and thesis. He has incredibly strong technical skills, but at the time, he was not thoroughly versed in the sales and marketing best-practices. His team went through Salesprocess.io and framework, and got a full grasp on what tasks needed to complete, in what order, and how. He hired a full-time marketer to execute the steps and doubled in one year.
"Things are cranking away. We had $146,000 in revenue in March with ~$60,000 in income. By far our biggest month ever. We have elections in about a month, and then we'll be rebuilding our client base, and hopefully resigning lots of happy clients for the next election cycle. Lots of our clients are local, and from previous relationships. But, I feel like they know we play ball, and that's why our ad spends and retainers are getting larger. Still looking to really get down prospecting and qualifying in a predictable way. That will help us scale and go nationwide."
- Nick Brown, Co-Founder and CEO at Effct
"Hey Nick, happy to be a case study for you at any time. Your program helped me go from being stuck at $30k MRR for 10 months, to growing to $70k MRR in six months. I now close an average of 1.5 sales a day, and 92% of my deals close in one call, with a $5k transaction on an annual subscription. LTV of the customer is $30k." "I've been going through Nick's program and I can vouch that it, and he, are the real deal. Our growth has doubled in the last few months and I have reduced my CAC by over 50%."
- Jono Landon, Founder and CEO at Hubbli
“We were hovering around $60K per month on average and needed help solving the marketing and sales funnel problem, along with some of the sales team architecture.
Salesprocess.io helped me to install converting ad sets on Facebook, a sales funnel that qualifies well and a remote sales team that's scalable.
I have been able to spend more time on the business and trust this automation in place, it's been fantastic. We jumped from $60k-$200k in sales in three months.
Excited for the future. I'm able to spend more time with my family and delegate this improved system to my teammates.
I'd recommend this to a founder because Nick and his team have a structure and energy that will accelerate your desire to be the best. Nick and his team don't cut corners and have added immense value to my business.”
- Ryan Groth, Founder of Sales Transformation Group
“We doubled or even more our cash flow in one month … we are getting pretty good ARR this year, so you have your testimonial definitely. We doubled our revenue from $30k to $60k MRR in 3 months.
My biggest learning is to keep focused on a year at a time, not just month-to-month, but just really focusing on bringing value.”
- Lasse Stokholm, CEO & Co-Founder of Zenfit
"Pushing up price put us in a great position, because we were able to double MRR in just one month. We took 20% of customers to annual subscriptions. We're at $250k ARR now, when we were only at $100k ARR in December."
- Oleg Shilovitsky, CEO & Co-Founder of OpenBOM