Category: Testimonial

Swarmsales Now Allows You To Monetize Your Linkedin Network.

Swarmsales Now Allows You To Monetize Your Linkedin Network.

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What if I told you the era of Return on Relationships is finally here? Every day we help freelance enterprise sales professionals realize the ability they possess in being able to unlock their own network and increase their own net worth.

However, until recently, we were working to identify these relationships manually. How? By asking sales professionals to input their own data and to identify which accounts they would like to engage the companies on Swarmsales in to.

Well, that changed yesterday. And it moved the needle drastically in our ability to predict, intelligently, which one of your Linkedin relationships is highly monetizable.

“This is what I always imagined Linkedin’s Sales Navigator to do.”

 

Here is how it works:

  1. Sign up for Swarmsales as a sales professional.
  2. Simply go into your Linkedin Account and extract your archive file (takes 24 hours to get it via email from Linkedin.)
  3. Upload the .zip file into Swarmsales
  4. Our AI algorithms will process your data and allow you to select the most relevant connections, work history, and endorsements.
  5. Companies start matching you and inviting you to submit opportunities.
  6. Start getting paid!

This entire process will take you less than 5 mins to complete. (Please note you must have your archive file prior to initiating this process).

We recently showed to various sales leaders and investors this feature; and as a result, they commented: “WHOA, this is what I always imagined Linkedin’s Sales Navigator to be” said John Faxio, Sales Professional on Swarmsales. “Now I know what my network is worth!” said Karl Woolfenden.

This feature will be widely available in all Swarmsales Sales Professionals profiles by end of June 2018.

Want to see it action? Check it out below.

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How Jim Meyer Leverages Sales-as-a-Service to Monetize Existing Relationships

How Jim Meyer Leverages Sales-as-a-Service to Monetize Existing Relationships

This week our CEO, Ankur Srivastava, and President, Alex Limeres, sat down with one of our top sales professionals, Jim Meyer, to discuss his experience with sales in the gig economy.

Ankur: Hey there everybody. Ankur and Alex here with Swarmsales and we are really excited to talk to you guys about one of the top sales professionals in our marketplace who delivered a six-figure closed.  You guys have heard us talk about him over and over on LinkedIn and our blogs and we still can’t stop talking about him. And rightly so. I want to welcome Mr. Jim Meyer. Welcome, Jim. Thanks for taking the time to talk to Alex and me.

Jim Meyer: Well thank you for inviting me out here I’m kind of humbled by your introduction. I’m just a regular sales guy but thanks for giving me a chance to say hi.

Ankur: That’s the one thing that we want to make sure that we eliminate is that you don’t feel like you’re a regular sales guy. You know, maybe before we go into it today, I’d love to get a little bit of background for the audience and the people listening about who you are, what your background has been, and then if you don’t mind, we’ll go into how you found Swarmsales. Then talk a little bit about the journey does that sound okay?

Jim: Sounds fantastic.

Ankur: Great. So, let’s talk a little bit about you. Just tell us a little bit about your background if you don’t mind.

Jim: All right. So, I’m an engineer with an MBA. I’ve been in the sales organizations for quite a long time. In that period, most of the time has been as a sales professional or as a sales management guy. My focus has mostly been in the telco utilities or bigger enterprises that use Telco type internals infrastructure. And in the last four years, I’ve been really running my own business, kind of representing independent companies that are looking to get into the North American market; some are foreign, some are domestic. Then I kind of came across you guys a couple years ago.

Alex: And tell us Jim, how did how did you find us?

Jim: That’s actually an interesting question. I honestly don’t remember the gentleman’s name, but I was doing some work chatting with folks at CenturyLink. Some of you guys may have heard of them. You know it’s a larger US telco, and I was talking to one of their Business Develop guys. And he was like, “oh yeah there’s this cool company now that I understand what you do, Jim,” he says “there’s this company called Swarmsales and they are kind of a clearinghouse of sales guys that are independent reaching out with different vendors that are independent and seeing that they work out some mutual partnership.” So, that’s how I first heard about you guys was with Centurylink.

Ankur: That’s great. Now talk to us a little bit about what you experienced when you jumped on the marketplace. How was the on-boarding process? How quickly were you able to identify a company that you were able to work with?

Jim: Well, getting on board with you guys was really easy once I found out and signed up. I started perusing the different types of solutions that you were offering. For me it was really kind of an easy starting point because you take a look at who your customers are today, who your contacts are, and you can sort of marry different types of solutions that would be beneficial or up-sell to those types of organizations you’re already dealing with. You can talk more about some core things that would kind of fit, or you can actually go off in some tangential. Let’s say you’re talking more to IT and engineering folks but -you guys have for example, some marketing solutions that you could also parlay over that part of the organization. So, it was really easy just looking around to see what kind of companies you had. Just look to see what types of companies those folks were looking to get into. Then it was just the process of what you call bidding to say, ‘hey, my name is Jim. Here’s my background. Here’s what I know. I think I can help you at company X or company Y.’ Then it’s just up to those other vendors to say, ‘Yeah, hey let’s go try this.’ So, really easy process. Then obviously, you can expand upon that if you want to go look at other further ones once you kind of get your feet wet and get comfortable.

Alex: I was gonna say, how many companies have you engaged with on Swarmsales, and do you have any best practices to share?

Jim: It’s probably been six or seven different companies that I’ve engaged with. There was a couple that didn’t seem so much of a good match. But of that handful -six or seven- I did reach out to several different companies in my network and there’s a handful of companies right now that I’m interacting with; your vendor folks. Obviously you know about the one that we closed. There’s several others that I’m working to bring across the goal-line as well some in that same solution type and some others.

Ankur: Jim, one of the things that obviously you’ve talked about and several sales professionals talk about on our marketplace is our compensation model, which is unique. There’s a traditional model and then there’s a Swarmsales model. If you don’t mind, could you just do a little bit of a comparison between the two, and tell us what did you find beneficial? And if not, we’re open to that feedback as well about the compensation model that we have versus what you were going to do.

Jim: The compensation is really very similar to what I experienced doing my own business before I even joined you guys. You have a little more of an interactive update capability where you get a little money for introductions, a little bit for a demo, a little bit for proof of concept and close. Sometimes in my situation, I didn’t have those little iterative steps, but the payment that you guys give on Swarmsales is pretty comparable to what you would have teed up by helping another company out. Then of course you’re comp plan on a closed deal is really pretty competitive. The companies vary a little bit in what they’re willing to pay but it’s pretty much the norm for what I saw even before I came across you guys.

Ankur: In terms of engaging with these companies, was it fairly easy to to do? What is your feedback on that? Is what we provided you with adequate knowledge and information to learn enough about the company and to be able to engage them into their accounts?

Jim: Yeah, you guys may actually do better than some of the companies I talked to because you it seems that you guys always want to have the core. Your battle card, which includes the pricing, some of the documentation that supports the products, and videos or demos. Some of the guys I’ve talked to- they’re really kind of rudimentary. They don’t have a PowerPoint that talks about the product. They’re super young and they’re trying to get their feet, you know, on ground so they can do something. So I’d say, if anything, you guys in some cases are better than some of these companies that are out there by what you guys force the vendors to provide for us.

 

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Want to hear more? Watch the video above to see the full interview.

Anatomy of a $100,000 Deal on Swarmsales

Anatomy of a $100,000 Deal on Swarmsales

This week, Jim Meyer, a sales professional on the Swarmsales platform, closed a deal that will end its first contract year as high as $250,000. Meyer will earn not only the milestone payments he made during the sales cycle, but the $100,000-deal commissions and ongoing commissions as revenue is reported on the deal each month. Meyer and the companies involved in the deal will tell you that this deal almost definitely would not have happened without Swarmsales. Neither Meyer nor the Swarmsales vendor company he sold for had ever heard of each other before this deal began.

Meyer wasn’t recruited, hired, trained, and given a territory on behalf of the vendor company. In fact, the solution he sold is made by a company that wasn’t ready to hire any full time sales staff. Likewise, Meyer wasn’t interested in relocating from Texas to California, where the seller company is located. And yet, Meyer had the perfect contact with a telco company that was looking for a solution to offer its subscribers. Without Swarmsales, Meyer would never have been able to offer this solution to his contact. The vendor company would have had to wait months or years until they could establish a sales office in Texas to begin cold calling and drop-ins at the telco company. And yet, here we are, congratulating all parties on a solid and lucrative deal.

This is what Swarmsales was designed to accomplish; bypass recruiting, training, ramping up, cold-calling, cold-emailing, and waiting. Moving buyers, sellers, and sales professionals directly to the introductory conversation with a decision maker is the goal. Swarmsales is, after all, a Sales-as-a-Service marketplace. There is value in this model for sales professionals and companies alike. Sales professionals are able to earn more commissions from a single relationship than they would through employment that restricts them to selling one company’s suite of solutions. Meyer and his $100k deal are the perfect example of how Swarmsales was made to work. A sales professional with solid contacts can familiarize her/himself with new solutions, and sell those solutions to their existing contacts without leaving their current territory or product offerings.

Like any two-sided marketplace, it requires that both sides access the marketplace on a regular basis, engage the other side of the marketplace, and develop solid communication. Below I’ll review the steps Meyer took to get this deal completed.

1. Reviewing Vendor Companies

Meyer began working on this deal by reviewing the various solutions offered by vendor companies on the platform. When a sales professional is at this first stage of the process, it’s important that s/he think critically about the needs of their existing contacts as they review solutions available to sell through Swarmsales. Meyer found multiple solutions that he believed could meet the needs or solve the pains experienced by his contacts.

Pro Tip: Even when you have nothing new to sell to a contact, keep yourself informed of their needs, pains, and challenges. This way, you can easily identify solutions for them, even just during casual conversation with other contacts. Being their go-to call when they’re investigating new purchases is the best position a sales professional could be in.                     

2. Education

After browsing through battle cards and one-pagers, Meyer attended webinars for the solutions he wanted to sell. Meyer identified several opportunities for his contacts and got started right away. He contacted the Swarmsales Customer Success team to have them schedule calls with the vendor companies. During these calls, Meyer fleshed out specifics about each solution to determine if they were as well-matched as he believed.

Pro Tip: The Swarmsales Customer Success Managers work with both our sales professionals and our vendor companies. They are available to help you review your contacts, suggest solutions, coordinate calls, and more. Plus, since they work with our vendor companies as well, they are a great resource for you to access to pull data and brainstorm opportunities.

3. Submitting Bids

His next step was to submit a bid (essentially an introduction opportunity) to the vendor companies. This step is easily managed in the Swarmsales platform. Just complete the information, submit, and await approval to move forward!

4. The Introduction

Once each bid was accepted, Meyer worked closely with the vendor company to be sure they had a thorough understanding of his client’s needs. At this stage in the Swarmsales process, there is often a quick call or meeting to review each company’s needs and the timeline for completing a deal if agreed upon. The introduction was completed when the two companies met briefly via phone.

5. The Demo

With the intro complete, Meyer clearly defined the need of his client company and the revenue opportunity the vendor company’s solution would bring. Careful not to let the excitement fade, Meyer made sure to keep in contact with both parties until the demo was scheduled and completed. Meyer took the time to organize all the data he complied on the deal and its potential impact for each party, then shared it with them.

Pro Tip: Meyer created a detailed timeline at this stage. It gave both sides realistic expectations of the time frame in which the deal could close. It included a roadmap with decision criteria, technical steps to address, and a list of items that would need to be approved by legal teams.

6. The Pilot

The responsibility of a pilot rests largely with the vendor company. It’s up to them to establish how the pilot will be run, for how long, and what metrics will be used to determine success. Meyer respected the vendor company’s timeline for getting the pilot up and running, but he never backed so far away that he couldn’t prod them if need be. By allowing the companies to work together at this stage, Meyer allowed them to see what a working relationship post-deal would look like. Once the demo was complete and the data was in, both sides recognized this was a great fit.

7. The Close

Meyer completed the pilot phase having demonstrated the value of the vendor company’s solution and establishing a very clear metric of value to his buyer. The metric showed that for every day that his client didn’t purchase the OST solution, they would be missing out on well-defined revenue that could be generated by implementing OST’s solution. As part of the close process, Meyer worked closely with OST to deliver a proposal to his client. Once that was sent, he identified and communicated with each of the executives that had to sign-off in order to get the deal done. Lastly, Meyer worked with legal to ensure that there were only minimal adjustments needed to meet language requirements for both companies. With a signed contract and an executed purchase order, Meyer’s deal was done.

Curious if Swarmsales is right for you or your business? We would love to tell you more about us! Contact us at info@swarmsales.com.