PropertyTek

Private Equity Holding Company in Property Management. Anything that can drive revenue... I'm on it!

EVP of Sales

Kim Cram Consulting

Build the Funnel. Create Revenue. Retain Customers.

When you are a start up you have the blue ocean ahead of you. Success is around the corner... just depends on which road you take and how fast you want to get to that corner.

Having best practices at your finger tips can be the difference of fast growth or running out of runway. Anything from Outbound sales to CRM setup for both organization and being data driven, hiring the right talent and helping them develop in the right way.

Founder  ~ GTM Strategies that Drive Pipeline & Sales Process that Closes Deals

CaptureMyMeeting

Advisor

Northstar Financial Consulting Group

GTM Advisor

IsoTalent

Optimum Foods

Novarad

VP of Enterprise Sales 

Paystand

VP of Sales

Turning the world that still pays transaction fees upside down and still providing a way for instant payments. Add the automated reconciliation and you have a dream come true for every finance team. More money on the bottom line and less time with the manual processes!

Rebooting commercial finance by delivering seamless, simple, and intuitive ways to drive cash flow with the convenience of instant payments without all the fees associated with credit cards. Allowing the world of finance to be digital like the rest of the business.

Head of Business Development

SmartShyp

Fractional: Head of Business Development

Wooly

Taking the power of customer's voice to the next level to drive more revenue and customer engagement. Helping manage, organize and measure influencers, advocates, and fans. Everything you need to manage your influencer strategies in 1 place to help you see more, be more, and do more.

Fractional: Head of Sales

As a founder and fractional CRO, I help start-ups and new product launches build the funnel, create revenue, and retain customers. I have 20 years of sales experience in leading teams, closing deals, and creating go-to-market strategies and processes from scratch.

My mission is to help sales leaders and reps achieve their goals and grow their businesses. I offer consulting, training, and coaching services tailored to each client's needs and challenges. I also share tips and tricks about all things sales and prospecting on my weekly newsletter and online boot camp. Whether you need to review your processes, train your team, or boost your pipeline, I can help you turn your sales from a rollercoaster to a rocket ship.

🚀 Kim Cram

My son's latest for Axomo. They make it so easy when there is so much to talk about.

Axomo makes it so employees can pick exactly what they want instead of the "paint shirt" or something that goes right into the garbage. 

Minimum is 1... which means each person can get EXACTLY what they want. 

If your SWAG is still bought in bulk and everyone gets the same thing, it's time... 

🛑 stop wasting 
✅  start having your employees start  😍 LOVING 😍  your SWAG

Thanks Axomo for sponsoring Bentley's YouTube... we LOVE all the hats, shirts, sweatshirts with Ignite Velocity.

Go and subscribe to Ignite Velocity's YouTube for mini jeep, trucks, bike, snowmobile fun... https://lnkd.in/g6RMHxVe

🏁 Left PE for Fractional CRO | Helping $3M–$10M B2B Founders Build a Predictable Revenue Engine + Maximize Valuation | Revenue Ops • Forecasting • Sales Execution

Your sales process is over complicated... 

We bounce prospects between SDR → AE → SE → Onboarding → CSM like an assembly line.

The most frustrating...   every handoff loses context, momentum, and trust.

So what happens?
-A new person shows up and starts from ground zero.
 --Prospect repeats the same answers.
  ---It feels generic. Cold. Impersonal.

Literally… makes buying HARDER than it should be.

Here’s what to do instead 👇

1. ONE point person owns the relationship.
 The AE does the discovery. The AE leads the demo.
 The AE is the constant face of the process.

2. If an SE joins, the AE still leads.
 The rep drives the flow, asks the questions, and keeps the prospect engaged.
 The SE supports — they don’t take over.

3. Warm, detailed handoff to CS.
 AE introduces them.
 Shares the pain points, goals, where the prospect got stuck, and why they bought.
 This protects momentum and builds continuity.

4. Make the experience feel personal — because it should be.
 
People buy because they feel understood.
 
They stay because they feel supported.

When sales feels like an assembly line, trust disappears.
 
When sales feels like an actual relationship, buying gets easier — way easier.

If you want faster closes, higher show rates, and smoother onboarding…
 🛑 Stop complicating the process.
 🟢 Start simplifying the experience.

🚩 Having hiring goals for 2026 to hit your numbers... Don't do it!!! 

Years ago, as a new VP of Sales, I was told to hire a lot of reps.

It was part of the math.

Revenue target ÷ quota ÷ ~80% attainment
 = number of reps to hire.

So I hired. I trained. We ramped.

We even doubled the marketing budget.

And yet… our pipeline stayed flat. 

A little bump to close rate which helped but overall... BOOKINGS FLATLINED 

Why?

They didn't focus on the details. The strategy... well there wasn't one. 

Just... let's get MORE LEADS. 

We threw people and money at the problem and hoped volume would fix it.

It didn’t. We got more than ever all the wrong leads. (Literally would get janitors and hair dressers when we sold to CFOs)

Since then, my focus has completely shifted.
- Push first on pipeline
-- Improve close rate
---- Increase average deal size
----- Make sure you are at sales rep capacity.
------ WIN BIG!!!

Moral of the story... If your pipeline can’t double... neither can your sales team.

Add in there increasing close rate and increase average deal size 😍 

Just remember.. your business planning should be math. 

The right math... the math that actually counts.

Not the spreadsheet math that gets you to a number on paper.
 
The math that produces real results — and actually helps you hit the number.

2026 is your year... when you do it the right way.

This is what NOT to do when sales are going well and you want growth.

Don't fall into the trap of doing only one thing... 

MORE
- More reps
-- More activity
--- More spend
---- More pressure

Don't get me wrong... doing more of what's working can help

BUT... it's rearely the thing that gets you to the next level. 

WHY... because "MORE" usually scales the problems along with the wins. Or produces new ones that you didn't see when it was at a smaller scale. 

✅ What you should be doing for next level growth...

💰 Improve close rate
- Find pain, understand impact, connect dots between them and solution, create sense of urgency and find objections. 

💰 Increase Deal Size
- Stop discounting or giving away what you don't need to. Have confidence in solution. PLUS the more you connect their impact to your solution, you shouldn't need to 

💰 Additional Channels or Segments
- finding other options gives you ability for true growth instead of a typical STALL or plateau that most companies go through.  

❌ Examples of what not to do... 

🙅‍♂️  Just hire more people... 
--- If you don't have enough pipeline to feed the team you already have... adding headcount doesn't increase revenue. (It only increases payroll AND frustration)

🙅‍♂️  Double Activity...
--- If you are only playing a numbers game with OK messaging, you'll burn through leads FASTER and burn your market. 

🙅‍♂️  Throw more money at marketing...
--- More money doesn't always mean more Qualified leads. It has to be dialed in and you have to be strategic or could end up being a bonfire of cash

🙅‍♂️ Think what go you here is what is going to get you 👉  THERE
--- MORE is something that can help, but true growth to take you to the next level is never just more of the same thing. 

Again... what you really want. 

👉  BETTER 👈 

Better processes. Better attack. Better strategies. 

Think outside the box and don't be afraid to keep what you are doing and try something new. 

Think big to win big!!!

🛡️ Kyle H.

PhishCloud Inc.

Chief Technology Officer & Co-Founder

Project Moon Hut Foundation

Kyle Hurst is a seasoned Technology Leader with over 20 years of experience in solution architecture, enterprise architecture, and systems integration. With a proven track record of delivering strategic technology solutions and driving growth, Kyle's expertise encompasses a wide range of industries. His proficiency in core technologies such as ERP, DevOps, Enterprise Integrations, Digital, Cloud, AI, and Analytics has enabled him to deliver innovative solutions to clients.

Known for his ability to collaborate effectively with multidisciplinary teams, Kyle provides thought leadership and excels in building robust and scalable infrastructures. He has a knack for developing cutting-edge AI solutions and automating processes to enhance performance and efficiency. 

Kyle's passion for technology extends beyond the conventional. His skillset includes deciphering complex attack vectors and developing real-time threat assessment systems to mitigate cybersecurity risks. He leverages emerging technologies such as AI and analytics to improve security measures and reduce vulnerabilities.

In addition to his technical acumen, Kyle excels in fostering strong client relationships and is regarded as a trusted business partner. He has a proven track record of exceeding expectations and delivering results in every aspect of his work.

Amazon.com

The center of excellence is a team that focuses on working with Amazon business units, both established and start-up oriented, and helps them build a robust business strategy that reduces waste, leverages cost effective talent for transactional labor that drives key information for strategic decisions to key personnel.

GO Center of Excellence Manager

Developing solutions to complete the Webstore solution offering to key clients to include business growth, fulfillment and customer service solutions.

Sr Account Manager

Manage operational activities and business growth opportunities in the operations area for Amazon's enterprise class partners.

Account Manger - Operations & CS

Working with the fulfilment aspect of the Amazon / Target.com relationship.  Driving multi-million dollar projects around operational improvements and customer contact reduction projects.

Supply Chain Manager - Target Account

Expeditors International

designed EDI and XML system solutions to mirror real world needs.  Specialized in international logistics (customs documentation, bills of lading, shipping data) flowing in real time with the movement of freight.

System Architect

CTO & Co-Founder at PhishCloud Inc.

A visionary entrepreneur who specializes in disruptive technologies.  During 17 years at Amazon Kyle helped multiple businesses, subsidiaries, and Amazon organizations solve complex problems and redefine best in class for their space.  Most recently as the CTO of PhishCloud, he is re-defining the Cybersecurity space, focusing on people and building tools to help them see attacks that are hidden under the surface of the internet.  Using machine learning, cloud computing, and multi-layered data visualization, PhishCloud is doing things today that weren't realistic five years ago and making them a seamless part of navigating the internet today.

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🛡️ Kyle H.

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The Battle

🚀 Kim Cram

🛡️ Kyle H.

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}🚀 Kim Cram's LinkedIn Performance

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