Sales Market Fit

Sales Market Fit is a B2B sales philosophy of understanding the gates our target clients must go through in order to want and get approval to buy (create demand). These gates may differ from market to market or across different tiers of clients. Once understood and processes are aligned, organisations will reduce their average length and cost of sale, ultimately accelerating growth more efficiently.

Founder

FlyFreely

FlyFreely is a market-leading Drone Management Platform that enables any organisation, anywhere in the world to deploy drones at scale legally, safely and efficiently.

Growth Manager

GrowthMentor

Providing 1:1 mentoring for entrepreneurs starting and growing their own businesses through GrowthMentor, a curated platform of invite-only startup and growth marketing mentors who have proven experience in their fields. 

Join to find your next mentor » https://www.growthmentor.com/?ref=gavintye

Mentor

Kinatico (Formerly CV Check)

CVCheck is a market leader in the global compliance, management and reporting SAAS workforce management sector. 

CVCheck is an ASX listed HR technology company servicing over 25,000 SME and large enterprise clients plus 1 million individual clients across Australia and New Zealand.

Client Executive

MyPass Global

Head of Growth & Partnerships

Hitachi ABB Power Grids

Sales Executive

RedEye Apps

Energy Market Development

Sales Lead

RedEye is a disruptive tech business, and the first software business to make engineering data truly mobile. Established in Brisbane in 2012 by Wayne Gerard and Randall Makin, RedEye is one of Australia's fastest growing startups with an expanding global footprint.

RedEye's cloud-based solutions help asset owners and their service providers improve their productivity and safety, while reducing business risks and costs. With a mission to reinvent the way people work, the company has pioneered a new product category of Engineering Data Management.
Taking a partnership approach to product development, RedEye's solutions are built by the industry, for the industry. 

In 2016, RedEye will launch its workforce mobility solution, which can be used by professionals in any industry or sector.

The RedEye team are passionate contributors to the startup community, helping to drive world leading innovation and a diverse workforce culture and supporting new entrants to Australian startup ecosystem.

Strategic Engagement 

WorkPac

WorkPac is an Australian, privately owned company that delivers Human Capital Solutions. We optimise productivity and mitgage risk in the people component of our clients'​ business. 

We have developed strong partnerships with some of Australia's most reputable companies and have currently in excess of 6000 Field Team Members employed on clients'​ sites helping to deliver significant mining and infrastructure projects across the nation. 

In its 14 years of operation, WorkPac has experienced postive year-on-year growth through a strong focus on exceptional service and quality solutions. Our Business Centre network has grown to over 45 in metro and regional locations across Australia and we we employ over 350 full-time staff. Annual turnover is on track to reach $500m in the 10/11 financial year. 

The national expansion of the WorkPac Group has delivered strong and sustained growth levels. In 2010 the Company reached 157 on BRW's Top 500 Private Companies list; 851 on BRW's Top 1000 Companies list; and 8 on the Queensland Business Review's Top 400 Companies list. 

In 2010 WorkPac was also recognised at the Recruitment Excellence Awards, winning Best National Agency and in 2011 WorkPac was announced winner of the McLean Award for Workplace Safety at the national Recruitment and Consulting Services Association (RCSA) Awards. 

Find out more at www.workpac.com
Specialties
Industrial Jobs, Healthcare Jobs, Business Support Jobs, Executive Jobs, Technical Professional Jobs, Safety Solutions, Workforce Planning, Recruitment and Management

Business Development Manager

Rio Tinto Alcan (Boyne Smelter)

Boyne Smelters Limited (BSL) is proud to be Australia’s largest aluminium smelter.

BSL produces in excess of 570,000 tonnes of aluminium per year. Our reputation for exceptional quality and reliability keeps us at the forefront of our industry.

Our success is primarily due to the men and women who shaped not only the smelter, but the community in which we operate.

BSL is one of five aluminium assets throughout Australia and New Zealand which form Pacific Aluminium.

Operator

Are you a B2B founder of a tech or software company and struggling to generate sales in a consistent and predictable manner? 

Does this sound familiar?

- You have a technical background but limited sales experience
- You know the value of your product but the market doesn’t seem to get it
- Sales are going on too long without the client buying
- Deals just seem to fade away after the demo

These are all symptoms of not having Sales Market Fit!

Hi, I’m Gavin Tye, founder of Sales Market Fit and I help founders, and their teams create a repeatable sales framework that delivers real results for their business.

◾️Expected Results 

Working with me, my clients and their teams can expect: 

✅ More Leads
✅ More conversions
✅ More revenue
✅ More sales
✅ Shortened sales cycles

◾️Case Studies 

▪️ Helped FlyFreely 3x revenue, increase contract Value by 55% and reduce their sales cycles by 60% in 12 months

▪️ Helped Volaby increase it’s SaaS subscriptions and MRR 15x whilst reducing their sales cycle from 1-2 months to less than a week (During a pandemic as well)

Download our whitepaper here - https://whitepaper.salesmarketfit.co/ 

◾️Why me?  

With over 10 years of experience developing sales strategies and processes for tech startups, my clients and I have closed over $30 million dollars worth of deals.

From developing ‘proof of concept’ for small tech startups through to multi-million SaaS sales with established software brands our framework was born and refined in the field and delivers time and time again. 

◾️Contact

If you are serious about improving the sales function in your company and are willing to do the work, send me a DM, and let’s chat.
 
Talk soon! 
Gavin

💻https://salesmarketfit.co/
✉️gavin@salesmarketfit.co

The ROE (Return on Effort) is at an all time low for most people involved in sales in their business.  
 
This is especially an issue for Founders or small sales teams in any business.  
 
Based on subscriber feedback, we are going to dive into why so much effort is wasted with anything to do with sales. 
 
If you want to improve how you win clients and stop wasting effort, please subscribe below and be sure to read our next edition coming out at 9am Thursday AEST.  

#sales #startups #founder

Gavin Tye

Helping B2B Tech & Software Companies Attract & WIN More Clients By Helping Them Find Their Sales Market Fit

What are some best practices for improving sales ROE?

How can businesses improve client acquisition?

What are the unique challenges faced by founders in sales?

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𝗧𝗵𝗲 𝗙𝘂𝗻𝗱𝗮𝗺𝗲𝗻𝘁𝗮𝗹 𝗧𝗿𝘂𝘁𝗵𝘀 𝗼𝗳 𝗦𝗮𝗹𝗲𝘀 𝗦𝘂𝗰𝗰𝗲𝘀𝘀 𝗘𝘃𝗲𝗿𝘆 𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗦𝗵𝗼𝘂𝗹𝗱 𝗞𝗻𝗼𝘄 
 
The truth is the truth, and certain fundamental principles can't be ignored in every industry.  
 
If they are ignored, the system breaks and poor results are achieved.  
 
This is especially true for sales... 
 
Understanding the fundamental 1st principles of sales is crucial. Regrettably, many businesses attempt to implement a sales process without this knowledge, leading to potential failure.  
 
These truths, whether obvious or not, are universally applicable and should be considered in every sale. 
 
- Establishing trust on many levels is critical 
- A sale is a consequence...of someone deciding to buy 
- There are always 2 sides to a sale 
- People hate being sold to 
- People reliably act in their self interest first 
- A sale is a journey and has 3 parts; beginning, route and destination 
- In every sale, there must be demand before we can sell  
- For any sale to occur, value received must outweigh the cost 
- Sales have moved from the information age, to the influence age 
- 70% of the sales process can be completed before a buyer even speaks to you 
- Taking a proactive approach is the cornerstone of success in influencing buyer behaviour and improving sales outcomes in your business 
 
I'm happy to dive into these if they are confusing; just let me know below.  
 
Otherwise, how do you account for these in every sale? 
 
#sales #salesprocess #1stprinciples

What is the significance of establishing trust in sales?

How can understanding sales principles impact business success?

How does providing value impact the sales process?

graphical user interface, text, application

Hiring salespeople doesn't need to a difficult task but it does require rethinking the process.  
 
The reality is between 30-40% of salespeople don't survive their first year in a new role which can cripple a new business.  
 
There are many reasons for the unacceptable level of attrition and more importantly, there are ways to combat it.  
 
In my newsletter this week, coming out Thursday 9am AEST, I'm going to deep dive into this challenging topic and give you some actionable tactics to find successful salespeople for your business and hit your growth goals.  
 
You can subscribe below if this is a topic of interest.

newsletter.salesmarketfit.co • 1 min read

The B2B Sales Strategy Newsletter

The daily life of a B2B Startup Founder #founder #startup

Can you clearly articulate your value proposition to whoever you're speaking with? 
 
This is often difficult to achieve because, depending on who you are speaking to, your value proposition that will resonate is likely to change depending on their maturity.  
 
This isn't a one-size-fits-all answer for every business.  
 
But you can predictably align your value with a company's maturity stage as it evolves through a market.  
 
Mapping out your target market into a maturity scale is essential for 2 main reasons. 
 
1️⃣  Lead Generation: By aligning your value proposition for a target business that aligns with its problems and challenges at its stage of growth, you will get more qualified leads. 
2️⃣ Sales Strategy: Depending on the maturity of the business, you will need to amend your sales strategy to adjust to their buying process.  
 
𝗛𝗼𝘄 𝘁𝗼 𝗱𝗼 𝘁𝗵𝗶𝘀 
 
Have you heard of the Client Maturity Scale?  
 
This is a tool you can create to map out your target markets easily and achieve better results in lead generation and the sales process.  
 
This tool is a game-changer!!!! 

Just ask Kevin Mant Anton Simanikhin Barbara Wall Sara Richardson Callum Howell Stuart Clough
 
If you would like to learn how to do this, leave a comment below, and I'll send you the information on how to complete it.   
 
#sales #clientmaturity #leadgeneration Alex Urquhart

Million dollar sales lessons can be learned from losing.  
 
In my opinion there are only so many mistakes  anyone can make in a sales process.  
 
The issues come when the same mistakes gt made over and over. 
 
As painful as it can be, I encourage you to reflect on the loses and look for repeating patterns and work towards eliminating them. 
 
I'd love to know if you've made any big mistakes in winning clients. how you recognised the mistakes and how you fixed it?

What are some big mistakes made in winning clients?

How can losing lead to valuable sales lessons?

How can repeating patterns be eliminated in sales?

Congratulations to Joran Hofman for releasing the 3rd season of Grow Your B2B SaaS podcast. 

For anyone in this space, there is a wealth of knowledge within these 60 episodes. 

In my episode, I discuss the importance of founders owning their sales strategy and the consequences of not doing so. 

The full episode can be found here => https://lnkd.in/gzkhSapD


Why is it important for founders to own their sales strategy?

What can I learn from the Grow Your B2B SaaS podcast?

Sales have moved from the information age to the influence age, where influencing their thinking through stories and expertise is crucial.  
 
Businesses can no longer just give an overview document or featured based demo and expect their prospects to buy... 
 
Lead your potential clients to better business outcomes and you will make more sales 100%. 
 
How are you leading your client's during the sales process? 
 
#sales #salesprocess

Less than 3% of your market are ready to buy, and 82% of them say their choice has been influenced by a brand's content long before they were ready to purchase - so:

Stop only focusing on short term, quick-fix lead gen tactics for your customer growth!

You need you meet your market 'where they are at' and stop pushing them to be ready now. 

Medium and long term tactics are particularly critical if your product and the problem is solves is new and/or complex, as education and time to familiarise will be needed.  

(hint: Most startup products and problems they solve are new by nature. That's why they are startups). 

So make sure to focus engaging with your market in all 3 zones:

Zone 1 (long Term):
People who are in your target market, but typically aren’t familiar with your product or the problem it solves.

Zone 2 (Medium Term):
People who are aware of who you are and the problem you solve, but aren’t ready to purchase or implement a solution (no urgency). 

Zone 3 (short term):
People who understand your product, problem and are ready to engage to seriously consider purchasing from you (e.g. they have budget and a compelling need to purchase from you).

#growth #gotomarket #productmarketing

What are your biggest challenges regarding growing revenue and finding clients in your business?

I am asking because I am dedicating my newsletter and upcoming webinar series to helping you overcome these challenges by thinking out of the box and addressing the root causes of these problems.

Today at 9am AEST, we will discuss why most salespeople fail and how to fix it. 

Being such a critical role in growing revenue, getting this hire wrong can cripple a business. 

You can sign up below if you want to stay across these challenges.

#sales #salespeople #b2b #startups

How can root cause analysis help overcome revenue growth challenges?

What are some effective strategies for client acquisition?

What topics will be covered in the upcoming webinar series?

I revisited an insightful piece by Simon Sinek on the Golden Circle theory and how it apply to B2B sales. 

It's a profound reminder of the impact of starting with 'why'...especially in sales.

In my early days, while working for a B2B startup, I was all about the 'what' and 'how' of our engineering drawing management system. 

It was functional, sure, but it didn't spark the interest we expected. 

Then, Simon's theory shifted my approach. 

I began to lead with 'why' - why we were driven to improve safety within organizations, addressing one of their most critical, yet overlooked risks.

The shift was immediate and profound. Conversations with prospects transformed, engagement deepened, and it became about connecting on a fundamental level. This pivot didn't just change how I spoke; it revolutionized our sales approach, enabling us to close multi-million dollar deals more efficiently.

I'm sharing Simon's talk below. Spare 10 minutes of your day for it. You won't regret it. And I'd love to hear how it resonates with you. 

Does it challenge you to rethink how you present your product or service?

Finding new clients is a never-ending task for every B2B business, and chances are your ideal clients will probably be on LinkedIn. 

So it makes sense to make the platform a key part of your lead generation strategy...But there is a big difference to how a professional lead generation expert like Ryan Caswell uses LinkedIn for his clients compared to most others. 

So we are hosting a webinar next week, where Ryan is going to share many of his secrets that has helped his team to create 1000's of leads for his clients. 

Hope you can make it. 

#leadgeneration #leads #sales 

How can LinkedIn be used for lead generation?

What are some best practices for lead generation?

Daniel Lee, Divy Gosai and 36 other attendees

View event: The Secret To Generating 1000's Of Leads   Using LinkedIn With Ryan Caswell

The Secret To Generating 1000's Of Leads   Using LinkedIn With Ryan Caswell

Inside any business most sales effort is wasted and doesn't really contribute to growing revenue...Here is why. 
 
1️⃣ There is no strategic intent behind the effort 
2️⃣ Effort isn't consistent enough 
3️⃣ They leave to much work for their potential clients to do to associate value to the purchase 
4️⃣ To much effort is reactive and not proactive 
5️⃣Sales people aren't leading the sale to a buy decision 
 
This wasted effort has a real impact on deals closing. 
 
It makes sense if you improve your effectiveness, sales are likely to increase... 
 
It's actually not about working harder, most founders and salespeople are at capacity already but it is about getting a better Return on Effort (ROE). 
 
In my newsletter tomorrow, I'll be discussing some strategies on how to improve your ROE and get you on the road to closing more sales.  
 
Subscribe here:

How can effectiveness be improved in sales?

How can salespeople lead the sale to a buy decision?

Open article: The B2B Sales Strategy Newsletter by newsletter.salesmarketfit.co • 1 min read

Imagine having a key that unlocks the door to exponential growth and customer loyalty for your B2B SaaS startup.

This isn't a fantasy; it's the reality of finding your Sales Market Fit, and this white paper explains how to find it.

Content Outline:
1. Introduction to the concept of Sales Market Fit and its critical role in the growth and sustainability of B2B SaaS startups.
2. Exploration of the common pitfalls that startups face when they neglect the importance of aligning sales strategies with market needs.
3. Insightful analysis of the 4ATE method (Educate, Articulate, Demonstrate, Quantitate) as a framework for achieving Sales Market Fit.
4. Real-world examples of how applying this concept has transformed struggling startups into industry leaders.

Download your copy now.

#B2BSaaS #SalesStrategy #StartupGrowth #SalesMarketFit

How important is Sales Market Fit for B2B SaaS startups?

What challenges do B2B SaaS startups face in achieving Sales Market Fit?

Open article: Simplifying B2B Startup Sales by whitepaper.salesmarketfit.co • 1 min read

whitepaper.salesmarketfit.co • 1 min read

Here’s the hard truth: Up to 40% of salespeople don’t make it past their first year on the job, which is a significant setback for any business. 
 
Why is turnover so high, and what can we do about it? 
 
I have some thoughts, and I’m delving deep into this issue in my newsletter this Thursday at 9 AM AEST.  
 
Expect practical tips to help you find the right salespeople, meet your targets, and avoid common pitfalls.

What are some practical tips for finding the right salespeople?

What are common reasons for salespeople turnover?

𝗔𝗿𝗲 𝘆𝗼𝘂 𝗮𝗰𝘁𝗶𝘃𝗲𝗹𝘆 𝘁𝗿𝘆𝗶𝗻𝗴 𝘁𝗼 𝗰𝗿𝗲𝗮𝘁𝗲 𝗮 𝗰𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗶𝘃𝗲 𝗮𝗱𝘃𝗮𝗻𝘁𝗮𝗴𝗲 𝗼𝘃𝗲𝗿 𝘆𝗼𝘂𝗿 𝗰𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗶𝗼𝗻? 
 
Sure, people aren't literally dying, but make no mistake: Your business is in a war for survival, and you have a responsibility to find every advantage possible.  
 
This is the difference between a business that will thrive or barely survive...or, even worse, die a slow, painful death.  
 
Unless you are a bigger, more established business, competing on a level playing field is never a good idea. 
 
It often results in expelling a huge amount of effort with little result. 
 
A good example of this is an open tender process. 
 
Many small businesses adopt the mindset that "you gotta be in it to win it,"  but win rates are well under 3% in many cases. 
 
Here are some tips on creating a competitive advantage to increase your chances of winning clients. 
 
1. 𝗞𝗻𝗼𝘄𝗹𝗲𝗱𝗴𝗲: Often, the technical skills and knowledge of a subject matter expert founder is the easiest place to create a competitive advantage. This is why founder-led sales are so important in the early stages of a business's growth. 
2. 𝗚𝗲𝗼𝗴𝗿𝗮𝗽𝗵𝘆: Creating geographical advantage is an easy way to compete with large, possibly overseas competitors. Getting in front of your ideal customer works wonders. This is how I've competed and won multi-million dollar contracts against global billion-dollar companies in an Australian startup.  
3. 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝘀𝗲𝗿𝘃𝗶𝗰𝗲: Established businesses like LinkedIn, Hubspot, and Facebook aren't known for the best customer service compared to new and emerging businesses like Apollo.io. Being hyper-focused on customer service during and after the sales process is a must for any business in 2024. 
4. 𝗦𝗶𝘇𝗲: Being small and large has advantages and disadvantages. Sun Tzu discusses this in his book The Art of War. Maximising your situation while minimising your competitors is a must.  
 
My advice is to think about every situation in which you are competing with others and ask who has the advantage...and why.  
 
Then, strategise to turn the advantage in your favour if possible if required or press the advantage. 
 
#competitiveadvantage #sales #business #startup 


How can a business create a competitive advantage?

What do I need to know about customer service?

This is a great reality check about how much of the market is actively looking and how important it is to influence the rest by providing value first.

In "The B2B Sales Strategy Newsletter," which will be published on Thursday at 9am AEST this week, we will discuss the challenge nearly everyone faces of not having enough time in their day. 
 
This time challenge seems to impact sales results more than most other areas in a business and creates even more issues or time constraints in the future.  
 
It's a hard cycle to break but we'll discuss some strategies that can make an impactful change over time.  
 
Be sure to subscribe to find out how.

What are some effective time management strategies for sales professionals?

What are some effective strategies for improving time management in sales?

How does poor time management impact sales results?

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