Tapcart

Leading Tapcart's sales team, coaching the next generation of high-performing ecommerce and retention marketing experts.

Elevating Tapcart’s GTM and Outbound Sales motion.

Director of Sales

Serving the top 1,000 brands on Shopify Plus, helping them elevate customer retention, revenue efficiency, and CX by launching their own mobile app. 

Top Producer on the Tapcart sales team in 2023, for the second year in a row. Personally closed 33.5% of Tapcart’s New Enterprise revenue in 2023.

Team Lead, Strategic & Enterprise Sales

#1 Ranked Account Executive and Producer on the Tapcart Enterprise Sales team for 2022.

2022 quota attainment 191%.  Personally closed 32% of Tapcart’s 2022 Enterprise New Revenue.

Elevated Tapcart's outbound sales motion, leading in a 255% increase in outbound pipeline creation in a single quarter (Q4 versus Q3).  Trained both BDR and AE teams on social selling and cold outreach through personalization at scale.

Team Lead, Enterprise Sales

415% quota attainment for 2021. 82% of closed won revenue achieved via self-sourced outbound.

Senior Account Executive at Tapcart, serving Enterprise-level DTC brands.  I help Shopify Plus brands improve conversions, manage their brand experience, and ultimately drive higher revenues by launching mobile applications that offer them a truly owned sales and marketing channel.

Tapcart is a mobile commerce SaaS platform that integrates directly with Shopify, enabling brands to launch native mobile apps for their ecommerce stores. The platform is used by thousands of the fastest growing DTC brands, focused on elevating customer retention, CX, and revenue efficiency.

Senior Account Executive, Enterprise

MentorPass

Mentor

SaaS Class

Founder of SaaS Class, a sales and GTM advisory for ecommerce SaaS startups seeking to scale in the Shopify ecosystem.

https://www.saasclass.io

Ecommerce SaaS Startup Advisor

BuildFire

#1 ranked Account Executive and producer on BuildFire sales team. Closed 29% of company’s total new revenue in 2021.

In-house Shopify expert.

Team Lead & Senior Account Executive

Top-ranked Senior Account Executive for Buildfire, one of the fastest growing SaaS solutions in the no-code mobile app development market.  

BuildFire is a SaaS Platform that does for mobile apps what WordPress did for websites: enables non-technical professionals to rapidly build and manage mobile apps that leverage their brand, boost engagement, and ultimately drive sales.

Senior Account Executive

Account Executive

RevGenius

RevGenius is a group of revenue-generating sales and marketing professionals brought together to learn, support, and grow with each other.

Member

Google

#1 Sales Producer for local SaaS solutions sales partner for Google.

Achieved 184% of quota in 2014, and 204% in 2015.

Full cycle role with 100% of pipeline generated via outbound prospecting and cold outreach.

Promoted from Account Executive to sales training and leadership roles.

Trained 40+ outbound reps on prospecting and cold outreach.

Senior Account Executive & Outbound Team Lead/Coach

Account Executive (Outbound Full Sales Cycle)

DTC Coach for $50m+ Brands @ Tapcart 🔥 Mobile Apps for brands on Shopify Plus

I help brands on Shopify elevate customer retention, mobile experience, revenue efficiency, and CX.

I have played a Swiss Army knife role in the go-to-market strategy for Tapcart. In addition to personally closing 31% of new Enterprise revenue in 2022 and 2023, I have help create processes and systems that have elevated the GTM motion. This includes: sales team training, AE mentorship, BDR team coaching, outbound playbook creation, Partnerships team training, sales narrative creation, and business model testing.

Now as a Director of Sales, my goal is to mentor our team into experts in ecommerce and sales execution, who deliver elite-level value to brands we work with.

My passion is centered around delivering real value to brands, solving their challenges through customized solutions, scoping out complex projects, and seeing their desired brand experience come to life.  

I love building relationships with ambitious founders, creators, and marketers because of what I learn from them.

Skills:  Ecommerce  |  DTC Strategy  |  Mobile Marketing  |  Shopify Expert  |  B2B SaaS Sales  |  MarTech  |  Sandler Sales Training and Coaching  |  Challenger Sales Method  |  Sales Enablement  |  SDR Training  |  Strategy  |  Mobile App Development  |  Enterprise Sales

Tapcart history has been made... March was a record-breaking month! 🎉 



Monthly Net Bookings was the highest in company history. And the best part, churn hit an all-time low.

Momentum for brands launching mobile apps right now is massive.  

The 4 biggest reasons why brands made the leap this quarter:

1. Obsession with profitability.  Merchants are prioritizing ways to increase LTV, knowing that it's the key to unlocking more profitability in a high-CAC environment. More brands than ever are understanding how an app will contribute to the bottom line.

2. Brand differentiation. Competition for consumer eyeballs is higher than ever. Living on the customer's device home screen looks increasingly compelling to stay top of mind with a more distracted consumer.

3. Revenue efficiency.  Brands need to do more with less. Because of how easy we make it, mobile apps require HALF the lift of a brand's email effort, and their app will drive 11-18% of total DTC revenue in year 1. There are very few channels left that are such low lift, high ROI.

4. Customer Experience elevation. Those loyal brand fans are begging for a differentiated experience personalized to them. And finally, brands are listening to them and investing their most loyal customers.


We had set a very ambitious Q1 target... and we NAILED it.  Hats off to the entire GTM squad. With blood, sweat, tears....this was an all-hands-on-deck and heroic effort for everyone.  So proud of this team. ❤️ 

All of this for ONE goal... Helping more brands WIN.

Q1's a wrap, back to work. 💪 

Neal Goyal

This is a special sales team.



Yesterday, we had our on-site Quarterly Business Review.

What's a Sales QBR?  

It's a full day where sales leadership, account executives, solutions, and rev ops all come together to extract the learnings from the previous quarter, to apply in the upcoming one.

Each Leader and Account Executive prepared an individual 30-minute presentation for the group showcasing Q1 self-reflections, an analysis of areas to be optimized, and a game plan for how each is going to achieve success going forward.

This comes after absolutely nailing an ambitious Q1 target.  

Many teams might take the week celebrating.  But for us… all we are thinking about is how we can do BETTER.

While the quarter was strong…

There is always room for improvement. 
There are more merchants we can serve.
There are ways we can serve them even better.

Coming out of yesterday, I have more clarity than ever of this sales team's trajectory.

And I can't help but be incredibly impressed by the hunger, desire, love, and effort that I see. 🙌 

🚨 HIRING ALERT! 🚨 I am looking to hire an Account Executive to join the Tapcart team! 



As we expand the team, here is what I am looking for:

1.  Located in NYC!  While this is a fully remote role, we will need a boots on the ground presence for local events in the New York area.

2. Excellence in selling into brands on Shopify Plus. Proven track record of exceeding a $2M+ annual quota.

 3. Outbound Champions: This is a full-cycle role that requires command of account planning, LinkedIn Social selling, prospecting, all the way through close. 

4. Leaders by Example: Operate with humility. Possess genuine care and understanding for the Shopify merchant. 


💰 $240k OTE ($120 base + $120k variable) -- New York Only


Know anyone that would be great for the role? Tag them below! 👇🏽 

Link to apply in the comments :)

Vitality’s mobile app PDP is a masterpiece...




Here's why I love it:

🔥 Product video is easily accessible below the image carousel

🔥 Meter graphic that illustrates compression level of each product

🔥 Two independent color swatches for both their Classic and Bold color categories

🔥 4 custom-designed expandable drawers that highlight the "benefits" to the customer, including product detail, fabric, tech, and impact.  Each drawer stays expanded as the user clicks, so the customer gains a holistic full-screen view of the product's value and benefit.

🔥 3 sub-drawers with additional product info that auto-retract as the user navigates from one to the other.

🔥 Product reviews and UGC powered by Yotpo.

🔥 UGC that integrates the brand’s Shoppable Instagram 


Everything about the way this product page experience is designed... is BEAUTIFUL.

Huge hats off to Avex E-commerce on their work with Vitality's PDP.  Avex used Tapcart’s Custom Blocks to create such a personalized and customized PDP experience... one that their customers are clearly loving.

And in my view, it's the work of an ELITE agency. 🙌🏼

Link to download the Vitality app is below to get a feel for yourself!

What happens when the Sales and Marketing squads work together in rhythm?



✅  Cross-departmental accountability of shared goals and desired outcomes 

✅  Top of funnel efficiency in conversion to pipeline, that drives a team-wide 62% win rate.

✅  Surgical precision in campaign execution that resonates with your ICP brands.

✅  A truly scalable outbound motion.

Plus….

During an on-site, the Sales team learns that when a Shania Twain song starts playing…

The Marketing squad really knows how bring their A-game when it comes to line dancing. 🙌 

Every single employee at Tapcart is a shareholder. And we know....




Every shareholder ONLY wins with a big company outcome.

But that outcome ONLY happens if the Tapcart sees growth.

And growth comes ONLY when awesome merchants join our platform.

But joining alone is not enough. Because merchants must want to STAY.

But merchants ONLY stay if they are seeing positive impacts to their mobile and retention strategy.

Those positive impacts ONLY happen if they are receiving CONSTANT value from our team.

You see...

Our employees are not just invested in the success of Tapcart. They're deeply invested in the success of our MERCHANTS.  

Only when our merchants thrive, so do we. As shareholders, we understand that our success is intrinsically tied to theirs. 

One of the many reasons you will see this team extend themselves to great lengths to ensure a brand is happy... and more importantly, successful.

Let's keep pushing forward... Together. 💪 

“I don’t download apps myself so I doubt our customers will either.”



Said the 46-year old male CFO of a swimwear brand that targets females ages 18-30. 😐 

I tried to help him understand that HE is not his target demographic, and that his own shopping behavior is not indicative of his brand's customers.

After 3 meetings.... he eventually decided to remove his preconceived notions, and chose to listen to the data. He rationalized it with the zero upfront cost required to launch the app, and gave it the 'reluctant' green light.

Fast forward 1 Year:

📲 26,000+ downloads
💰 $1.35 million in app sales... 16% of total revenue
🚀 The brand's LTV is higher than ever, with profitability at a 3-year high

Talk about making a CFO happy.  

Fun fact.... The CFO recently said he still hasn't downloaded the brand's app. 😂 

So EXCITED to join some ecom greats for an upcoming webinar!  The topic... Marketing Efficiency. 



Hosted by Digioh, the focus of the session will be on how marketers can achieve what every CFO is asking them to do.... Do MORE with LESS. 

On behalf of Tapcart, I will be joining a group I have massive respect for, and consider to be among the best in the biz on the topic:

Blake Imperl from Digioh 
Eli Weiss from Yotpo
Mia Healy from Triple Whale
Aaron Dungca from Rebuy Engine

Webinar Details: June 12 at 9AM PT / 12PM ET

Register via the link in the comments below. 👇  See you all there!

Today, Meta had $200 BILLION wiped off its market value.  What this means for performance marketers....



In short, Meta dramatically overspent in non-profitable areas, bringing a lot of questions to its strategy.

The last time Meta saw such a steep post-earnings drop was in early 2022, and it was for the same reason... Overspending.

What happened in the 6 months after that? CPMs 'magically' increased by 22%. Sure, Meta regained the trust of analysts because they now had filled the gaps of where they overspent... 

But brands saw their CAC go to the moon in the process.

Brands should be prepared for a repeat of this as Meta spends the next several months trying to regain the more analyst trust.

Which means CPMs and your CAC are again headed NORTH. 🚨 

This is your friendly reminder to have those retention channels DIALED, to make the most of what will be a more expensive customer to acquire.

Whalies week + VIP Suite at Madison Square Garden... What could be better?



Tapcart is hosting a VIP Suite at where we are bringing together 10 top-tier brands for an epic evening at the Rangers vs. Flyers game! 🏒 

Whalies week.... Let's the games begin!

Not all OTE is created equal.   3 company traits to look for as you land your next Account Executive role:



1.  Product Market Fit: 

Selling becomes SO much easier when the company has a solution that resonates deeply with a defined market. This means the company understands its Ideal Customer Profile (ICP), and the company's solution solves a clear pain point with that ICP.  

2.  Market Leadership:

Look for a company that is the TOP dog in the space. While being David in the battle against Goliath (i.e. working for the 3rd or 4th ranked player in the space) can be exciting.... when it comes to earnings potential, it's REALLY HARD. Taking market share is actually more thrilling for the founders, than for the AE's seeking a clear path of sustainable earnings. 

3.  The Company's Buyer Persona:

Sales isn't just about the product; it's about relationships. You'll spend a significant portion of your day interacting with the personas you are selling to, which means you need to ENJOY engaging with that audience. Will your buyers be engineers, marketers, financial teams, HR teams, or small business owners? Each buyer persona has a different flavor, and your excitement for interacting with your target audience will directly impact your ability to build relationships with them.


So does OTE matter?  Sure.  But the path to achieving or crushing that OTE, depends a lot on the above 3 factors.

With that in mind, I am on the HUNT for a New York-based Account Executive to join the Tapcart squad. 

$240k OTE. But more importantly, if you were looking for our answer to the above 3 points:

✅  Yes... We have perfect product market fit
✅  Yes... We are the market leader in our space
✅  Yes... You are going to have a blast with our buyer persona, because they are some of the raddest marketers from the coolest brands on the planet

Come join us... Link to apply in the comments below 👇 

Are we already talking about BFCM?  Based on what I heard this week.... YES.



4 quotes this week from MEGA-brands that are onboarding with Tapcart right now...

1️⃣  "Last year's BFCM was great for sales, but 85% of those customers never came back for a second purchase. We believe an app is going to change that for us."

2️⃣  "BFCM CAC was through the roof. For customers acquired during peak season, we are launching the app to drive more LTV with that cohort, so they actually become a profitable customer for us."

3️⃣  "We knew we wanted an app for BFCM. But we are launching the app NOW to begin accumulating downloads ahead of Q4, so our customers are already in that channel when our BFCM programs go live."

4️⃣  "Even though our customers are loyal.... they are going to be swarmed with an overwhelming number of offers during Q4. The app is going to differentiate us from all of the other BFCM noise in the competition for share of wallet."


Some brands might be thinking... It's too early to start thinking about BFCM.

But just know... the MOST successful brands already are.

People who are winning... aren't better than you. 



They just do the things others don't want to.

They prepare more than the next person.

They obsess over getting better, even if they are already at the top of their game.

They have work ethic that others don't understand.

And most importantly...

They just believe in themselves more.

Tune in to a special episode of Commerce Insights podcast, featuring industry titan Neal Goyal from Tapcart. In this engaging discussion, Neal presents his insights on the provocative question: "Is DTC truly dead?" 

He delves into the market's current shift toward profitability and its implications for brands. Additionally, Neal discusses the intrinsic value of mobile applications for brands in today's digital landscape. To cap off the episode, don't miss Neal's personal shout-out to Harley Finkelstein, praising Harley’s role as one of the industry's leading innovators.

This episode was recorded live at Shoptalk in Las Vegas last month. Don't miss out on these valuable insights!

https://lnkd.in/dQx7QCGZ

#woolman #tapcart #shopify #shopifyplus #partnerships #shoptalk #dtc #d2c #ecommerce #commerce #commerceinsights #data #profitability #dnvb #shopifypartners 

This is how you bake LTV into a non-seasonal event …

- Plain-text email from David Baker
- Personalized for new subscribers
- For up to 80% off warehouse sale
- CTA → download Tapcart mobile app
- Why? Get 24-hour early access (FOMO)
- Next-day notification for momentum

… and just like that, you got me, Beekman 1802! Well, that and (you know) goat-cam content 🐐

PS: Did you know you can use Shopify Flow to create a Customer Tag for people who purchase through the app as a sales channel?

That way, you can exclude current app shoppers and SMS that s*** even more efficiently!

Footwear brands are sleeping on mobile apps... 👞  💤 



But it's easy to understand why. 

When you think of footwear, you may not think about the same purchase frequency as apparel or supplements.

After all, there is typically a longer "consideration" period by the customer who is shopping for shoes rather than let's say... a t-shirt.

Like all brands, footwear brands are working hard to drive that visit/session to the website.... BUT because of this customer 'consideration' phase, low conversion rates don't tell the full story.  The reality is the customer is making multiple visits before they pull the trigger.

This footwear brand profiled here... experiences the same thing. But by having their loyal customers in their mobile app channel, they are able to nurture their customer through this "consideration" phase (for free)... and ultimately drives the conversion outcomes.

In this case... $9.1 million of mobile app revenue in Q1.

With a mobile app, you have the opportunity to create personalized experiences tailored to each user to build closer customer connection.  Push notifications can serve as gentle reminders, nudging users back to the app when they might be ready to make a decision. 

Or like this brand is doing, leveraging the app in their omnichannel strategy to bridge the gap between retail and digital, as their customers navigate this consideration phase.   

This is an amazing example of how a mobile app isn't just a platform for transactions... It's designed to build relationships.

Which takes them from consideration... to conversion. 

90% of a brand's mobile app traffic comes from... DOING NOTHING. Take a look at this chart.



Contrary to popular belief, Push Notifications are not the primary drivers of traffic into a brand's mobile app. 

In fact, when a brand logs into their mobile app dashboard, they're often surprised to find that Push only accounts for 10%-ish of their app's traffic.

So where does the remaining 90% come from?

DIRECT clicks into the brand simply by living on your customer's device screen. 

Let me explain why that happens:

The average iPhone users looks at their device a staggering 344 times a day.... totally roughly 4.5 hours.

That's 4.5 hours a day of your customer scrolling left and right across your brand's icon.  

Your brand lives permanently top of mind with your customer.

What makes this so EASY?  Because it requires your retention marketer to do absolutely nothing.

You are simply living where your customers eyes are.  

And because of it, customers will just CLICK into the brand more than they ever have.

Some people equate it to being a billboard in your customer's bedroom. 

Fact is... it's kinda true. 🤷🏻‍♂️

First-purchase profitability.... is getting HARDER.



Really enjoyed my chat with Brian Roisentul, on his awesome podcast The DTC Insider.  Brands are facing some real challenges with first-purchase profitability, with the rising cost of acquisition. 

The fix.... Focus on LTV. 💡 

Drumroll please 🥁 

Digioh is hosting its first webinar and we're talking all marketing efficiency 📈 

And because we know you're all about RESULTS, we've teamed up with the best in the biz to bring you genuine customer success stories. They'll spill the beans on how they've nailed marketing efficiency. 🚀

Lineup: 
Blake Imperl from Digioh 
Eli Weiss from Yotpo
Neal Goyal from Tapcart
Mia Healy from Triple Whale
Aaron Dungca from Rebuy Engine

Register now 👉 https://lnkd.in/dkKXAwig

When 2 people start dating, this inevitable question comes up…. “So… What are we?”  



The SAME question arises between Brand and Customer.

Let me explain:

1️⃣ The First Purchase… i.e. The First Date 

The initial interaction between a brand and its customer is like a first date. Both parties are eager to learn more about each other, testing the waters to see if there's potential for something more.

2️⃣ Building Trust and Understanding 

As the relationship progresses, trust and understanding deepen. Customers become more familiar with the brand's values, products, and services, much like how partners learn about each other's personalities, quirks, and preferences.

3️⃣ Defining the Relationship: "So What Are We?" 

Just as the awkward question arises in dating, customers and brands may wonder about the nature of their relationship with each other. Is it purely transactional, or is there a deeper connection forming? 

4️⃣ Fostering Loyalty Over time

Successful brands cultivate strong bonds with their customers, fostering loyalty and engagement. Like any healthy relationship, this requires ongoing effort, communication, and mutual benefit.

5️⃣ Commitment to the Journey 

When you find the person you are supposed to be with… life gets easier. Same with your customer. Once you commit to satisfying their needs and invest in their happiness… The reward comes in the forms of unwavering commitment to the brand. 


Who knew dating and customer relationships had so much in common?

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