Sojo Consulting’s Post

What I've learned from Boca Raton: There's plenty of companies in the area that don't scream "legitimacy" and those are companies you want to avoid working for. After working in Asia and learning how to reverse engineer I began thinking about public ally traded companies and Boca Raton strategies. Boca Raton companies rely heavily on data to sell their products. They aren't making viral videos and brands aren't hiring DSP's to do the advertising for them. I thought to myself if I can apply these strategies to the big corporations we would be a useful town. The data approach can help so many companies lower costs and a lot of the bogus strategies we see in Boca could all go to the fortune 500's as a way to increase efficiency and sales. We could outsource sales and lead generation, appointment setting for enterprise businesses, buy & qualify data and provide local business loans nationwide. Instead of working for yourself I'd rather see the town working for the "good" of all these companies! I'm getting desperate to work for a large company. Outsourcing can help them all and data could be utilized in different ways to increase growth too... Would love to talk: IBM Tesla Google Microsoft NVIDIA Meta LinkedIn Ketch Veeva Systems CoreCivic ESPN Apple Amazon AT&T Xandr UiPath Interpublic Group (IPG) Square National Football League (NFL) Tata Consultancy Services NASA - National Aeronautics and Space Administration SpaceX Rivian Qualys Qualcomm #marketing Intuit Intel Corporation #bpo #data #advertising #advertising #appointmentsetting #outsourcing

3 things that happen when you truly become product-led 👇 (disclaimer: being product-led ≠ implementing a free-trial/ freemium) 1/. Zero-touch customers Your users sign up, get to value, and upgrade by themselves. The CEO doesn’t have to be involved in the manual heavy lifting every step of the way. 2/. Exponential expansion This means no longer relying on hiring (x) sales reps to hit $(y) in revenue. You break from this linear cycle and the marginal percentage improvements start compounding. This is the key to unlocking massive profits. 3/. Scattered to streamlined You’re no longer second-guessing or randomly trying out things. At this stage, you’ll be crystal clear about: → Which market to go after → How to position your product → Why you’re doing what you’re doing Simply put, you start being more intentional and strategic. The ONLY way to reap all these benefits is by building a product-led organization. There are no shortcuts.

VC: "Want to grow from $5M to $50M ARR, let's upgrade your VP Sales. Let's get someone who has done this before. Hire *insert $150K exec search firm* and let's go find the leader we need." Fast forward 12 months... VC: "The business was doing so well last year... what the heck happened??" === Stop hiring yesterday's leaders to build tomorrow's companies. Stop wasting money on fancy exec search firms who are recycling the same old "has-beens" at astronomical fees. Stop listening to Jason.

The biggest deal I ever signed started as a random meeting at a conference. I met an employee of one of the 5 big tech companies, started to chat, and found out that they just happened to be looking for the services the company I worked for was providing. Not only that, they were actively searching for that service. Not only that, it seemed like I actually met the right person to carry that deal to the finish line. After the conference, I quickly followed up. So we met. And met again. And again. And again. I realized that I had no idea who the true buyers really were. The guy I met - he was the champion, but definitely not the BUYER. I was facing a huge organization I knew very little about. I had to find the real buyers.  I had to make my way through procurement. I had to deal with legal. It was like creating my own version of my prospect’s org chart. I had a lot of luck on my side - a FAANG company who URGENTLY needed my services. And that deal still took 6 months to complete. In different circumstances, wasting all that time to understand who my buyers would have lost me that deal. That intel would have come so handy in so many deals in my career. Know your buyers. #sales

CROs have to think about GTM channels like Apple thinks about products. "Designed in California, assembled in China" You can't try to "design a new GTM for cheap"... that won't work. Your first Marketer shouldn’t be a recent college grad. Your first CTO shouldn’t be a recent college grad. Your first CFO shouldn’t be a recent college grad. Your first HR hire shouldn’t be a recent college grad. Yet you’re telling me, PIPELINE is the biggest company priority and you want some “hungry recent college grad to hit the phones?” If pipegen was so easy, why is it the biggest priority? Why not have the CTO, CHRO, CMO make some dials and show us how it’s done? Because they’re not experts?… but you’re about to hire non-experts. How many meetings have you taken from cold calls from recent college grads? How many emails have you replied to that were sent with AI? You can adjust costs down later, but trying to adjust quality up once you've scaled... borderline impossible. Airpods were: Designed in Palo Alto. Tested in Palo Alto. Small Batch production in Palo Alto. User Testing in Palo Alto. Apple sank $$ Millions $$ to build a satisfactory version of the product. Then they put a $250 price tag and went to China to figure out how to MASS PRODUCE them for $47 each. Hire the best SDR you can. Pay them $180K if needed and build a process! Then build the factory in China (or the SDR team in Mexico) You need to think in 2 phases: - ZERO to ONE (Apple style!) - Cost cutting and unit economic maximization (China-fy!) Stop asking "what's the cost per airpod after 10 weeks?"... Do things that don’t scale in the early days. Spend $40M to design the product. Focus on Zero to One! We’ll hire the junior software engineers, HR people, marketers and SDRs once the system is built. Until then, don’t waste time. #GTM #SDRsMatter #NuffSaid

The speed of innovation is better than the price of moving slowly. But let's face it, speed can sometimes lead to mistakes. In today's fast-paced tech world, rapid innovation is a must. However, the rush to move quickly can sometimes result in mistakes, especially in hiring. Partnering with a recruiter will help minimize these risks. Schedule an appointment with me to discuss your next round of sales hires.

Elon Musk, Bill Gates, Steve Jobs, and other successful people had one thing in common: surrounding themselves with the right kind of people. Steve Jobs’s former COO, Tim Cook (current CEO of Apple), wasn’t a visionary. But he knew how to keep operations running smoothly, which allowed Steve Jobs to focus on innovations and transform Apple into what it is today. Choosing the right people to work with you is the best thing you can do to grow your business. What do you think is the most important factor in hiring a candidate? Comment below. #Hiring #HiringTips #ElonMusk #SteveJobs #BillGates #Business

Stop celebrating this email from Steve Jobs. People on this platform talk about how this email shows how Steve Jobs is a legend, an alpha dog, a master communicator, etc. This email relates to a potentially ILLEGAL pact. In the past, Apple, Adobe, Google, and Intel agreed to NOT poach each other’s talent. A Google executive even discussed how they only wanted to talk verbally when discussing these non-poaching agreements because they didn’t want a paper trail. These companies settled a class action lawsuit in which they paid out hundreds of millions of dollars. Please see the links in the comments for more information. How do you feel about this situation? Did you even know about the lawsuit before? Let me know in the comments down below! ——- If you would like to see more career, tech, and other fun content on LinkedIn, then please make sure to follow me! #tech #career #softwareengineering

Such a cool event yesterday to hear from CTOs in Austin about their careers, passion for tech, advice, etc. Biggest thing that stood out to my personally and professionally- is that it’s so important to never stop learning. To stay curious. No matter what profession you’re in - this applies. Sometimes I go to these events with technologists, c suites, engineers, founders, etc. and am surrounded by people that are worlds smarter than me. To be honest with you, sometimes I think to myself - why am I at this table? What makes me, in staffing, important to be here? what do I have to offer? Call it imposter syndrome or maybe it was just a bad day getting hung up on over & over again on the phone (after all, I am in sales 😅) I was thinking of this on my drive home and reminded myself - staffing IS important. So so important. I help companies find talent to pursue their organizations mission - whether its in healthcare, finance, fintech, software, manufacturing, etc. there’s some really cool companies that do amazing things and TRULY impact the world. I’m lucky to be apart of this & I’m going to continue to do my best & learn & be present in those rooms. Live love tech staffing yall!!

Real talk: planning is important, but plans fail all the time. So, what do you do when things go wrong? We look at four different scenarios in which #sales and #hiring can veer away from forecasts in a #tech services company and what actions to take - both short-term and long-term - to make sure the effects don't derail your company's ability to thrive. 👉 Missing the Bullseye: 4 Ways Sales & Hiring Go Out of Balance in Tech Services - https://hubs.li/Q02jV0vF0