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If you’re over the $250k of Revenue mark, go to https://www.mindracerconsulting.com/saas-district-listener-offer (https://www.mindracerconsulting.com/saas-district-listener-offer) and mention the SaaS District Podcast to redeem a free sales readiness assessment all of 2021 Q1! Dan is an experienced investor, advisor, and B2B growth expert on a mission, looking to impact 1000 businesses positively by 2025.  Dan helps  companies to succeed in volatile markets, increasing profitability from existing strategies, and helping CEOs take positive steps forward to grow their business. As Managing Partner at Mindracer Consulting, he, the team and collective of partners work with B2B CEO’s in services and SaaS companies to help at the Go To Market, Making Processes Repeatable, and Growth stages. Dan is also Managing General Partner at Jorvik Ventures – a firm that invests in and supports high potential B2B companies During this interview we cover: 00:00 Contentfy, Your On-Demand Content Team (Sponsor) 01:02 - Intro  02:23 - Dan’s Background & Past Ventures  05:06 - Reaching #61 on the INC list 07:50 - The Holy Grail for Sales-led B2B businesses  10:20 - Repeatable & reputable Sales Sales Strategies  11:48 -  Expected Conversion Rate Increment  13:13 - Clear Entry & Exit Criteria in Your Pipeline  14:50 - Effective Lead Filtering 16:37 - Main Reasons You See Seemingly Ideal Clients are Not Converting 18:18 - The 4R’s to Maximize your Sales Process 23:32 - Considerations when Outsourcing the Sales Team 27:11 - The Effective VP of Sales for 2021 32:35 - Optimize for Performance & Increase LTV (Understanding ICP’s) 35:38 - Advice Dan Would tell his 25 Year Old Self 36:35 - Biggest Challenges Dan’s facing in Order to Grow  37:28 - Favourite Books Instrumental to his Success 39:49 - What Does Success Means To Spencer Today? 37:40 - Favourite Books Instrumental to his Success 57:26 - Get in Touch with Dan Morris Terms: https://blog.hubspot.com/customers/ideal-customer-profiles-and-buyer-personas-are-they-different (ICP) https://www.inboundcycle.com/buyer-persona (Buyer Persona) https://blog.growthinstitute.com/scale-up-blueprint/bhag-big-hairy-audacious-goal (BHAG) People: https://www.linkedin.com/in/schembra/ (Chris Schembra) Mentions: https://www.salesforce.com/mx/ (Salesforce) https://www.hubspot.com/ (Hubspot) https://www.mindracerconsulting.com/ (MindRacer) Books: https://www.the1thing.com/ (The One Thing) https://storybrand.com/marketing-made-simple-book/ (Marketing Made Simple) Get In Touch With Dan: https://www.linkedin.com/in/danmorrisprofile/ (Dan's Linkedin) Tag us & follow: https://www.facebook.com/HorizenCapitalOfficial/ (Facebook)  https://www.linkedin.com/company/horizen-capital (LinkedIn)  https://www.instagram.com/saasdistrict/ (Instagram) More about Akeel: Twitter - https://twitter.com/AkeelJabber (https://twitter.com/AkeelJabber) LinkedIn - https://linkedin.com/in/akeel-jabbar (https://linkedin.com/in/akeel-jabbar) More Podcast Sessions - https://horizencapital.com/saas-podcast (https://horizencapital.com/saas-podcast)