zoë hartsfield 🌊

Airtop

Brand Consultant

the little ghost

influencer marketing, brand consulting + ghostwriting services

Owner

Slate

Content Creation and Brand Strategy partner for Slate.

Brand Strategist

Warmly,

Maximize the ROI of marketing.

Automate conversion of high-intent target accounts that visit your website. Ensure that no lead falls through the cracks.

DM me for an intro to their team:)

Strategic Advisor

Apollo.io

My job title is weird this is the stuff I own:

- Apollo's Youtube channel (content strategy, creation, editing, project management + analytics reporting)
- Executive Evangelism (Executive Brands)
- Employee Evangelism (Employee Advocacy)
- Influencer Collabs (Youtube, LinkedIn + MasterClass talent sourcing)
- Content Host (Youtube, LinkedIn, Webinars)

Sr. Manager, Product Evangelism + Video Content Strategy (Youtube)

My job is to bring you the most actionable tactical sales tips over Linkedin, Youtube, Instagram & Webinars. 

If you can’t walk away knowing how to make more money, I’m not very good at that job

Sales Trainer in Residence

Pioneering a new B2B Influencer marketing program for GTM pros.

Sr. Manager, Influencer Marketing + Evangelism

Building a world class b2b influencer marketing program. 

Creating sales + marketing content to help our users get the MOST out of our product.

Influencer relationship management.

Content creation. 

Public speaking.

Copywriting.

Sr. Manager, Evangelism, Executive Presence + Community

Stealth Startup

up the content, community & demand gen functions.
Q1 & Q2 OKRs + Wins:
- 4x inbound traffic
- organized and generated Sales Collateral Library
- guested on 15 podcast + webinars to evangelize the brand
- onboarded tools: HockeyStack, Warmly, Demandwell
- Stood up content calendar
- Stood up product release marketing with CS
- Trained the GTM team on social selling
- Created Community Driven Pipeline Playbook
- Launched Events marketing program hosting in-person and virtual events
- Stood up partnerships program
- Stood up first-ever referral motion (generating 15% of pipeline after 2 months)
- leveraging my personal brand to generate new business opportunities
- Set up GA4 + marketing attribution model
- Generated 50% of pipeline from inbound, content + community
- Generated 39% closed-won revenue from inbound, content + community
- did all of this without ads^ 😏

Head of Marketing & Evangelism

Spekit 🐙

New biz is the name of the game.

Growth Marketing
Demand Generation
Community
Paid Ads
Pipeline Generation & Acceleration

Demand Generation (Growth Marketing) Manager

- generated first ever community influenced pipeline (30+ meetings in 60 days) to help the team hit pipeline goals in Q1
- grew social media (LinkedIn & IG) presence by 50% in first 90 days
- successfully executed series B social blitz and PR announcement first week on the job
- manage customer advocacy campaigns and initiatives
-grew social media following by 105% in 5 months
-increased G2 reviews by 30% in Q2 (took on 2 new leader badges as a result)
-Building our Marketing Advisory Council

More to come:)

Community Manager

Dooly

Sourced and onboarded 10 net new partners in first 90 days. 

Built out tracking/project management flow to store partner data and comms.

Ground up - built and scaled referral program for PLG product motion. Referrals convert at 7x the rate of those who find our site organically. Driving new users and revenue through the referral program.

Community/Partner Manager

BombBomb

-grew social media presence by 25% in first 3 months
-increased avg webinar registration (260%) and attendance (80%)
-guest on podcasts, webinars and LinkedIn Live to further brand awareness and train on video communication best practices
-explore new channels to bring education around video, BombBomb and Human-Centered Communication
-collaborate with content and design team to promote and create engagement around events, webinars and product launches 
-train and equip staff to engage on social platforms and enhance their personal brand
-write, host and Youtube/short-form podcast for the brand

Community Marketing Associate

-generated 3.1 mil in projected pipeline in 6 months
-87% hold rate
-set record for quickest outbound SAO after start date for the team
-writing sales copy & sequencing that incorporates personal video to start conversations and turn prospects into customers
-social media strategy, content creation, demand generation sequencing, data analytics

Business Development Representative- Mid Market

-Leveraged personal relationships to bring on new business
-Top Performer (4/6 months excluding ramp-up)
-Converted leads higher than expectations consistently throughout tenure
-onboarded and trained new reps
-highest hold rate on the team during tenure

***Clearly got bored of not working after one semester and found a new job 3 months later. continued to work full-time and attend college full-time.

BombBomb is helping teams rehumanize their communication by enabling people with easy to use video and tracking for email, text and social. Whether you need better touches with your clients, clearer communication between your remote teammates, or higher conversion rates, video is proven to help. Let us show you how!

Sales Development Representative

T. Rowe Price

Promoted to Specialist shortly after completing licensing. 
Trained and coached new reps. 
Worked 45 hrs + per week while doing school full time.
Had lowest errors on the team.
Was involved in leadership training and development.

***Left to focus on school full-time in the Spring Semester.

Financial Service Specialist

Asked to join team full time before completion of internship. 
Had highest interview score of incoming hire class.
Passed all licensing exams on the first try.

Financial Services Representative

Receiving, sorting and processing client requests regarding their 401k's. Completing high volumes of work with accuracy and attention to detail. Submitting client requests, allocating funds, updating client information and supporting leadership with various processing projects.

Participant Transactions Processing Intern

good @ building pipeline | bad at most other things | currently building pipeline + evangelism at Apollo

I've generated over 100MM impressions for brands on social media in the past 24 months. Most coming from LinkedIn. Building world class employee, executive and influencer advocacy programs for B2B software companies. 

I'm a marketer by trade, but sales has my heart. Also passionate about helping younger professional level up in their careers (mostly by charing lessons I learned the hard way).

-------------------------------------------------------------

If you're a brand and want to collab on content, shoot me an email at zoe@zoehart.co

If you're a young professional looking for tips, hacks, and learnings to help you level up, hit the bell & follow me on IG (@zoepatience) and TikTok (@zoeeharttt).

If there are other ways you hope to work together, shoot me a DM- let's chat.

Standing up the content, community & demand gen functions at Swantide. 
Q1 & Q2 OKRs + Wins:
- 4x inbound traffic
- organized and generated Sales Collateral Library
- guested on 15 podcast + webinars to evangelize the brand
- onboarded tools: HockeyStack, Warmly, Demandwell
- Stood up content calendar
- Stood up product release marketing with CS
- Trained the GTM team on social selling
- Created Community Driven Pipeline Playbook
- Launched Events marketing program hosting in-person and virtual events
- Stood up partnerships program
- Stood up first-ever referral motion (generating 15% of pipeline after 2 months)
- leveraging my personal brand to generate new business opportunities
- Set up GA4 + marketing attribution model
- Generated 50% of pipeline from inbound, content + community
- Generated 39% closed-won revenue from inbound, content + community
- did all of this without ads^ 😏


We are making implementing and configuring salesforce 10x faster, 10x simpler at 1/5 the cost. It's so easy, I can set up your Salesforce instance. DM me if you're about to or just bought SFDC and need help with configuration & system management. We've got you covered 😎

zoë hartsfield

Update on the starbucks gift cards for flight attendants. 

1. United Airlines Boeing 787 Dreamliners have 10 flight attendants, not 8. 

2. They will come up and individually thank you, and your seat mates might ask “why are these flight attendants coming by every 15 minutes?” 

3. It feels nice to do nice things and I feel selfish and weird for admitting it but it brought me a lot of joy to bring them joy. 

4. A fourth point… 


Anyway, was nice to spread a little holiday cheer. 

Also Janice kept the mimosas flowing for me on flight number 2 so that was a dubbbbb. 


happy turkey day:)

running influencer marketing @ fullenrich | personal brand, social selling + executive ghostwriting for B2B SaaS/AI | ask me about your LinkedIn strategy

No alternative text description for this image

6 reasons i will NEVER go back in office: 

- working from anywhere has allowed me to be more present with my family (especially my grandparents who are older than time itself. the extra moments with them are priceless

- the amount of money i have saved on commuting is astronomical. gas, lunch at or near the office, happy hour drinks with coworkers each friday… literally thousands a year saved 

- i get to hang out with my dog all day. which is way better than him hanging out with someone else all day… or alone. you want my dog to be alone all day you psychopath!? 

- i’m more creative. something about being home, going on walks, working from coffee shops or airplanes or hospital rooms (remember the line about my grandparents being older than time?) knocks me out of my routine and allows me to think more creatively

- i’m actually way more productive at home. i’m a yapper, so being in office is great a few days a month but i also get so much less done when im there. i’d rather blitz a productive few hours in the morning and spins. few meetings in the afternoon than lose my day catching up with chad about his boys fishing trip last weekend. 

- my house has a fireplace. does the office have a fireplace? no? cool. case & point. 




remote work offers flexibility, productivity& cost savings to many people. it may not be for everyone- but neither is being in office 5 days a week. 


employees crave flexibility. that’s worth its weight in gold. 



ps this is day eleventythousand/100. literally less than 30 days left in this challenge and im hype:)

running influencer marketing @ fullenrich | personal brand, social selling + productivity | ask me about ghostwriting + founder brands

I just closed the largest ghostwriting contract of my life this week and it almost got pushed to 2026. This one question moved the deal up a whole quarter:

Me: “When do you need to start seeing that value from this initiative?” 

Them: “Well, ideally in January.” 

Me: “Okay, based on your brand today, we needed to start last month to have a chance at hitting that target. No worries though, we still have a good amount of runway to get things up and moving- I’d expect you to hit those goals Feb/March if we start next week.” 

Them: “Okay, let’s do it, can you send a contract today?” 



^ Christine Rogers at M3 Learning walked us through the idea of “uncovering urgency.”

No more trying to manufacture urgency that isn’t there- just thoughtful questions that get the prospect to reveal the urgency that already exists. 


This was one of the many tools she taught me in the past few months. 




I took the Proactive Selling Cohort training over the last 10 weeks and feel like I got a madterclass in sales. 

I wish I took this back when I was a rep, but now as a part time solopreneur, it’s helping me close more business than i ever pictured I could.  

If you’re: 
- an experience seller in need of a repeatable process
- a new seller in need of some guidance
- a founder or entrepreneur who needs help selling your services/product

I cannot recommend it enough.


So grateful to Christine & the whole M3 team for the course. Was career changing. 


(I’ll drop deets to sign up for their Jan cohort in the comments. I don’t get paid or anything for it, I just genuinely would recommend this training to ANY seller looking to level up.)

the biggest lie corporate america ever told:

hard work gets your promoted...... no, it doesn't. you know what does?


good work + visibility. 


visibility beats ability

visibility beats effort

visibility beats title

visibility can EVEN beat results



i learned this the hard way when my VP promoted a teammate over me. 

on paper i was:

- in the office earlier
- stayed later
- booked more demos
- had a higher conversion rate
- was 5% better than her in every KPI


but you know what she had?

- a great relationship with the VP
- a great relationship with the AEs
- a CLEAR conversation with leadership that THIS was her next step


my VP pulled me aside the day he promoted her. he knew I was crushed. 

Him: "Go ahead Zoe, ask me."

ME: "Why her and not me?"

Him: "You left it too close to call. Never leave it up to the Umpire. You should make yourself the obvious choice."




promotions are not about who works harder... they are about who works louder

- throw those wins in the group slack
- share templates that work with the team to share success
- write about your learnings on Linkedin + highlight the team in the process


visibility >>> ability

I've posted 547 LinkedIn last 2 years. (yes i counted them all like a psychopath). anyway... here are my completely unfiltered thoughts on LinkedIn content: 

- stop asking "thoughts?" at the end of every post... it's implied.
- carousels are NOT actually better than text posts
- commenting "great post" has added approximately zero value to anyone, ever
- if you're reposting the same motivational quote everyone else is using... maybe skip it
- personal stories beat business advice 99% of the time in reach
- tactical business advice beats personal stories 99% of the time as lead gen
- using "we" when you reallllly mean "I" makes you sound like you're hiding + like a douche
- polls are annoying
- your morning routine is not revolutionary content (and i don't believe you really wake up at 5a and cold plunge everyday)
- stop humble bragging about your "failures" that were actually huge Ws
- if you wouldn't say it in real life don't type it on LinkedIn


after spending too much time here, these are my unfiltered thoughts.

but I want to hear your unhinged takes on Linkedin.

not the safe ones everyone obviously agrees with... the ones that might get you some angry comments.



what drives you absolutely insane about LinkedIn content?

75/100

Reason 617272817 i love remote work: 

this is my view right now as i clear my inbox 



does your office have that, chad? 

#remotework #workfromanywhere

turns out my selfies are the thing people remember most about my posts.

soooo glad i put all that effort into learning to spell the word “strategic”. 😂


seems like folks looked at my rushed, poorly lit, slightly confused face and thought, “f*ck her points about social selling- let’s remake THIS.”

fine. i’ll lean in:)
but if i’m going to become a meme, at least let me provide a proper reference image.



here you have it Matt Firestone 
 
the most aggressively posed, try-hard, i-promise-i’m-not-hurt selfie i could produce. 

it’s giving “main character,” 
but also…”please don’t zoom in too close.”



my therapist says exposure builds character… 

90/100

#selfie #linkedin #socialselling

I haven’t worked in sales since 2020, but I sell almost everyday (just closed a $15k deal last night which puts me over my annual goal 🥲. I also demo a surprising amount for someone who:

- Doesn’t actually carry a real quota at her company
- Doesn’t sell a product/tool for her side hustle

The beauty of creating content around the problems we solve is…..

Prospects often come to you:)

It doesn’t always make sense for me to hop on a call with someone who wants to buy FullEnrich.

It doesn’t always make sense for me to send them to a sales rep either. 

So my new hack is AI-powered product demos for that awkward in-between step. 

I use Consensus to create a sort of “test drive” so when these one-off leads come in I can send them somewhere to check out the product without any pressure. 

Our tool has a pretty solid free option so the next step is usually them signing up for a free trial or pinging me for a proper intro to sales. 

I used to spend 2-3 hrs a week on calls answering product questions. Now I just send  Consensus demos, free trial links or “book a sales call” emails and let the sales team collect the bag. 

They recently launched their Consensus for Marketers product for interactive tours + personalized demos. It’s mobile friendly which is perfect for someone like me who spends half my life in the back of an uber. 


Consensus = faster sales cycles, less of my time demoing a product that honestly, people just want to get their hands on. Win win. 



Here’s a video of me sending one to someone while I was on the road. (Another great use case for on demand demos). 


#ConsensusPartner

In high school, my Trig teacher told me:
"You'll NEVER make it in the professional world if you don't learn to show your work."

Well, Mrs. Gordon... 

I am proud to say I have never needed to use Pythagorean Identities OR been asked to provide a Proof since college. 

Clients just care about results. 



While showing your work helps you generate opportunities + establish credibility...

Outcomes get you paid. 



If she'd weighted homework as much as exams, maybe I would have done it sometimes. 🤷🏻‍♀️


Lazy people with efficiency kinks rule the world.

trying to channel my inner Lana Ivory 🦋 and snagged some starbucks gift cards for the flight crew. 

traveling this time of year is wild. you get a range of super cheerful folks and some of the grumpiest humans i’ve ever encountered. 

i feel grateful that airport & airline staff are working so i can go be with the people i love most over the holidays. 

loved Lana’s idea of going the flight crew a little gift as a “thanks for getting us there safely!” 

i’ll let ya know how it goes:) 


happy holidays yall!


wish i’d held these right side up 🫠

Me to my boss: "Did Finance look at my notes on the FY26 fiscal plan?
Him: "You didn't leave notes on the annual plan."
Me: "Exactly... so wtf is Brad from accounting doing in my copy doc?"


Why is this the most relatable image I've seen as a marketer ever?


AND why is it that eVeRyOnE thinks they're qualified to comment on (read: ruin) marketing?


I don't show up to your cubical and tell you how to do your spreadsheets, Karen! 



Marketing by committee is where good ideas go to die. 





Ps. This billboard from Clay was perfect. No notes. 



PPs. I shamelessly stole this graphic from the team at Draf because it literally made me want to cry. It's brilliant. Give your social media manager a raise.

I’m posting everyday for 100 days. After 71 of them, here are the 3 things that have made the MOST impact in the quality + performance of my content:

1. Consistency - which feels sort of meta.

Posting everyday for 100 days inherently bakes in a forced consistency but I have noticed a level of “anticipation” from my network. I will even get a “no post today?” from a connection if it’s late in the afternoon and my content hasn’t gone live.

Think of it like a TV series. People expect a new episode every Tuesday. They tune in at 7p on the dot.

Post at a similar time and similar frequency and your network will fall into that rhythm with you.


2. AI is GREAT for ideation 

100 days of posting is a recipe for “idk wtf to write about anymore.” So using AI to help you brainstorm hooks, and content ideas is a game changer. 

I personally use Stanley (Your Content Coach) which sends me a report every Sunday based on my top performing content from the week and breaks down “WHY” it worked or flopped which helps me think through my next batch of posts.


3. Speaking of batch of posts- I batch my content. 

I write most of it on Sundays after that Stanley email comes in.

I find that setting aside time to get into a creative flow is easier than waking up at 6a everyday and trying to be creative on demand.

I would HIGHLY recommend anyone getting into content creation or trying to double down on it in 2025 challenge themselves to posting 100 days in a row.

And if you need help staying consistent, understanding what your audience responds to and coming up with creative post ideas, I’d check out Stanley as your AI powered creative writing partner. 

Since I personally started using Stanley my average impressions are up 42% WoW. 

Try it here: https://lnkd.in/eHHzy8Gi)




Cheers to day 71/100. At the end of the challenge I’ll share my total growth stats. Stay tuned:)




PPS. I was supposed to post this on Friday but life... ya know. So the voice-over is all kinds of messed up BUT at least my vocal fry still makes everyone angry. 

#stanleypartner #contentassistant

I used to use flights to crush through emails and clear my inbox, but now idk what to do with myself… 

I literally hate email. Like I hate it. Like I avoid my inbox at all costs and handle it in big batches because reading and replying to emails is the bain of my existence. 

I’ve tried literally EVERY email assistant under the sun… but none of them could draft email replies in my tone or could capture the context of the previous emails in the thread. 

I’d spend more time editing AI generated drafts than I would have just writing the d:)mn email myself…

Until now.

Fyxer AI  just dropped Drafts 2.0 and it’s actually fire. 

It fixed the problem of context and tone in a way that I didn’t think these AI email assistants would be able to do for months. 

I can set my own "tone" guidelines and it uses my previous emails to write in a voice that sounds like me... ANNNND in the context of the conversation so it's tailored to the recipient as well. 


Now I ship out replies with minimal edits and clear out my inbox in literally half the time.

There’s one hour and 52 minutes left on this flight still.




Anyone got any podcast recs?

#FyxerPartner

After posting 77 days in a row I gotta say I wouldn’t recommend it. 

Excellent experiment. Learning a ton. But for 99% of people it doesn’t make any sense.

Linkedin has new(ish) analytics features! I’m going to teach you line by line what metrics are available to you and exactly what they MEAN for you, your brand and your business:

First the obvious ones:

Impressions 
This is every time someone scrolls past your post for half a second. It showed up in their feed. This signals “distribution” of your content.

Engagements (Likes etc)
This is people who went a step further to show some kind of support of your content.

Comments
This is where it gets interesting. Someone found what you said insightful (or infuriating) enough to let you know what they think.


Now we have the more nuanced metrics:

Members reached
This is actual individuals you reached.  

Profile Viewers
I'm always yapping about optimizing your profile as a landing page- this is why. When someone reads your content for the first time and it sparks curiosity they click your little headshot and go to your profile to check you out. Make sure they have something to look at. 

Followers Gained From This Post:
This is people who saw your content and decided to follow you SPECIFICALLY from the follow button on the post itself. *This doesn't count people who go to your profile and follow you from there. 

Reposts
Someone found your content valuable enough to share with THEIR audience. (Also signals to the algorithm, hey, this is super valuable!)

Saves
This is where we get into the true "dark social" of Linkedin. Hard to see or quantify but another signal that the post was valuable enough for someone to want to come back to it. 

Sends
Andddd another dark social signal. A share we cannot see! Someone in your audience wanted someone specific in their audience to see this. 

Button clicks (premium only)
If you have a custom button on your profile/under your headline + someone clicks it- CONGRATS! They saw enough value in whatever you wrote to explore whatever it is you take them to next. For me, it’s my newsletter. For you, it could be your website or demo form or a video of you making sourdough bread on Youtube… idk your life. 



I made a really detailed Tango because I was trying to walk someone thru this over Slack on a plane + found this walk thru to be way easier. And I saved it– so now you can have it. (peep it in the 📌 comment)


If you ever are in a bind or find yourself explaining/re-explaining complex topics or ideas that really do better with a visual aid, you should try tango (dot) ai.

Teach it once. Never explain it again:)

#TangoPartner

I’m trying to reconcile Linkedin’s own advice about posting timely, relevant and value add content with an emphasis on industry news and current events… 


and the fact that 80% of my feed today is posts from 2-3 weeks ago. 

those current events aren’t so current anymore

i receive more pressure from linkedin to wake up and 5a and start a franchise than i ever did to drink in high school…

Can't wait to find out about the Cloudflare outage in 2 weeks.

30 days left in the year. 

are you packing it in early and hoping for a better one next year or squeezing every ounce of life you can get out of 2025 still?

My answer in the comments:)

86/100

Founder @MSP Consulting | Enterprise Sales for Startups | $2M => $10M ARR

Making enterprise revenue predictable for B2B SaaS founders. 

If next year’s revenue, your next hire, or your next 20 customers feel like a gamble, you’re not alone. 
Most founders don’t see the real cause... inconsistency across sales, hiring, and leadership.

I help you implement repeatable enterprise sales systems that remove that guesswork. 

Book a 30‑min strategy session at the link below. We’ll diagnose the single biggest inconsistency costing you predictability. (Shortened sales cycles by 50% for a recent client.)

Monica Stewart

Ok let me get this straight...


Everyone should use AI.
But not to write LinkedIn posts.

BUT you should be writing about AI because it’s the future.
If you use AI for writing you’re lazy. 

But if you don’t use it for everything else you’re living in 2015. 

Cool cool cool. 

👋 Hi, I'm Monica Stewart. I make enterprise revenue predictable for B2B SaaS founders
Follow for more.

Making enterprise revenue predictable for B2B SaaS founders | $1M - $10M

When I was a kid I didn’t know anyone who had a corporate job. 


I’m the only person in my family to graduate college. 

I wasn’t even planning to go. I only applied as a way to get out of the city I grew up in. 

If you would have told 15 year old me that I’d end up building a business helping startup founders sell to the biggest companies in the world, I literally would not have known what you were talking about (and probably gone right back to listening to Wu Tang Clan). 

I went to Brooklyn College because I wanted to be in NYC (despite having only been there once for 5 days). 

I studied International Relations and worked my way through school. 

I got a job selling hedge fund conferences after graduating because it paid the same as all the other jobs BUT had commission. I made $36k my first year. Got a crash course in selling to people WAY above my pay grade from Jared Rose 

Switched to financial services for a 40% pay bump, realized I made a terrible mistake after a year. 

Went to work at an art tech startup and started freelancing for conference companies on the side. 

Got my first SaaS sales role and made $150k my first year. I stayed 5 years and learned everything I could about sales, logistics, supply chain, economics and how enterprises really work. Got to test so many things with Erika Borden and build a great team with Peter Swartz and Keith Soura 

Moved into leadership and ran teams at 2 more startups. Got to work with amazing people like Kristen Habacht Alexa Battista and Hamid Palo

Realized my destiny was not working for other people and went into consulting, still ended up working for someone else to build an agency. So many lessons learned about consulting and scaling with Matt Lopez Franklin Williams Jake Dunlap 

Took a 2-year sabbatical to travel the world, organize raves and DJ. 

Finally went all in on myself. I made more in my first year than I ever did working for someone else. Learned a ton (and still am) about brand, social, business models and sales from Ken Yarmosh Reshia Lea Colin Stewart-Perreault 🧙 Leslie Venetz Meghann Misiak 🔮 Scott Sambucci

Along the way, became obsessed with building a great business and helping founders do the same. 

15-year old me would be PYSCHED if she knew all this was possible. The only reason I got here was the people who helped me along the way. 

Who's helped you get where you are today? 

👋 Hi, I'm Monica Stewart. I make enterprise revenue predictable for B2B SaaS founders
Follow for more.

VPs of Sales who won’t answer cold calls even though THEIR OWN TEAM MAKES COLD CALLS...


Beyond rude, right? 

Except I teach all my teams to leverage social selling…and I also don't reply to 95% of LI DMs from sellers… bc they are hot garbage and not at all relevant to me. 

I even sent a sassy email reply to someone recently because they cold emailed me 3 days in a ROW about something I didn't want, and it was annoying. 

Am I the problem? Maybe. 

But there is also an element of this conversation that feels like “wHY arE WoMEN on DatInG AppS BUT wOnT TalK To a RaNDom Guy At A BaR??”

No one owes you their time, even if you're broadly on the same team because you're both in sales. 

Sales leaders, don't be jerks, but also sellers, would YOU respond to you?

👋 Hi, I'm Monica Stewart. I make enterprise revenue predictable for B2B SaaS founders


Follow for more.

"Anyone had luck getting out of a contract with (sales tool we all know)? We're 1 year into a 3 year contract and no one on my team cares about it."


😬😬😬

Saw this from a CRO in a private Slack yesterday.

This is why your onboarding experience matters so much.

It sounds boring. It's not boring. It's the hidden thing causing you to leak revenue.

Most teams close a 3-year deal, celebrate the win, and hand it off to CS. Do a “training” for the users. Maybe QBRs. 

And 12 months later, the customer is looking for the exit because no one on their team knows why they should use the product.

How to make sure this doesn’t happen to you: 

1. Schedule the kickoff when you sign the contract
Don't send an email intro from sales to CS and hope CS schedules it.
Get it on the calendar immediately.

2. Give CS everything they need from the sales process
What does the customer actually want to accomplish? What's the most important thing for them to do first? What are the risks on this account?
Should go without saying. But most teams aren't doing this.

3. Onboarding is NOT a product walkthrough
It's not training on features.
It's showing them how to do the thing they bought the product for.
So know what they bought it for. And show them how to do that thing.

Bonus - make it interactive! 

Structure onboarding as a multi-part workshop.
Roll out components in phases so by week 3-5, they've created something tangible they can show to the person who signed the contract.
Give them a win in the first month.

4. Create superusers 
Now they have basic knowledge, where do you go from here? 
Send advanced usage tips, mini videos, new product release messaging customized for them (not the mass email you sent), social content, tips from other users. Doing this even once every 1-2 months makes a huge difference. 

5. Make QBRs internal show and tell 
Usage stats are cool. 
Making your users look amazing by showcasing their work is even better. 

What did I miss?

👋 Hi, I'm Monica Stewart. I make enterprise revenue predictable for B2B SaaS founders
Follow for more.

Comment if you have been personally victimized by the algo

8 startup lies: 


“We just need to scale the team”
=> The last 3 people we hired didn’t work out, but we’re betting that the next 3 definitely will

“Enterprise customers love us”
=> We’ve got 12 enterprise logos that are all underpaying, and haven’t spoken with us in 5 months 

“We have strong pipeline growth”
=> Several intro meetings with innovation teams who said they’d circulate internally and get back to us

“Our product sells itself”
=> We run 80-minute demos and talk 80% of the time and then get ghosted. Everyone knows what our product does and no one knows how it would help them

“We have a great sales leader with experience and a rolodex”
=> We are wildly overpaying someone to have introductory meetings that go nowhere. They haven’t closed anything in 8 months. 

“Our product is easy to use”
=> Founder is still answering support tickets because we can’t train anyone else to do it

“We have great investors”
=> At the last board meeting our investors told us to switch to PLG, now they want us to hire 8 more salespeople by Q1 

“We’re on track to triple revenue again this year”
=> We haven’t made an actual forecast yet and have no idea what our number is, let alone how we’re going to hit it

What am I missing?

👋 Hi, I'm Monica Stewart. I make enterprise revenue predictable for B2B SaaS founders


Follow for more.

You’ll never see me talk about this on LinkedIn….


- Sports 
- My kids 
- What my kids playing sports taught me about B2B sales
- What sales bros you should follow 
- Sales lessons from $2B orgs 
- Biohacking
- Taylor Swift
- Sales tips from the 90’s
- XYZ thing that is dead 
- AI hype 
- Fear-based sales strategies 
- A conversation I had with a fake CRO of a fake $500M org

What I will never stop talking about:

- Brilliant women 
- Burning Man
- Women you should follow
- Pushing yourself to grow 
- Raves 
- Real life sales lessons from <$10M orgs 
- Empathy 
- Coffee in tiny cups 
- AI in the real world 
- How much Zig Ziglar still slaps
- The power of focus 
- Plants 
- The fact the no one is free until everyone is free 
- A conversation I had with a real founder of a real $6M org 

What’s something you won’t stop talking about?

👋 Hi, I'm Monica Stewart. I make enterprise revenue predictable for B2B SaaS founders


Follow for more.

The most cringe thing about me?


I am CHALANT AF.

I care a lot.

I’m not here for “passive income”

I’m not here to build a business I don’t have to work on. 

I’m trying. Like, really hard.

There are a lot of people on LinkedIn who talk about how to make money without trying. 

Grow revenue without talking to customers. 

Build a course instead of working with clients 1:1. 

Use AI agents + AI SDRs + vibe coding to build a SaaS business that runs itself. 

Work 4 hours a day and go meditate. 

I believe that the real flex is building your life around something that you love and care about so deeply that you want to lean all the way in and challenge yourself to commit to it even more. 

The real flex is making a life you don’t want to be detached from.

What do you think? 

👋 Hi, I'm Monica Stewart. I make enterprise revenue predictable for B2B SaaS founders

Follow for more.

10 things buying software taught me about sales:


1. No one actually has internal meetings about a demo they saw 

2. Every decision involves 2-3 people (even in small companies)

3. People’s vision of who they want to be is just as important as what they actually need 

4. Do not underestimate the power of making it easy to say yes. The number of decisions people have to make in a day is insane. 

5. Arm your champion with a one-sentence answer to the question “what is this thing again?” 

6. The 12 page slide deck you sent most likely will not be read

7. People on the same team can have wildly different priorities 

8. Dark social is real. 90% of information comes from referrals, communities, DMs and texts. 

9. If they don’t think they need it at full price a discount makes no difference 

10. The trial access you gave will be used for 30 minutes, max

This is as a VP of Sales in 15-20 person orgs but I feel like applies most places. 

What did I miss?

👋 Hi, I'm Monica Stewart. I make enterprise revenue predictable for B2B SaaS founders
Follow for more.

If you spend more time talking about what you hate than what you love 



We probably won’t get along.

"More structure will slow us down. We need to move fast."


This is the most expensive lie founders tell themselves.

What you think is "moving fast": 
→ Winging it on calls 
→ Going after every deal until they ghost or say no
→ Everyone doing discovery their own way
→ Working on your buyer’s timeline

What's really happening: 
→ Deals taking 2x longer because everyone is guessing
→ Inconsistent discovery = inconsistent conversion
→ Spending hours talking about the same deals bc there is no plan
→ Lost deals you can't learn from because there are too many variables

Having a framework doesn't slow you down. It saves you from reinventing the wheel on every deal. 

You think you’re moving fast but you are actually moving chaotically. Chaos doesn't scale.

👋 Hi, I'm Monica Stewart. I make enterprise revenue predictable for B2B SaaS founders
Follow for more.

LinkedIn: we want timely, value add content and thought leadership

Also LinkedIn: Labubu is a trending video topic

Things that weren’t skills 10 years ago that are superpowers today...


1. Creative writing 
2. Emotional intelligence
3. Vibe coding
4. Content creation
5. Not being afraid of looking stupid on the internet
6. Time management
7. Prioritization
8. Networking 
9. Personal/spiritual growth
10. Delegation


What did I miss?

👋 Hi, I'm Monica Stewart. I make enterprise revenue predictable for B2B SaaS founders
Follow for more.

PSA: It's ok to just want to work all the time. 


I just worked for 9 days straight and I feel awesome.

I got a ton of stuff done that's important to me. I made progress for my clients. 

And I am not done!! I plan to keep going hard right up until I take some time off for end of year. 

You do not need to constantly rest.

You do not need "work life balance" all the time.

You can just… go all in on things you care about.

This is a safe space to admit you like building things.

Or not! But don't let anyone make you feel guilty either way.


👋 Hi, I'm Monica Stewart. I make enterprise revenue predictable for B2B SaaS founders
Follow for more.

B2B tech founders who want more people to understand what their company actually does....this is for you!

Your killer message is buried in years of thinking. Let’s find the spark. | Message Clarity for Tech Founders | “...the kind of partner who helps you think.” | #BOOMshockalocka

View Zach Messler 🤘👊💥😎’s profile

Yo! LinkedIn!! Willing to help a brotha out?

I'm doing some research, and I could use an assist.

🤘👊💥😎
 
Know a B2B tech founder whose company is in the $5M to $10M ARR range?
 
Like any good product marketer, I'm doing audience research for a new offering.
 
I could just go build, but it'll be way better, way faster if I just talk to the people I wanna serve, so...
 
🤘👊💥😎

I'm holding research conversations for the next few weeks with B2B tech founders in that range.
 
THERE IS NO PITCH!! Just a few questions to get super sharp on what's real.
 
𝘉𝘖𝘕𝘜𝘚: 𝘐𝘧 𝘸𝘦 𝘦𝘯𝘥 𝘶𝘱 𝘴𝘱𝘦𝘢𝘬𝘪𝘯𝘨, 𝘐'𝘭𝘭 𝘵𝘢𝘬𝘦 𝘢 𝘭𝘰𝘰𝘬 𝘢𝘵 𝘵𝘩𝘦𝘪𝘳 𝘩𝘰𝘮𝘦𝘱𝘢𝘨𝘦 𝘢𝘯𝘥 𝘴𝘩𝘢𝘳𝘦 𝘴𝘰𝘮𝘦 𝘲𝘶𝘪𝘤𝘬-𝘩𝘪𝘵 𝘪𝘮𝘱𝘳𝘰𝘷𝘦𝘮𝘦𝘯𝘵𝘴.
 
→ Know anyone?
→ Send 'em my way.
→ Tag 'em below.

🤘👊💥😎
 
Are YOU one of these founders?

DM me "RESEARCH" and we'll get that convo on the books.
 
Thank you, friends!

♻️𝘈𝘯𝘥 𝘩𝘦𝘺! 𝘐𝘧 𝘺𝘰𝘶 𝘥𝘰𝘯'𝘵 𝘬𝘯𝘰𝘸 𝘢 𝘵𝘦𝘤𝘩 𝘧𝘰𝘶𝘯𝘥𝘦𝘳, 𝘱𝘭𝘦𝘢𝘴𝘦 𝘳𝘦𝘱𝘰𝘴𝘵 𝘧𝘰𝘳 𝘳𝘦𝘢𝘤𝘩! 𝘛𝘏𝘈𝘕𝘒 𝘠𝘖𝘜!

#BOOMshockalocka 
🤘👊💥😎

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The Battle

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Monica Stewart

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taplio

The Battle

zoë hartsfield

Monica Stewart

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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);}zoë hartsfield's LinkedIn Performance

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