Founders! His team funds deals from $100K to $50 million, and the systems he's built are absolutely brilliant...
Just had Jonathan Frank, VP of Sales at Alliance Funding Group, drop pure sales gold on The Sales Show:
The "Decision Makers Only" Metric That Changes Everything
Jonathan's secret weapon isn't tracking total calls - it's tracking conversations with actual decision makers. His goal: 15-20 decision maker conversations per day, per rep. You can make 200 calls daily, but if you're not reaching CFOs, CEOs, and purchasing directors, you're just burning time. Quality over quantity always wins.
The UCC Filing Goldmine Nobody Uses
Here's a prospecting hack that blew my mind: Jonathan uses public UCC filings to find companies with extensive equipment financing history. These filings show exactly who's been doing deals, how much, and when. Then he opens with "I noticed some pretty extensive financing history through these UCC filings..." - immediate credibility and relevance.
The Friday Reflection System That Builds Champions
Every Monday: Team sends weekly goals by 9 AM. Every Friday: Email breakdown of what they hit, what they missed, and WHY they missed it. This creates self-accountability and gives Jonathan clear themes to address in team meetings. No guessing - just data-driven coaching.
The "Extreme Ownership" Sales Framework
Jonathan transformed his team using Navy SEAL principles from Jocko Willink's book. Now his reps set specific weekly metrics, take ownership of failures, and analyze exactly what went wrong in their sales process. When you can track why deals fail, you can systematically fix the leaks.
The Three-Touch Prospecting System
Jonathan has his team hit every prospect three ways: phone call, LinkedIn message, and email. This shows genuine interest and persistence without being overbearing. The key is having multiple contact points for each decision maker - mobile, office line, email, LinkedIn.
The "Gold Medal Mistake" Breakthrough
I loved this so much I'm stealing it for the Sprint Club! Instead of hiding failures, we now ask for "top three mistakes of the week" - gold, silver, bronze medals. When you frame mistakes as medals, people take ownership instead of making excuses. It's positive reinforcement for learning.
The Stress Management Secret for High-Pressure Sales
Jonathan looks for former athletes because they've learned to handle losses and bounce back. His advice: keep emotions level throughout the sales cycle. Don't let the highs make you rush, don't let the lows kill your confidence. Consistent emotional control = consistent results.
👉 Want to join 226+ entrepreneurs optimizing these exact systems?
Watch the full video here:
P.S. The strongest communities aren’t about exclusivity—they’re about collaboration. They’re spaces where wisdom is shared freely, and support is given generously. True success comes from the right environment, not the right connections. Who’s in your corner? Join the Sprint Club: 🐬 www.strategysprints.com. (7 Days Free)
Need help with sales?
🌴 Join the Sprint Club (Try 7 Days Free)
🐬 Weekly Sales Coaching
👋 Book a time to talk