Incentives for High Sales

The 21% Yield Illusion in Subprime Auto Lending: A 21% weighted average coupon on a loan portfolio sounds enticing, right? That’s enough margin of safety for solid returns. Maybe not. When 580 FICO-score borrowers take a loan to purchase a used car at 100% LTV (no money down), the math gets ugly fast. Start with 21% WAC. Subtract 1.5% for the originator’s spread (amortized upfront premium) and ~3% annual servicing fees for small-balance loans. Then deduct ~8.5% for the annual loss rate, which is the real kicker. Net result: that "juicy" 21% yield dwindles to just ~8% after fees and losses. Here’s the bridge (show in the chart below): a) 21% WAC b) -1.5% (originator spread) c) -3% (servicing fees) d) -8.5% (expected losses) = ~8% net yield Shockingly, the loss rate exceeds the final net yield! Losses vary by vintage, borrower profile, and originator, but if they hit the high end of historical rates and leverage is used, returns could flatline at zero. In subprime auto ABS deals, the equity tranche is often underwritten for 15-18% returns, yet many issuers see negative realized returns. Some originators inject extra equity to shield BB/BBB-rated tranches from impairment, protecting their brand and origination pipeline. Repossession cost: recovered used cars fetch ~35¢ on the dollar at auction after repossession and special servicing costs. Non-bank subprime credit cards and unsecured personal loans (also 20-25% interest rates) are similar in return profile, with potentially worse results since there is an ~10¢ recovery when a credit card or personal loan is written off and sold to a debt collection agency. Consumer finance is an important and massive slice of the ABL/ABS market, but at Marathon Asset Management, we steer clear of subprime auto loans for exactly these reasons. High headline yields may be misleading.

𝗠𝗼𝘀𝘁 𝗕𝟮𝗕 𝗢𝗳𝗳𝗲𝗿𝘀 𝗔𝗿𝗲 𝗕𝗼𝗿𝗶𝗻𝗴—𝗢𝗻𝗲 𝗖𝗵𝗮𝗻𝗴𝗲 𝗖𝗮𝗻 𝗠𝗮𝗸𝗲 𝗧𝗵𝗲𝗺 𝗛𝗶𝗴𝗵 𝗖𝗼𝗻𝘃𝗲𝗿𝘁𝗶𝗻𝗴 Most businesses ask prospects to “Schedule a Demo” or “Get a Free Consultation” 🚨 𝗕𝗮𝗱 𝗻𝗲𝘄𝘀: Nobody wakes up excited to book a call with a stranger. That’s why high-growth companies use "value-forward" intro offers instead. An Epic Intro Offer removes friction, builds trust, and gets prospects to say "Yes" fast. Here are 𝟱 𝗽𝗿𝗼𝘃𝗲𝗻 𝗼𝗳𝗳𝗲𝗿𝘀 that drive leads without hard selling: 🏆 1. Get X Items Free 💡 Example: “Get 25 free leads from our database—no strings attached.” 🏆 2. ___ Or You Don’t Pay 💡 Example: “Double your booked calls in 30 days—or you don’t pay.” 🏆 3. Free X Audit 💡 Example: “Get a free HubSpot audit & discover your biggest revenue leaks.” 🏆 4. Free X Plan 💡 Example: “We’ll map out your custom LinkedIn Ad strategy—free.” 🏆 5. Get Started Free 💡 Example: “Try for free today—no credit card required.” These offers reduce risk, spark curiosity, and draw in your prospect. The core shift is from asking for the prospects time, to offering clear value. And the best part? They work for SaaS, services, and high-ticket B2B offers. >> 𝗔𝗻𝘆 𝗼𝘁𝗵𝗲𝗿 𝗴𝗿𝗲𝗮𝘁 𝗼𝗳𝗳𝗲𝗿𝘀 𝘁𝗵𝗮𝘁 𝘆𝗼𝘂'𝘃𝗲 𝘀𝗲𝗲𝗻 𝗿𝗲𝗰𝗲𝗻𝘁𝗹𝘆?

Many companies keep launching new products or adding to their product lines in the hope of increasing sales. But sales growth is not always about launching something new. Sometimes, it is about shifting the focus to what is already there. In our industry, we have seen categories underperform for months, with stock moving slowly and sales not picking up. And then, with one change, linking the sales team’s incentives to that category, the results shift. Recently, we turned around a slow-moving category within months. Not because the product changed, but because the team’s attention did. When there is a clear goal and a direct reward, the effort follows, and sales begin to move. Incentives by themselves do not create growth, but when aligned with the right focus, they bring the push that a product needs. Sometimes, growth is not about adding more. It is about looking again at what is already there and moving it forward. #Growth #Leadership #Sales

You don’t have a leads problem. You might just have a conversion problem. You’re getting interest. But they’re not signing up. Here’s what I see often: → Free call, but no urgency. → Program, but no clear outcome. → Offer, but no compelling bonus. People don’t just pay for your time. They pay for value and results. If you want more conversions, try this: Add powerful bonuses to your offer. Here’s how to structure them well: 1) Solve a real pain point. → Example: “Swipe file for high-converting DMs” → Not: “Extra Q&A session” (too vague) 2) Make the bonus time-sensitive. → “Only for the first 5 who enroll” → Or “Expires in 48 hours” 3) Add a financial incentive. → Early bird pricing or VIP upgrade → “Sign up in 24hrs to save $200” 4) Use what I call the ‘stack method’: List the main offer + each bonus + the value Then show the total value vs. your price This makes your offer feel premium. Without lowering your prices or overgiving. When the offer is clear and valuable— People don’t wait to say yes. ✔ They book. ✔ They pay. ✔ They show up ready to go. Because clarity and urgency drive action. Not just more marketing or content. PS: Want help tightening up your offer?

Heads of sales, service providers who run ads with the aim of more sales.. I've ran ads and helped audited more than 350+ ads in the past 2.5 years for service providers and high ticket sales.. here's what most businesses who run ads do not know 👇 Your Ad ROI Lives or Dies at the CTA Why does this matter? Paid media is expensive real estate. The single line (or button) that tells a prospect what to do next is often the difference between pipeline and polite interest (data backs it up). I've managed to help clients doubled their sales in 1 month just by switching up their CTA even datas backed this : # 1, 90 % of visitors who read your ad’s headline will also read the CTA. Skip the generic “Learn More,” and you squander almost all the attention you just paid for. (Source: constant-content.com) # 2, One unmistakable CTA can lift clicks by 371 %. Too many options create friction; one clear ask channels intent. (Source: saleslion.io) # 3, Context- or persona-based CTAs convert up to 202 % better than one-size-fits-all buttons. (Source: hotjar.com) 1️⃣ Match the CTA to the Buying Moment Push “Buy Now” to a cold audience and you’ll pay premium CPCs for zero sales qualified leads. Fit the ask to their current intent, not your quarter-end quota. 2️⃣ Personalise Around Your ICP Inject buyer-specific language (“See logistics pricing for Klang Valley SMEs”) or dynamic fields (industry, use-case) into the CTA. Platform tests show tailored CTAs are three times likelier to get the click. 3️⃣ A/B Test Like It’s a Creative Element Optimise for revenue, not CTR. A flashy verb can spike clicks and tank lead quality. Follow each variant all the way to closed-won. Feed winners into your marketing automation. Sync the high-converting CTA/offer pair with tailored nurture emails or WhatsApp flows. 𝐃𝐨𝐧'𝐭 𝐣𝐮𝐬𝐭 𝐬𝐭𝐨𝐩 𝐚𝐭 𝐨𝐩𝐭-𝐢𝐧. Also, be as specific as possible - ICP, benefits.. 4️⃣ Track the Metrics That Pay Salaries - not just what looks good (I had have clients who have what looks good but we had to switch to help them get real actual sales - not just likes and "good consistent branding" Click-through rate (CTR) 👉 Early warning signal of relevance/creative fit Lead-to-SQL rate 👉 Shows whether the CTA is attracting qualified prospects Pipeline $ / Lead👉 Tells Finance (or the boss who's paying) the ad is worth funding Closed-won revenue 👉 The only metric that ultimately justifies spend Remember: CTAs Aren’t Always “Buy Now” 𝐐𝐮𝐢𝐜𝐤 𝐓𝐚𝐤𝐞𝐚𝐰𝐚𝐲 Before launching your next campaign, ask: Does the CTA speak my ICP’s language? Does it align with their stage of awareness? Will the landing experience fulfil the exact promise? What's my nurturing sequence? If the answer isn’t a confident “yes,” tweak it because that tiny line of copy is where your ad budget either compounds or disappears. if you need help, reach out to me (although my services aren't for every type of business, I'm more than happy to recommend).

If you want your content to generate sales calls (not just vanity metrics) Here are 6 non-negotiables I've discovered after helping 25+ clients convert content into contracts: 1. The Million-Dollar hook Your opening sentence determines who stops scrolling. Never start with "Today I want to talk about..." Instead, name your buyer directly or call out their specific pain point. When you write "For SaaS founders tired of..." or "If your sales team can't close inbound..." you create an immediate filter. The right prospects feel seen, while everyone else scrolls past. That's exactly what you want. 2. Proof-First Authority isn't claimed, it's demonstrated. Lead with concrete results before sharing insights. Start with "After analyzing 1,000+ high-converting posts..." or "From generating $2M in client revenue through content..." This isn't bragging – it's positioning. When you establish credibility upfront, everything that follows carries more weight. 3. The Conversion Triangle Every high-converting post balances three elements: pain, insight, and solution. Pain without insight is just complaining. Insight without pain is just teaching. But when you combine both and point toward a solution, that's when you're selling. It's about showing prospects you understand their problem, have solved it before, and can solve it again. 4. The Language Mirror Take the exact phrases your clients use in Zoom calls. Their objections become your hooks. Their questions become your content. When prospects read their own thoughts in your posts, they feel understood at a deeper level. That's when they reach out. 5. The Strategic CTA Never end your posts with a generic "thoughts?" Instead, make engagement meaningful. Guide readers to save your post for specific situations. Ask them to comment for additional resources. Every call to action should move them one step closer to becoming a client. 6. The Inbound Trigger Plant buying signals throughout your post. Phrases like "We help founders who..." or "Our clients typically see..." give readers permission to reach out. Make it clear who you serve and what results you deliver. The best prospects will self-identify. Liked what you read? Repost ♻️ and share it with your network. PS: This is Day 12 of my #75dayhard challenge on LinkedIn.

I’ve seen a pattern. People talk about making a ₹1000 crore company, raising millions in funding, scaling fast, and being on magazine covers. But no one talks about cash flow, unit economics, tax reports, or P&L statements. A few days ago, a young founder met me. Great pitch, smart team, and a bold vision. He wanted to raise ₹20 crore. I asked a simple question: "How much profit did you make last year?" He smiled, “We’re burning now, profits will come later.” Later, I checked their MCA data. - Revenue: ₹68 crore - Expenses: ₹121 crore - Net loss: ₹38 crore And this is a company many people look up to. Many even say, “They made it big.” But here’s the reality—branding can inspire you, but numbers will guide you. Before you call any company your inspiration, download their MCA reports. Check their actual performance. Ask: - How much funding have they raised? - What’s their debt? - Are they profitable? - Are they tax compliant? Because valuation is not the same as value. Having a big brand doesn’t always mean they’re financially strong. In fact, most people get carried away by news headlines: - “Raised ₹100 Cr in Series A!” - “Onboarded a celebrity as brand ambassador!” - “Expanded to 10 cities in 3 months!” But they don’t see what’s behind that—high burn, zero profits, delayed vendor payments, pending taxes, and internal chaos. It’s okay to be inspired, but it’s smarter to be informed. 💡 Here's what I always say: - Don't chase noise. Follow numbers. - If a business can’t survive without funding, it’s not a business. - It's just a high-risk experiment. Sustainable businesses are those that: - Earn more than they spend - Don’t depend fully on outside money - Have clarity in numbers - File taxes honestly - Grow at their own pace with strong roots I’m not against dreaming big. But dream with data. Build with basics. And if you ever need help understanding how a company is really doing, drop the name in the comments. I’ll personally check and share the real data with you. Let’s build the kind of businesses that last—not just trend. — Abhishek Vyas Helping people build clean, smart, and ethical businesses from the ground up. #startuptruths #founderlessons #financialliteracy #startupindia #AbhishekVyas

Want to sell £30k packages without burning out? Here’s how. High-ticket sales don’t come from one perfect email (although everyone loves that narrative 🙄) They come from a clear nurturing journey that respects how premium buyers actually make decisions. Think of it in three stages: STAGE 1 — Familiarity: “Who are you and why should I care?” Goal: Turn a cold subscriber into someone who actually looks for your name in their inbox. Your emails here should: ✅ Use their words to speak to their problems. ✅ Show you understand their world/ constraints ✅ Give useful insights they can apply quickly ✅ You’re building relevance not rushing a pitch. STAGE 2 — Depth: “Do you think like someone I’d trust at this level?” Goal: Shift from “this is interesting” to “this person gets how I operate.” Your emails here should: ✅ Share how you think and make decisions. ✅ Walk through recognisable real scenarios. ✅ Name the trade-offs, risks and realities of high-ticket investment. STAGE 3 — Decision: “Is this the right move, right now, with you?” Goal: Make the yes/no feel clean, not pressured. Your emails here should: ✅ Clearly position who the offer is and isn’t for. ✅ Show what working together looks like. ✅ Help them weigh this against other options they already have. You’re building confidence in their decision, not trying to “overcome” them. When your email strategy walks someone through: 1️⃣ Familiarity 2️⃣ Depth, and 3️⃣ Decision Selling 30K offers stops feeling impossible and starts feeling like the logical next step. What resonates most about what I’ve said? (cannot wait til my hair’s this long again 🤩)

I routinely advise founders and management teams to take valuations lower than they originally were expecting. As a PE investor, you might think I do so out of self-interest to keep valuations low, but that is actually not my motivation. I strongly believe that one of the greatest risk to any startup or emerging growth company is a valuation level gets too high too fast. If you build a start-up that is all the rage, very high valuations seem like a blessing, stroking your ego and increasing your "imaginary bank account". However, here are three reasons why I think a high early valuation is actually a curse: 1. A sky high valuation creates huge expectations from investors that need to earn a return, from employees that join thinking the company is a rocket ship and from suppliers looking to cash-in as you grow. Now the pressure is on to meet those expectations with a fast growing customer base, rapid sales growth and increasing future valuations for the stakeholders. However, any hiccup along the way that results in a down round can upend the entire apple cart and actually break the company. I have seen it too many times to count. 2. High valuations and high expectations lead the board and management teams to reach for the stars in all their endeavors. That can lead to a very higher burn rate, launching many different products at once, trying to launch across multiple channels and "guessing" on lots of different strategies before actually proving out product market fit. This high risk approach occasionally works, but my experience says that it fails much more often. 3. Pivoting is very expensive and once you run down one path, you have a lot of ground to make up when you backtrack to go down a different path. Rather a slow and steady approach would first find product market fit, then continually iterate to make small changes to improve that fit to improve customer satisfaction and order rates. Then after proving fit in one market, you would expand to other markets and so on. In CPG, the trash heap is littered with the "hottest" startup that ended up never making it beyond a few millions dollars of sales. Build it slow, keep your valuation reasonable and continually iterate based on customer feedback. That feels like the best road to success in my experience. #startups #CPG #brands #emerginggrowth

I was talking with a CFO last week who had what most GTM leaders would kill for: a perfectly defined market. Their company sells software to independent financial advisors. Not the ones at Merrill or Goldman... the 76,000 registered with FINRA. Every single potential customer is in a public database. Names. Numbers. No guesswork. No enrichment tools. Just… a list and a dialer. Sounds like a dream. Until you realize it’s also a curse. Because when your market is finite and findable, it’s also easy to burn. Let’s say you hire 10 BDRs. They each make 40 calls/day. After connects, no-shows, and disqualifications, you’re resolving ~10 accounts per rep per day. That’s 100 accounts/day. 22,000 accounts/year. Even accounting for rework, false starts, and second chances, you could exhaust the market in under 5 years. I’ve lived this. At a previous SaaS company, we sold into ~150,000 independent auto repair shops. But after you ran them through the qualification gauntlet - tech adoption, software satisfaction, contract lock-ins, budget - you were left with ~15,000 truly serviceable accounts. You go from a market to a neighborhood. Here’s the playbook when you’re nearing the wall: 1) Go lateral. Expand into adjacent verticals. If you sell to gyms, make it work for salons. 2) Go deeper. Layer in new products. More ACV per customer = less TAM pressure. 3) Don’t go stupid. The worst move is to recycle disqualified leads through a BDR blender on repeat. That’s how you destroy brand goodwill, and sales culture. A known TAM isn’t a bad thing. But it can become a bad business strategy if you don’t nurture it with precision. The most dangerous myth in GTM? “We’ll always find more pipeline.” Not if you torch the village first. https://lnkd.in/eKjF-z66