Consulting Programs
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I provide monthly retainer and project-based consulting programs to increase sales and sales organization performance. Engagements are designed to fit your initiatives and are focused on three core areas:
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Case StudiesSales Teams
[Account Executive Improvement] I work with sales teams to make them better. One example is Jason. Jason was your typical "good" sales person that the company liked, but they really wanted him to raise his game and sell more. Jason always had it in him, but when I came in to consult, I had to determine what motivated him. How did Jason learn? How did Jason listen? I needed to work with Jason to create his own specific goals and daily routines that he would follow to play to his personal strengths. Together, we identified bad habits, and worked to eliminate them. I worked with Jason’s management team to make sure they understood how to maximize Jason’s talent and natural behaviors in order to unlock his highest and best-use and potential every day. I coached Jason on how to run a sales demo better, and how to communicate effectively and listen to his customers’ needs. Jason went from a B Player to an A Player and it was great for all of us to see. You probably have a good sales team. I can make them great. Customers [Decreasing Sales Cycles] You know your customers. But are you sure? In working with a client, we realized the needs of the customer were much broader and deeper than originally determined. By restructuring to an account-based selling scenario, we identified the customers’ needs earlier in the sales process. By doing this we were able to get buy-in much faster, compress the sales cycle, and bring prospects to closure sooner. Understanding the full needs of the customer we were able to tailor solutions earlier in the sales funnel, which brought revenue in faster – which is always nice! Optimization [Improving Sales Process To Increase Close Rates] This is where it all comes together. We had an organization where their prospects would get stuck in the sales funnel – so unless the lead was ready to buy immediately, they would often get lost and forgotten. I worked with the sales and marketing teams to break apart their sales funnel into four separate stages. We defined who owned each stage and who was responsible to move a prospect from one stage to the next. Once that was complete, we ran reports and had conversations to diagnose any new problems in the funnel. Optimization of the sales funnel is about being intentional about evaluating the performance of everything and everyone in it. I help determine where the sales funnel is broken and then work with clients to fix it. |
Video - Improving Sales Teams & Sales Meetings
Video - Learning More About Your Own Business
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