Leadership Vision for 2023: CSO | Gartner
Constant and compounding disruptions threaten revenue growth — Increasing
inflation, tightening labor markets and unreliable supply chains are affecting buying behaviors and disrupting selling dynamics.
Evan Sharp, Co-founder, Pinterest
“Solve for the real problem versus the perceived one.”
Eric Ries, The Lean Startup
“A startup is a new company designed to grow. If you’re ambitious about your startup, you want more customers and more revenue sooner. When growth stagnates, it indicates a problem with your growth strategy."
LinkedIn | State of Sales 2022 Report | United States & Canada
Buyer-Seller disconnect - 65% of sellers say they always put the buyer first. But, only 23% of buyers agree.
Sales Management Association
Newly hired sales reps require an average of 10-12 weeks for training. However, they only become productive after roughly 11 months.
GO-TO-MARKET Strategy AND EXECUTION
Revenue Growth | Customer Success | Retention
In these engagements, I help Founders, Go-To-Market Executives and Sales Leaders align around a revenue growth strategy that drives clear expectations and priorities while consistently measuring leading efforts and behaviours. Once everyone is aligned, I help guide the executable actions through training, advisory support, and quarterly progress analysis.
VALUE-BASED SALES TRAINING
Solving Real Problems: ValueSelling Framework® : How to build trust-based customer success through repeatable focus, simplicity, and consistent execution.
Whether you’re a Sales Leader, or Sales Rep – you’ll be more effective by utilizing the ValueSelling Framework® to create a common language for greater forecast accuracy, powerful deal reviews and effective sale coaching. Through role plays, scenario-based exercises, and building ValuePrompter® Buyer Personas for your current opportunities. Then, follow-on adoption management plan solidifies skills.
Executive Speak™ : How to best prepare, communicate, and build executive engagement for speaking confidently with senior C-level Executives.
Develop your sales team’s business acumen to think like an Executive, predict potential business issues, and then correlate how your unique capabilities impact the most important business issues and financial metrics.
In these working sessions, I help Executives solve problems, understand potential risks, and provide objective, fact-based evaluation to support decision making. Serving as an objective coach, I provide oversight on revenue growth execution, critical thinking, and leadership management.