Eric Ries, The Lean Startup
“We must learn what customers really want, not what they say they want or what we think they should want.”
42% buyers value active listening skills versus 26% sales management value active listening skills.
Sales Management Association
Newly hired sales reps require an average of 10 weeks for training. However, they only become productive after roughly 11 months.
Evan Sharp, Co-founder, Pinterest
“Solve for the real problem versus the perceived one.”
“71% of sales leaders say their reps lack the ability to connect their solution to business issues”
Revenue Growth & Retention
In these engagements, I help Founders, CEOs and Sales Leadership teams align around a revenue strategy that drives revenue growth while improving retention. Once the leadership team is aligned on the plan, I guide its implementation through training, advisory and quarterly impact reviews.
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 an executive, founder, sales leader, or sales rep – you’ll be more effective by utilizing the ValueSelling Framework® and tools. You will learn how to engage, qualify, educate, advance and close opportunities through role plays, scenario-based exercises and building ValuePrompter® for opportunities.
Executive Speak™ : How to best prepare, communicate and build executive engagement profiles for selling to Power.
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.
One-on-One Growth Advisory
In these monthly conversations, I help executives solve problems, understand potential risks, and provide objective, fact-based evaluation to support decision making. Serving as an objective coach providing oversight on sales strategy execution, critical thinking and leadership management.