Helps leaders frustrated with commercial performance, concerned their sales professionals are not effective with new opportunities, worried they might be losing share, and fed up with excuses about why sales are not growing. Systematizes the commercial process with training methods for predictability & higher probabilities. Experience with planning, budgeting, scheduling, complex sales strategies, technical products, & contract negotiations within a matrix environment.
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My work is focused primarily on commercial problems in both public company's and private equity situations. I have been brought in to run a commercial organization until a suitable replacement was identified. This involves a seamless handoff including a Balanced ScoreCard metric and standardized assessment. Additionally, I have "shadowed" sales executives or done ride alongs" on key sales calls which include strategy, mapping, and execution.
Teaching/Coaching (Sandler method) for all customer-facing associates to develop commercial tactics & systemization
Trained in sales negotiation and techniques (Sandler Sales Institute).
Sales Hiring: Identifying the ideal, job description development, candidate assessment, screening, interviewing, offers, and onboarding.
Creating a Value-Added Services menu as a negotiation tool/EBITDA enhancer.
Qualitative and quantitative Voice of Customer (VOC) research and design
Pricing sensitivity studies
Segmentation-targeting-positioning to improve efficiency and close rates of competitor accounts.
Comprehensive cold calling, referrals, and other account penetration strategies.
RFP disruption strategies
Graded Pipeline to improve revenue/profit predictability.
CRM leading indicators, forecasting, and sales reporting metrics.
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