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Advisors

Chris Allison

Favorite quote:

"What we do in life echoes in etern"-Banksy

Ask me about:

-SaaS and recurring revenue operations
- Sales enablement, Sales training, Seller recruitment, Team management, Sales compensation models
Onboarding, LMS development, Certification
- Sales collateral, Playbooks, Pitch decks, Skills coaching
SFDC reporting and dashboard development, Pipeline, hygiene, forecasting, management cadences
- GTM strategies and marketing automation, Outreach, Demo-led sales
- Customer acquisition and Customer retention playbook development (SPICED, REKS, etc)
- Experience in global technology sector, Cloud technology, Specialist and digital sales functions
- RKO /SKO presentations

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My key areas of expertise

Customer Success - ExpansionCustomer Success - Handling Difficult ConversationsCustomer Success - Joint Impact PlanningCustomer Success - OnboardingCustomer Success - RenewalsManager Coaching - Developing a Coaching CadenceManager Coaching - Effective 1:1’sManager Coaching - ForecastingManager Coaching - Managing with MetricsManager Coaching - REKS FrameworkProspecting - Account-Based PlaysProspecting - AI AdoptionProspecting - Effective ResearchProspecting - Provocative MessagingSales Coaching - Deal AnalysisSales Coaching - DiscoverySales Coaching - DiagnosingSales Coaching - Effective DemosSales Coaching - Objection HandlingSales Coaching - Overcoming IndecisionSales Coaching - Persona-Based MessagingSales Coaching - Relationship MappingSales Coaching - Stakeholder ManagementSales Coaching - StorytellingSales Coaching - Trade vs. NegotiateGTM - Account PlanningGTM - Account-Based StrategyGTM - Enterprise Sales DesignGTM - Hosting Effective KickoffsGTM - Ideal Customer Profile (ICP)GTM - Product-Led Growth (PLG)GTM - SaaS Benchmark MetricsGTM - SaaS Roles and Org DesignGTM - Sustainable GrowthGTM - Team CompensationGTM - Technology Stack MaturityRevenue Architecture - Bowtie Data ModelRevenue Architecture - Growth ModelRevenue Architecture - GTM ModelRevenue Architecture - Operating ModelRevenue Enablement - Coaching & Skills AdoptionRevenue Enablement - Methodology Adoption Best PracticesRevenue Enablement - Sales Enablement Technology IntegrationRevenue Enablement - SPICED

Some of my clients

My Key Points

  • Facts over feelings – be data led (rational) not personality led (emotional)
  • Build a revenue Engine – Art and Science maybe but mostly Science! Deploy the Bowtie as a measurement framework, add the telemetry, measure and analyse against benchmarks
  • Keep Sellers Selling – RevOps, Sales Enablement, sales excellence are there to help not hinder
  • Serve the seller don’t enslave them. Provide an assistive service to the acquisition teams not a taxation. (aka avoid the temptation to bury sellers in admin, analysis and please explains. Use managers and augment with Sales Ops for that.)
  • Cadence Cadence Cadence – Use a REKS model as a sales health-check for give (KS) and get (RE)
  • Absolute Accountability – Hold Sellers accountable to results and learnings, no free bar
  • Enjoy – add humanity and personality to the process, the comms the brand or risk blending into the blandness

Certified to teach

Prospecting for Impact
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Selling for Impact
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Selling into Enterprise Accounts
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Customer Success for Impact
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Managing for Impact
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Skills Course: Discovery Using SPICED
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Skills Course: Storytelling
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