"It is not the critic who counts; not the man who points out how the strong man stumbles, or where the doer of deeds could have done them better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood; who strives valiantly; who errs, who comes short again and again, because there is no effort without error and shortcoming.."-Theodore Roosevelt
I love to talk about books, philosophy, experiences abroad (I was a Peace Corps volunteer in the 1990s), and hobbies like writing, jigsaw puzzles and gardening!
My key areas of expertise
Some of my clients
My experience prior to WbD
My key points of advice to Revenue leaders
- Your path to profitability requires a strategic and proactive post-Sales motion focused on creating recurring impact for customers, which ensures retention and compound growth
- Building smart processes and breaking organizational silos is imperative if you want to grow and scale (keeping it simple, but knowing that simplicity isn’t always easy!)
- The Customer Onboarding experience is often correlated to churn, retention and expansion, so it’s critical to start new customers off with a strategic and thoughtful Onboarding process that gets them to impact quickly and sets them up for long-term success (bonus: if your post-Sales motions are strong, renewals should feel like a non-event)
My example Deliverables
This playbook lays out clear strategy, processes & roles to ensure customers are set up for long term success, starting with the handoff from Sales to CS and culminating in a clearly defined goal that signifies the shift from the Onboarding phase to the Adoption & Impact phase.
Expansion & Growth Playbook
This playbook lays out the process & strategic approach to running expansion Sales plays effectively, designed around whatever role owns expansion within the client account.
Impact & Retention Playbook
This playbook builds a thoughtful approach to managing clients ongoing after Onboarding is complete, including how to navigate common risks and opportunities that might surface during the life of an account.