"A ship in harbor is safe, but that is not what ships are built for."-John A. Shedd
strategies from idea to startup to scaleup, and how to get better in sports performance — I am a trained sports scientist and love sports.
My key areas of expertise
Some of my clients
My experience prior to WbD
My key points of advice to Revenue leaders
- Pro athletes don’t train on their greatest strength, they train on basics over and over again. Start with improving the basics.
- Out-educate your competition. Revenue teams are not in the “always be closing” game anymore. Educate, don’t sell.
- Consistency in language and framework across all go-to-market teams is key. Align all teams around one standardized diagnostic framework
My example Deliverables
Prospecting success in a 2-stage SDR/AE process is oftentimes a matter of consistency in language across teams. With implementation of a standardized diagnostic framework the SDRs could improve conversion metrics through better conversation with the AEs.
Improved Handoff Rate: Through our scientific approach to sales and go-to-market we could identify a quantified explanation for why the Prospecting teams were not able to create meaningful client opportunities. We improved discovery strategy and showed them how to create deep conversations around the prospects situation, pain and potential impact.
Enterprise Sales Playbook
An established transactional buy platform wanted to move their go-to-market to a recurring revenue business subscription model. Such a fundamental change in selling is never easy, the Enterprise Playbook showed AEs how to create a critical event for their customer to create recurring impact and sell against it with our SPICED framework.