RAMP-UP time

Let us grow your sales by 5x...really? 5x could be low, 20x could be more like it if you do it right. As we know, traction is relative to your growth stage and the readiness of your operation to execute. But, whether Enterprise or Mid-Market b2b or hybrid sales, we guarantee the path to successfully scaling is establishing and refining a platform of sales excellence for the way you work. Our engagements can be as focused as 4 weeks, scaling to an integrated extension of your sales force. Some areas of focus include:

  • We get the 'rundown' on key strategies and milestone achievement - basically, what has worked from a wholistic company perspective, not just sales.

 

  • Complete analysis of sales execution to date across markets, product (s), teams, customers, pricing and competitors, provides the inputs for the MillWhip framework for execution.

 

  • Establishment of a common language, or sales methodology, that provides the company with a clear understanding of how to assess sales opportunities, and how to communicate the stages of deals with a clear and consistent terminology. Believe it not, many larger companies still struggle with this; get it right from the get-go and a crystalized focus will win more business and stop chasing 'white rabbits' down holes.

 

  • Pipeline health assessment - what is real and what is speculative - are you winning, and where are you lagging?

 

  • Deal assessment with key action focus. We can provide highly-skilled resources to help steer and close the bigger, critical deals.

 

  • When is the right time to hire the VP Sales or CRO? Whether you're pre-executive hire or have the ‘guns' on board, ensuring you have the right ingredients in your stage of growth is one of the major inflection points for success. Either way, we can help you find the right people at the right time, or help your existing team focus on the things that matter the most. 

  • A common challenge: creating a meaningful Forecast structure; Quota establishment that means hitting targets, keeping reps, and growing the business; Field Named account and territory structuring; SMB volume/velocity play books; Pricing model (s) - get the right mix is more then a spreadsheet; Training of sales teams - embed the process in their hearts and minds.

 

  • Producing the best sales team structure that support sales budgets: field executives, inside sales/SDR’s, solution evangelists, sales operations, BDRs, account management and customer success, plus working with or establishing channel partners.

 

  • Better connect and communicate with marketing, product and services for a truly integrated communication flow. Helping sales to understand how to manage expectations and create a unified approach to developing trust is an art form. 

 

  • The daily metrics grind: understanding win ratios, pipeline health, funnel conversion rates, sales cycle bottlenecks and sales executive performance; it's not about reading a dashboard, it's the actions you take from the data insights that provide daily urgency and the incremental improvement you need to seek each day. 

 

  • Technology enablement - ensuring all sales systems are in place and systemized for repeatable performance.

 

  • Along with our sales performance and execution services, we also offer capital investment advisory services designed to prepare your pitch for the ensuing round along with full management of the round process.