How will go to market? Have you segmented your markets? Do you know your Prospect's Profile? What's your SWOT? Do you go with direct sales, channel sales, online sales, a combination? These and more must be accounted for in your Sales Strategy.
Counting emails, voicemails, and demos is NOT a Sales Process. A Sales Process describes the customer buying process in a framework, language, and with the metrics for honestly and openly talking about sales funnels and generating credible and dependable forecasts.
Your sales people are a direct reflection of you as a leader and the culture you're nurturing. Sales strategy, process, and compensation plans must align with your values and ethics so that you reward sales behavior that attracts and retains customers for the long haul.
Like getting a second opinion from another doctor, I'm your second set of eyes on how you plan to grow your business. Send your sales and marketing plans to me, and I'll apply more than 3 decades of B2B and B2E sales and sales leadership experience in my review of them.
DELIVERABLE: Written report containing observations, ideas, and questions to be considered for maximizing your chances for success.
This is the Basic Review + SWOT
Include your SWOT with your plans, and I'll dig deeper into what I'm seeing.
DELIVERABLE: Written Basic Review report plus what I see as the unanswered questions and potential risks to your strategy and readiness for going to market in terms of your perception of your strengths, weaknesses, opportunities, and threats.
The Deeper Dive Services + recommended next steps.
DELIVERABLE: A written recommendation that compiles all of the findings from the above into a draft sales strategy and sales process that with some tweaks is meant to be actionable.
Shoulder-to-shoulder engagement that examines and offers advice on:
DELIVERABLE: Written recommendations for aligning all the above into a go-to-market strategy and plan for growing sales predictably.
I take on the role of 1099 vp of sales including, but not limited to the following:
DELIVERABLES: Sales results and leadership counsel supported by data and reporting from your CRM.
Greg was instrumental in the development of our turn-around strategy. He applied his first-hand experience in edtech selling to help us to better understand the influencer and buyer persona in our markets, how and what to message to them, how to position upcoming product enhancements, and even developed a customized "Segmentation Score Sheet" to help us to prioritize our sales efforts. I wholeheartedly endorse and recommend Greg Russak to any organization who wants to improve their sales - and who doesn't?"
- Mike Callaghan, Executive Vice President of Sales, Business & Community Development, Population Health Innovations, Inc.
As the VP Sales for an early stage business, Greg played a very critical strategic role in developing the organization's sales process and target segmentation.
Also, as a part of small team Greg rolled up his sleeves and did a great deal of the detailed day to day work which is critical to successful sales. Greg was extremely good at building relationships with prospects from both small and very large companies. Greg's people skills also served him very well in the office as he was always ready to help and support those around him. Greg has extremely high personal and professional character and I recommend him strongly for anyone looking to add a core team member and experienced Sales leader.
- Stephan Mueller, Managing Partner at Preis Capital
Greg is an excellent all-purpose sales manager. At BirdBrain, Greg flexed into a variety of roles, including developing direct and indirect sales channels, building out tools and practices to ensure sales people thrive, and managing compassionately and candidly. Greg brings enthusiasm and warmth to his interactions with others, while maintaining expectations & a growth mindset in a fast-paced environment.
- Tom Lauwers, Founder, Chief Roboticist, and President of BirbBrain Technologies LLC
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