DB Sales Coaching Advisory Services

In partnership with early stage CEOs and early VPs of Sales, I work on building the sales infrastructure to enable scalability and growth.  While each organization's work is scoped out individually, after a brief assessment of the organization's state of the union, we typically work on the following categories of the sales infrastructure:

Lead Generation

• Review, define and further develop Ideal Customer Profile (ICP), Buyer Personas and Worldview

• Review lead generation efforts including current activities, what’s working, what’s not working, discuss strategies and tactics to employ for the week and additional tactics that can be employed

  • Explore and stand up sales enablement technology to improve efficiencies

  • Build cadences and map them buyer personas (being sure to add in creative engagement tactics, which typically include using LinkedIn beyond just sending DMs, leveraging content and thought leadership pieces and a combination of calls, texts and emails) 

Sales Process Evaluation

• Review the totality of the weekly sales activities, challenges, successes and opportunities to drive revenue

• Pipeline review-- specifically discussing active deals (if applicable) to ensure the right project management tactics are put into place to shorten the sales cycle and improve win rates and when applicable increase ACV

• Read and provide feedback on sales emails, weekly metrics, dashboards, prospect outlines and other sales collateral

• Listen to sales calls and provide feedback to the development of the talk track and process

• Codify guidance for improving the sales process with a concentration on scaling (including talk track development, sales stages and gates for CRM tracking)

• Build the hiring and onboarding plans including training modules, KPIs, targets, et

• Work through the ideal Customer Journey

  • How to structure of Proof of Concept or Pilot

  • Contract terminology

  • Decision makers identification and involvement

  • Quid Pro Quo framework

Sales Technologies to consider/discuss

• CRM

• Sales Enablement

• Call recording

• Lead and account contact and growth data

• Business Intelligence (typically at a later stage)

Focusing on Revenue Generation….

Sales is an art and a science – and getting account executives to follow a script, run plays, actively listen, and pause strategically is not an easy task. Sales leaders and CEOs are generally trying to balance too many things – from current customers to enterprise deals to hiring; they lack the time to really invest in sales talent. Think about DB Sales Coaching as an extension of your leadership team. We work with reps in a highly targeted way, focusing on behavior change and customized feedback. The result: driving revenue quickly. 

DB Sales Coaching will: 

Schedule a free 30 minute consultation HERE to discuss partnering to generate additional revenue and increase ROI.

 The program can be built to support on your entire team, or customized to focus on select reps who need investment - depending on your company's unique circumstances.

Learn more about how this INVESTMENT IN YOUR TEAM generates IMMEDIATE ROI by scheduling a free 30 minute consultation HERE