We do sales training. At least that’s what I tell people at a cocktail party or BBQ because if I tried to say what we really do, which is help our customers refine and implement a repeatable process to drive revenue, I’d get a lot of blank stares.
But when I’m speaking with a commercial leader of a mid to large size organization, they get it. Because the work we do is fundamental to the tactical execution of their go-to-market strategy. And companies spend millions of dollars on getting their strategy right.
We help our customers improve the quality of the sales opportunities they develop and increase the overall revenue in their pipeline. All sales organizations are focused on this, and we enable it with a skills-based program that is custom built for our customers based on the markets they compete in and how organizations buy. Sales effectiveness is about understanding buying, not about refining your sales pitch.
Our source of pride is twofold. First, we have helped the individuals in our customers’ organizations improve their success. This is important monetarily, but even more so when you hear the effect it has on their families—that makes my heart sing. And second are the many, many customers who have come back to buy from us again; some twice, and some even more. This repeat business is a testament to our process and reminds me we are doing something right.
I can’t believe it was sixteen years ago when the company I was working had just been sold, and my wife Septembre asked me “what’s next?” I told her I wanted to do something that combined what I love and what I am good at. She just said, “then go do it!”
That was a leap of faith from a wonderful wife, one that included a 3-year-old son and 6-month-old daughter, to go back out as an entrepreneur, build a business and follow my passion. No base salary, no benefits—just belief, support and a loving, positive atmosphere.
The first 13 months were hard work—digging for commercial sales opportunities in a sea of competition that had some large players, many middle tiers and a ton of small companies. It was a benefit that I underestimated the task and didn’t realize just how much competition was out there. Instead, I just went for it with a relentless energy level and a good network of contacts from my twenty years in sales. It was hard work, but the wins and success stories from our customers have far outweighed the hassles. Jim Brogan, a longtime friend and former NBA player summed it up well when he told me “the success is in the struggles.”
Today, I feel blessed to have the right people around me (personally and professionally), an offering that I know can help others succeed, and rewards that go well beyond compensation. Let’s just call it a dream.