Problems We Solve

1. Problems we solve
2. Our ideal clients...

Does your sales process start with a qualified sales appointment or disovery call?

We help companies “get in the door” of accounts that look just like their best accounts. You can tap into our decades of experience across a wide range of industries. We have seen plenty of good, bad and ugly. We steer you toward the good, keep you away from the bad and ugly.

While it is true that there are differences between industries and every company is unique, it is also true that companies which are successful at increasing qualified appointment volume have effectively addressed issues such as the following. We help you do this.

Problems we solve

1. Knowing who to call and who not to waste time with. How to segment “qualified” prospects by priority for best ROI.

2. Crafting messaging that communicates your credibility and value and provides sufficient reasont to spend 30-60 minutes with you.

3. Crafting strategic responses to common scenarios such as objections, dealing with gatekeepers.

4. How to fully leverage your outreach effort (few do) by collecting recon on potential worth. Then integrating other marketing techniques for identified high-worth prospects – techniques that would be viable with a less qualified list. You are making the calls anyway. You want to leverage all the value you can from those efforts.

5. You can close, deliver value and have satisfied clients, but your lead generation process is not meeting your needs.

6. Increase confidence in using the phone, improve clarity of your message and simplify sales scripts.

7. Clarify some key elusive fuzzy parts of appointment setting.

8. Provide an outside perspective on what is going right and what can be improved without beating around the bush.

9. figure out how to get result needed without reinventing the wheel. (This is not rocket science.)

10. Provide actionable advice. Make you fully aware of all your options with a recommendation of what do do and guidance as to how to do it.

Our ideal client...

– Is managing a sales team of between 3 and 25 reps. Sells expertise, intangibles or a service. An initial sales appointment or discovery call is part of their sales process.

– Works directly with me (not through another staff member) and is authorized to make decisions.

– Is hiring me due to my expertise and willingness to be direct and candid. I am always professional, always try to be as nice as possible, but clients hire me to reach an objective ASAP. Good clients understand that to complete transitions that are important to them, that at times uncomfortable business truths must be addressed. Your reality as we see it may make you mad, but you want to hear it and respect the messenger. Good clients recognize that discomfort is part of the journey to significatly improved business outcomes.

– Realize that if they knew what to do, they would have already done it. They are willing to let me lead the project, diagnose the problems, prioritize actions and recommend the best path to the desired business outcome. They want the truth and solutions to match.

– Is very much open to new methods as their best efforts and current level of expertise is not able to meet the objective. They want to be pointed in the right direction based upon what has worked for others similarly situated.

– Has no hesitation about the fee or payment terms next to the impact a successful initiative will deliver. Not hiring me costs more. Every month that passes without improvement means winnable clients choosing competitors.

– I am not a good fit for many companies. If a client is comfortable thinking about change, deciding to change and preparing to change, but can’t bring themselves to actually change, the relationship will not be mutually beneficial. Half measures are not profitable for us and typically don’t deliver an ROI for you, so we prefer to pass on those projects.

– We strive to align your sales behaviors with the behaviors and practices of industry leaders and top producers. We want you to be like the best, not the rest. But some companies just can’t bring themselves to break away from the thinking of the common herd. If you are not willing to resist the siren song of the crowd, you will be mediocre at best and we are not a good match.