Challenger Selling

Teach, tailor, take control an creating constructive tension to change the way customers think.

Fanatical Prospecting

Rely on personal initiative to continuously generate and pursue new opportunities to maintain a robust pipeline.

Qualify Hard, Close Easy

Employ MEDDPICC as a framework to qualify prospects and to engage with well-aligned clients.

Solution-Based Selling

Prioritize understanding specific customer challenges and crafting tailored solutions that address their unique needs.

Obtain Trusted Advisor Status

Establish myself as a subject matter expert and trusted advisor, guiding clients through informed decision-making

Leveraging Technology

Skillfully utilize advanced sales technologies including generative AI, Salesforce, Microsoft Dynamics, Outreach, and Gong to enhance efficiency, track performance, and optimize engagement strategies.

Account Growth

Focus on growing existing accounts through effective cross-selling and upselling strategies.

Process-Oriented

Focus on creating and refining clear, efficient processes to maximize team productivity and ensure consistent results.

Bias for Action

Prioritize taking decisive action to keep projects moving forward, encouraging a dynamic and proactive team environment.

Modeling Behaviors

Lead by example by embodying the professional standards and work ethic expected of the team, fostering a culture of accountability and excellence.

Empowering Team Members

Delegate effectively and provide the tools and authority needed for team members to take ownership of their roles and contributions.

Open Communication

Maintain transparent communication channels, encouraging feedback and open dialogue to enhance team cohesion and informed decision-making.

Adaptability

Stay flexible, adjusting leadership styles to meet the evolving needs of the team and challenges of the projects.

Commitment to Continuous Improvement

Promote a culture of learning and development, encouraging ongoing professional growth and adaptation to new methods and technologies.

Inclusive Decision-Making

Involve team members in the decision-making process, valuing diverse perspectives and fostering a sense of shared ownership over team goals.

Cultivate a Culture of Excellence

Foster a competitive, motivating, and energetic sales environment that continually pushes the pace. Set the stage for a workplace where sales goals are not just numbers, but challenges that get the adrenaline pumping — think sales competitions, recognition for out-of-the-box strategies, and real celebrations for every win, big or small.

Define a Clear GTM Strategy

Lay out a clear GTM strategy that aligns with our company goals and market opportunities. It’s all about having a detailed roadmap that everyone understands, showing where we’re heading, who we’re targeting, and how we’ll get there.

Identify Product-Market Fit

Actively determine our product's market fit to tailor sales strategies that maximize revenue. This means tuning into sales feedback, adjusting our approach swiftly, and aligning our tactics to meet customer demands effectively.

Design the Sales Team

Strategically determine headcount and balance roles between new logo acquisition and account management. Ensure the team includes strong sales leadership to meet growing demands and drive revenue.

Nail the Comp Plan

Craft a compensation plan that incentivizes revenue-generating behaviors, ensuring each member of the sales team is driven to not only meet, but exceed their sales targets.

Develop Clear Performance Pathways

Establish both promotional and corrective action pathways within the sales team. Define criteria for advancement to motivate continual improvement and outline constructive steps for addressing performance issues, ensuring everyone knows how to succeed and grow within the organization.

Master Lead Scoring

Implement lead scoring to leverage analytics to ensure the right leads are routed to the right reps at the optimal time. This approach enhances lead distribution processes, maximizing the efficiency and effectiveness of our sales engagements.

Team Building Principles

Make outstanding hires, onboard effectively, set performance expectations, model behaviors you expect from your team, measure and optimize performance, manage underperformance decisively, reward outstanding performers.

Coaching

Focused one-on-one mentoring is provided to continuously enhance team skills, complemented by direct feedback and guidance. This approach is central to developing each team member's capabilities and ensuring they meet their professional goals.

Internal Cadence

The internal cadence is structured around weekly one-on-ones and regular team meetings to ensure consistent communication and alignment. Frequent call reviews, team huddles, and roleplays are routine parts of the schedule, designed to fine-tune skills and ensure everyone is on the same page. Motivational sessions are also held regularly to inspire and energize the team.

Being Engaged and Involved in Deals

Hands-on involvement in significant deals includes offering strategic input and support to ensure successful closures. Active participation ensures that strategies are effectively executed, and team goals are met, facilitating smoother transitions and better outcomes.

Pipeline Management

Effective pipeline management involves regular reviews to maintain pipeline cleanliness and accuracy. Ensuring accurate forecasting and keeping the pipeline data clean are key aspects of the strategy to optimize sales efforts.

Being a Force for Cross-Functional Alignment

Collaboration between departments is actively facilitated to align goals and strategies, ensuring that team objectives are synchronized with company-wide initiatives. Driving cohesive strategies across functions achieves better alignment, enhanced efficiency, and overall company success.

Traffic x Conversion x Ticket

My patented "Success Algorithm" pinpoints deficiencies within individual performance and the broader sales organization, enabling strategic performance adjustments in real-time.

Traffic: Pipeline-generating activities. These are top of funnel metrics like lead volume, dials, email, appointment, demos, quotes generated.

Conversion: Percentage of prospects who advance through each stage of the sales funnel. These metrics include appointment hold rates, dials to demo, demo to quote, quote to transaction.

Ticket: Average revenue generated per sales activity or transaction. Metrics expressed as dollar amounts, such as average order or deal value.

Own it

Be Fearless

Obsess Over Performance

Relentlessly Curious

Innovate Daily

Lead With Integrity

Agility Wins