5 Reasons to Focus on Increasing Sales with Existing Customers
For any sales organization, prospective buyers come in two flavors: those who have already bought from your company, and those who haven’t. It’s no secret [...]
Why You Need a Value Prop That Sets You Apart
As I enter several small and mid-sized companies each year, it’s not uncommon that I find the owner has done an exceptional job of acting [...]
Unlock the Rewards of an Intentional Sales Hiring Plan
When it comes to building an effective team, taking the time to develop a sales hiring plan can seem counterproductive. Yet, the rewards are far [...]
The Keys to Successful Sales Onboarding
Successfully onboarding new salespeople is one of the most crucial activities a business undertakes, yet I commonly see this area not getting the design attention [...]
How Do I Calculate the Right Sales Pipeline Volume?
Why it matters: Without an accurate sales pipeline, companies cannot reliably plan their operations and achieve their revenue targets. Top executives commonly miss having a [...]
How to Design a High-Impact Sales Review Process
Salespeople need to be measured differently than the rest of your organization because, unlike the rest of your staff, their performance is tied directly to [...]
“Chris helped eTERA design and implement a customized sales playbook to help us grow our business effectively. His thorough analysis of our sales processes, incentive programs, sales coverage strategies, and hiring practices has laid the groundwork for our future growth plans.”
“Chris developed our sales compensation strategy, helped us find marketing and lead generation service providers, documented our sales process and wove it into Salesforce.com, and hired and managed our first two sales people. He was a tremendous asset to Orderhouse.”
“Chris’s extensive senior sales leadership background was particularly instrumental as we grew our salesforce and developed sales managers, while launching new product offerings for our customer base. Chris was able to be strategic, but at the same time roll up his sleeves and be hands-on as is often necessary in an entrepreneurial organization.”
“Chris is a world-class sales leader. His expertise includes both commercial and government markets, both in the US and globally. He is a strong people leader who was instrumental in the successful integration of DigitalGlobe and GeoEye.”
“Chris is an outstanding sales executive who not only understands the need for strong business results, but also possesses the business knowledge, management and interpersonal skills necessary to produce those strong results consistently.”
“It was a relief to have a sales professional with a big picture mindset in my C suite. He facilitated significant breakthrough for our firm. In addition, Chris tailored his program to match our timing and budget. I am thankful for his expertise. In addition, we have developed a friendship – what could be better than that?”
“I initially engaged Chris to help us with our sales strategy, but he also helped us identify other holes in our overall business plan that we needed to address. He went a step further to find companies who could deliver what we needed, and they did. What sets Chris apart from other sales executives is his authenticity and genuine desire to provide value in helping you achieve your sales goals.”