OUR SERVICES
Consultancy that adapts to your team’s needs.
Training & Enablement
For early-stage teams without a dedicated enablement resource, we offer bespoke training programs focused on the topics and outcomes that matter most right now. Sessions are designed around time-sensitive areas for improvement and can be delivered as single or multi-day programs, virtually or onsite. Follow-up materials and reinforcement guidance are included, with the option to extend into contract-based, part-time full-cycle new business support to strengthen outbound motions and deal generation.
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MEDDPICC launch & rollout across the organization
Discovery Training & Workshop
Cold Calling training & workshop
Performance Management (for Sales Managers)
Coach the Coach (for Sales Managers)
Strategy & Process
When your challenges are broader, involve multiple teams, or require further research and advisory, we can help as well. We offer strategy support, process evaluation and creation, in an ad hoc chief of staff capacity.
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Monthly career coaching sessions with managers looking to progress
Weekly skill coaching with reps - can include call reviews with feedback and pipeline reviews
Quarterly retrospectives with ICs around performance, goals, and identifying how to help them achieve their targets (revenue and personal) for the upcoming quarter
Coaching
For organizations in hyper-growth mode, but with limited resources, employees can struggle with a lack of career and skill development from leadership, when there are seemingly endless fires to put out and high-priority objectives to focus on. We can provide ongoing coaching support for sales managers, ICs, or junior enablement professionals in flat organizations who know they have great talent they want to help cultivate, but lack the time to do so.
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Creating sales stages and CRM alignment
Support in identifying the right profiles to hire, structuring interview processes & supporting HR in acquiring new talent
Selecting vendors for your specific company’s needs
Establishing ICP, Value prop messaging, and outbound messaging for sales teams
Creating CSM team roadmaps: benchmarks, KPIs, and SOPs for client engagement
Developing outbound motion for your BD/SD teams
Sales methodologies that work.
The following sales methodologies inform the approach taken, regardless of which service you select, and can be used as more direct guidelines for team training if so requested.
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Using the acronym for Metrics, Economic Buyer, Decision Process, Decision Criteria, Paper Process, Impact, Competition and Champions to help sales reps shorten deal cycles and maximize deal sizes. Reduces the risk of not knowing key details about the deal that could elongate or kill it entirely.
Best fit for: Larger enterprise deals
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Research shows that, in today’s environment, buyers have already heavily educated themselves before meeting with sales reps.
Reps need to come to conversations with buyers ready to challenge their way of thinking about certain problems to close business. They define these Challenger Sales Profiles as reps that “see the world differently. They understand their customer’s business and build growth opportunities around specific commercial insights. The Challenger relishes debate and isn’t afraid “to push customers.” To sell in the Challenger style, you need to Teach, Tailor & Take Control.
Best fit for: Complex deal cycles, ENT opportunities, with more experienced reps. -
Taking a consultative and curious approach to your clients’ needs, positioning yourself as the expert in the solution you are selling, and clearly mapping their challenges to your solutions is the most successful way to close business. This approach relies heavily on developing a relationship with your buyer, and follows a 7 step structure to help sellers navigate through their deals efficiently.
Best fit for: SMB - ENT size deals, newer sales people.
From Our Clients
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![Screenshot of a LinkedIn conversation between Claudia Nagel and Rowan Bailey discussing knowledge sharing challenges and solutions, with mentions of enablement leaders and key terms like SECI model and organizations such as Paddle, Go1, Unbabel, Sigma, and individuals including Orla Pollard, Chad Trabucco, Jonas Taylor.]()
- Contributor to Workbounce (Acquired by ZoomInfo) report on knowledge sharing in sales enablement (November 2024)
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