At our core, we help sales organizations simplify to become more effective. Too many sales organizations over-complicate their approach to selling. Trying to leverage the insights and techniques of every new sales methodology and drowning in customer and sales data, the selling profession has drifted away from the foundational basics. No matter how smart and savvy the customer has become, no matter how many data points are available to be analyzed, selling is still fundamentally about understanding what the customer needs, who is making the decision, and how the decision is being made. More than 90% of our projects involve helping our clients sift through the complexity they have created in their own organization and focus back to the simple execution items that matter most. Whether it’s about role definition, operational processes or behavioral skills, we make it simple again.

Organizational success happens on the front-line through flawless execution. We focus our efforts on providing deliverables and skills training that not only work, but that everyday sales people can understand and leverage. That means they need to be tactical and practical: role clarity needs to be delivered in a fashion that resonates with a sales person’s everyday efforts; operational processes need to be defined based on real customer engagements and challenges, providing relevant JIT guidance and suggestions; behavioral skills training must provide simple, usable techniques and methods; and most importantly, every project must include line-manager support and enablement. Many of our projects involve helping clients re-work previous efforts into field-ready solutions. Whether it’s about role definition, operational processes or behavioral skills, we make sure it will be adopted by the field.

We are experienced and successful sales people and sales leaders with more than 20+ years in-role experience and long histories of exceptional performance. Everything we do and everything we recommend is based on our own experiences and success. We know with pinpoint accuracy what value we bring to an organization and in exactly which projects we can add value to our clients. We focus solely on those kinds of projects and resist the temptation to become “everything to everybody” and dilute our effectiveness. We are crystal clear with our clients in every conversation, every project, and every contract about where we can add value and where we believe another resource would better serve them. Whether it’s about role definition, operational processes or behavioral skills, we focus on what we know.