Common problems I address:

• You need to drive sales growth, capture market share and improve win rates.
• You are under pressure to reduce selling costs without sacrificing sales performance.
• Your company’s offerings are evolving, and you need to improve your approach for selling increasingly complex solutions and services.
• You need to retain your top sellers and improve the overall performance of your sales team and channel partners.
• Your investments in CRM, analytics and sales tools are not translating into improved sales results.
• You must bring together sales teams and channel partners as a result of a merger or acquisition without disruption or missing targets.
• Your organization requires access to deep sales transformation experience and expertise… but doesn’t have the need for a large-scale consulting engagement and/or wants to develop the skills internally.

My expertise is developing and implementing strategies to grow revenue, improve sales and channel effectiveness, and executing large-scale sales transformations. During my 27 year consulting career, I directed complex engagements ranging from 5-person rapid strategic assessments to large scale, multi-year, 300+ person sales transformation programs and led a 50 person sales & channel strategy practice at a leading consulting organization.

Key Accomplishments

• Developed channel strategy for a high-tech manufacturer to grow recurring as-a-service revenues buy 500%. - Led the strategy and transformation of a high-tech channel organization to grow its margins by $250M annually. - Advised enterprise software organization on its strategy to double revenue while simultaneously growing recurring revenue from 25% to 75% of its sales. - Improved profitability by 10% annually through more competitive and strategically aligned sales incentives. - Assisted sales leaders on incentive strategies for driving cloud sales, reducing channel conflict, improving retention, and growing high performance sales teams. I am known as a collaborative and pragmatic problem solver who is laser focused on in-quarter, annual and long-term success for my clients through an analytics-based approach that balances the art and science of selling.