COMMON QUESTIONS ANSWERED
I have extensive hands-on experience recruiting, hiring, training, coaching, and leading high performance B2B sales organizations. I can work with you and your team to develop solutions specific to your business and our industry.
What industries do you specialize in?
My foundation of engineering expertise combined with experience across multiple industries enables me to learn the critical aspects of your industry and technology quickly.
Some of the markets I have served throughout my career include Energy and Power Generation, Aerospace & Defense, Turbomachinery and other Rotating Equipment, Wear Resistance Technologies, Heat Exchangers, and Consumer Goods.
I have extensive knowledge and experience in a variety of manufacturing process industries including Machining, Casting, Tube Forming and Welding, Induction Brazing, Welding, and others.
My core strength is that I extensive experience in B2B sales, and I’m a pretty dang good Engineer, too.
What makes your sales and business development approach special?
I am technically strong, with a Physics and Engineering education from a Top Tier engineering school. I understand my clients’ complex products and solutions, so I can work closely with their teams on the same level.
I have formal training in dozens of business domains from strategic planning to CRM to eCommerce and sales training/coaching from Big 5 Consulting firm Accenture. I am obsessed, however, with real time practical solutions and execution. I am not a fan of Powerpoint decks, but rather RESULTS.
My core beliefs are based upon Win-win fairness and transparency.
How does the process work?
Every situation is unique. However, some fairly common steps include the following:
- Initial discussion to understand your key business challenges.
- Review your existing materials and systems (selling processes, lead generation systems, sales funnel management process, SWOT, competitors, etc.).
- Follow-up discussion to clarify details and agree upon the scope, duration, and fees for the project.
- Several in-depth discussions with your leadership team, marketing teams, and sales teams to better understand the challenges and potential opportunities.
- Conduct additional research, as needed.
- Draft a Sales & Marketing Transformation plan for your review and approval.
- Execute the plan, and monitor/report ongoing results.
Depending on the scope and expectations for the project, you should expect to invest a minimum of 6 months – and as much as 24 months – to realize measurable results.
What are your qualifications?
I studied Physics and Mechanical Engineering at Rensselaer Polytechnic Institute, so I am able to understand your complex products and the IP behind it.
I received my Certified Sales Executive designation from Sales and Marketing Executives International.
I have successfully led the turnaround from loss to profitability for two B2B organizations, and have successfully driven double-digit sales and growth profitability initiatives for half a dozen others.
I have implemented and administered multiple CRM systems.
I have led sales organizations as small as three and as large as 50.
I have built complete networks of independent manufacturers reps from the ground up.
Much much more…