I offer customized consulting to B2B organizations at all stages of their sales enablement journey.

My engagement process is designed to focus on small, iterative changes. By focusing on small changes that deliver immediate value, we create a culture of continuous improvement within your sales organization. These incremental changes add up and help motivate the team to continue building on past success while they are doing what you hired them to do in the first place – engage with customers and sell!

How it Will Work

All challenges are unique, but the process for drilling down to uncover root and related issues and create path forward is repeatable.

1. Base-Building

   The first step is to learn more from you about the challenge as you see it. What is your current state? What have you tried already? What is your goal? What do you think is holding you back? After the first call, we can co-create a path forward to continue building a base of understanding together.

2. Fact-Finding

   At this stage, we will define the scope of your challenge. During this stage, I will conduct interviews with your key stakeholders. I’ll be looking to talk to your change energizers, gatekeepers, and detractors. You’ll need all three on board to implement positive change.

3. Ground-Truthing

   You will be a partner in interpreting what is uncovered in fact-finding. What resonates? What doesn’t? Why? What new questions have arisen? At this stage, we will align on findings and issues to resolve to move forward.

4. Roadmapping

   As a deliverable, you will receive a roadmap that will help sequence the next key actions to move toward your goals. The roadmap will focus on detailing near-term actions, but will also project a sequence of areas you will want to develop in mid- to long-term.

5. Implementation

   At this stage, you may decide to take the roadmap we developed together and implement on your own. Or, I can help support implementation either through (1) providing coaching and support to your team and leaders or (2) directly executing some steps of the roadmap. When I’m involved in implementation, you can expect that we will test and iterate. We will minimize disruption by making iterative changes, confirming their success, and implementing again.

FAQ

How Much Time Does it Take?

The duration of a project can vary, depending on your initial concerns, what we uncover as we fact-find together, and your goals for execution. We can start Base-Building together and get a better sense of what your project might involve.

What Can You Expect from Me?

You can expect me to take an active listening discovery approach with your team and to deliver a roadmap that details the next 2-3 priorities to address to meet your goals, and to sequence additional key areas that you can follow up on.

In implementation, I can take as large or small of a role as you and your team are comfortable with. I can lead in a hands-on capacity, or I can build your roadmap and be your team’s advisor throughout the process.

Why Do You Need an Outsider?

Three reasons: (1) Sometimes it helps to have a fresh set of eyes; (2) Sometimes it helps to have someone who’s not concerned about asking the “dumb” follow-up questions; and (3) Sometimes it helps to have some anonymity—not everyone is comfortable talking openly to the boss!

What Motivates Me?

Learn more on the About Me page.