Services
Six Ways I Help Revenue Teams Win
Every engagement starts with an honest diagnosis. I don't arrive with a predetermined solution — I arrive with a framework for understanding what's actually going wrong, and the experience to fix it.
01
Sales Process Optimization
"Fix the friction between pipeline and revenue."
Most B2B sales processes are inherited, not designed. They accumulate stages, activities, and handoffs that made sense at one point in the organization's history but now create drag at exactly the wrong moments.
Sales process optimization is a diagnostic and redesign engagement. We start by mapping what actually happens in your deals — not the CRM stages, but the real sequence of activities, conversations, and decisions. Then we identify the specific points where deals stall, lose momentum, or die.
The output is a redesigned process with clear entry and exit criteria for each stage, defined activities that advance deals rather than just track them, and manager behaviors that reinforce the process rather than undermine it.
Typical Outcomes
- Reduced average sales cycle by 15–30%
- Clear stage definitions your whole team agrees on
- Manager coaching framework tied to process milestones
- CRM hygiene that reflects reality, not aspiration
Ideal For
Teams that consistently lose deals in the same stage, or where reps and managers have different mental models of what "in the pipeline" means.
02
Revenue Forecasting & Analytics
"Replace gut feel with a model you can trust."
Forecast accuracy is one of the most consequential metrics in a B2B sales organization — and one of the least systematically addressed. Most teams are running a sentiment survey with a spreadsheet attached.
This engagement rebuilds your forecasting process from the ground up. We start with your historical data to establish actual win rates by stage, deal type, and segment. We build a multi-factor model that incorporates stage, deal velocity, engagement signals, and champion strength. And we implement a cadence — the right meetings, with the right data, asking the right questions — that keeps the model calibrated week over week.
The result is a forecast you can defend to your board with confidence, and a set of leading indicators that tell you where you're headed before the quarter closes.
Typical Outcomes
- Forecast accuracy improved by 15–25 percentage points
- Stage-based win rate models built from your data
- Weekly leading indicators that replace lagging metrics
- Forecast review cadence that your team actually trusts
Ideal For
Organizations where forecast calls are theatrical, where the number moves dramatically in the last two weeks of a quarter, or where the board has lost confidence in the revenue plan.
03
Deal Review & Coaching
"Turn pipeline reviews into a competitive advantage."
The average B2B sales organization runs pipeline reviews that are status updates with no diagnostic power. Reps summarize deals. Managers ask about next steps. Everyone leaves with the same plan they came in with.
This engagement redesigns your deal review process using a structured MEDDPICC-based diagnostic. We train managers to ask the questions that surface real gaps — not to interrogate, but to help reps see their deals more clearly. We introduce a simple deal scoring system that separates confirmed facts from assumptions. And we build a set of intervention plays for the most common gap patterns.
Over six to eight weeks, this changes the culture of your pipeline reviews from performance to problem-solving — and measurably improves close rates on the deals that were salvageable.
Typical Outcomes
- Managers become effective deal coaches, not status collectors
- MEDDPICC diagnostic integrated into your CRM and review cadence
- Intervention playbooks for the top 5 deal-killing gap patterns
- Average deal score improvement within 60 days
Ideal For
Teams where reps consistently overestimate close probability, where the same deals appear in every forecast before eventually dying, or where managers have no consistent coaching framework.
04
Go-to-Market Strategy
"Build a GTM that compounds instead of churns."
A go-to-market strategy is not a target market description. It is a precise answer to the question: how will we win? Which companies, through which motion, with which message, at what price point, and through which expansion path?
This engagement is for organizations at an inflection point — launching into a new segment, rebuilding after a growth plateau, or scaling through a fundraise. We start with ICP refinement: a specific, evidence-based profile of the companies you win most efficiently. Then we design the primary motion — outbound, inbound, PLG, channel — and resource it properly. Then we define the land-and-expand model that turns initial wins into compounding revenue.
The output is a GTM strategy document detailed enough to execute, with a 90-day activation plan and the metrics that tell you whether it's working.
Typical Outcomes
- Sharply defined ICP with firmographic and situational criteria
- Primary motion selected, resourced, and sequenced correctly
- Sales-marketing alignment on hand-off criteria and shared accountability
- Land-and-expand model with defined triggers and expansion playbook
Ideal For
Companies that are growing but feel like they're fighting the market, organizations with a broad ICP and inconsistent close rates, or teams that have tried multiple motions without committing to one.
05
Sales Team Enablement
"Give your reps and managers the tools to win."
Enablement is often treated as content production — decks, battlecards, and objection handling guides that get uploaded to a portal and never opened. Real enablement is a capability-building system that changes how reps and managers behave in deals.
This engagement focuses on the three most impactful enablement surfaces: discovery quality (are reps asking the questions that surface real pain?), competitive positioning (do reps know how to win against the top two alternatives?), and manager coaching (do managers have the skills to develop reps, or just the authority to review them?).
We build the content, run the training, and measure behavior change — not knowledge retention.
Typical Outcomes
- Discovery framework that surfaces decision-maker pain, not feature requests
- Competitive battlecards reps actually use in deals
- Manager coaching curriculum tied to specific skill gaps
- Onboarding accelerator that halves ramp time for new hires
Ideal For
Teams where reps know the product but lose on value communication, organizations with inconsistent performance across reps, or companies scaling headcount and needing a repeatable onboarding model.
06
Executive Sales Advisory
"A trusted thought partner for your most critical decisions."
Some of the most valuable work I do is the work that's hardest to scope: thinking through a hiring decision, pressure-testing a board narrative, designing a compensation plan, or deciding whether to open a new segment.
The advisory engagement is an ongoing relationship — typically quarterly strategy sessions supplemented by ad hoc availability — for CROs, VPs of Sales, and CEOs who need a thought partner with direct experience navigating the same decisions they're facing.
This is not a consulting project with a deliverable. It's a relationship built on candor, context, and the kind of direct feedback that's hard to get inside your organization.
Typical Outcomes
- Quarterly strategy sessions with pre-read materials and structured agenda
- Ad hoc access via email and calls for time-sensitive decisions
- Annual plan review and pressure-test against market benchmarks
- Board narrative and investor communication support
Ideal For
CROs and VPs of Sales who are navigating their first step-change in scale, founders transitioning into a revenue executive role, or executives who want a confidential sounding board with no agenda.
How We Work Together
Engagement Models
Project
Defined scope, clear deliverables, fixed timeline. Best for organizations that need a specific problem solved — a new forecasting model, a deal review process, a GTM redesign — with a clear beginning and end.
Typically 6–12 weeks
Retainer
Ongoing embedded engagement with regular working sessions, real-time access, and continuous iteration. Best for organizations going through a sustained growth phase that requires consistent external support.
Typically 3–6 months
Advisory
Lighter-touch ongoing relationship for executives who need a thought partner rather than a project. Strategic sessions supplemented by ad hoc access for time-sensitive decisions.
Typically 6–12 months
All engagements are scoped individually. No day rates posted here — the right structure depends on the problem.
The Process
How an Engagement Unfolds
Discovery & Diagnosis
Stakeholder interviews, data review, CRM audit, and process mapping to understand what's actually happening in your revenue engine.
Finding & Prioritization
We synthesize the diagnostic into a prioritized list of interventions, sequenced by impact and implementation complexity.
Design & Deployment
We build the new processes, tools, and training together. I work alongside your team, not at a distance.
Measure & Optimize
Track leading and lagging indicators. Adjust based on what the data shows. Build the internal capability to sustain the changes.
Start with a conversation
Not sure which service fits?
Most engagements start with a 45-minute diagnostic conversation. I'll tell you what I see and what I'd recommend — honestly, with no obligation.