Brian has over 25 years of senior sales experience and has held sales leadership roles at early stage companies that were acquired by Thomson Reuters, Hewlett Packard, Business Week and Yellow Media.
He has extensive experience building direct, channel and inside sales teams. In addition to working with early stage companies, he has advised over 50 multinational companies on their regional or global channel sales strategies.
Brian lives in Lexington, MA with his wife and two daughters.
Brian has over 25 years of senior sales experience and has held sales leadership roles at early stage companies that were acquired by Thomson Reuters, Hewlett Packard, Business Week and Yellow Media.
He has extensive experience building direct, channel and inside sales teams. In addition to working with early stage companies, he has advised over 50 multinational companies on their regional or global channel sales strategies.
Brian lives in Lexington, MA with his wife and two daughters.
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What You Will Learn
- Learn a set of tools to identify the best target markets, best companies and best personas within those companies for your business.
- Learn how to identify the pains and problems you solve, or the opportunities you create for these ideal customers.
- How to determine the best sales people for a given market, product or industry.
- A set of tools to understand how and why messaging works and how to apply those tools to create messaging that gets responses.
- How to determine if the market demands what you are selling so you can create products and services that sell.
- Understand the various sales models, the stages it takes to develop them, how they work and when they are best applied. This will help you create an optimal salesforce to not only maximize your full potential, but build a resilient sales force that can change with the market over time.
- In order to build a repeatable sales process, you need to find the metrics that matter. Measuring those consistently will help you determine what is and isnt working, which allows for constant iteration and improvement. This is the path to repeatability.
- An understanding of how to structure and enable your sales programs in a programmatic format. This format provides an approach that ensures a cohesive outreach that can be measured and analyzed providing insights into what is working or not to consistently evolve your engagements.
- How to structure a KPI and Metrics framework that measures your progress and provides the data needed to analyze the status of your engagements no matter what stage of the outreach process you are at.