Krenar Komoni
CEO & Founder, Tive Inc.
“Brian helped us understand the sales process and how to build a team from scratch. We went from a few thousand dollars in revenue to over $7 million in just 2.5 years.”
However, if you are not ready to change, like actually take critical advice on what’s going wrong with your company and how to fix it, and ready to act on it, don’t waste your time.
Kevin Frechette
Co-Founder & CEO, FairMarkIT
“Brian helped us set up our sales process, holds us accountable and continuously looks for creative ways to help shorten our sales cycle.”
We’ve worked with Brian since we started the company. He helped us set up our sales process, holds us accountable and continuously looks for creative ways to help shorten our sales cycle. He’s been invaluable when it comes to insight and perspective while thinking about new ways to approach problems.
Clement Cazalot
Managing Director, Techstars Boston
“I haven’t seen anyone have more of an impact on the success of sales at a startup than Brian. He leaves no stones unturned when it comes to learning from the customers.”
I’ve had the chance to work with Brian and be involved with companies that he has been closely advising for the past few years. With his help, I’ve seen founders of early stage companies, often technical and with little if no experiences as sales leaders, changing radically how they were approaching their market, customers and sales processes.
Brian has been instrumental in many early stage companies to help them achieve meaningful customer traction.
Every year, we only invite a very select group of exceptional leaders to join Techstars as Mentors-in-Residence, thereby becoming part of the closest circle of trust with the founders during the program.We were honored to have Brian join us, and helping, with great success, ten of the most promising startups in the US, to radically change and improvehow they approach sales.
Federico Cismondi
CEO, doDoc
“After only four months of working with Brian, our sales doubled. After six months, they tripled.”
After you have done a couple of rounds of sales, you may feel like you understand your customers. If sales are not moving faster, you may think it’s because of the product, competitors or other external factors.
Being a technical founder used to following method and protocols for developing products, I finally understood that I did not know how to define a process that was right for my company, for the type of product we are selling and for the customers that we are targeting.
From the very first day, Brian helped us implement a full set of new practices for us to have a protocol in place, obtain metrics, act on those metrics and see improved results quickly.
Brian started working with us in October 2017, with a full-hands-on approach, understanding the type of customers that we were going after, helping on the definition of the message and developing the steps of the sales cycle we were implementing. He even flew to see one of our customers on the other side of the country to get the full picture of how we were doing things!
With every piece of information that he collected, he advised me how to improve each step of the process and what metrics to obtain from it.
After only four months of working with him, our sales doubled, and after six months they tripled.
Anthony Venus
CEO, YayPay
“Brian built out the messaging, emails, phone scripts and demonstration scripts which we used to gain our first 20+ customers and led us to our VC funding of $5,000,000+.”
Brian has a unique talent for identifying the initial messaging, scripts, emails, demonstrations, etc. that will secure those first, hard-to-get customers.
He built out the messaging, emails, phone scripts and demonstration scripts which we used to gain our first 20+ customers and led us to our VC funding of $5,000,000+. I’d recommend any business that needs to figure out their initial plan, or that needs a refresh on their current plan, to work with Brian.
Christian Magel
Founder & CEO, Venture Lane
“Brian knows the in’s and out’s of this craft and does it with directness, passion and proven processes. He is the difference between a good and a great startup success.”
Sandeep Rao
CEO, EinsightsPte Ltd
“Brian’s solid understanding of sales and its associated challenges was instrumental in helping me mature from a technical founder into a well-rounded businessperson. “
Brian’s solid understanding of sales and its associated challenges was instrumental in helping not just Einsights as a company, but also in helping me mature from a technical founder into a well-rounded businessperson. His collegial approach to coaching and mentoring combined with his tough stance on results is unique.
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.