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Sales Coaching

Your team is making calls, but the meetings aren’t happening. Bringing in new business still falls to you. I coach you and your sales leaders on how to open conversations that lead to meetings, and how to pass it on, so the habits keep the pipeline moving, even when client work gets busy.

First conversationFree

Two kinds of sellers, two kinds of coaching

The work is different depending on whether selling is your whole job or one part of it. Start with the one that sounds like you.

If selling is your job

For originators, business developers and small sales teams.

Your team makes outbound calls and doesn’t book enough first meetings
You sell to private equity firms or other hard-to-reach buyers and want a sharper way in
Prospects go quiet after a good first conversation
Your people keep selling after the buyer is done, and a good meeting turns into a long one

First Ten Seconds

The opening that earns the meeting, built with your leaders so the whole team uses it.

Reaching executives

More time in front of the people who decide, with outreach that doesn’t sound like everyone else’s.

If you sell and do the work

For owners, partners and advisors who bring in the business and also serve the clients.

You’re expected to bring in work, and it keeps slipping behind client work
You drift back to your specialty when the pressure is on
You know the business is there, and you haven’t found the time or the way to ask for it

When you’re asked to grow your own book on top of client work, business development usually loses. I help you keep both going.

What changes

Meetings on the calendar every week, not just activity
Buyers who take your call because the last one was worth their time
Partners who bring in work without losing the client work
A pipeline that keeps moving in your busiest month

I learned what earns the next call selling to private equity deal teams, where the next transaction goes to the seller who made the last one easy.

How I earned the first meeting

Every private equity relationship I built was self-sourced, started cold, and won. It’s one of the hardest rooms to get into, and the approach that got me there is the one I coach. You don’t need to learn it. Your team gets the meetings.

The experience behind it

Ten years selling valuation services, the last four strictly to private equity deal teams, at Valuation Research (VRC)
Private equity transactions from $100 million to $1 billion in enterprise value. My work grew with each sponsor, from the initial platform acquisition through their rollout and add-on strategy, in step with their investment thesis
Enterprise sales at T-Mobile Business, promoted from Account Executive to Enterprise Sales Executive, where I consistently booked more meetings from cold calls than anyone around me
More nos on sales calls than I can count, and what I learned from each

What missing them costs

Change the starting numbers to yours.

Calculator forSales teams and firms

$ ?walked out the door

0customers lost in a year

$0in first-visit revenue that went elsewhere

$0in value you would win back with better service

These numbers are your estimates. The audit replaces them with measured ones, from real calls and visits to your business.

Schedule our first conversationFree, 30 minutes, no obligation.

Your likely scenarios, side by side

Each one uses your own numbers for the rest. Ranked by what it costs you in a year.

Where to start

Call your own business at your busiest hour. Note how long it takes for a person to answer, and how it feels.
Write down what a first-time customer or client sees and hears in their first thirty seconds.
Take your last ten new customers or clients and count how many you contacted again.

Want a second set of eyes on it? Book a free first conversation.

Starting numbers are examples to change, not benchmarks, and they show revenue, not profit. Replacing a lost customer takes advertising and time. I’d rather help you never get into that position.

I coach the leader. The leader coaches the team.

I work with the people who lead the sales effort: founders, partners and sales leaders. Together we plan how to bring each change to the team, and in the next session we review how it landed and adjust.

Leaders don’t always pass it along on their own, so that follow-through is built into every month. You stay in charge of your team. I’m the coach behind the coach.

Coaching the leader includes how they lead: listening, encouraging, and keeping their best people. A team that feels heard sells better and stays longer.

Monthly coaching

Most habits fade in a few weeks, so the monthly coaching is built to keep them going. It starts with a short leader kickoff to set the plan, then runs one-on-one, month to month.

Two 60-minute sessions a month, in person or by video
Calls and email between sessions, so a real call or a real deal doesn’t wait for the next appointment
A three-month minimum, then 30 days notice if you want to stop

How we measure success

Before we start, I record where your team is today: meetings booked, conversations with decision makers, and what happens after the first meeting. Then we look again at 30, 60 and 90 days, in your own numbers.

See how we measure success

Ways to engage

Every engagement is scoped to your business. After our free first conversation, I send a written proposal with a fixed price before any work begins.

Single Session

Per 60 minutes

One focused hour on a call, a target or a deal. You leave knowing your next move.

Leader Kickoff

A short start

A few working sessions to set the plan before monthly coaching begins: your goals, your team, and the few habits that matter most.

Monthly Coaching

Per month

Steady coaching for a founder, partner or sales leader, including how to bring it to your team. Two sessions a month, three-month minimum.