Continuously Improve Sales Results

We help you engage B2B executives and their sales and marketing teams to find data they don’t know they have.

Why? Because data and evidence (rather than assumptions) are the key to solving their most important problems.

Find data on Voice of Customer
your competitors don’t have.

Prioritize the right sales opportunities (with data).

90%+ forecast accuracy,
2x productivity, and margins.

At least half of your B2B sales (and marketing) budget is being wasted.

B2B sales and marketing teams often don’t realize they are operating by gut feel, with anecdotes rather than data. And selling gets harder every year as more customers choose information on the Internet instead of talking to salespeople.

Professional salesmanship and operational excellence have the same goal – to give the customer what they want and are willing to pay for. If your executives and salespeople can do this by instinct, that's great. It is not a competitive advantage however, because it doesn't scale. Don’t let old fashioned sales and marketing management ideas limit your company’s growth.

B2B Sales and Marketing isn’t getting any easier.

“The customer journey however, isn’t linear any more …. It’s more like a big bowl of spaghetti. Buyers are constantly weaving between different stages -- evaluating and re-evaluating; researching; and validating their decisions.”

Brent Adamson, Gartner Group

We understand. Your sales and marketing team just wants to sell,
not be roped into someone else’s idea of a process.

We bring a simple approach that pinpoints the bottlenecks,
and engages your team’s hearts and minds in expanding them.

1. Guided
Discovery Workshop

Define the problems you’re trying to solve, by tracing terms down to perceptual reality.

2. Map the Sales
Value Stream

Identify the bottlenecks, and the changes that might create improvement in flow and quality

3. Launch Breakthrough

Develop respectful agreement around accountability, and how best to overcome roadblocks.

4. Sustain Your Gains
(& Continuously Improve)

Act on common, high-impact issues to elevate the performance of the sales production system.

The first session with Michael was an eye opener.  We did identify things we were pretty sure we already knew (and some we didn't) but never had the structure to implement what we found.  The process Michael used made things much more clear, and the "how" we came to the results solidified our thinking and gave us a more clear vision.  I look forward to continuing through the process.

Ken Wood
Business Development Manager
Northeast Region, Carel USA

Find out if we can help in 3 easy steps

  • Schedule a introductory chat.
  • Spend 30 minutes with Michael getting clear on your challenges and opportunities.
  • Get a customized plan for engaging your team and reaching your goals.

"We had a great growth rate. But we knew the time was fast approaching when our growth would be less sustainable and certainly less predictable. The day I listened to our professional sale steam present data and pipelines with probability metrics, I knew our journey was going to be a success. And it was!”

Michael Madsen
President, Aquion Incorporated
Elk Grove Village, IL

Not ready for a call? No worries.
Check out our books, podcast, articles, and the SPIF news letter

"Our sales process mapping efforts turned out fantastic. I can’t believe how quickly you got the sales team aligned to the approach, and how much we got accomplished in such a short time. Great work! “

Bret Hamlin
Assistant VP Sales
Burr Oak Tool

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