Where I can help you:
The following are the areas where I can assist your organization to grow and meet your goals.
These areas are related: often spurring growth requires that you plan or revamp your overall go-to-market plan, or from understanding how to see your company and your processes through the eyes of your customers. You may need another experienced set of hands to help find and train a great sales team, and to tune up your processes and reports. I’m often asked to provide ongoing 1:1 or small group coaching for new leaders and executives.
Let’s start with a one-day assessment package as a starting point to determining where I can fit in and help you.
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Whether you are making midstream adjustments to an existing go-to-market plan, or creating a formal plan from scratch, it is essential that your GTM Strategy is a clear roadmap of how you will take your products to market.
Mike can help you identify and synthesize these elements, including:
A clear definition of the business problem you are solving and the market segments who are experiencing that problem.
Understanding the value of solving that problem, and the buying process your customers will follow.
The messaging, value propositions, and channels you will use to communicate to your target segments.
The distribution strategy that will be needed, including size and composition of BD, Sales, and Sales Support teams, the contract types, pricing strategies, and implementation/ services strategies.
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Technology companies often make the mistake of leading with their technology. They should instead plan around the journey their customers are on.
Mike can help you create a seamless experience for customers, from first contact through successful contract negotiation, onboarding, value realization, and ultimately to renewal, expansion, and advocacy.
He can also help your functions break down any silos that exist between product, messaging, sales processes, implementation strategies, and account management strategies.
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Often, a key component of a refined GTM Strategy is a new distribution strategy that calls for new Business Development, Direct/Channel Sales, and Sales Support teams.
Mike can help you quickly and effectively execute on the distribution plan. Elements he can help you get right include:
Determining team size and structure, including skills, seniority, and location.
Setting a clear and effective territory/ segmentation plan that minimizes conflicts and maximizes revenue.
Finding, interviewing, and hiring the right team at the right cost.
Conducting team training and onboarding.
Creating or revamping Sales processes and reports.
Properly using the CRM and other tools to both enable the field teams and provide management with better predictability and visibility.
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Mike has been facilitating Leadership Development programs since he was a young Marine Corps officer in the late 1980s.
Whether it’s 1:1 coaching for executives, group seminars for managers, or a self-directed virtual program, Mike’s methods have been honed over decades and are designed to combine important principles with proven, practical strategies.
Mike specializes in helping new leaders find their own voice and develop the habits and the mindset to truly influence and inspire others.
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One of the key benefits of hiring a Fractional CRO is access to expert-level knowledge and skills without the cost and commitment of a full-time executive. Fractional CRO services offer SMBs the benefits of experienced revenue leadership, data-driven insights, improved conversion rates, successful pricing strategies, and improved overall business health without the cost and commitment of a full-time CRO.
Mike has extensive executive experience and can support any leadership team, helping emerging sales leaders to reach the next level in their careers while ensuring that precious time is not lost in the present.
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Mike is available to serve as a senior Sales or GTM advisor for the Boards of emerging technology companies, assisting the current leadership with refining their GTM strategies and improving their pipeline visibility.
Adding Mike to the BOA provides:
Access to specialized knowledge and expertise that may not be available within the organization.
A fresh perspective on the organization’s operations and challenges.
Increased accountability and transparency.