Increase Sales Pipeline
Title: SVP of Sales
Industry: Network security software solutions
Company: Venture backed growth stage
Goal: Increase sales pipeline health and volume
Result: Increased sales pipeline by 350%
Improve Margins
Title: CEO
Industry: Temporary Staffing
Company: $120M, privately-held
Goal: Improve margins while maintaining revenue growth
Result: 50% improvement in gross margin while maintaining revenue growth
Funding for Smart Materials Research Center
Title:Assistant Professor
Industry: Academic Research
Company: College of Engineering
Goal: Increase research funding
Result: A four year funding commitment ($320,000) from a key industrial partner
Shorten Sale Cycle
Title: Vice President of Worldwide Sales
Industry: Network Security Software/Hardware
Company: Venture Backed, Growth Stage
Goal: Increase revenues while shortening sales cycles
Result: Reduced average sales cycle from seven to four months; and, achieved record quarterly revenue results with new clients sold in a single quarter, within ninety days of implementation.
Enabling Business Discussion with Decision Makers
Title: General Manager
Industry: Engineering Services
Company: $1 Billion, Not-for-profit
Goal: Enable PhD engineers to convert technical discussions
into strategic consulting engagements with Fortune 1000 companies.
Result: Conversion of stagnant relationships into engagements, producing a 250% return on the CCS investment within 3 months of training.
Sales Force Automation Success Story
Title: Sales executive
Industry: HR staffing services firm
Goal: Online access to pipeline health, measured against
the CCS process
Result: 2 week implementation of customized sales process populated with their customer data.