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Services Offered
Advisory Services
With 3 decades of tech sales and sales leadership knowledge, 12+ years in the Salesforce ecosystem, I can help guide and advise leadership at your company to make the best decisions that will maximize sales, optimize your visibility/viability within the Salesforce Sales organization and enhance your reputation.
Recommendation: 1 - 2 Days per Week OR Purchase a Block of Time (Valid for 12 months)
Fractional CRO/Head of Sales
You have a sales team but no sales leader. Owners of the company may be trying to run sales but either don't have the skills or the time to do it effectively (or both). Allow me to serve as a fractional (part-time) Chief Revenue Officer or Head of Sales for your company. I'll leverage my knowledge, expertise, relationships and prior success leading teams at Salesforce partners, to help your salespeople and organization increase your pipeline and close more deals!
Perhaps you have a sales leader but that person fits into one of the following categories:
a) relatively new to the ecosystem
b) is underperforming
c) could use another sales leader's advice/mentoring or
d) all of the above
Regardless of the reason, allow me to help.
Sales coaching, mentoring, pipeline building & management, interfacing with prospects, serving as a player-coach, helping to close deals, developing and refining go-to-market strategies, establishing and modifying sales and operational process are examples of how I will help.
Recommendation: 2 - 3 Days per Week
Customer Success & User Adoption
Customer success is EVERYTHING! A company can purchase licenses on the greatest CRM platform in the world (which Salesforce is), hire a kick-butt implementation partner (which your company is) but if they can't get people to use it or if only a fraction of its intended users are using some subset of the intended functionality, they will never get the optimal Return on Investment (ROI) that they expected when they made the purchase. That means, there won't be additional clouds purchased and no further implementation or consulting dollars spent with your company.
Let me serve as your fractional head of Customer Success.
I'll help in the three phases of customer engagement:
1. Before the Project Begins
I'll make sure there are specific, measurable, realistic, time-boxed goals for the upcoming Salesforce project. Without these, how will your customers know they're successful?
2. During the Project
I will serve as a liaison between your customers, Salesforce and your delivery organization, to keep projects on track. Let's face it, there are no perfect people so we know there are no perfect projects. Sometimes, there's a fine line between a successful implementation that had a few bumps in the road and a "Red Account" which can damage your reputation and impact your revenue. I can help.
3. Post Go-live
Most partners measure success when they've completed the work outlined in the SOWs. That's not success for the customer! Real success can't be achieved until they can get their intended users to start using the licenses. I will have meetings with customers mapping outcomes to their original goals for the platform. We can review usage, hold listening sessions with users and make sure that Salesforce is a living, breathing, part of the organization. THIS is what leads to successful customers, additional licenses and more projects for your company. It can also lead to sales for additional support and managed services offerings.
Recommendation: 1-2 Days per Week
Salesforce Partner Manager
Working closely with Salesforce Partner Sales Managers is REALLY critical for partners to be able to get leads from Salesforce. These Partner Sales Managers are the trusted resources at Salesforce who Account Executives turn to for guidance on the best partners for their opportunities. It's really important for partners to have good relationships with these managers, so that they understand when to recommend them. Many partners don't have the bandwidth to have these resources on board or if they are on board, they're focused on things like partner level, certification, etc.
I can help drive revenue through these partnerships, as I've done for partners over the past 12 years.
Recommendation: 1 Day per Week
Sales
I will help you sell Salesforce professional services through the Salesforce Sales channel, as I have done over the past 12 years with tremendous success. It's not an overnight transition, going from wherever you are in your Sales journey to being a top tier implementation partner (SI) for them.
There are actually 3 sales needed to make a buck in the Salesforce ecosystem before seeing any revenue:
Sale #1: Sell Salesforce Account Executives, Regional Vice Presidents, Area Vice Presidents and Partner Sales Managers on the Merits of Your Company
Trust must be established. This takes time. Upwards of 100 partners are reaching out to Salesforce on a weekly basis. You have to have a compelling message that resonates with them. You have to give that message over and over again until it sticks. That's the water-on-rock or erosion factor. Eventually, it will work if your differentiation to help them sell is compelling.
Sale #2: Help Salesforce Win Over the Competition
Once you become a trusted partner, Salesforce will allow you to help them co-sell. Now, you have to focus on helping Salesforce sell their licenses to prospects. There's no services money to be made unless the prospect sells their licenses. This is the second sale.
Sales #3: Compete Against Other Salesforce Partners
A partner can secure the relationship with Salesforce (sale #1), help convince the account that Salesforce is the best CRM platform (sale #2) and STILL not win the services business. The third sale is where the partner has to compete against other Salesforce partners. It's not for the faint of
Most salespeople struggle to attain success in the Salesforce ecosystem...it's not just your team. It's challenging to find salespeople who are great at both building relationships with partners (as is required to establish relationships with Sale #1) and selling against direct competitors to actual prospects (Sale #2 and #3). The great business developer can get the relationships over time but struggles with direct Sales. Then, you have terrific salespeople who just aren't great at establishing those relationships with Salesforce. They'll never get to prove how great they are because they won't have enough opportunities if they don't convince Salesforce to partner with them.
I have mastered both the business development needed to win Salesforce hearts and minds AND the ability to compete and win in our highly competitive market. Not only can I do it for yoru organization, I can train and lead your salespeople to master it, over time, as well. You just have to remember that in the same way Rome wasn't built in a day, your sales pipeline and closed deals won't be either.
Recommendation: 2 - 3 Days per Week