Get sales leadership that creates consistent, growing, profitable revenue streams
Selling Doesn't Have to Be Hard
Complex sales engagements go wrong because the sales process is disorganized and there is no real plan.
Throw it against the wall and see what will stick never works.
Chasing opportunity without a plan results in failure.
Hope is not a strategy
Experienced fractional sales leadership can address these challenges by bringing in a wealth of expertise and insights from various industries and roles.
A fractional sales leader can quickly identify inefficiencies, implement best practices, tailor strategies to meet the unique needs of the business, and mentor sales teams to improve engagement and close rates.
Challenges of B2B Sales Cycles
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Sales cycles are increasing by
36-50% -
B2B buying groups have 6-10 decision makers
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Budgets are tight for high value transactions
These Challenges are Creating Difficulties in
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Aligning sales with customer needs
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Maintaining momentum throughout the sales process
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Effectively managing relationships across different levels of the client's organization
What I Do
Working with me, I'll help you create consistent growing and profitable revenue streams. With over 25 years of experience in spearheading successful B2B and B2G sales and business development endeavors, my expertise lies in delivering tangible results. I have lead teams that sales cycles range anywhere from six months to two years. This is hard to do! You have many opportunities to win and many opportunities to lose.
Serving as your sales leader, I specialize in providing strategic insights and implementing impactful tactics. I have lived the complexity of multiple decision makers in the buying cycle all of which can either sign off for your service/product or veto the contract. I'm proficient in analyzing and refinding customer engagement models, and I have a knack for securing large wins and executing engagement strategies.
Past successes:
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Launched sales for small electronic mfg into PC industry against multi-$B competitor and dominated product segment for 5 years. By year 5 was a $75M business
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Optimized software company's partner engagement and generated $250K ARR in first 5 months
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Streamlined broken channel model for speciality chemical company and in turn produced $20M growth over 2 years
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Organized sales process for SaaS company and grew funnel opportunities by 43% in one year
Featured Services
Sales Process
Clearly map out the Customer Journey and Ideal Customer Profile to create focus in your engagements. Utilization of this information into a CRM for tracking and reporting
Partner / Channel
Determine and engage the most efficient way to reach your customer and maximize the value of your offering
Team structure and compensation
Determine what the best composition should be for your team based on the engagement model and the appropriate compensation needed
Implementation
Working side by side with the team and your customers to implement the processes needed and iterate for continuous improvement
Select Customers
Customer Reviews
Rusty was a valuable asset in assessing our go-to-market strategy and growing our global business
Rusty's leadership and resilience positioned Ubiquios to grow and obtain customers and partners previously unachieved
Rusty's understanding of digital engagement to inform and qualify B2B customers was invaluable and allowed us to build a robust sales funnel efficiently and propel us towards our revenue goals
