Tim McQuillan Sales Consulting

*** Effective 2/1/2024 I am no longer taking consulting engagements. Please check back later or see my LinkedIn profile for an update. ****

From the list below select the most meaningful sales tool or sales activity you would like to consider having me help you create or improve. I’ll follow-up with you to discuss your need in more detail.

• Identifying the top 3-5 characteristics of your ideal prospects and curating a list of them. This could be creating a targeted list or also doing some initial calling to determine market scope and receptiveness to your value-props.

• This is the act of calling as well as/or creation of an initial call script. Think, “elevator pitch”, outbound call scripts and outbound email templates. So often the ideal way to describe what you do and why a prospect should care, gets diluted with even the best intentions. Do not let this happen. Outsource the initial calling to us, or at a minimum have your callers stick to (a good) script.

• You know the discovery phase can make or break opportunities. We can develop a list of the most meaningful questions for your salespeople to get answered so opportunities are consistently and appropriately measured. Not only will this help isolate issues in your sales process but it will also improve buyer engagement, grow your pipeline and most likely help you hit your OKR’s.

• Now that you have a needs assessment are you just going to present your standard deck telling them about yourself and your products? I hope not. What’s worth doing is worth doing right. This is for the creation of custom or semi-custom presentation deck that gets to the point, keeps buyers engaged and helps them feel special. Because they are.

• Once you know your buyers goals it’s much easier to show with numbers how you can help them reach it – and cost justify it. This is the development of a spreadsheet or calculator y that can help you show the numeric impact of your product/services vs. estimated costs to obtain it. This can be very simple or more complex, depending on your needs.

• This is a review of how you do QBR’s today or how you would like to do them. The goal being create a repeatable standard that applies best practices when it comes to QBR’s. Such an important part of Client Success, we’ll cover goal and agenda setting, how to add value to the sessions, meeting management and other best practices for success.

• This is me doing research with your colleagues, customers and partners to create a case study that tells your story in a format buyers prefer. We can be as low or high level as you want – the goal being tell a story that targeted buyers can relate to.

• What, when and how to consistently log conversations in your CRM so as to improve team collaboration and transparency. We will define the process, train users, follow-up, etc.

• What do your customers or partners like, or not like, why?  This sort of feedback can help you validate what your doing in market today, drive QBR topics, or uncover new areas of opportunity, and risk. Using a third-party for this improves response quality and quantity.

Additional services:

Is there something you’re interested in but it isn’t listed above? Let’s talk about it. This might include help in the areas of:

• Goal setting
• Market research
• Improving pipeline management
• Product, pricing & packaging innovation