Program · for sales leadership
Your reps win the demo and freeze in front of the person who controls the budget, answering a CFO's risk question with a feature. We teach them what the buyer actually cares about so they stop wasting executives' time. An SKO keynote and field enablement.
Your sellers win the demo and the bake-off, then freeze the moment they are in front of someone who controls budget, and answer a CFO's risk question with a feature. Worse, all the instinct for that executive conversation lives in three of your veterans and nowhere else, so new hires take nine months to ramp.
They will not get all of it. They will get some, and that is the difference between a conversation and a deleted email.
An SKO session that gives every rep the buyer's perspective, not just your three veterans.
How to earn and run the executive meeting, and what to lead with instead of features.
Caring about the buyer makes a conversation and shortens the cycle; the second-best answer is a fast no.
Fixing how forty reps talk to the executive beats parachuting in to save one deal, because the one deal does not repeat and the floor does.
You cannot clone your three best; this makes the rest credible with the executive.
Reps earn a real yes or a fast no, so commit means commit.
New hires get the buyer instinct that used to take nine months.
Judged on cycle time and win rate, not a training feedback form.
Howard has been the CIO, CTO, and CISO your reps walk in to see, so he knows exactly what that executive cares about. The win he is proudest of is a front-line rep stopping him at a conference to say, 'your talk helped me kill it this year.'
Proven: one call shortened a U.S. state's sales cycle by nine months and put the vendor in the CTO's office that week, because it was the right move and the buyer trusted the source.
Sell Up runs as an SKO keynote, field enablement, or both, scoped to the size of your sales org.
Founding Client: start your first engagement by July 31 and take 40% off, as one of a small charter group, in exchange for becoming a reference.