Demand Generation

We have lost our way in sales. So many companies think that sales is an engine. They look at the big SaaS companies and believe that they need to build the same thing at their small company shop. So we go about building this automated engines and we have forgotten what matters most in sales...actually helping the customer. The best sales people believe that their product will help their customer's advance and go about their role as a consultant...not a sales person. 

Yet, we continue to bang our heads against walls and hire poorly trained and ill-equipped sales leaders, who in turn teach the young sales people how to present, manipulate and sell our clients. With poor results. In the end, we keep restarting our sales organization with new leaders and not ever getting to the root cause. 

The best product does not win. Nor does first to market. The best STORY wins. And therefore you need to know not only how to tell a story, but how to tell that story in a way that the client understands how it will help them advance their business. 

I realize that there are 1000's of companies that will tell you how to sell. But very few of those companies wrap that work into the rest of the organization to ensure that you have the entire company aligned to support your sales teams. The Firestarter framework does just that...and it has proven to increase sales. 

This process has been applied numerous times to ensure success. Some results include: 

• Taking a company from $12MM in revenue to $68MM in revenue in less than 2 years. With no new product.
• Launching a company from scratch and $0 revenue to $12MM in revenue 2 years later
• Turning around a $68MM company losing revenue at $2MM per year to Growing revenue to $74MM in 18 months