The result is the point.
You have a real revenue result you’re responsible for achieving.
Whether you’re navigating acquisition-related change, behind on the goals you’re responsible for, or pursuing a major revenue-growth initiative, there is a real number to hit. There’s pressure attached to it, and achieving it makes something important possible for you and the business.
The result matters, and there are things that need to change to achieve it.
Getting from X to Y requires the right changes.
Depending on what the result requires, the work may involve changes in one or more of these areas:
Mindset — The thinking, decisions, leadership, or behaviors that need to change.
Strategy & Tactics — The markets, sales approach, process, roles, plays, or other business choices that need to change.
Activity — The selling and marketing activity, volume, and consistency required to create the sales you need.
The Results
Revenue
Increased sales, revenue, clients, profitability, and the result you’re responsible for achieving.
Confidence
Relief from the pressure, and the confidence and credibility that come from achieving the result.
Freedom
More freedom to operate, make the moves you want to make, and start playing offense instead of defense.
Dustin House, CEO, PTS Advance
“I initially engaged with Christopher to seek his support on building a more Sales Ready Organization and was more of a skeptic when it came to the benefits of the mindset coaching he provides. I’ve found the mindset coaching is paying off in a big way, and I’m showing up as a better leader both at work and at home. I’ve gone from feelings of frustration and fatigue to now trusting myself more as a leader and driving better tools to manage teams and scale the business. We’ve made a lot of exciting progress, and I’m grateful for the work we’re doing together.”
If you want help getting from X to Y, let’s talk
How It Works
The result determines the work.
We start with the economic result you’re responsible for achieving and work backward to determine the revenue and sales required to achieve it.
Using cause and effect, we identify what needs to change across Mindset, Strategy & Tactics, and Activity, then do the minimum necessary work with you and your team to make those changes and produce the result.
The work gets specific to your business. You may need to match sales activity to the revenue target, create more qualified sales conversations, strengthen where opportunities are getting stuck, clarify market focus, change roles or accountability, or address something else entirely.
When the result requires broader changes across the business, that may mean strengthening the people and systems required to make sales consistently and profitably, becoming more Sales Ready. When only a few specific changes are required, we work on those.
Depending on what the result requires, our work may include any combination of:
Assessment & Roadmap
We clarify where you are, where you need to go, and what needs to change to get there.
We assess the parts of the business and sales system that matter to the result, then create a practical roadmap for getting from X to Y.
Consulting
We solve the strategic and tactical sales problems standing between X and Y.
That may include revenue and sales planning, market focus, sales process, roles and accountability, marketing and selling plays, opportunity progression, or another specific issue required to create the result.
Coaching
We work on the mindset, decisions, leadership, sales capability, and behaviors required to make the changes and create the result.
Coaching may involve you and, when the result requires it, members of your team.
Selling Support
We help turn the plan into consistent selling activity and sales.
That may include outreach, creating qualified sales conversations, moving opportunities through the sales process, and hands-on execution support. When the result requires more consistent support between working sessions, this may include Daily Selling Support.
Who I Work With
I work best with CEOs who have a real economic result to achieve and are serious about making the changes required to achieve it.
You have a real result to achieve. Revenue, gross profit, EBITDA, clients, sales, or another meaningful economic number.
The result matters now. There is real responsibility, pressure, opportunity, or consequence attached to achieving it.
You know things need to change. You’re willing to improve how sales works across the business, including the team, roles, process, accountability, market focus, or activity when required.
You’re willing to do the work. That includes mastering sales, doing your own internal work, and making the decisions the result requires.
You have the ability and willingness to invest. This is serious business work tied to a meaningful economic result.
Kurt Landon, Chief Customer Officer, Lead3r