SERVICES TO XCELERATE
A typical engagement delivers impact in 90 days.
After 90 Days with Xcelerate Performance:
The team will be working hard because they want to WIN. They’ll be focused on hitting daily/weekly activity metrics, engaging prospects and customers at the right level with authentic interest and developing an understanding of customer needs to build the right solution.
Sales leadership will create a culture of trust and accountability, spending time with the right people, on the right things. The systems will be in place to measure, assess and adjust sales execution to maximize every opportunity to meet and exceed your goals.
Established Teams
I work with established teams to drive more revenue, targeting process and skills improvement, sales effectiveness, prospecting best practices, leadership, and other customized workshops, including sales kickoff presentations, and win/loss analysis.
• Teams big or small, we start with an assessment
• Uncover what’s working, and what’s not
• Objectively diagnose issues and find opportunities
• With a clear vision of the current state, build understanding and alignment on recommendations
• Develop a plan to fix the problems to reach
company goals
• Deliver 1:1 and small group coaching, training sessions, workshops and ongoing, ad hoc,
real time support
Start Ups
I roll up my sleeves to teach and provide ongoing coaching to Founders on how to build pipeline and succeed with every step in the sales process, through implementation into customer success and account management. When the time is right, I help hire and onboard new sales hires.
• Support development of go to market strategy
• Teach founders sales 101
• Establish sales foundation, process and help to build the team including:
How to build a sales strategy and coherent sales process
Forecast methodology
Hiring plans, candidate profiles, job descriptions and interview best practices
Guidance on sales compensation and quotas
Establishing a sale team culture
New hire onboarding framework
“Marnie exposes blind spots and offers actionable, prescriptive advice that I can implement immediately. She sees sales situations and underlying dynamics in a unique way, inspires reps to be true to the process of discovering needs, aligning solutions and closing in a simple but systematic way, and it works! ”
Training Topics Include:
Creating Individual Contributor Leaders
Pushing vs. Pulling
Time management
The importance and power of goal setting
Creating an open culture of accountability and coaching
Why “wait” is a four letter word
Customer conversations
How to move beyond curious to interested
RESULTS IN 90 DAYS
Maximize every opportunity to meet
and exceed your goals.
My training in positive psychology and extensive hands-on experience in sales, sales leadership and strategy development provides an unparalleled foundation for guiding your team. Our objective, honest perspective allows us to tailor each engagement to the challenges of your specific environment, individuals, and teams.
The Process:
Step 1:
Assess
Gain greater insight and clarity into your customers, market, sales and go-to-market strategy. Using well balanced criteria, I evaluate both the art and science of your sales force and your opportunity.
Step 2:
Diagnose
With our findings in hand our clients receive an actionable scorecard that identifies the true opportunity for change. I highlight quick fixes as well as longer term initiatives to tackle the opportunities and challenges of the team, individually and as a whole.
Step 3: Prescribe
After a senior management debrief I work collaboratively with stakeholders and team members to share learnings and build a multi-faceted, concrete plan.
Step 4: Teach, Advise, Coach
I work side-by-side to execute plans. Time is sales most valuable asset, so we launch multiple work streams to install the right structure, tools and coaching to implement quick fixes while prioritizing long term success.
Step 5: Measure and Iterate
We’re not about rainbows and butterflies. We know this is hard work, and sometimes change has unexpected consequences, so we’re always evaluating and adjusting.
Xcelerate Performance Results:
“Marnie’s ability to build sales processes and create sales strategies is sharp, poignant, and the competitive advantage sales organizations need. She has been a great asset to our organization over the years, and her value throughout our continued work is evident every day.”
- Layla Shaikley Co-founder and Vice President of Customer Experience
“My co-founder and I had no experience in sales when we started LeasePilot and we hired Marnie to teach us everything from how to prospect and close deals to how to create a sales culture and hire reps. Our expectations were unrealistically high, but Marnie exceeded them.”
- Gabriel Safar | Co-Founder & CEO
Xcelerate Your Performance
