Build a More Persuasive Sales Process
We help pre-seed to Series B SaaS startups turn market interest into revenue by building a sales process that proves value and a team that can execute.
Design Sales
Conversations
Build and Enable
a Sales Team
Coaching
and Advisory
"[T]he Problem, Solution, Impact approach.... helped me close deals that I had
originally doubted."
Simon Gottesfeld
Account Executive
"[Mike] is a true leader in every sense of the word: passionate, dedicated and always willing to go the extra mile to enable his team to reach its full potential."
Andrea Tundo
Sales Manager
"Mike was my manager for nearly 2 years and helped me grow into one of the most successful
AEs at Coursera."
Todd Martyn
Account Executive
Our Approach
What if we stopped telling sales reps to spout buzzwords and started giving them the tools to have clear conversations about value?
That's what P.S.I. Selling is all about.
We'll help you build a compelling case for value by defining the Problems you solve, the Solutions you offer, and the Impacts you deliver. Then we'll create sales interactions focused on these messages and train your team to adapt them to each prospective customer.
Problem - Solution - Impact. That's why we call it P.S.I. Selling.
Check out the slideshow below to see a snapshot of our approach:
The resources below will help you build a sales process that proves value and a sales team that can execute:
Our Expertise
We bring deep experience and unparalleled creativity to engagements. Here are a few highlights from our founder, Mike Pinkel:
1
Founded Coursera
Mid-Market Sales Team
Mike built the successful
Mid-Market Sales Team at Coursera, where he was named Manager of the Year.
What drove the team's results?
A systematic process for proving value and a repeatable system for hiring and training great new reps.
2
Successful Frontline
Account Executive
Mike succeeded as an AE in settings as diverse as enterprise sales, SMB sales, and
government sales.
The P.S.I. methodology isn't just a neat theory, it's based on
hard-won experience
3
Yale Law Grad,
Former Attorney
Wait... What???
Odd? Maybe.
Useful? For sure.
It's hard to imagine a better skillset for helping your sales team prove value in a structured way.
Working With P.S.I. Selling
Retainer
Set Number of Hours Per Week
Upgrade Sales Process
Fractional VP of Sales
Coach a "Stretch" Sales Leader
Conduct Sales Rep 1:1s
Project
Custom Scoped, Fixed Fee
Revamp Hiring Process
Redesign Software Demo
Upgrade Discovery
Build Winning Proposals