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Example Engagement:
Sales Process Upgrade
The Situation
"We have early traction but we need a better sales process to scale effectively. Some reps are successful, others struggle. We want to be sure we see a return when we invest more in our team."
The Plan
Phase 1: Diagnose and Learn
Goal: Define Focus Areas
Actions: Understand Context
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Interview sales team
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Review sales calls
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Gather customer feedback
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Review results and metrics
Phase 2: Build and Test
Goal: Put Lightweight Resources in the Field and Observe Results
Actions: Depend on Diagnosis, Possibilities Include
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Refine messaging
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Improve problem discovery
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Build solution-focused demos
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Build value-focused proposals
Phase 3: Refine and Operate
Goal: Double Down on What Works, Stop What Doesn't
Measure: Track KPIs to See What's Effective
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Close rate
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Deal size
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Deal velocity
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Rep productivity
Actions: Depend on Early Results, Possibilities Include
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Refine resources that work
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Develop deal scoping process
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Need-focused skills training
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Revamp hiring/onboarding
Spotlight: How a P.S.I. Demo is Different
How Most Sales Teams Demo
Many teams demo without a clear structure, moving from one feature to the next. This creates confusion because the demo becomes a series of clicks on buttons. Others teams show prospects how to use the product. This is better, but it doesn't show prospects why they should use it.
How P.S.I. Teams Demo
P.S.I. Selling demos start by summarizing the product's value: the Problems it solves, the Solutions it offers, and the Impacts it generates (P - S - I). The body of the demo is divided into sections that each cover one major aspect of the Solution and link to relevant Problems and Impacts. The result is an organized presentation that proves value.
Sales Challenges
Need a Process
It's common to hire a batch of sales reps and expect
them to figure it out.
The result is lower close
rates and less revenue.
Need a Team
When you look at a batch of
sales resumes, do you know
what you're looking for?
Using the wrong selection process leads to a team that can't perform
Need a Coach
Many startups have a "stretch" sales leader: someone with tons of talent but who is new to the role.
Having a coach can
make all the difference.
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