B2B organizations have much in common on the journey to revenue generation and value creation for customers and stakeholders. At the beginning of this journey you need to establish your unique value proposition, identify target markets and buyers, and establish the sales channels, marketing programs, critical processes and systems to execute the strategy. The need for pivots and agile response to changing conditions has been amplified in 2020 by the global pandemic.
As you review your core value proposition and establish repeatable revenue streams and tighten cost controls the need for operational excellence becomes more important. Staying lean and getting the highest return on investments in your solutions portfolio and the Sales, Marketing, and Customer Success teams is paramount. Clarity and alignment around buying scenarios, personas, and the problems you solve drives your messaging, sales plays, content requirements, demand gen campaigns, and customer success programs. You must ensure that your team is both efficient in their daily workflow and effective in every customer interaction.
Best practice building blocks become the cornerstones of a foundation to support renewed, sustainable growth. Contact us for a free consultation on the challenges you face wherever you are along this path to success.
Following several key product acquisitions by Kronos Don and his counterpart in Product Marketing developed a messaging platform and sales playbooks that drove increased revenue for the expanded solution set. Don has the experience and leadership skills to help Sales and Marketing align and drive quantifiable return on their investments.
Aron Ain, CEO and Chairman - Kronos
Don and I first worked together as part of an IPO to drive sales over $1B. Don’s expertise spans the bounds of a B2B company. He is a natural teacher with a collaborative and adaptive style, and works effectively with board members, leadership teams, and front line associates.
Rocky Gunderson, Principal - Newport Board Group
Don is not only an expert on all-things-sales (process, messaging, enablement, pre-sales), he is a very intelligent and strategic thinker with excellent people skills. The work we did together at Kronos on a joint sales and marketing rollout of a strategic messaging platform was a highlight of my career.
Michael Dipietro, Principal - Pemi Consulting
Don has always been a key contributor at multiple companies that I have invested in. He has a deep understanding of the needs of high-growth companies. His rich experience in sales and marketing enables him to understand the challenges and then quickly deploy useable, scalable solutions that facilitate sustained growth.
Kevin Calderwood, Managing Partner - Chocura Capital, LLC
Don has the all too rare skill of getting marketing and sales aligned around customer facing messages that address key business objectives for their buyers, and developing high impact content and training for sales to drive real conversations around real solutions for a customer’s needs.
Art Landro, COO - Cognomotiv
