Client Results that Create our Trademark

Michele Ruiz, Biassync

 

"When I brought in Paul and his company, we were at zero revenue because we literally just launched a new product into the marketplace and we didn't know what to expect, but obviously as a CEO and a co-founder, I had revenue goals, I had sales goals. I had individuals on my sales team who had never been sales professionals before, but they had the right kinds of connections, to the right kinds of buyers and client profiles that we knew would be the decision makers, or certainly the influencers in a contract process of our offering. And then I had mixed into that group individuals who did have some consultative sales experience, but what was common about them all was, how do we talk about our value, how do we talk about our unique value proposition? And so, I engaged Paul to essentially work with training our team to get them prepared to go sell out in the marketplace. We didn't really know a lot about how customers, which we saw as very large corporations and government agencies, were going to receive our products. There was a lot of fluidity as we got feedback and learned in those early stages, you know, when you launch something new, so I brought Paul in to be an integral part of the sales processes. We were still learning a lot of things, what were the objections that we hadn't thought about? And then how do we move individuals who had never been sales professionals, but cared about our product and our solution, what we solve, so much that we could teach them the skills, to sell and to close, and use their own, authenticity and personality as part of that process. And, in that first full year of sales we hit our sales goal right on the money. And I believe that a large part of that was because of the skills that Paul was able to teach and coach our sales professionals through. When you consider that our clients are very large organizations, In some instances, large multinationals, federal agencies, law enforcement, healthcare, very sophisticated buyers and our solution touches their employees, their most prized asset, and the fact that we were able to achieve our year one sales objectives, having started with zero revenue because we were a new company and we had just launched a new product into the workplace, that is a pretty extraordinary outcome.

 

You know, one of the reasons I brought Paul into work now with two of my companies, is because he really understands sales, because he himself was in sales and then led a sales organization. This is not an individual who, you know, is coaching on something he doesn't have experience with, right. There are a lot of, closet coaches out there and, you know you even see them in the entrepreneurial space where their entire entrepreneurial experience is simply coaching entrepreneurs, but they've never started a business. They've never had a business. They've never met the challenges. That's why I call them closet coaches. So, when you look at Paul and you understand that he's been a sales professional, he's been responsible for top line revenue. He's been at it and has achieved and exceeded sales goals. That's part of, I think the value of what he brings to this process.

​

If your philosophy is that your sales organization is really providing value to your clients, helping them solve a very important need, or problem or a challenge. And you view your sales organization as really being positioned as partners with your clients, your customers, he is the right sales coach and sales training organization. And there's a lot there in his approach about providing value, and very simplistically. And to me, that's a very consultative type sales approach, and that is what Paul really excels at. If you're focused on a consultative sales approach and not pitchy, not salesy, but more selling authentically, providing high value, seeing yourselves as partner with your clients and customers, then I have no hesitation in recommending Paul."