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Empowering sales teams to maximize margins

Empowering sales teams to maximize margins

We specialize in equipping sales teams with the business and financial acumen, and strategies required to maximize profit margins. Our proven approach ensures that every member of your team is empowered to drive profitable revenue growth.

We specialize in equipping sales teams with the business and financial acumen, and strategies required to maximize profit margins. Our proven approach ensures that every member of your team is empowered to drive profitable revenue growth.

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Increasing margins for

Struggling with any of these?

Over-reliance on price cuts

Sellers default to discounts instead of demonstrating value.

Eroding margins

Growth in top-line revenue isn’t translating into operating profit.

Not selling high enough

Sales reps failing to gain access to executives who own the P&L.

Stuck in product mode

Reps don't business questions – missing financial drivers.

Selling product vs. portfolio

Reps stop short of cross-selling or selling the “whole solution”.

Losing to no decision

Reps fail to build urgency, leaving customers doing nothing.

How we empower sales teams to maximize margins

How we empower sales teams to maximize margins

Our program is broken down into 3 modules. From understanding your customer's business, how they make money, to quantifying and communicating the value your solution provides.

Our program is broken down into 3 modules. From understanding your customer's business, how they make money, to quantifying and communicating the value your solution provides.

Know your customer's business

Know your customer's business


Understand Business Drivers

Identify what you can impact, broaden solution scopes, and uncover additional decision-makers, leading to greater perceived value and larger deal sizes.

Target Engagement

Identify key decision-makers and buying centers enabling to tailor engagement for maximum impact and alignment.


Strengthen Relationships

Forge valuable connections across all levels of customer organization. Enhance engagement by speaking the customer's language and understanding their needs.

Understand Business Drivers

Identify what you can impact, broaden solution scopes, and uncover additional decision-makers, leading to greater perceived value and larger deal sizes.

Target Engagement

Identify key decision-makers and buying centers enabling to tailor engagement for maximum impact and alignment.


Strengthen Relationships

Forge valuable connections across all levels of customer organization. Enhance engagement by speaking the customer's language and understanding their needs.

Understand how your customers make money

Understand how your customers make money

Identify Profit Improvement

Correlate your customer's financial drivers with your solution for enhanced customer profitability, leading to increased value for both the customer and your sales team.

Increase Financial Fluency

Equip sales teams to confidently engage in discussions around critical financial metrics and the impact on the customer's bottom line, elevating the quality of sales conversations and positioning themselves as strategic partners.

Align with Customer Priorities

Training on how to align sales strategies with the customer's operational and financial priorities, ensuring more effective sales engagements while fostering stronger and strategic relationships.

Sell and deliver customer profitability

Sell and deliver customer profitability


Communicate Value

Quantify value as Total Cost of Ownership - a broader view of all the things your solution can bring to solve the problem enabling greater deal sizes while avoiding price games.



Produce Profit Improvement Proposals

Create winning value propositions based on profit improvement and impact on the customer's business that differentiate and win vs. competition.

What our clients say

What our
clients say

Industry:

Wholesale Industrial Products

Challenge:

Sellers lacked strategic thinking

Outcome:

Doubled deal size

Industry:

Wholesale Industrial Products

Challenge:

Sellers lacked strategic thinking

Outcome:

Doubled deal size

Industry:

Chemical Manufacturing

Challenge:

Unclear on reps’ performance gaps

Outcome:

Training targeted where it’s needed

Industry:

Chemical Manufacturing

Challenge:

Unclear on reps’ performance gaps

Outcome:

Training targeted where it’s needed

Industry:

Wholesale Building Materials

Challenge:

Stuck competing on price

Outcome:

Higher margins and lower SG&A

Industry:

Wholesale Building Materials

Challenge:

Stuck competing on price

Outcome:

Higher margins and lower SG&A

  • Bob has been an inspiration to me as I have developed in my professional career. He leads by an example that I respect in a sales position. His approach to sales if less about the sales and more about the relationship which is no doubt why he is so successful in sales. The approach is refreshing!

    Michael Cooley

    Senior Vice President, B2B Software

  • Bob makes the complex principles of financial profitability easily accessible to sales and business leaders. He equips and inspires others to move forward with confident linkage between business action and financial result.

    Marshall Tokheim

    Information Technology

  • Bob lives helping others to understand profitability. He has done it very professionally and effectively with many different audiences that I have worked with. The stakeholders and I have always been pleased with the results.

    Renie McClay

    Industry

  • Profit Selling describes how sales losers can become sales winners, even in a rapidly changing business world.

    Geoffrey James

    Author of Business Without the Bullsh*t

  • Under Bob's leadership, our sellers learned how to make the shift from selling products to selling solutions. His strategic insights, innovative strategies, and cutting-edge training programs have been instrumental in helping our team develop a customer-centric approach that has resulted in increased profitability.

    Kimberly Bruck

    Commercial & Industrial Equipment Wholesale

  • Bob is an executive-level business development expert with great insights into deploying financial literacy and profit-centered business development strategies. He assisted us in going to market in a differentiated way.

    Cleven Wright

    Business Consulting and Services

  • Bob has been an inspiration to me as I have developed in my professional career. He leads by an example that I respect in a sales position. His approach to sales if less about the sales and more about the relationship which is no doubt why he is so successful in sales. The approach is refreshing!

    Michael Cooley

    Senior Vice President, B2B Software

  • Bob makes the complex principles of financial profitability easily accessible to sales and business leaders. He equips and inspires others to move forward with confident linkage between business action and financial result.

    Marshall Tokheim

    Information Technology

  • Bob lives helping others to understand profitability. He has done it very professionally and effectively with many different audiences that I have worked with. The stakeholders and I have always been pleased with the results.

    Renie McClay

    Industry

  • Profit Selling describes how sales losers can become sales winners, even in a rapidly changing business world.

    Geoffrey James

    Author of Business Without the Bullsh*t

  • Under Bob's leadership, our sellers learned how to make the shift from selling products to selling solutions. His strategic insights, innovative strategies, and cutting-edge training programs have been instrumental in helping our team develop a customer-centric approach that has resulted in increased profitability.

    Kimberly Bruck

    Commercial & Industrial Equipment Wholesale

  • Bob is an executive-level business development expert with great insights into deploying financial literacy and profit-centered business development strategies. He assisted us in going to market in a differentiated way.

    Cleven Wright

    Business Consulting and Services

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Frequently Asked Questions

Frequently Asked Questions

What is the primary focus of the Profitable Selling®: Strategies for Building Profits and Winning Customers; program?

How is the training program delivered?

Who is the target audience for this training program?

How does the program help salespeople understand customers business challenges?

What makes this training program different from other sales training programs?

How do salespeople learn to understand the customer’s business cycle?

How does the program address different buyer types?

What outcomes can companies expect regarding business knowledge and customer engagement?

How do salespeople learn to quantify their value and demonstrate profit improvement?

What are the key learning outcomes of the program?

What is the primary focus of the Profitable Selling®: Strategies for Building Profits and Winning Customers; program?

How is the training program delivered?

Who is the target audience for this training program?

How does the program help salespeople understand customers business challenges?

What makes this training program different from other sales training programs?

How do salespeople learn to understand the customer’s business cycle?

How does the program address different buyer types?

What outcomes can companies expect regarding business knowledge and customer engagement?

How do salespeople learn to quantify their value and demonstrate profit improvement?

What are the key learning outcomes of the program?

What is the primary focus of the Profitable Selling®: Strategies for Building Profits and Winning Customers; program?

How is the training program delivered?

Who is the target audience for this training program?

How does the program help salespeople understand customers business challenges?

What makes this training program different from other sales training programs?

How do salespeople learn to understand the customer’s business cycle?

How does the program address different buyer types?

What outcomes can companies expect regarding business knowledge and customer engagement?

How do salespeople learn to quantify their value and demonstrate profit improvement?

What are the key learning outcomes of the program?

Maximize Margins
Grow your Bottom Line

Maximize margins and grow your
bottom line

Book a call

Profitable Selling

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