Clients have documented the impact of our approach on more than $1.65B in pipeline revenue, achieving an average opportunity-to-close rate of 74%.

This year thousands of CEOs and sales leaders around the world will be applying the same approach to accelerate deal generation, pipeline growth and sales culture alignment in their own businesses.
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Two B2B Categories

Clients generally operate in the following two B2B categories, using our proprietary tools and techniques to build their own unique and strategic paths to growth:

• Professional Services: Information technology, management consulting, health care, digital media/branding agencies, corporate law, accounting, engineering, private equity, venture capital and investment banking.
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• Professional Sales: Software, technology, telecommunications, medical devices, automotive and industrial manufacturing, distribution, advertising sales, insurance/benefits, construction, contracting, staffing/recruiting and relationship banking.
  

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100% Referencable

INC 500, Deloitte Fast 50, Deloitte Fast 500, Business First Fast 50, Innovation Awards and others have recognized many of the companies we’ve worked with as high-growth market leaders. Past and current clients include:

• Large enterprises: Hewlett Packard, SAP, IBM, Unisys, BearingPoint, Liberty Mutual, Aetna, Avis, Deloitte, Sungard, Philips Broadband, American Red Cross Blood Services, Ernie Green Industries and others.
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• Small and mid-market growth companies: FocusCFO, Avizent Risk, Bailey Cavalieri LLC, Circone + Associates, Sequent Consulting, Ray & Barney Group, BounceFire, Creative Spot, Beyond Software, Progressive Medical, Dawson Resources, Centracomm, Znode, improveit360, Columbus Business First, TechColumbus and others.

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No Theory. Just Results.
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• "I've been practicing the lessons taught during the sales meeting last month. I'm writing to inform you that I feel guilt, somewhat akin to taking candy away from a child. When using the system I learned, results are very predictable. Before, I used to be surprised to get a response whereas now I'm even more surprised if I don't get an answer. What a reversal. Furthermore, the replies often indicate precisely the person or pain needing addressed. Like shooting ducks in a barrel (I hunt), yet if I revert back to my "old' ways, I get the same results I had before. It works; Striking! Just thought you'd appreciate the feedback firsthand, and I wanted to write the words: thank you very much!"

      - Marc Poirier, Veteran Top Producer
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• “James Rores is a dynamic individual that has the wisdom that changes lives. His willingness to share insights with others and lead a team towards excellence will make a difference in your business. James has supported our leadership team's development through a systematic approach to get folks talking about what really matters and helping them to see the power is within their control to impact the changes needed. I highly encourage anyone interested in being successful to engage James in your business. You will certainly be glad that you did!”

      - Chris C., Veteran Sales Leader   
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•  “I attribute a large portion of my current success in sales to the things I learned while working with James. James truly is a gifted mentor and leader. His ability to bring structure to the sales process is unique and a valuable asset to any company looking to improve the results of their organization.”

      - Chris S., Veteran Top Producer 
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•  "I just wanted to thank you again for the time you spent with my team this past week, at both the evening event as well as the day session; the information you presented, as well as your thoughtful insights were very beneficial and I know all your suggestions made a strong impact on the entire group.  The overview was especially on the mark and the concepts reviewed made an indelible impression on each and everyone of the team members.  I have asked the team to consider you as their ‘key’ [coach], and that they should consider reaching out to you for all of their top accounts.  I have also positioned you as someone that if they don’t engage on a regular basis; I would imagine that it would be difficult for them to obtain their revenue goal next year. Thanks again--you are a great partner and truly appreciate your assistance and guidance.”

        - Regional Sales Manager, 
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• "Your ability to quickly create a safe environment that was conducive to me sharing our challenges was unbelievable. I walked away eager to get started." (CC)
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• "We added $5M to our pipeline in 6 weeks and closed $1M of net new revenue 6 months later." (JH)
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• "A tremendous approach to sales ... a real game changer for us." (ES)
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• "We achieved a 50% penetration rate into our most difficult target accounts." (KP)
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• "This was one of the best sales training I've taken. I am very interested in taking the next class."
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• "You tripled our pipeline in 45 minutes." (KP)
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• "I could have talked with James for the entire day, he was very inspirational." (RC)
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• "We get a 60%-70% response on our follow-up!" (DA)
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• "A major break through occurred!" (ES)
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• "We improved our Lead-to-Close rate by 15x" (ST)
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• "This training should be mandatory to all [company] sales."-
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• "Our influenced close-rate grew to 74%" (ST)
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• "Specific and great content!"
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• "Excellent material. Looking forward to the follow up coaching." 
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• "Pipeline is crucial. This will make this easier for me to grow my pipe and be successful."
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• "Great content and presentation."
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• "Really focused on key areas for my role."

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Sample Use Cases

• $20+ billion diversified health care benefits company looking to achieve a strategic shift in its national accounts team. Following a two-year reorganization of their national sales group we helped initiate a cultural shift across more than 400 producers by implementing training, coaching, and sales enablement tools to the top 100 producers. The client was able to ensure system-wide adoption of strategic initiatives, optimize the return on supporting infrastructure investments, and grow sales production above plan by placing greater pipeline control in the hands of the field team.
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• $3 million professional services firm looking to create a scalable marketing and business development model to accelerate its regional growth plan. We helped establish systems to recruit top business development talent and activate the predictable growth of bookings and revenue recognition. The client achieved 48% year-over-year revenue growth while maintaining budgeted gross margins.
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• Pre-revenue venture backed software company with $8M in funding. Their product/service offering was launched with a regional outside sales team comprised of top-producers form large global companies. The company leveraged each sales person's rolodex and industry knowledge to open doors and close early wins. However, over time the challenge of going to market with a disruptive solution that was typically not budgeted, and without a known brand that could open doors, the team's rolodex provided only limited value. The solution was to introduce disciplined, closed-loop marketing programs at both ends of the sales pipeline, delivering targeted branding and demand generation. Sales was supported with a simple and well defined process which allowed us to identify and train to less than 5 critical skills required to create and measure SalesFlow(TM). Over three years we were able to achieve quarterly growth rates as high as 40%, leading to a successful exit for the investors.
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• $14 million software company looking to broaden its market reach by complementing its existing inside sales team with a new field sales team. We helped introduce a flexible strategic sales model and an expanded product/service offering. The client achieved +200% of goal, increasing average deal values by 10x while maintaining a relatively short sales cycle.
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• 140-year old bank looking to fully leverage an indirect investment by Warren Buffet which would spur the acquisition of several billion dollars in deposits. We helped design, implement and activate an 85-person team of relationship managers, business bankers, and other producers. The client was able to establish a scalable foundation of ‘technology and talent’ that supported a multi-state expansion of the bank’s footprint and marketing objectives.
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• $300 million division of a second-generation family business looking to diversify into new markets. We helped update a mature go-to-market strategy and re-tooled existing sales, marketing and product/service teams to better compete against well-established brands. The client was able to quickly establish a leadership position within new buying-centers, achieving 5x growth in new client revenue over a 30-month period.

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Our Guarantee

We work with most clients on a fixed+success fee basis, and will guarantee results for any client willing to measure our performance. 

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