We roll up our sleeves with founders and the market-facing team to build sales execution skills and a repeatable sales process, focused on active deals in the pipeline. New customers and revenue growth is how we keep score.
Many things that founders need to do to land the first customers do not scale, and eventually become barriers to growth. Sales roles, responsibilities, and skill-sets must continually evolve, to create the right conditions for the next stage of growth.
We apply proven B2B sales practices to the unique product and market execution needs of individual ventures, from lead to close to customer growth. Founders and their sales teams receive the personal guidance and attention they need to develop effective sales execution practices, and make smarter decisions for growth.
"A masterclass in supercharging sales! Our work with Kent has accelerated our pathway to scale by adding value to our core sales processes, team sales skills development, and has improved the overall quality of engagements we have with our prospects on a daily basis.
Having attended Kent's sales workshop, we subsequently engaged Spinnaker
"A masterclass in supercharging sales! Our work with Kent has accelerated our pathway to scale by adding value to our core sales processes, team sales skills development, and has improved the overall quality of engagements we have with our prospects on a daily basis.
Having attended Kent's sales workshop, we subsequently engaged Spinnaker coaching over the past two years to support us with scaling sales. Revenue growth has exceeded our expectations. We have more than doubled our conversion rate across the US and internationally, and our top-line has grown by 2x each year!
Kent and his team are seasoned sales professionals who can simplify complex problems, provide creative and practical solutions to each step of the sales process, and offer the skills coaching your team needs to improve sales performance for scale. A high quality experience, and highly recommended!"
"As we headed toward a successful year end, we engaged Spinnaker Sales Group to help uplevel our sales capabilities and processes to support continued growth in the new year.
During the coaching, Jim upleveled our sales skills, improved and streamlined our sales process, designed a sales compensation strategy to properly incentivize our se
"As we headed toward a successful year end, we engaged Spinnaker Sales Group to help uplevel our sales capabilities and processes to support continued growth in the new year.
During the coaching, Jim upleveled our sales skills, improved and streamlined our sales process, designed a sales compensation strategy to properly incentivize our sellers, and eliminated bottlenecks in our emerging channel sales strategy.
Spinnaker was a tremendous help in positioning us for success in the new year!"
"Having participated in various sales bootcamps previously, I was amazed by the hands-on, practical approach of Spinnaker Sales Group's coaching, tailored precisely to our business needs.
Through their guidance, we not only refined our customer profile and crafted a comprehensive sales playbook but also forged a strategic channel partnersh
"Having participated in various sales bootcamps previously, I was amazed by the hands-on, practical approach of Spinnaker Sales Group's coaching, tailored precisely to our business needs.
Through their guidance, we not only refined our customer profile and crafted a comprehensive sales playbook but also forged a strategic channel partnership with a respected industry player. We also successfully onboarded our first full-time inside salesperson.
Their expertise has truly revolutionized our sales strategy, providing a solid foundation for future growth."
"Coaching helped us close a deal with a long-term prospect who had dithered for 9 months. We are currently closing three similar deals using the same methodology. We have totally changed our mindset on how we sell. We are now moving prospects through our pipeline in a much more considered and targeted manner, and pitching the value of our product and services much more successfully. We are moving the right people through the pipeline at the right time and pace, and better understand how we can scale our sales."
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"The coaching helped us close our first customer deal, and reach commercial agreement stage with two of our three top prospects. We are now much more specific in our target customer profile, and much better at qualifying and moving non-qualified prospects out of our pipeline . We are saving time and progressing deals faster than before."
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"The coaching helped us to substantially
refine our sales process, pricing and closing technique, and how to be more efficient as we grow our sales. The tactical help with closing a few deals was brilliant! Fantastic coaching that really brought us forward in our thinking."
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"We’re now pre-qualifying leads and focusing our time on the right leads and we’ve implemented a self serve demo for smaller leads knowing that these bring us less income. We built a better sales presentation and demo structure to align to our customer pain points and a refined closing process to weed out slow ‘No’s’ and zone in on the more likely to convert. Ultimately we’re now investing our time better and where we get results."
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"Kent has an incredible, intuitive and very practical knowledge of the B2B sales process and the most effective strategies. We now have a very clear process and pricing model in place for closing B2B deals, including all the right questions we need to ask and responses we need to prepare at each stage of the pipeline. Thank you for all the training and coaching you have put in place. It feels like a game-changer."
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"The coaching helped us from lead access to closing. We have made a number of successful sales and are now seeking to repeat this at scale.
This has been a transformative experience and highly worthwhile."
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"Kent was an extremely knowledgeable coach who has walked the walk. We ran multiple scenarios and cases past him and he was able to apply his experience and real life examples to support us in coming up with solutions."
"We discussed the challenge of getting access to buyers and decision makers. Kent worked with our team to come up with several strategies. Key learning was how to dismiss the time-wasters early so that we can focus on the real prospects."
"The coaching brought to our team a lot of great ideas to better focus our sales efforts and tighten up our entire lead to close sales process."
"We even benefitted from a great suggestion to improve our product stickiness with existing customers, and how to incentivize customers to expand our product usage (and MRR!). We have already implemented this with success."
B2B Sales Coaching 1-pager (pdf)
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