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CALM OCEAN SALES
The First Of Its Kind (VPS)aaS - VP of Sales as a Service
"We don't have enough pipeline"
"Something just seems off in our Go To Market"
"We need to build an Expansion (upsell/cross-sell ) motion"
"How do we take advantage of AI in our sales process?"
"My CRO just resigned, now what do I do?"
"My
If you are a Founder, CEO, CFO, CRO or Investor ( VC/PE ) and are time constrained or not achieving the sales goals you require or envisioned-
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Is it the sales process?
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Is it market conditions?
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Is it the market message?
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Is it sales leadership?
In the "new economy" it is imperative that your message, processes and people are aligned.
With the (VPS)aaS model, your business uses only the level of service required for the prescribed duration. This enables faster cycle times and reduced operational and headcount costs.
Our mission is to get to a calm ocean together.
In business-
all too often we find ourselves or our teams fighting stormy seas where sometimes bad things happen quickly.
And sometimes problems occur over time.
In business that can be outdated processes that erode strategies over time with a worse end result than the sudden impact.
What we desire is to navigate a calm ocean- to be able to have a reasonable ability to have predictable outcomes.
FAQ
What is a (VPS)aaS?
The VP of Sales as a Service enables your business to essentially license a point solution to solve a Go To Market Challenge. In some cases the (VPS)aaS is focused on building pipeline efficiency. In other cases it can be sales forecasting or Strategic Account Planning. It may be necessary to utilize a more traditional Fractional VP of Sales to strategically embedded for 1-2 days per week in 30-90 day increments, however many businesses today have capable sales leadership in place and not enough hours in a week to build or improve GTM processes.
A (VPS)aaS can help during growth phases of your business or step in on an interim basis to fill a vacancy and may even help source or hire a full time sales leader.
What are some of the benefits?
Your business gets the experience of a seasoned leader at a fraction of the cost of a permanent hire. If your business is at an early stage or needs to otherwise focus funds ( and founder attention) on growth, utilizing a (VPS)aaS may be the perfect solution.
Even better, costs are predictable*. No bonuses, no equity, no benefits to pay.
(*value based pricing is also available)
How long is the commitment?
Duration depends on the services you require. It can be a few hours one time or ongoing for several months. You decide what you need for your business!
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30+ years of B2B sales experience
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20 years of sales leadership experience
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Experience building and managing sales organizations from startups to the giants of technology.
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Experience building and modifying sales teams and processes.
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Advisory experience across a range of sales and marketing technologies.
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Pavilion CRO Certified
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Arbinger Institute "Outward Performance for Leaders" Certified
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Patient, empathetic, professional
A little about Mike Muhlfelder-
Calm Ocean Sales Sample Clients
Mike In The Media
Recommended Reading
The Role Of Accountability in Sales Success ( podcast 25 minutes )
Is It A Pipeline Problem Or A Qualification and Discovery Problem? ( video 46 minutes )
Top 50 Sales Influencers - 2021
Sales Career and Selling Process Tips ( podcast 49 minutes)
Sales Leadership In A Time Of Crisis ( video 44 minutes )
Becoming A Technology Enabled Salesperson- article
Developing a B2B Sales Playbook to Maximize Pipeline Efficiency ( video 30 minutes )
B2B Selling In the Modern Era ( video 19 minutes )
What does the offering include?
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Review and revamp( as necessary ) account plans and account planning process
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Review and advise as necessary on individual sales opportunities
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Review and advise as necessary individual sellers and, or members of the Go To Market (GTM) team
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Review and advise as necessary the engagement process of the specific members of the GTM organization, or specific functions / members of the team ( Sales, Marketing, Customer Success )
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Offer an unbiased “safe space” for conversations related to business and business related concerns
What are some of the Goals / Positive Business Outcomes of the Go2MarketLab?
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Your organization gains an additional experienced leader to assist in deal execution as well as process review and modernization.
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Your organization can accelerate and scale the Go To Market organization at a fraction of the cost of a permanent hire.
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Faster sales cycle times and process optimization at each step and stage of your Go To Market process
Engage in discovery of people, process, technology through a series of interviews, system and process reviews.
Written report with findings and recommendations and playbook as the output.
(Pricing varies with duration)
Contracted Sales Leader 1 day /week or 2 days / week.
Engagement can include forecast creation and management, deal negotiations, BOD prep, leader and / or rep coaching, review and deployment of process and technology, recruit for full time Head of Sales.
(Pricing varies with duration; minimum 30 day engagement)
CONTACT MIKE
Testimonials
Working under Mike’s guidance, our team was able to transition from a well known transactional selling model to a more strategic approach. Mike’s knowledge of the MEDDIC sales process, coupled with his strong coaching and mentoring skills, helped us to understand how to effectively engage with mid-market and enterprise customers and navigate complex sales cycles.
I greatly appreciated Mike’s dedication to our team and his commitment to helping us succeed. Mike was always available to answer questions, provide feedback, and offer guidance when needed. His leadership style is supportive, collaborative, and focused on achieving results. - B2B Sales Director
(Mike's) leadership cadence and candid communication style aligned well with what I was looking for in a senior leader. Experience, compassion, and flexibility are a few words that I would use to describe Mike's approach to leading a Sales team. A consummate professional, always.- B2B Sales Leader
Mike helped transform our company from a single product sales organization focused on new logo acquisition into a multi-product, new logo and expansion organization. He did this by putting in a structured sales methodology and reporting while recruiting/developing a high caliber team. He has a passion for ensuring new customers received the full value of what they purchased and he helped deliver that through a high touch sales model and engaging cross-functionally for solution and value delivery. His years of technology sales experience in both large and small companies is invaluable to executives and sales leaders who want to accelerate development of their go to market model, team skillsets and overall sales methodologies.- B2B SVP
Strategy is critical in deals of any size and Mike has led and supported several projects solely and alongside sales members. Not all opportunities will run the same strategy and Mike is an expert on creative selling methodologies and moving the needle to win. Being a great sales leader is not just about being good at sales and selling. It's about being an effective coach and building a solid team. I've had the opportunity to work with Mike within the sales organization for 3+ years. His leadership and mentorship were invaluable to the top-of-funnel organization and new business development. To be a successful leader one should have the desire to grow top-notch talent and Mike was very passionate about the development of members personally and professionally. Many successful professionals are thriving in their careers today due to the support and mentorship he has provided. -Sales Development Mgr