VAR company: Revenue increased by $2.5 million (500%).
Packaging company: Revenue increased by $1.2 million (250%).
Service company: Revenue increased by $3 million (+50%).
Software company: Revenue increased by $2.5 million (25%).
Sales were flat to declining for the 2 years previous to our work together. CRM adoption by the sales team was extremely low. No proven sales process or methodology existed, and as such, managing the team was extremely challenging and sales results suffered.
Working closely with ownership, we:
The client is a privately held enterprise with 65 employees. My work with them took place over the course of 2 years. They have sales staff around the world (Russia, China, Taiwan, Spain, Brazil, Mexico, Canada). Annual revenues are approximately $9 million.
Revenue increased by $3 million [+50%] over the course of the project.
Sales were flat prior to our work together. The sales team were technical industry specialists with little experience selling large, complex deals. No proven sales method, funnel process, or sales strategy methodology existed. The Sales Director was new to sales management.
Working closely with sales leadership, we:
The client is a privately held enterprise with 80 employees and revenues of $12m. My work with them took place over a 14 month period. They provide last mile delivery solutions to a diverse range of B2B & B2C clients across North America.
The company attracted significant investors as the sales function was taken from a state of no process rigour into one with a full-scale Lead Acquisition-Business Development-Sales process infrastructure. This foundation was implemented across the Regional and Key Accounts Sales Teams in both Canada and the United States.
Virtually all of the company’s revenue growth prior to the project had come from one significant customer. This created a very unstable business. Further, without a repeatable sales motion that generated revenue reliably and predictably, attracting significant investment capital to take the company to the next level was extremely difficult. Finally, the Regional Sales Team was underperforming and the Key Account Sales Team had yet to be built.
Working closely with senior leadership and multiple departmental internal stakeholders we:
The client is a privately held enterprise with 18 employees. My work with them took place over a 12 month period. They sell packaging solutions to consumer package goods customers.
Topline sales increased 250% [$1.2 million] after 12 months of working together.
The sales team were all new and had no prior sales experience. Revenue in the 12 months before our project was flat, with no salesperson reaching their sales target. No business development or sales process infrastructure existed prior to our work together.
Working closely with ownership and the sales team, we:
The client is a privately held enterprise with 130 employees. My work with them took place over a four-year period. They are a Value-Added Reseller of a six-figure ERP solution with offices across Canada.
Sales team generated revenue increased 500%, from $600,000 per year to $3.1 million per year.
The principal of this fast-growing enterprise lacked the time required to create-implement-optimize sales process & methodology rigour. The sales team was underperforming. CRM adoption was low and as such data mining and revenue forecasting was made difficult.
Working closely with senior leadership we:
Average revenue growth clients realize in the first year of working together
The number of companies who’ve benefited from Rob’s expertise.
The number of different industries Rob has driven results in.
Rob works with growth-minded business owners and leaders to build a scalable revenue generation engine that achieves reliable and predictable year-over-year revenue growth. Think “Fraction VP of Sales” or “Outsourced Sales Manager”. Rob achieves sales growth through a Rapid Install of systems and process that optimize how companies deploy their staff, execute on their sales processes and leverage technology to automate sales tasks.
Your audit is focused on 3 core areas; Sales, Customer Success and Marketing.
Next is a rapid install of the systems and process you need to ramp up your revenue production.
Helping ensure meaningful and measurable results are achieved.
“There MUST be a better way to sell!”
Sell More by Selling Less Book is now available as an e-book so you can purchase today and get instant access!
“There MUST be a better way to sell!”
After studying many sales methodologies and being thoroughly bamboozled by most of them Rob thought “there must be a better way to sell. One that is sound, effective and is easy to learn and apply.” That way is The Conversational Sales Method. In Sell More by Selling Less you will learn to master it.
We have worked closely with Rob to build and refine a customized sales process that works for us in our industry. It is simple, easy to follow, and it works. Halo Metrics has enjoyed a solid footing in a competitive and ever-changing market since launching it.
Rob Malec has the uncanny ability to demystify the selling process. In this book he breaks down the complexity of sales into simple, easy to understand approaches. His proven models and techniques will have you working more efficiently, more effectively and producing results like a seasoned sales professional in no time. Rob’s focus on bringing value to clients makes good strategic sense in today’s complex world of business. His practices dovetail seamlessly with contemporary business, marketing and growth strategies.
Rob is a sales expert. His strength is simplifying the sales process into a step by step formula for success. He is also a great sales teacher both as a one-on-one mentor and classroom trainer for an entire team. I highly recommend him to help take your revenues to the next level.
If you want to take your sales process to the next level you need to model the behaviours of top salespeople. Rob has taken these behaviours and written a book which clearly lays out the tangible steps you can take to boost your revenues now.
Rob’s process-driven approach ensures that the gaps in your strategy will be managed, and every decision made in the right order with the best chance for success. What more could you hope for in the real world?
Rob has mastered the Art of Selling. His methods are not only simple to adopt but also generate real revenue.
I recently had an interview on the Consulting Success® Podcast where I talked about the roadmap to mastery in consulting. To listen and read the full interview click HERE
Based in Vancouver British Columbia Rob Malec has been helping his clients increase the revenue their companies generate while operating more effectively as an organization since 2001.