Introduction

About Me

Bob is the CEO and Managing Director of BetterSell Solutions; a company who for the past fifteen years clients have relied on to sell more big-ticket, B2B projects and solutions. His clients look to him to help them achieve sales and marketing excellence. As an independent sales consulting partner for Miller Heiman, Inc. a global leader in building exceptional sales organizations, he helps organizations dramatically improve sales productivity through consistent, field-ready processes, benchmarking tools, development programs, and process consulting.

Our three primary areas are:

- Sales training and consulting through our affiliation with the world class sales training company Miller Heiman
- Sales Summits, peer groups of CSO who meet bi-monthly on resolve each others issues
- Coaching and mentoring to CEOs, CSOs and other sales executives.

Bob has played a pivotal role in the success of a number of companies both large and small. Before starting BetterSell Solutions, Bob was a business development director in the firm-wide e-Business initiative at PricewaterhouseCoopers where he developed and managed an invitation-only program called the E-Business Best Practices Forum.

For seven years at Lotus Development Corporation he held senior management positions. As Director of Strategic Alliances he managed all sales and marketing activities related to the IBM relationship that ultimately led to IBM's acquisition of Lotus.

At Renaissance Solutions, Bob was a Principal and managed the Performance Innovation Group where he sold and managed large consulting engagements that worked with clients’ adoption of new technology for sales applications. At i-Cube, a systems integration firm, he established sales relationship agreements with Oracle and Hewlett Packard which resulted in i-Cube leveraging more business for these companies than three of the “Big 6”.

Business Description

If you have all the revenue you need, you don't need us. Specialist in big-ticket, B2B technology sales.

My Skills

big-ticket-b2b-sales
lead-generation
account-and-relationship-management

Profile Questions

What do you like most about your profession?

Seeing the results.

What questions do clients most commonly ask you? How do you respond?

Common questions: 1. How do we know if our sales process is optimal? 2. How do we get better to being world class? 3. How do we position ourselves with our current customers so they buy more from us in the future? 4. How do we reduce our sales cycle? 5. How do we have better conversations with our prospects? and a hundred more. For some of the answers look at some of the articles I've posted.

Describe a recent client engagement or project.

For a large SaaS company we put together a repeatable, proven methodology to pursue large (<$250k) opportunities. Then for the existing client base we put together an account relationship management methodology to enhance relationships with the major players in the account and to build loyalty.

Work/Experience

Founder at Sales Summits

April 2009 - Present
The job of the Chief Sales Officer is the loneliest job in the world. You constantly get beat up by your CEO for more revenue, your people for pushing too hard, and your customers who want and demand more.

If you "carry the number" for your company or division and the above resonates with you, then you are a candidate to join a Sales Summit. Sales Summits are groups of 8-10 sales leaders who meet monthly to discuss their issues. This is a no bull session, no consultants pitching their wares, no boring presentations, just four hours in-person to discuss the pressing issues within the group.

Recent issues discussed include: sales compensation and models, social media, CRM implementation and best practices, customer research and surveys, and best practices in account management.

Miller Heiman Sales Consultant at MHI Global Sales Performance

January 2003 - Present
Bob is the CEO and Managing Director of BetterSell Solutions; a company dedicated to helping companies achieve sales and marketing excellence. As an independent sales consulting partner for Miller Heiman, Inc. a global leader in building exceptional sales organizations, BetterSell Solutions helps organizations dramatically improve sales productivity through consistent, field-ready processes, benchmarking tools, development programs, and process consulting.

CEO at Bettersell Solutions

May 1999 - Present
If you have all the revenue you need, you don't need us. It's as simple as that. We are in the business of helping companies solve their revenue problems. We do that through identifying holes in the sales process or the way products and services are presented to their target market. As a certified Miller Heiman sales consultancy we can offer the full range of services including Strategic Selling and Conceptual Selling training courses, as well as StartPoint sales process diagnostics and Predictive Sales Performance to assess just how good your sales reps are.

Location

Contact Information

Boston, MA
Phone: 617-969-8887

Bob's Badges

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