Helping SaaS Companies With Their Hardest Problems

Unrecognizable business manager scaling up sales and marketing via artificial intelligence

Whether you are building your first sales team or coaching your existing sales team, I can help.

I am a 5x CRO and 1x CEO who has spent the last 30 years exclusively focused on helping enterprise SaaS companies.

Are you a Founder trying to scale your first sales team?
Did your first VP Sales hire not work?
Are you moving from a PLG motion to enterprise sales to capture the expansion sale?
Is your existing sales team struggling to close large deals?
Are you worried about customer retention and overall relationships with your customers?
Are your upsells taking forever to close?

These are just a few of the situations I have experienced over the years. If any of these issues and questions are familiar, you have come to the right place and I would love to help.

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Enterprise Sales is Hard!

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Many companies struggle moving from founder led sales to more mainstream sales

Some of the reasons for this struggle include:

Founders do well with innovators, but struggle with more mainstream sales cycles
Traditional sales skills do not work well in the early adopter or even early majority stage
- These stages require a much more consultative approach
Messaging that works for innovators does not work well with mainstream buyers
- You also need more sales ready messaging for the sales team
Big company sales leaders are often frustrated with lack of resources and momentum of early to mid stage companies
- Makes it harder to find that first VP Sales

Lighthouse Offerings

I offer services from interim CRO and advisory services for early to mid stage companies, all the way to account strategy training and reinforcement for enterprise sales teams. Everyone is unique, and I have seen a lot of different challenges and situations, so I am confident we can put together a service that can help you with your most important and complex issues.

Negotiating on project. Corporate experts in formalwear sitting around table and talking a

True adoption of any sales training has been extremely hard. Even the best training requires constant reinforcement and coaching. This engagement surrounds the workshop with coaching and account reviews to maximize adoption and strategy development.

Fractional or Interim CRO Services

Realizing that every company is different and unique, we can work together to create a custom offering that hits your biggest and most important opportunities.

Advisory Services and Assessments

This 3 day workshop focuses on the fundamentals of the enterprise sale, with a focus on the components of a winning strategy. The key deliverable is a completed account strategy for each rep.

Account Strategy Workshop

True adoption of any sales training has been extremely hard. Even the best training requires constant reinforcement and coaching. This engagement surrounds the workshop with coaching and account reviews to maximize adoption and strategy development.

Account Review Program

When you know your why, you'll know your way text message written on note page with magnif

This service helps companies focus on the "why" of their solution and improve their executive level messaging. A move from product based messaging to more vision and strategic messaging can help reach those hard to find executives.

Sales Messaging Workshop

Based on demand, I can deliver the workshop online to sales reps from different companies. This is especially attractive for young reps that want to move from transactional sales to large, enterprise sales.

Lighthouse University and Individual Coaching

Selling With Attitude

Have you ever been treated poorly by a prospect? Are you tired of jumping through hoops or being ghosted? Do you struggle getting credible information from your large account?

I never let myself or my reps be subservient to any prospect. This takes skill, credibility, confidence, and above all, attitude.

In my blog, Selling with Attitude, I will take on some tough, at times contradictory, and often controversial topics. Selling large deals is definitely not for the faint of heart, and I will write about my experiences, what I am still seeing today, and some useful concepts and strategies.

I hope you enjoy.

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