Sales Performance Consulting

© 2014 Catalytic Advisors LLC. All rights reserved.

Unlocking Value by Eleva2ng Sales and Customer Service Organiza2ons

to World Class

“The purpose of business is to create and keep a customer.” - Peter F. Drucker


•  Acquire more “share of wallet” at major accounts •  Successfully introduce new products •  Consistently deliver sales growth quarter aEer quarter •  Maintain or grow margins •  Successfully penetrate new markets •  Retain exis8ng customers •  Shorten sales cycles •  Produce accurate sales forecasts •  Outperform industry growth by taking market share •  Respond quickly to changing market condi8ons

Excellent sales and customer service organiza2ons do these things well

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I’ve spent a career transforming sales and customer service organiza2ons •  Became a field sales rep upon gradua2on from business school

•  Sales leadership experience up to 1,200 reps •  General Manager P&L’s from $40 to $250M

•  Turned around three business units in a row over six years

•  Have lead numerous transforma2on ini2a2ves across sales, distribu2on, and technical service

•  Founded Cataly2c Advisors in 2011 with an ini2al focus on middle-‐market manufacturing and distribu2on clients

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Here’s how I unlock value

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I have a simple 4-‐step process

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•  Partner with leadership to insure alignment on objec2ves and metrics

•  Conduct solid diagnos2cs, star2ng with street-‐level insights

•  Build the solu2on through team engagement

•  Execute a collabora2ve Ac2on Plan via project management disciplines

Partner Diagnose Engage Execute


My sales effec2veness diagnos2cs cover six areas

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Sales Strategy •  Segmenta2on •  Value proposi2on •  Pricing

Sales Force Design •  Structure and size •  Territory design •  Support organiza2ons

Customer Engagement •  Sales methodology •  Funnel management •  Rela2onship management

People •  Selec2on and hiring •  Training and coaching •  Performance management

Mo8va8on •  Metrics/dashboards •  Goals •  Compensa2on/incen2ves

Sales Opera8ons •  Data management •  Sales tools •  Lead genera2on •  Fulfillment support

When sales training is part of the solu8on, I bring the best IP on the planet

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Miller Heiman has delivered more than 15,000 client engagements worldwide, from small sales teams to Fortune 50 corporations. The common denominator is that we help sales organizations achieve results quickly. Our research indicates that successful B2B selling in today’s environment is best driven by:

1.  Consistent application of fundamental, repeatable processes, supported by sales tools that are integrated into CRM systems

2.  Sales leadership excellence that results from coaching and managing to those same repeatable processes

3.  A common language across the organization, not only within the sales team but also in support organizations

4.  A customer-centric, win-win approach that builds differentiation and proves value during each customer interaction The Miller Heiman Sales System®

I integrate these and other programs into successful sales transforma8ons

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§  Proven process for strategic account planning that drives long-term win-win success

Large Account Management ProcessSM (LAMP®)

§  Proven process for optimizing results from sales calls

Conceptual Selling®

§  Proven process for deal pursuit that consistently wins more and better sales

Strategic Selling®


There are three reasons Cataly2c Advisors is different

1.   I’m a skilled operator. As a former sales leader and general manager, I get things done collabora8vely

2.  I don’t just diagnose; I excel at guiding implementa8on of priori2zed solu2ons, including coaching key leaders as needed

3.   You get me. I lead every engagement from start to finish

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“Content is good, but the level of the instructors is what makes or breaks these courses. Everett literally did an excellent job on several instances of being able to bounce from each of our areas and provide insight into what we were working on. Would highly recommend bringing him into an organization as a coach.”

—Account Manager, Oil & Gas Equipment


Speaking Engagements •  Emory University Goizueta Business School •  Sales Management Association •  Biz Rocket Radio •  Georgia Association of Manufacturers •  Deloitte Sales Executive Forum •  Forrester Forum

White Papers and Blog Articles •  Management by Riding Around (MBRA) •  Sales Coaching—Art, Science…or Fad? •  Build a Revenue Growth Strategy that Keeps You Off the Rocks •  3 Lessons in Self Leadership from a Peak Performer •  Get Serious About Product Innovation •  Want the Best B2B Marketing?

Facilitation Certifications •  Strategic Selling® •  Conceptual Selling® •  Large Account Management Process℠ (LAMP®) •  Funnel Scorecard®

Everett Hill"[email protected]"www.catalyticadvisors.com"(770) 674-8480""2002 Summit Blvd., Suite 300"Atlanta, GA 30319""

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"www.linkedin.com/in/everetthill"