Allow me to introduce myself... I'm Rick Hahn

WHAT I DO

I am an operating guy.  I learned how to run businesses by actually doing it.  I’ve managed in companies ranging from start-ups to $ billion enterprises. 

My companies almost always relied on sales organizations (as opposed to acquisitions) to deliver revenue growth.  Without predictably growing revenues we could not predictably manage product development, G & A expenses, or profitability.  And our credibility with Boards and the outside world is always dependent on delivering promised revenue.

I use my knowledge and experience to work with your team to transform their selling efforts into a defined and repeatable business process.  We don’t just talk about it…we implement it together.  Together we will focus on key methods and techniques such as:

·       - How to develop high-impact messages to your prospects’ executives that will lead to initiated sales cycles and add opportunities to your pipeline

·      -  How to communicate value to all levels of your prospects’ organization

·     -   How to manage sales cycles for efficiency and predictability   

     -   How to monitor and measure your sales process so you can diagnose and correct when necessary.

The results of these efforts will be real – and measurable.  And unlike most “consultants”, I work alongside your team to actually implement the new skills, methods and techniques we develop.

Finally, my projects are predictable as well.  They are executed quickly and affordably.

HOW I DO IT

Too often however, selling is treated more like an “art” than a repeatable process.  This leads to symptoms such as:

·       - Missing sales targets (often learning this only late in the quarter)

·       - Difficulty articulating the value proposition – especially to senior executives

·       - Long, unpredictable sales cycles

·       - Losing large opportunities late in the sales cycle

·       - Inconsistent results in hiring sales professionals resulting in expensive turnover

Perhaps surprisingly to you, I have long been skeptical of consultants.  From time to time during my operating career I hired consultants to help.  I often liked their fresh ideas.  I often disliked that they were long gone when it came time to implement the new ideas.  And they were usually nowhere to be found when we ran into trouble (unless I wanted to re-open my wallet!).  They lacked “skin in the game”. 

I do things differently.  Here’s how:

- We will discuss – on my dime, not yours – the specifics concerning what process symptoms you’re experiencing, and what needs to be improved

- I will develop an action plan to achieve the objectives we’ve identified.  This plan will include implementation.

- We will review the plan together and jointly determine whether to proceed.

- I work alongside your team to develop and implement the needed methods and techniques; as well as creating a methodology to measure progress and process performance into the future.

- I do all the work myself.  You won’t be funding any on-the-job training of junior associates.

- My implementation includes working with sales people to plan and manage specific sales opportunities – we actually move real sales cycles forward.

- You will always know the timeframe of the project and the associated costs.

Sales executives and their teams trust me because my knowledge and expertise comes from experience – not a book or Powerpoint presentation.  I’ve been in their shoes…and I’m about achieving results; not assigning blame.

If you’re ready to improve the performance of your selling efforts in less than 60 days, let’s get started!