Accelerate Revenue Growth
Unlock repeatable success to scale fast, execute with discipline, and lead your market.
Leading Sales is a consultancy specializing in the people side of sales performance. For over 3 decades, we have lived the discipline, intensity, and fun of leading enterprise sales.
We apply our knowledge and experience to help ambitious leaders accelerate sales growth. We partner with clients to:
Identify the competencies, best practices, and plays that create repeatable success.
Develop top-performing talent that outsells the competition.
Create sales processes that enable quick and effective team execution.
Grow leaders who drive results and can scale their impact.
Crush your
revenue goals
Process
Deploy a sales operating system that drives crisp team execution. Make a customized sales process the backbone that integrates your GTM strategy and ensures the repetition of successful tactics.
Buying Experience
Differentiate with a unique customer buying experience. Define and communicate customer value throughout the sales cycle with a consultative approach that delivers business outcomes.
Negotiation System
Every customer interaction is a negotiation, establishing the value that is being exchanged. Implement a system that sets parameters, develops skills, and improves outcomes in every transaction.
Forecast Accuracy
Credibility and consistency are the foundation of sales execution. Build a forecasting model into your sales process that provides transparency, enables trade-offs, and mitigates risk in revenue management.
Leadership
Lead yourself, your team, your company, your customer, and your market. Deploying great sales leaders is the key to success in every industry, and developing effective leadership is always a challenge. Leadership is a learnable skill with an underlying process and system that is replicable and delivers consistent results.
Sales Execution
Establish an operating cadence that aligns management of both pipelines - sales and people. Integrate forecast & pipeline management, account & deal strategy, and individual coaching & mentoring.
Organizational Transformation
Category leaders are continually transforming themselves. Deploy a leadership team that enables change and leverages it for competitive advantage.
Market Leadership
Great go-to-market strategies only work if executed. Sales leadership is strategy in motion - they make strategies a reality. Enable your leaders to connect strategy to action in your customers.
Talent
Field the best team in your market, and equip them to win every day. Recruit top performers, ramp new hires quickly, and develop the critical capabilities that deliver outcomes today and position you for the future.
High Performance
Establish a culture that both demands and supports ambitious sellers to do their best work. Become the most desirable place to sell.
Talent Retention
Inspire and enable high-potential individuals to develop their careers with a competency ladder that defines a personal growth path.
Continuous Learning
Your market, your products, and the world are not sitting still. Instill a growth mindset and continuously improve your organization in every role at every level.
How Leading Sales
Can Help
With Talent
Leading Sales will define the success profiles and competency models that underpin high performance for your unique strategy, and deliver the training, development and coaching strategies that elevate your team to the required performance levels.
With Process
Leading Sales will identify the best practices that are proven to win, develop selling processes that make success repeatable, and enable accurate forecasting and data-driven performance analysis.
With Leadership
Leading Sales creates a sales leadership system that is customized to your strategy, process, and team requirements. It defines the KPIs, coaching model, and leadership cadence that are the basis of a high performing culture.
What our customers say
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“I’ve seen Brian and Leading Sales consistently do something that most consultancies can’t - create a predictable enterprise revenue motion, and coach and develop the leaders to scale it.”
Greg Shove, CEO, Section
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“Brian and the Leading Sales team brought an expert point of view to change how we work in the Baxter CCS commercial organization. This has led to quicker, more effective communication, higher accountability, and greater customer intimacy by our sales, clinical, and marketing organizations… resulting in better, more predictable sales and improved customer satisfaction.”
James Teaff, GM, Canada and US Care & Connectivity Solutions, Baxter
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“Working with Brian elevated our entire team's thinking and strategy in just a few short weeks. He really understood our business and offered new perspectives to help us create a new category. The results have enabled our team to engage executives with strategic business objectives that drive urgency.”
Bobby Isaacson, VP of Sales, Upwards
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“Brian and Leading Sales helped our team with timely training and enablement on enterprise Negotiation. They bring a wealth of real-world experience, coupled with a framework that makes best practices accessible and applicable, allowing us to see immediate results.”
Indranil Chatterjee, Chief Revenue Officer, RapidSOS
Explore more from Leading Sales
Start your journey with Leading Sales
Download our ebook
Blueprint for Building Elite Sales Teams
Take our self assessment
Scale-ready Assessment
Contact
Leading Sales
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