Accelerate
Revenue Growth Leveraging Salesforce
Unlock repeatable success to scale fast, execute with discipline, and lead your market.
Launching soon
Sales Process Optimization
Most teams build Salesforce around how they wish sales worked, not how deals are actually won. We align your Salesforce workflows with proven buyer behavior and connect them to individual development goals, so reps build deal strategy and process mastery in real time. We're building a Salesforce-native app that integrates seamlessly with your sales ecosystem, turning daily execution into a growth opportunity, not just a reporting task.
Deal Coaching & Qualification
Qualification shouldn’t be a mystery or a manager’s burden. We embed frameworks like MEDDIC directly into Salesforce, giving reps a guided path to follow and train against. Reps can build these competencies independently, while managers use structured 1:1s to reinforce learning and coach with precision.
New Hire Ramp & Onboarding
Onboarding doesn’t stop after week one. We help reps ramp faster by integrating self-paced training so they’re building core competencies (discovery, urgency, qualification) while doing real work. With personalized development goals and opportunity to schedule regular 1:1s with their managers, growth becomes ongoing, not one-time.
Execution Analytics
Dashboards tell you what’s happening. We help you understand why - by connecting Salesforce insights to behavior, skills, and learning needs. Reps and managers can see where a deal or skill is stuck, track progress toward development goals, and take targeted action to improve performance, independently or together.
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.
Core problems we solve:
Sales Rep Performance Consistency
Problem: Too few sellers achieve quota, and there is no proven template of activities and KPIs that will reliably drive success.
Solution: Develop clear success profiles and a KPI measurement model that tracks and correlates results, with reporting to drive reps to focus on the activities that will drive outcomes.
Seller Competency Development
Problem: Sales rep competency development is lacking, or is not focused on the knowledge and skills required to deliver results in the current market conditions.
Solution: Define relevant competencies correlated to sales KPIs, and assess skill levels with recommended development activities and manager coaching.
Manager Development
Problem: Sales managers often lack the necessary skills to perform effectively as strategic, operational, and people leaders, and are generally unprepared for their current roles or future senior management positions.
Solution: Define a sales leader competency model and training program that creates the required performance levels, and ensures the implementation of skills in everyday leadership activities.
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
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Start your journey with Leading Sales
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Blueprint for Building Elite Sales Teams
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Scale-ready Assessment
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Leading Sales
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