CLOSED WONS

TECH SALES LEADERSHIP

FEEDBACK ON WORKING WITH AYMAN

INTERVIEW ON SELLING PHILOSOPHY

Interview with Sales Partners Podcast where I cover sales related topics including common mistakes sales reps make, the mindset to have as a sales professional by selling value in the best interest of the client, and the number one thing for sales professionals to do on every call at every stage of the deal lifecycle. The answer is: Schedule A Call.

CORE SKILL SETS DEPLOYED

Sales

Orchestrating systems and processes to engage sales teams in their highest revenue generating activities to max top-line.

Sales Operations

Technology and operations to optimize sales processes and close more deals efficiently over time with ideal target clients.

Client Satisfaction

Tools and processes of outcome to command ideal contract structures so we service clients for maxing opportunity and minimizing overwhelm.

SALES LEADERSHIP PROCESS & SYSTEM

"The outcome of every call is to schedule another call." - Ayman

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CALL TOPICS TO EXPLORE

Data Analytics

Tracking and analyzing the right leading and lagging indicators for success and continuous improvement across all revenue generating and revenue driving functions.

Performance Management

Optimizing and setting up all relevant dashboards to track KPIs. Managing SDRs, AEs, first and second-line managers based on their skill-will matrix.

Competitor Analysis

Methodical approaches in research and inquiry to understand where we win compared to competitors and where they win, to integrate that insight in GTM strategies and tactics.

Marketing

Plan, build, and distribute content that attracts ideal clients to conversations about their needs and our relevant solutions.

Marketing Operations

Developing and optimizing marketing tech stack that is in lock-step with sales operations across the deal lifecycle.

Partnerships

Tools and processes to attract ideal partnerships (integration & revenue) and manage them seamlessly for long-term win-wins.

Remote Team Management

Managing high performing teams who are working on all U.S. time zones.

Outsourced Team Management

Managing outsourced remote teams and integrating the team's culture with U.S. team.

Distributed Team Management

Managing on-site and off-site teams across the U.S. to achieve aggressive goals.

Executive Relationships

Interchanging with C-level in a collaborative and proactive way to contribute to high innovation, profitability, long-term strategy, and the vision for target market dominance.

Director & Board Roles

Managing sales related conversations with the Board to ensure a direct communication on top-line revenue projections and strategy. Guidance with precise questioning and insightful dialogue.

Profitability

Rigorous standards to ensure we win deals and win them with highest possible margins. This boils down to contract terms and negotiations, selling on value (not price), and building trust.

Tech Transformation

Ensuring cost-effective technology stacks are scouted and in place for sales, marketing, and client success. Tech is scalable, eliminates risk, and is optimized for existing & evolving corporate culture.

Training Based Culture

Inculcating a sales and marketing team culture that inspires continuous improvement by frequently (daily or weekly) reviewing important metrics for better execution and decision making.

Recognition

Developing and enhancing current processes and systems so that excellence is recognized internally and externally. This includes President's clubs, case studies, client conferences, etc.


ATIMBA - After Taxes In My Bank Account.

What ATIMBA would make you 1. content 2. happy and 3. ecstatic?This is a core concept I crafted to set the tone for focus with the sales team I inherit and build. Simply put, the best reps are revenue and impact driven. They care about making a lot of money and helping others. We therefore sit down for one-hour on a 1-on-1 and I walk them through a tailored presentation (just for them) on setting expectations, defining how we will work, defining how I will help them, and explaining how we will build on top of the success they already have had. They also understand I will be tailoring the process and system that is being built as best as possible for their ability to win while being as fair as possible to the entire sales team, the broader business team, our organizational needs, and our long-term goals. With all that said, ATIMBA is the question asked to each rep. Based on that answer, we begin to reverse engineer all of the activities needed to hit those numbers based on historical successes in the organization based on available data (calls made, emails sent, meetings booked, proposals presented, deals closed, companies targeted, contacts befriended, etc.). If that data is not available, I share industry averages for breaking into accounts, advancing deals, and closing deals. After going through the ATIMBA and aligning it to the broader exercise mentioned, we have a fully aligned path for success among the sales professionals and have every reason to be'Undeniable, Unstoppable, & Unbeatable'


ON MY LEADERSHIP STYLEOf the dozen-plus leadership styles that exist, what best describes my own is a hybrid of three styles: servant, coaching, and strategic leadership. My core business driver is to deliver value predictably and consistently through processes and systems that are in the best interest of the client. To humanize this internally and inculcate the right type of high-performance team culture that strives to be unbeatable, unstoppable, and undeniable, I operationalize my knowledge through best-practices coaching. These best practices are tailored to build upon where direct-reports are already successful. I call that skill-will coaching and management. Equally important is being strategic in thought and action.Effective strategy requires the right insights at-hand to make informed decisions and game plans. Therefore, I put a premium focus on optimizing systems to track the right leading and lagging indicators. For that reason, my teams know that I manage by actions, results, and meaningful patterns so that tactics deployed are highly favorable for beating competitors during deal cycles. With a strong data analytics focus, I strive to make it clear to my team that we will win by focusing on fundamentals and working in the best interest of the client. That lays the foundation for us to track multiple data points and be transparent in what that precisely means. If it can be measured and is relevant, it can surely be improved.The team culture I build can be described in three words:Competence, Concern, & Confidence


LONG-TERM PARTNERSHIP MODEL

Questions To Answer

FINANCIAL

Is working with you enjoyable or not?

RELATIONAL

Do you do fair deals and keep your word or
do I need to document vs. operating on a gentleman's agreement

VIDEO ENDORSEMENT

Summarize your experience in working with me with specific elements that impress you, that stand out to you, that you personally value, and that deliver value

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INTERIM EXECUTIVE

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STAGE ONE | DRAW

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