How Everett Hill works with CEOs and sales leaders to take their sales organizations to world class.

1. © 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

2. © 2014 Catalytic Advisors LLC. All rights reserved.
• 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
2

3. © 2014 Catalytic Advisors LLC. All rights reserved.
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
3

4. © 2014 Catalytic Advisors LLC. All rights reserved.
Here’s
how
I
unlock
value
4

5. © 2014 Catalytic Advisors LLC. All rights reserved.
I
have
a
simple
4-­‐step
process
5
• 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

6. © 2014 Catalytic Advisors LLC. All rights reserved.
My
sales
effec2veness
diagnos2cs
cover
six
areas
6
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

7. When
sales
training
is
part
of
the
solu8on,
I
bring
the
best
IP
on
the
planet
7
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®

8. I
integrate
these
and
other
programs
into
successful
sales
transforma8ons
8
§ 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®

9. © 2014 Catalytic Advisors LLC. All rights reserved.
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
9
“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

10. © 2014 Catalytic Advisors LLC. All rights reserved.
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"
everett@catalyticadvisors.com"
www.catalyticadvisors.com"
(770) 674-8480"
"
2002 Summit Blvd., Suite 300"
Atlanta, GA 30319"
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"www.linkedin.com/in/everetthill"