What does Gabriel Sales do?
Gabriel Sales generates business and closes deals for B2B clients targeting the Fortune 1000, mid-market and small businesses. During the launch and pilot period Gabriel Sales provides a managed sales service using Gabriel SystemTM. Gabriel SystemTM is a proprietary sales approach, methodology and technology infrastructure designed to hit the market hard and fast so your sales process is completely mapped and sales cycle is completely documented. Coming out of the implementation period your business is accurately forecasted.
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What happens post Gabriel SystemTM?
That depends on your revenue goals, what makes strategic sense for your business based on long term business objectives and what the forecast and pipe are collectively telling us. Generally our engagements last between 18 months to three years with one of four results moving out of the pilot:
• We dedicate full time and part time staff in specific roles from lead generation, qualifying and developing and closing deals
• We continue to generate leads, develop and close the smaller deals while supporting senior sales executives that cherry pick the pipe
• We recruit, train and transition part of the team or the entire team over to you
• The company is acquired by another entity for the exit event that was the goal of the founders
We generally try and plan for transitions 30-90 days in advance so the transition is seamless for the employees.
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How long is a Gabriel Sales pilot period?
Gabriel SystemTM takes between 4 - 8 months to fully execute. This is dependent upon the complexity of the sale, the maturity of your business and your ability to scale operationally. We set the period prior to starting an engagement based on the results of our due diligence process.
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What is your due diligence process?
Gabriel Sales due diligence process is a series of interviews that examines core skill sets of the executive team, the product and the market to determine if we are the right fit for you. We look at all of our clients as an investment. Because of our Sales Management and VP and EVP experience we understand the challenges, upward management and reporting pressures you have as an executive. Because of our 10 year company history and our experience as entrepreneurs we understand what private and professional money looks at. We collectively discuss what Gabriel Sales can impact and control to make sure we are getting into true win-win- win relationships.
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What is an ideal customer for Gabriel Sales?
Gabriel Sales core competency is working with experienced executives that are entrepreneurs or entrepreneurial minded. Our backgrounds and bios will give you an idea of where our professional passions reside. Gabriel SystemTM is designed for companies, sales organizations and/or products that are at a certain level of maturity. Gabriel Sales does a rigorous due diligence upfront to ensure that we are the right fit before we take a client on. In the past companies, products and teams we have successfully worked with meet 3 or more of the following 14 criteria:
1. The company is committed to an aggressive growth strategy and committed to investing intelligently and prudently in a sales effort
2. The company is clear on its revenue targets and its business objectives
3. Market Intelligence flowing throughout the organization is important to the company. The company feels it's critical to understand its market (including all competitors for budget), its sales metrics, its sales cycle, and its customers' needs.
4. An EVP or SVP of sales doesn't have the bandwidth to manage the growth of an internal sales operation and infrastructure
5. The company wants to generate revenue and grow a scalable sales machine. In some cases scale means the ability to slow down growth while not losing sales momentum as the operations catch up to growth multiples and scaling existing business trumps new business through the door
6. The product has gained traction with a handful of clients and has some tangible (hard ROI) and intangible value for that client
7. There is a proof of concept sale that scales to a larger relationship
8. The proof of concept can be predominantly qualified, developed and closed with inside reps. We will travel to close enterprise deals
9. The product can be sold through an annual subscription
10. The company has aggressive growth targets where we can generate wealth of its founders and stakeholders.
11. The company is post angel moving to a Series A or Series A moving to a Series B and needs to achieve hard targets in a specific period of time to make that happen.
12. The division of the company we are working with has a strong VP or EVP of sales that wants to focus on the big ticket and big revenue deals. The executive wants a competent sales management team and focused sales team to execute parts of the machine that feed or sustain the growth of that business.
13. The company ran out of steam once the first round of hires blew through their rolodex
14. The company has a disruptive solution or technology that can change an existing business model
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What types of Clients and Products have you been successful with?
We have worked with clients from across the globe in India, Netherlands, UK, Germany, Israel, and Mexico. The solutions include:
• High End Resort/Fractional
• Enterprise Software
• Web/ASP to Enterprise Software
• Managed, Professional and Creative Services
• Offshore BPO, IT and Call Centers
• DM/MR/Data Analytics
• CPG to Channels
• Ad and Media Sales
• Telecom Services
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What verticals and segments do you sell to?
We have sold to budget makers and budget spenders with P&L authority over:
o Sales and Marketing
o Brand Management /Category Management
o Pricing and Promotions
o Merchandising
o Operations, Finance and Corporate Strategy
We have closed business in:
• Retail
• Media and Entertainment
• Travel and Hospitality
• Consumer Package Goods
• Professional Services
• Technology and Software
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What is your business model?
Gabriel SystemTM is priced based on what we discover during the due diligence phase about the maturity of your sales team, the competitive value of your product, the cohesiveness of the offering, the experience of your operations and executive team and your quantitative sales history. Our model combines sales management, sales execution, analysis, strategy consulting and operational consulting into one monthly upfront retainer and backend performance bonuses.
We can't set the fee until we understand you your goals so we start with an initial forecast of the results you can expect during and coming out of the initial engagement post our due diligence process. So the short answer it is depends. Generally we don't work with client unless they are willing to invest:
1. The approximate loaded base costs of a combined team of a Level 1 outbound Call Center Rep and a Level 2 sales rep
or
2. The loaded base costs of a VP of Sales
As our case studies prove this is a winning model. That stated if you are in a hot market, have a pre-existing sales history or a seasoned executive team we can play with this approach slightly.
Post Gabriel SystemTM we will collectively understand your forecast and your sales investment outputs (i.e. X dollars in will yield X dollars out in X period of time). We then create a blended model driven by the Cost of Sales % over a period of time that is driven by both ROI goals and business growth objectives.
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Can you execute campaign specific programs?
We can execute a campaign specific program with a proven marketer on a one off basis as a proof of concept. Post this we require and annual commitment with multiple campaigns in the queue.
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Will you take on a client for Equity, as Re-Seller or straight Pay-Per- Performance?
Gabriel Sales loves equity and its core to our model. We are a boutique firm generally servicing between 4-8 clients at any given time. Having been in this business for 10 years and entrepreneurs for 20 years we do know that it is a lot easier to get into an equity relationship then to get out of one. We will explore taking some equity in our clients post implementing Gabriel SystemTM because at that point we all know what the real numbers and real opportunity in working together is so a win-win partnership can be crafted.
We are not a re-seller or a rep agency.
We do not work straight pay-per-performance. Our core business and culture is driving wealth for partner's long term by creating value for the company and this is not always symbiotic with that type of relationship.
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When would you need us and what gaps can you cover?
• You need a senior sales executive to focus on building major accounts
• You need a sales operations executive
• You want a repeatable sale process that can be forecasted
• You need to penetrate new verticals systematically
• You are going upstream into the Fortune 1000 or downstream into mid-market or small business markets.
• You need senior executives that understand selling in a start up environment
• You need management or executives that understand marketing but whose core focus is sales
• You want to launch a new product or service and not disrupt the comp plans and momentum of your existing sales team
• You tried hiring reps or senior executives with a Rolodex that ran out of steam as soon as they ran out of Rolodex.
• You need sales management that understand P&L management
• You want a proven entrepreneurial track record
• You need a team experienced selling disruptive solutions
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How are your Sales Professionals trained?
Our reps train on a weekly basis on our sales methodology. Depending on their experience they are trained in "Features/Benefits" selling, our basic "Pain/Gain" solution selling or our advanced "Pain/Gain" selling techniques mapped to Steven Covey's 7 Habits. Gabriel SystemTM is designed to support at every level the values and ethics we instill:
Sales Mission: We keep our promises
Sales Values:
• We set goals - daily, weekly and monthly
• We hold ourselves and each other accountable
• We are fair - Always looking for wins based on meritocracy
• We acknowledge errors and mistakes, learn, develop and celebrate our successes
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What if we already have a sales team?
Across the board it has been Gabriel Sale's experience that the level of reporting, market intelligence, transparency and control that we provide dramatically surpasses what you can generally expect in the first 18 months of launching an internal sales solution. In many cases it takes years to get to the level of maturity we provide. A great deal of successful teams get started without this operational and commitment to structure and they hit a wall that prevents the business from scaling.
Even the most seasoned SVP or EVP of Sales is hard pressed to develop the infrastructure necessary to ensure growth without at least one analyst and one sales assistant at their disposal. We can bring those skill sets to your team and you are investing in sales reps not support staff. This allows your sales executives to stay focused on closing deals rather than adding more to their plate when there is simply not enough time in their day. In many cases the SVP of Sales actually brings us on board to free up more of their bandwidth to cherry pick our pipe for larger deals while we take on the rote tasks of the daily blocking and tackling. Gabriel SystemTM was actually first developed with supporting SVP of Sales at its core.
We are also leveraged to launch new products and services in parallel to existing sales or to penetrate new verticals so you do not disrupt the momentum and comp models of your existing team. Once the sale and process is mapped and forecasted we transition this sale to your existing team.
Finally if you have an existing team we are able to increase their bandwidth by taking on responsibility for generating and developing prospects while they focus on closing that business. If this is the case we do not need to fully implement Gabriel SystemTM if there is enough qualitative and quantitative data to work with.
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Will you execute a Stand Alone 2.0 Lead Generation Program or a 2.0 Lead Nurturing Program?
Not at this time. We are just entering beta and testing integrated pull marketing campaigns. We want to understand your ROI on these programs prior to taking them out as stand along products. We anticipate launching this offer in the middle of Q2 2009.