Our History, Track Record, Focus and Experience
Gabriel Sales was launched in 1999 in San Francisco focused on creating and executing a values based sales methodology to accelerate sales and scaled growth for new products and services. The company’s founder Glen Springer was inspired to approach the market this way after spending the 1990’s successfully launching and exiting 2 start ups and working with another as a top performing sales and account management executive from Series A through an IPO.
Starting out we picked our initial clients strategically. These first clients included outsourced service providers in the offshore call center industry, marketing services providers and publishers launching the second wave of innovative lead generation programs. We were closing deals for our clients primarily selling to the Fortune 500. The knowledge and experience we gained supporting other outsourcing organizations, lead generation innovators and marketing experts further enhanced our business thinking. We were also fortunate to experience the challenges associated with quickly growing with these businesses through their acquisitions and successful exits for their founders. Growing revenue fast, strategically and with marquis customers for successful exits provided the focus for our business to this day.
• We are committed to driving wealth for our stakeholders by closing the right customers. Customers that provide both short term cash and long term margins
• We are a focused company working with 4-8 clients at any given time so we can focus on drive the revenue and deliver the right market insights that creates the wealth for the stakeholders we work with
• We work with entrepreneurs that value our executive, management and entrepreneurial experience and appreciate the metrics and level of transparency we provide into every aspect of the sales process
• We provide a technology infrastructure that allows us to scale quickly and securely as our clients experience exponential growth
To date we have successfully launched sales teams for over 20 clients across multiple solutions, verticals and customer segments
How We Do It – Gabriel System™
We learned a great deal from our initial wave of clients and quickly discovered what we needed to do more efficiently. We also realized that these same services could also be applied selling into the Small and Mid-Sized Business Market SMB and could be leveraged in higher volume and less complex sales.
Some of the largest challenges we faced were:
• The need to be able to turn the dial up and down on specific functions in the sales process
• The ability to integrate into multiple software platforms and processes once customers we closed for our clients started to scale and the new business focus we all started with needed to be split with an account management and account penetration focus
• The need to provide total transparency for our clients into the sales process so they could manage their overall business and operational investment needs
• The need to share the market intelligence we were gathering across the organizations we worked with and in some cases with their other service providers
• The need to be able to forecast the pipe accurately on a quarterly and sometimes monthly basis so our clients could make the right organizational and funding decisions
Because of our initial client base and the executive leaders we worked with Gabriel Sales was exposed to some leading best practices. We absorbed this knowledge and created Gabriel System™ a managed sales service that combines technology, market intelligence, qualitative and quantitative analysis and strategic outputs all supporting a sales team trained in “feature and benefits” or “pain/gain” solution selling.
We pride ourselves in Gabriel System™ and the discipline it requires. We bring the sales momentum, values, leadership, methodology, technology and infrastructure of a mature sales organization to new products, new services and in some cases SVPs of Sales with not nearly enough time in their day. This approach reduces the risks and quantifies the investment required for a successful sales launch. Gabriel System™ disaggregates each function and step of the sales process and the sales cycle. As we close deals we measure and analyze each success and failure in every interaction. Coming out of the pilot we know what works and why. This ensures that we build trust between the prospect/customer with our client at every stage of the sales cycle. We are delivering the right message, to the right person, at the right time across our team and yours. We close the right customers that can provide short term revenue and long term margins to drive wealth across the organization. We dramatically increase the bandwidth of your existing team so you can focus on the other areas that are core to your business and growth strategy and the process ensures that your deals are closed based on a “process” and not a “personality”. Your customers are buying your value proposition.
Are We the Right Fit?
We are not the right fit for everyone in the market. We are focused on long term relationships with our partners so we are willing to sacrifice working with some really great clients if we don’t feel like we can benefit them in the short and long term. From our perspective this is based on the verticals and P&Ls we are experienced selling into, the maturity stage of your product or business, the values you want your sales team to embrace and the type of growth and cost of sales percentage you need to achieve.
That stated we try and make this easy for you to decide. Gabriel System™ starts before we take on a client. As part of our sales and partnering process we take all of our potential clients through and initial discovery and due diligence process that examines their business goals, their revenue goals and their personal goals. We then create an approach plan and a target forecast. If you win, your customers wins and our wins align we move forward. We are totally transparent. We believe this upfront attention to detail separates us from most of the sales outsourcing competition and we know it works. We make this sacrifice upfront because we are committed to building on our track record of winning relationships for our clients, your customers and our employees.
We invite you to contact us directly so we can start this discussion. Or you can visit our case studies, our blog focused on outsourcing sales, our FAQs and our sales training blog.
Gabriel SystemTM Success Stories FAQ