"[Mike] is a true leader in every sense of the word: passionate, dedicated and always willing to go the extra mile to enable his team to reach its full potential."
Sales Manager
"Mike was my manager for nearly 2 years and helped me grow into one of the most successful
AEs at Coursera."
Account Executive
"[T]he Problem, Solution, Impact approach.... helped me close deals that I had
originally doubted."
Account Executive
Sales Challenges
Need a Process
It's common to hire a batch of sales reps and expect
them to figure it out.
The result is lower close
rates and less revenue.
Need a Team
When you look at a batch of
sales resumes, do you know
what you're looking for?
Using the wrong selection process leads to a team that can't perform
Need a Coach
Many startups have a "stretch" sales leader: someone with tons of talent but who is new to the role.
Having a coach can
make all the difference.
P.S.I. Selling Solutions
Spotlight: How a P.S.I. Demo is Different
How Most Sales Teams Demo
Many teams demo without a clear structure, moving from one feature to the next. This creates confusion because the demo becomes a series of clicks on buttons. Others teams show prospects how to use the product. This is better, but it doesn't show prospects why they should use it.
How P.S.I. Teams Demo
P.S.I. Selling demos start by summarizing the product's value: the Problems it solves, the Solutions it offers, and the Impacts it generates (P - S - I). The body of the demo is divided into sections that each cover one major aspect of the Solution and link to relevant Problems and Impacts. The result is an organized presentation that proves value.
Our Expertise
We bring deep experience and unparalleled creativity to engagements. Here are a few highlights from our founder:
1
Founded Coursera
Mid-Market Sales Team
Mike built the successful
Mid-Market Sales Team at Coursera, where he was named Manager of the Year.
What drove the team's results?
A systematic process for proving value and a repeatable system for hiring and training great new reps.
2
Successful Frontline
Account Executive
Mike succeeded as an AE in settings as diverse as enterprise sales, SMB sales, and
government sales.
The P.S.I. methodology isn't just a neat theory, it's based on
hard-won experience
3
Yale Law Grad,
Former Attorney
Wait... What???
Odd? Maybe.
Useful? For sure.
It's hard to imagine a better skillset for helping your sales team prove value in a structured way.
Working with P.S.I. Selling
Retainer
Up to X hours per week
Example: Coach
sales leader
Example: Fractional sales leader
Set weekly fee
Project
Custom scoped
Example: Build
hiring process
Example: Revamp software demo
Fixed-fee proposal
Build Sales Process
Custom scoped
Example: Build three
key sales conversations: (1) discovery/overview presentation, (2) software demo, (3) proposal
Fixed-fee proposal