Blackstone Associates helps our clients accelerate the path from early successes to consistent, repeatable sales, bookings and revenue growth. Our clients are start-ups or early stage high-tech companies with complex Business-to-Business selling environments and revenues of $1 Million to $30 Million.

Sales Consulting with Results

We don't have a canned "12 Steps to Sales Success" approach. Every situation we encounter is different and requires a unique solution. We use a structured discovery and proposal process to determine objectives and schedules, then commit to a set of project deliverables before we begin work. We are focused on results, work with you to define short-term, high impact projects, and charge a fixed fee to deliver a defined outcome. 

We have worked with our client's CEOs and senior management to help them take advantage of significant opportunities for achieving consistent long-term sales performance.  Two examples of this are:

1. Turn excitement about technology into orders

If you are have reached a point where sales traction has become difficult and orders are flat or declining, it may be because new prospects who are excited about your product are still easy to find, but new orders are increasingly difficult to close. If you have not moved beyond selling to early adopters and begun attracting mainstream customers, we can help you generate consistent business by:

• Increasing the perceived value of your product or service. We'll help your sales force focus their sales approach on the problems you solve for your prospects instead of on your products or services. Then we'll build a sales process that uses this increased value to help your company become a critical part of your prospect’s business success.
• Increasing sales productivity. We'll build a ruthless qualification process that focuses your salespeople on your “ideal prospect” and optimizes their sales effort.
• Providing your sales management and salespeople with the tools, coaching, and mentoring they need to implement the process, and assisting you in recruiting and hiring new sales resources as necessary.

2. Scale the sales force and achieve consistent growth
 
When you have been initially successful but your growth has stalled, it may be because you are dependent on the talents of a few “star salespeople” and are unable to scale your sales force to generate predictable and consistent growth. We can help re-energize your sales by:

• Improving sales performance by building a consistent, repeatable, event driven sales process.  We'll then help to scale your sales force by using the process to implement consistent hiring, training, and ramp-up of new salespeople.
• Providing you and your sales management with CRM-based tools to understand, manage, and achieve realistic, achievable weekly, monthly, and quarterly forecasts. 
• Training and mentoring salespeople and sales management until the new process is established.