Problems I solve
Where revenue breaks
Revenue breaks in four places, for one of two reasons. Most companies have one or two of these, not all six. The Diagnostic tells us which.
Where it breaks
Why it breaks, underneath all four
Four places it breaks
Not enough pipeline
Sounds like"Marketing spend isn't turning into meetings." "We're living off referrals."
Rebuild the funnel from target list to booked meeting. Fix attribution so you know which dollar produced which deal. At Mobile Coach that took meeting-setting from 4 or 5 a month to 25 a day.
Pipeline that doesn't close
Sounds like"We get meetings but don't win." "The forecast is fiction."
Define every stage, give every meeting a purpose and an outcome, and fix the pitch. Then I inspect the pipeline every week until the forecast holds.
Price and margin leaking
Sounds like"We discount to close." "We haven't raised prices in years."
Pricing strategy, discount guardrails, and channel-level margin. At Dowdle we raised prices 25% while revenue tripled.
The installed base going unsold
Sounds like"Churn is creeping up." "We never sell to the customers we already have."
Build the upsell and retention motion around customer outcomes, not product features. The cheapest revenue you'll ever find is already a customer.
Two reasons it breaks
The people and the incentives
Sounds like"Our best reps are leaving." "The comp plan pays for the wrong thing." "No one is really leading the team."
Comp and commission review, sales leadership, hiring profiles, and 90-day ramp standards. Show me the incentive and I'll show you the outcome.
No operating system, no plan for AI
Sounds like"Nothing's written down." "Everyone sells differently." "The board keeps asking about AI."
Playbooks, SOPs, meeting cadence, CRM cleanup, and AI where it removes work. I've been building AI into how companies work since 2013. AI is the worst it's ever going to be right now.
Not sure which one it is?
That's what the Diagnostic is for. Three weeks, a written answer, and a 90-day plan.