Accelerate
Revenue Growth

Unlock repeatable success to scale fast, execute with discipline, and lead your market.

Leading Sales is a consultancy specializing in the people side of sales performance. For over 3 decades, we have lived the discipline, intensity, and fun of leading enterprise sales.

We apply our knowledge and experience to help ambitious leaders accelerate sales growth. We partner with clients to:

  • Identify the competencies, best practices, and plays that create repeatable success.

  • Develop top-performing talent that outsells the competition.

  • Create sales processes that enable quick and effective team execution.

  • Grow leaders who drive results and can scale their impact.

Crush your
revenue goals

Process

Deploy a sales operating system that drives crisp team execution. Make a customized sales process the backbone that integrates your GTM strategy and ensures the repetition of successful tactics.

Buying Experience
Differentiate with a unique customer buying experience. Define and communicate customer value throughout the sales cycle with a consultative approach that delivers business outcomes.

Negotiation System
Every customer interaction is a negotiation, establishing the value that is being exchanged. Implement a system that sets parameters, develops skills, and improves outcomes in every transaction.

Forecast Accuracy
Credibility and consistency are the foundation of sales execution. Build a forecasting model into your sales process that provides transparency, enables trade-offs, and mitigates risk in revenue management.

Leadership

Lead yourself, your team, your company, your customer, and your market. Deploying great sales leaders is the key to success in every industry, and developing effective leadership is always a challenge. Leadership is a learnable skill with an underlying process and system that is replicable and delivers consistent results.

Sales Execution
Establish an operating cadence that aligns management of both pipelines - sales and people. Integrate forecast & pipeline management, account & deal strategy, and individual coaching & mentoring.

Organizational Transformation
Category leaders are continually transforming themselves. Deploy a leadership team that enables change and leverages it for competitive advantage.

Market Leadership
Great go-to-market strategies only work if executed. Sales leadership is strategy in motion - they make strategies a reality. Enable your leaders to connect strategy to action in your customers.

Talent

Field the best team in your market, and equip them to win every day. Recruit top performers, ramp new hires quickly, and develop the critical capabilities that deliver outcomes today and position you for the future.

High Performance
Establish a culture that both demands and supports ambitious sellers to do their best work. Become the most desirable place to sell.

Talent Retention
Inspire and enable high-potential individuals to develop their careers with a competency ladder that defines a personal growth path.

Continuous Learning
Your market, your products, and the world are not sitting still. Instill a growth mindset and continuously improve your organization in every role at every level.

How Leading Sales
Can Help

With Talent
Leading Sales will define the success profiles and competency models that underpin high performance for your unique strategy, and deliver the training, development and coaching strategies that elevate your team to the required performance levels.

With Process
Leading Sales will identify the best practices that are proven to win, develop selling processes that make success repeatable, and enable accurate forecasting and data-driven performance analysis.

With Leadership
Leading Sales creates a sales leadership system that is customized to your strategy, process, and team requirements. It defines the KPIs, coaching model, and leadership cadence that are the basis of a high performing culture.

What our customers say

  • “I’ve seen Brian and Leading Sales consistently do something that most consultancies can’t - create a predictable enterprise revenue motion, and coach and develop the leaders to scale it.”

    Greg Shove, CEO, Section

  • “Brian and the Leading Sales team brought an expert point of view to change how we work in the Baxter CCS commercial organization. This has led to quicker, more effective communication, higher accountability, and greater customer intimacy by our sales, clinical, and marketing organizations… resulting in better, more predictable sales and improved customer satisfaction.”

    James Teaff, GM, Canada and US Care & Connectivity Solutions, Baxter

  • “Working with Brian elevated our entire team's thinking and strategy in just a few short weeks. He really understood our business and offered new perspectives to help us create a new category. The results have enabled our team to engage executives with strategic business objectives that drive urgency.”

    Bobby Isaacson, VP of Sales, Upwards

  • “Brian and Leading Sales helped our team with timely training and enablement on enterprise Negotiation. They bring a wealth of real-world experience, coupled with a framework that makes best practices accessible and applicable, allowing us to see immediate results.”

    Indranil Chatterjee, Chief Revenue Officer, RapidSOS

Explore more from Leading Sales

Featured
Are you in a Nothing Works work situation?   12 ways to improve it.
Are you in a Nothing Works work situation?   12 ways to improve it.

Ever been in a leadership position where nothing seems to work?  Everyone seems to be showing up and doing work, but no matter how hard you personally try, you’re not seeing the necessary results.  Here’s one model to analyze the situation, and 12 potential fixes to improve the situation.

Read More →
Planning to scale in 2025?  Start now - you’re already late
Planning to scale in 2025?  Start now - you’re already late

Will you be adding quota carriers in 2025? As budget season takes over, sales leaders are deep in the endless cycle of budget iterations: how many new hires, how quickly, at what quota, and with what support? No matter how you’re answering these questions, if you expect to add even one rep, you need both a realistic plan and you must start executing now - even if the plan is not yet final. Here are three critical considerations that I’ve learned (the hard way).

Read More →
Qualifying:  Not one time, ALL the time
Qualifying:  Not one time, ALL the time

No one argues the importance of opportunity qualification.  Every seller prefers to only spend time on deals they are likely to win.  The trap that we often fall into is not requiring each opportunity to continually re-qualify themselves - to higher levels - throughout the sales process.  Make qualification an “all-the-time” discipline, and continually raise the bar throughout the sales cycle.

Read More →
Negotiation - Winning against every bargaining style
Negotiation - Winning against every bargaining style

Have you ever hit an impasse while in negotiation? Or worked with a counter-party that conceded to your every suggestion — only to be shut down later by another department, requiring a complete reset of the negotiation process? 

In this article, I break down the spectrum of negotiation tactics that show up most often and how you can move a difficult negotiation style to a more productive collaboration.

Read More →
MAP: The Well-Known Secret to Q4 Success
MAP: The Well-Known Secret to Q4 Success

What is the one thing you can do now that will lower your stress in December? The answer is simple to say but hard to do: Build a Mutual Action Plan for every Q4 Deal. Commonly referred to as a MAP,  The idea is to create a project plan that defines everything that must happen between “Today” and “Results Delivered”. It’s not just from initiation to contract signature, but to the customer’s desired business outcomes.

Read More →

Start your journey with Leading Sales

Download our ebook

Blueprint for Building Elite Sales Teams

Take our self assessment

Scale-ready Assessment

Contact
Leading Sales

Let’s talk

Schedule a meeting to discuss how to create a foundation for sustainable growth.