Startup to $260 Million - Build B2B Sales Team | CASE BRIEF
CHALLENGE
Large government agency with no existing sales organization, needs to quickly build a B2B sales and marketing team to re-market $multi-billion portfolio of commercial real estate assets.
SOLUTION
- Analyze marketplace to deeply understand evolving market forces, current demand, and asset valuation process.
- Interview and evaluate internal staff for sales roles. Repurpose and train qualified staff for sales positions .
- Develop sales processes, tools and techniques
- Recruit from marketplace to build-out high performance sales and marketing team.
- Organize internal team to define requirements for re-purposing legacy IT network into inventory management and customer relationship management (CRM) system.
- Organize appraisal industry leader group to evaluate current market and re-define appraisal methodology.
- Define target audiences and demand profile for each product category.
- Expand marketing channels and marketing partnerships to build awareness and communicate value.
RESULTS
Organized, staffed and led startup B2B sales team from $0 to $260 million in two years. Sales technique, tools, and practices were replicated nation-wide with similar results.
Sold multi-$billion asset portfolio averaging 95% of appraised value, with no loss to tax-payers.
The challenges and opportunities are before us… The time to act is NOW... Seize the Day.