Michael Pierce

I am a growth-minded executive with a proven track record of increasing revenue while scaling 5 SaaS Sales Organizations over the last ten-plus years. Creating a successful Growth Engine in 2023 requires a repeatable process, tool stack, defined skill set for an organization that supports the sales engine. This documented sales process allows for controlled experimentation and deliberate learning, enabling success at scale. Sales is a competitive sport, and I have spent the last ten years establishing a best practices playbook that yields predictable revenue in today’s market. Specifically, it is accomplished via rolling up one’s sleeves and deep-diving into every detail of the business to establish what aspects are on process and healthy: training, scripting, tweaking demos, adjusting comp plans for teams and management, coaching cold calls, reviewing cold calls, revamping product pricing, establishing pricing packages, set up fees, CRM management by reps and leaders, Pipeline Management, establish KPI’s, dashboards, prescribe strategies to maximize them, reduce churn of employees and customers, understanding the Customer Journey, CSM, identifying prime customers through growth or acquisition and optimizing their use (MRR) of our suite of products, upsells, cross-selling, etc. Depending on whether they are VSB’s, SMB’s or Enterprise. Understanding the minutiae of these details is critical, from the single cold call to how they fit into a streamlined process. This is what the real world of SaaS sales demands.