I’m a sales consultant with a unique perspective, powered by experience and insight.
My Sales Consulting Journey
With more than 25 years of results-driven leadership, I am passionate about increasing revenues and sales results by injecting high energy problem solving and a unique perspective based on my diverse experiences. Whether it’s developing retention strategies for an HVAC company’s top customers or creating tactics to increase wallet share from existing clients of an IT/telecom firm or building strategies to attract new customers for a non-profit or membership organization, I will help you and your team identify untapped opportunities and improve results.
Engagements begin with discovery and planning
- Conduct Competency-Based Assessments to Prioritize Sales Coaching
- Facilitate DiSC Assessments to Improve Performance
- Gain Insights through Interviews with Key Individuals
- Review Current Processes
- Analyze Current Reports
- Inventory Marketing Collateral, Case Studies, and Testimonials
Build/Refine Ideal Client Profile(s)
Assess Current Internal Data Sources
Develop Customer Mix Matrix
Identify High Value Customers
Create Retention Tactics for High-Value Customers
Build Growth Tactics for Existing Customers
Develop Attraction Tactics to Enhance Prospecting Results
Identify Low Margin Customers for Action
Onboard New Sales Team Members
Identify and Cultivate Partnerships
Evaluate and Enhance Marketing Collateral
Assess Current Compensation Plans
Identify Sales Training Needs
Sales Competency Model Review
Using a custom-designed model, I’ll help your sales leadership team prioritize coaching and development opportunities for your sales team. By assessing the importance or criticality of certain sales competencies to your organization, the level of effort required to master those sales competencies, and your sales team’s current level of ability in each competency, I can quickly identify priority areas for improvement.
I’ve found many sales leaders have a sense of potential problem areas, but they are unable to link those insights to specific sales competencies or behaviors. My process will help you move from awareness to action.
Energy / HVAC
BANKING & FINANCE
– Walt Grudi, President, Grudi Associates
– Michelle Drager, Chair of the Board of Directors, The Drager Group
Scott’s support and guidance is unlike anything I’ve experienced in my career thus far. I wish I would have found him years ago! His keen ability to measure my capabilities and pair them with the appropriate development steps that will allow me to maximize my output is fantastic. Scott doesn’t just tell you what to do, he tells you how to do it and then helps you connect all the dots to see it through. He is vigilant in the market, and proactively connects me with opportunities to advance my team as well as and my own personal goals. If you do not already have a trusted advisor guiding you to be your absolute best, consider Scott. He delivered a specific, customized plan to support our ambitious growth goals. The relationship has been simple, enjoyable, and fruitful!
– Julia Groft, Managing Principal, Manpower–Southcentral PA
I have found Scott to be one of the best facilitators I have seen–he listens well and orchestrates groups to secure everyone’s input. He is analytic and thorough. I highly recommend Scott to any organization interested in an impactful strategic business planning process, business analysis and improvements, process mapping, fundraising analysis, training and human resource challenges…..and you’ll have fun in the process!
– Sue Suter, Former President & CEO, United Way of Lancaster County
Burky Training and Consulting delivers! Scott continues to amaze me with innovative and creative ways to reach new customers. For example, after reading multiple articles he came up with the idea of getting all the authors together on a webinar. He then went to work recruiting the various parties, which eventually resulted in showcasing our new product via a webinar with numerous prospects. He not only created the forum, he created all the content and delivered it too.
In a world where sales consulting companies promise results, but frequently underdeliver, Scott brings a fresh perspective, elevates performance and increases results!
– Tony Hoare, President, Breakthrough Concepts, LLC