Carver Peterson

Drive bottom-line performance by focusing efforts on your Ideal Client Profile.

Sales Strategy for Growth Leaders (April / May)

Build a high-performing sales team through your custom, repeatable and effective sales process.

Sales Process (May & June)

Helping Founder Rainmakers build high-performing sales teams so they can confidently grow & scale.

Beyond the Founder Rainmaker - Building your Outbound Sales Strategy  (April / May)

Win, Retain and Grow More of the "Right" Clients through a Focused Business Development Strategy

May 2024

Beyond the Founder Rainmaker - Cohort 3

Cohort 1

Beyond the Founder Rainmaker - Cohort 4 (Aug / Sept)

Cohort 5

Helping Founder Rainmakers build high-performing sales teams so they can confidently grow &amp; scale.&nbsp;

Beyond the Founder Rainmaker - Building an Outbound Sales Strategy

Focus your sales strategy and build your repeatable and effective outbound sales engine.

Beyond the Founder Rainmaker - Building your Outbound Sales Strategy

Sales professionals who drive revenue through client engagement and pipeline management.

Startup founders building new businesses, from MVP to scale.

Replace unpredictability with intentionality through a focused sales strategy and an effective & consistent outbound approach.

Scott Peterson

Founder & Principal of Carver Peterson Consulting

Co-Founder

Inside Sales

Sr Business Development Representative

Part time Jr. People Consultant (BDR) 

Owner/FOunder, Creative Director

Business Development

Director of Business Development

Win, Retain and Grow More of the "Right" Clients through a Tight & Focused Business Development Strategy

Refine Your Blue Chip Client Profile

Director of Operations

Senior National Account Executive

Over 6 weeks, you'll be led through a step-by-step process that will focus your sales &amp; marketing team's time, energy, and resources on prospects that drive sustainable, long-term growth rather than winning more mediocre clients who come &amp; go. You will develop a tailored, yet repeatable approach to identify, initiate and incorporate key stakeholders in your sales process in order to build a healthy top-of-funnel. This "live" coaching offers a hands-on transformative experience, led by a 20+ year sales expert, alongside a group of smart and driven growth leaders like yourself. The frameworks and models taught are the same techniques employed in Fortune 500, mid-market and entrepreneurial organizations. As a growth leader, it is your responsibility to replace unpredictability with intentionality. ************************************************** This cohort is for you if you are a growth-minded leader who wants to build, grow &amp; scale but is frustrated with the lack of performance from your sales &amp; marketing team. This cohort is for you if you have a small percentage of clients who drive a large percentage of revenue.&nbsp;You have a high-dollar, custom or complex offering and you compete on value vs. price. You are the “rainmaker” while others have struggled to win the “right” types of clients. This cohort is for you if you have experienced turnover in sales.&nbsp;You have probably overpaid for the experienced “rolodex” salesperson and have grown frustrated by the quality &amp; quantity of meetings from junior salespeople. You have gone back &amp; forth on wearing the sales “leader” hat and realize the only way to reach your desired future state is by scaling beyond yourself.&nbsp; This cohort is for you if you have limited bandwidth within your sales &amp; marketing team and need to maximize your time, energy &amp; resources.&nbsp;

Focus your strategy and build your effective outbound sales engine.

Course syllabus

Each live session is focused on introducing, teaching and customizing a unique framework to your business.

6 Live sessions (January 30 - March 6)

Projects will be introduced and become available at each session.

Self-paced projects

Course schedule

Founder Rainmakers who have won the majority of their best clients and need a sales team that is capable of winning the "right" new logos.

Sales Leaders who have taken the reins from the Founder Rainmaker and are responsible for building a high-performing sales engine.

For growth-minded leaders who are looking to achieve predictable revenue and build, grow, and scale with confidence.  

What you’ll get out of this course

<ul><li>Learn: our 2x2 client matrix including your "Blue Chip" &amp; "Graveyard" client profiles.</li><li>Apply: identify the small # of clients who are driving the majority of your revenue and uncover the unique characteristics that set them apart (demographics, psychographics, trigger events).</li></ul>

Tight & refined "Blue Chip" client profile to focus your business development efforts on your high valued prospects

<ul><li>Learn: build / refine key stakeholders' personas including the 4P's (primary responsibilities, performance measures, problems &amp; positive outcomes.</li><li>Apply: include these key stakeholders in your sales process to create alignment and momentum toward a final decision.</li></ul>

Identify and understand the key stakeholders within your "Blue Chip" prospects

<ul><li>Learn: how to leverage your unique and comparative differentiators to tailor your value messaging to the key stakeholders within your "Blue Chip" prospects.</li><li>Apply: build a tight and unique value proposition statement for each key stakeholder in your outbound approach.</li></ul>

Tailored value messaging to pique interest and gain connection with your "Blue Chip" prospects

<ul><li>Learn: how to maximize your sales team's time &amp; energy by building a "Blue Chip" prospecting list.</li><li>Apply: build a list of "Blue Chip" prospects including the key stakeholders to initiate your outreach.</li></ul>

Tight & targeted prospecting list aligned to your "Blue Chip" client profile

<ul><li>Learn: how to design your outreach communication &amp; cadence using a 3-pronged approach (LinkedIn, email &amp; voicemail). </li><li>Apply: be seen, heard, and felt with a primary focus on adding value and gaining connection.</li></ul>

Thoughtful and valuable outreach communication & cadence with your "Blue Chip" prospects

Sales: Are your sales efforts laser-focused on high-value prospects? Or is valuable time, energy &amp; resources being squandered on misaligned targets and opportunities? Marketing: are your marketing efforts generating qualified prospects? Or are you casting too wide-of-a-net and occupying your sales team with misaligned leads? Customer Success: are you Account Managers investing thoughtful &amp; pro-active time with your best client? or are they being bogged down by reactive tasks from bottom-tier accounts? In this live 2-hour workshop, we present a powerful, customizable framework designed to optimize your most valuable asset: your time. This framework is adaptable across sales, marketing, and account management functions. In this course, you'll examine your current &amp; historical revenue streams, discern the unique characteristics of your best (Blue Chip) and least desirable (Graveyard) clients, and craft a strategic blueprint for resource allocation. By the end, you have the foundation to align your sales and marketing efforts and the clarity to maximize your account management resources. ************************************************** This cohort is for you / your team if: you sell a custom, complex, B2B service and are are seeking growth. This cohort is for you / your team if&nbsp;you have limited bandwidth across your sales, marketing, customer success teams and are seeking to optimize their time, energy, and resources for maximum impact. This cohort is for you / your team if&nbsp;you are a growth-minded leader who is committed to cultivating and expanding relationships with the right clients. Prioritizing quality and long-term partnerships over sheer quantity.

Time is your most precious asset. Where is your BD team spending it?

May 8, 2024

Power Rank your Current &amp; Historical Clientele

Pre-Work

This framework has multiple applications including: <ul><li>sales strategy</li><li>marketing strategy</li><li>account management strategy</li></ul>

Post-Work

Sales / Marketing: Maximize your time and attention with high-quality and aligned prospects through an "aim small, miss small" approach.

Customer Success: Invest thoughtful and proactive time with your best clients, rather than allowing the "squeaky wheel to get the grease."

Founder Rainmaker: Scale your business beyond yourself by honing in on the "Blue Chip" prospects and clients that truly drive your success.

Replace unpredictability with intentionality.

<ul><li>Top 20%</li><li>Bottom 20%</li></ul>

Identify the small # of clients who are driving the majority of your revenue and uncover the unique characteristics that set them apart

<ul><li>Blue Chip</li><li>Dirty Money</li><li>Make It Count</li><li>Graveyard</li></ul>

2x2 client matrix to align your sales & marketing efforts and help you prioritize your existing clients

<ul><li>Demographics</li><li>Psychographics</li><li>Trigger Events</li></ul>

Tight & refined "Blue Chip" client profile to focus your business development efforts on your highest valued prospects

<ul><li>Red Flags</li><li>Disqualifiers</li></ul>

Learn directly from Carver Peterson

Carver Peterson

Courses

Beyond the Founder Rainmaker - Building your Outbound Sales Strategy

Refine Your Blue Chip Client Profile

Resources

Beyond the Founder Rainmaker - Building an Outbound Sales Strategy

Beyond the Founder Rainmaker - Building your Outbound Sales Strategy