Don't Hire a Mediocre sales manager. rent a great one.
Who We Are
Proven. Simple. Fractional.
We are a firm focused on helping businesses increase revenues while lowering selling costs by applying proven practices, processes, and principles that are easy to understand, implement, and execute.
I am Gary W. Hanna, a pragmatic and inspiring sales leader known for my no-nonsense, direct, and customer-centric approach to sales execution.
A 20 year veteran of Oracle, Siebel Systems, and salesforce, I am an expert in building and enabling sales teams, processes, and infrastructure.
I have spent the last 15 years working in startup tech companies. Here are some of the results I have achieved:
- ARR growth from $600K to $6 Million in a three-year period
- ARR growth from $12M to $32M in a three-year period while reducing CAC by 60%
- YOY Bookings growth from $3.3M to $9.4M
- $37M Total Contract Value increase over two years
- Sales headcount growth from 20 to 80 over three years
Not every business with a sales organization can afford to hire a sales leader with my experience. However, I am available on a fractional, outsourced basis. If you give me fifteen minutes, I will tell you how I can deliver a better outcome versus the alternatives you think you can afford.
The Early Stage Sales Dilemma
A very common sales dilemma exists during the early stages of a start-up company’s existence. This is particularly true with cloud application providers. All the makings of a success are there: innovative and disruptive product, large target addressable market, some happy, reference customers, and access to capital. A couple of evangelical sales rock stars are killing it.
It’s time to hire the first VP of Sales and scale. So, who is hired? The two most common sources of the first leader of sales: give the top rep a battlefield promotion (she knows how to sell so she can teach others, can't she?) or hire a successful manager out of a mature company with terrific sales training. Both of these strategies almost always fail. Why? Because while these talented people can execute a process, they have never implemented a process. This failure costs time and money, usually a lot of both. There is a way to eliminate this risk. If you have read this far, you have found the way.
Our mission is to work with the Founder/CEO to eliminate the risk associated with hiring/promoting, enabling and coaching sales leadership.
Our Approach
We approach every new client with the same fundamental principles:
Customer success is the only success.
As an industry, we have focused primarily on the pitch, the value prop, the killer demo, and overall sales effectiveness. Most organizations are so focused on making themselves better that they have forgotten the most important thing to do: Listen to the customer! Our proven process takes the mystery out of selling and puts the focus on the customer and the outcome they seek.
Tell. Show. Watch. Coach.
We help you close bigger deals, faster and win more of them. How? By helping simplify the sales process and building a scalable sales infrastructure that Founders, CEOs, and Boards can rely on for growth. Gary's approach is different from other advisors. He becomes part of the team. His "Tell-Show-Watch-Coach" method ensures the team is fully enabled to drive the processes long after the engagement is over. Gary works on either a full-time engagement with one company or part-time for no more than two companies at the same time. Gary's background in sales creates instant rapport and credibility with the current team. His inspirational style and attention to detail are a unique combination found in very few sales leaders.
What outcomes can you expect? Increased revenue, lower customer acquisition costs, higher productivity, more accurate forecasts and happier, more loyal customers!
Testimonials
What successful leaders have to say about Gary:
Elay Cohen,
ceo, Saleshood
"As good as it gets."
"Gary is a tremendous leader and visionary who rolls up his sleeves to drive the changes needed to grow revenue faster. His sales process, playbook, and enablement capabilities are as good as it gets."
Thad Eby
CEO & Co-Founder, OMBUD
"In a league of his own..."
"I had the opportunity to work with Gary when Ombud partnered with his sales team at Host Analytics. Gary is in a league of his own when it comes to sales leadership. He brings a hybrid approach that combines Oracle Value Selling with Salesforce SaaS Solution Selling. He understands the investment in people, process, and technology to build a world-class selling organization."
Sheevaun Thatcher, CPC
VP, Sales Productivity &
Chief Productivity officer
"impressive...truly inspiring"
"I have watched Gary build a high-performance sales organization. His ability to sense changes in customer, market and competitive dynamics is impressive. How quickly he rallies the organization to respond to those changes is truly inspiring"
Eoin O'Connor
CFO, Gridgain Systems
"A great sales strategist..."
"Gary will drive change and deliver results. He is a great sales strategist and leader."
Phil LaCorte
VP, Sales Operations
"Amazing."
"Watching Gary at work is amazing. His ability to create momentum and rally a workforce to deliver results is inspiring."
Megan Coughlin
Corporate Sales Manager and
Sales Development Expert
"Strengthens sales teams by building leaders..."
"Gary takes pride in his work and leads by example. He strengthens sales teams by building leaders and showing them that it is possible to win any deal against any competitor through integrity and perfect practice. I’ve known Gary as a leader, customer, and mentor. Every time I have worked with Gary, I’ve sharpened my skills."
Carl Herman
Executive Professor & Director
The Stagner Sales Excellence Institute
Bauer College of Business, University of Houston
"Innovative and inspirational..."
"Gary is an innovative and inspirational sales leader. He is a strategic thinker with a bias for action. Gary is an expert in using technology to make processes more efficient and sales organizations more productive."
Thomas (Trip) Ray
Vice President, Client Delivery
OpenLink - Americas Energy Division
Board of Directors, Stakeware
"Best sales professional I have ever known."
"Gary is the best sales professional I have ever known. Put him to work in an organization and you will be rewarded. He will absolutely deliver."
About Gary
Gary Hanna is a highly accomplished executive with nearly 35 years of success in sales, operations, and distribution within the technology industry. Because of his vast experience in every facet of the sales process, he is an expert in building and enabling sales teams, sales processes, and sales infrastructure. Gary is able to leverage his diverse skillset and 25 years in executive management to become a true change agent and deliver desired outcomes. His expertise includes pre-sales, training, business development, lead generation, inside sales, field sales, client management, alliances, sales management, sales operations and executive management. Gary has a proven track record of increasing revenues and profitability for the organizations he has worked with.
Gary has nearly 35 years of sales, sales management, and executive leadership positions. Gary spent more than 20 years of his career at Oracle, Siebel Systems (acquired by Oracle) and salesforce, helping each of them grow beyond $1 Billion in revenue. Since 2009, he has worked with venture-backed companies such as Coupa Software, Space-Time Insight and Host Analytics building best in class teams, process and infrastructure enabling these companies to become market leaders in their respective categories.
Start a conversation: gary@garyhanna.com
