FinElevate

FinElevate is a Fractional CFO service for entrepreneurs.  We help clients achieve freedom and financial clarity in their business and execute a playbook to increase profitability, and improve cash flow.

Founder and CEO

Abacus Unlimited

Managing Partner

Unified Supply

Chairman of the Board

Chief Executive Officer

Vice President and CFO

B&W Cabinets

B&W has provided quality custom cabinets to the DFW Metroplex for over 45 years. The 3rd-Generation family business focuses on empowering our team, and providing excellent support to our builders and remodelers.

Partner and Board Member

AESI - Airport Equipment Specialists

Founder at FinElevate | Fractional CFO Service for Entrepreneurs | EOS Visionary | Strategic Coach 10x Member

Colin Sanburg

Walter Crosby

The Sales Integrator™

If you're running a mid-sized company on the Entrepreneur's Operating System (EOS™), you've likely experienced a puzzling paradox. Your internal processes are humming smoothly, your teams are aligned, and you're hitting most of your organizational goals. Yet, when it comes to sales, something feels... off.

You're not alone.

Across industries, B2B sales teams are facing a silent crisis. Win rates are declining, sales cycles are lengthening, and forecasts, once reliable, now feel more like wishful thinking. Perhaps most alarmingly, the gap between top performers and the rest of the sales team is widening.

Why is this happening? And more importantly, why hasn't your EOS™ implementation fixed it?

The answer lies in a perfect storm of factors fundamentally altering the B2B sales landscape. In the internet age, buyers are drowning in information. They've heard every pitch, seen every feature comparison, and read countless customer testimonials before ever speaking to a salesperson.  

As artificial intelligence saturates sales outreach, it's amplifying sameness. Everyone uses the same AI-generated email templates, chatbots, and sales scripts. In hyper-competitive markets, true innovation is fleeting. Your groundbreaking feature? Copied within months. Your unique selling point? Everyone's shouting the same thing.

The result? A sea of sameness where buyers struggle to distinguish between options.

EOS™ has given you powerful tools to organize your company internally. But in this new landscape, internal alignment isn't enough. To thrive in today's market, you need a fundamental shift in how you approach sales—a shift that EOS™ alone can't provide.  

Enter The Sales Integrator™.  We address the challenges in getting your sales team to integrate and perform by leveraging your work, not abandoning it.  The solution for the integration of People, Vision, Data and Process - filling the gaps!

Founder

Sales and Cigars Podcast

The driver of the podcast is Sales.  How to think about sales?  How you want your sales team to think about your customers.  We are talking to business owners, & CEOs, salespeople, sales managers, sales leaders about ideas, challenges, and solutions to sales growth.  

Because I am a cigar enthusiast, you may find us discussing a favorite cigar or how we use cigars in our business life.  

The conversations are serious, but fun and entertaining.  They will probably make you think.  

Strap in, light up and grab a cigar!

Podcast Host

Helix Sales Development

Helix only engages with growth-minded, mid-market CEOs ($10-$125M) who have the desire & commitment to build a performance-based sales culture.  The journey is challenging however the results are transformative - - - repeatable revenue growth with margin integrity. 

Helix leverages your existing, and often underutilized asset, the Sales Manager, teaching them how to manage a successful sales team, create the process, establish positive accountability and coach. 

Helix hires, trains and influences sales managers to adopt a “coaching as a constant” management style to build a successful sales culture and to support their sales team to consistently win complex, B2B, consultative sales. Using the proven Helix sales training process, 91% of salespeople rise to the top half of companies they work for within the first year. 

For more information, or to sample the popular podcast, Sales & Cigars, visit www.helixsalesdevelopment.com. 

✉ walter@HelixSalesDevelopment.com | ☎ 313-550-9950 | 🌎 HelixSalesDevelopment.com

National Time & Signal

Michigan Sales Manager 
Dec 2012 – Sept 2015 ▪ 2 yrs 10 mos
Wixom, MI

SE Michigan Business Unit Manager
Jan 2012 – Sep 2015 ▪ 3 yrs 9 mos
Wixom, MI

Sales Engineer
Jan 2009 – Sep 2015
Employment Duration ▪ 6 yrs 9 mos

A manufacturer of fire alarm systems, synchronized clock systems and architectural clocks for commercial, education and healthcare institutions. 

Hired to focus sales strategy around higher-profit prospects and close deals with electrical contractors, architects and electrical engineers with heavy post-sales project management to deliver higher margins. Promoted twice, ultimately becoming Sales Manager.  

-Hired and trained new sales team members and managed a staff of six covering the state of Michigan and National Markets Manager.
-Established a CRM based sales activity reporting structure that improved communication, increased efficiency of sales team’s time and established accountability while implementing Microsoft Dynamics CRM
-Guided an increase of the Michigan Market revenue by 43% from 2012 to 2014; 33% in 2015                                            
-Successfully developed a sales training plan to bring two salespeople with no industry experience to profitable status in nine months when the historical average was eighteen months.
-Two new sales team members were never in a deficit situation with the company
-YOY revenue growth for business unit was 20% for year; first five months of year we were short two salespeople; revenue growth for the territory was 17.5% despite the lack of sales staff.
-Increased YOY territory sales by 26% in 2010 and by 31% in 2011.
-Closed $936.5K in contracts in first nine months of employment, 2nd out of 7 experienced reps.
-Achieved average gross margin per sale of 37% (versus company average of 27%) by selling value.
-Became top sales engineer within 16 months of hire by adding 11 new accounts.

Michigan Sales Manager

The Original Sign Studio

Hired to recapture lost market share and get the core business back on track as this sign manufacturing company was focused on developing a new brand. Led sales team of six to up-upsell and cross-sell existing customers. Personally selected to manage creative team and sit on executive board to drive quality and revenue. 

-Generated $1M+ in new business opportunities in eight months through direct sales, referrals and calling on existing non-active accounts.
-Developed 16 new accounts in six months. 
-Reduced size of sales team by 50% ($100K annual savings) and increased revenue by 37% and margins by 23%. 
-Elevated on-time performance from 33% to 89% in one month by establishing 15-minute production/sales huddle.

Vice President, Sales and Marketing

Raymond James & Associates

One of the nation’s premiere, full-service financial firms whose philosophy is to understand each individual’s personal needs and dreams for the future, then offer targeted solutions. 

-Developed targeted database of individual and small business prospects. Prospected using unique marketing events, personal networking, cold calling, direct mail and other sales methods to attract and close client deals.

Financial Advisor

Acme Sign Company

Hired to break into the US market and overcome lack of brand awareness and a strong sales foundation in the States. Promoted to Director of Sales, North America, from Sales Representative, after just eight months of joining company. Built, managed and coached sales team for Canada and the US. Restructured sales compensation plan to maximize sales team performance and revenue.

-Surpassed revenue goal of $500,000 in six months resulting in $975,000 of revenue.
-Closed two national accounts, resulting in annual revenue of $1.3M.
-Achieved 150% year-over-year growth in sales revenue from sales staff by supporting team’s sales efforts with sales coaching, tactical sales training and increased communications. 
-Grew revenue of seven underperforming accounts by 37%.
-Coached two underperforming salespeople and added $475K in additional revenue within 12 months.

Director of Sales, North America

Signs Now 277 (Concepts In Color, Inc.)

Companies in the educational and sports arena markets didn’t have a go-to sign company that understood their unique needs. Started this specialty sign company in the Midwest to fill the gap, with a partner, a couple of paint brushes, a brief case and a phone.  

-Achieved year-over-year growth of 200% for the first five years, resulting in $1.1M in year 10. 
-Hired and managed staff and developed sales processes to increase revenue 32% and reduced marketing expenses by 40% by building referral sales methods.
-Fueled company’s growth by developing and bringing to market eight new products in three years.
-Converted independent business into Signs Now franchise five years after launch. Awarded ‘Franchisee of the Year’ in the second year of joining Signs Now franchise. Elected to serve on the Marketing Advisory Board of Signs Now ($1M budget).

President / Founder

I am not the sales manager you want.  I am the sales manager you need.  This is a phrase that a colleague who understand the value of I bring to sales organization. 

You Can Build A Business With Passion And Determination, But You Cannot Scale It Without A High-Performance Sales Organization.
 
Without A Repeatable Sales Engine, You’re Going To Continue To Struggle To Reach Your Objectives Because…
 
You’re likely an entrepreneur or CEO with a burning desire to grow your company? But for you, sales is no longer the best use of your time and you feel yourself constantly being sucked back into the weeds of your business.

Currently, your passion for the company is only exceeded by your desire to double revenue…$7M to $15M or $15M to $30M in the next 3 years.  In other words, you want to scale the business!

What if I told you, it was possible to accelerate your revenue growth and build a sales organization that generates revenue without your constant involvement? It’s not easy, and the journey will be challenging, but in the end, you’ll be rewarded with your freedom.

What you need are the basic sales processes and systems, optimized for your company and customer because without them, you cannot scale.

Change is required. If you’re bold enough to take this path, you’ll need to change your mindset and instill a discipline of accountability and establish a high-performance culture within the sales team.

You won’t find a one size fits all approach here. The process is simple, but the answers aren’t always easy to hear. Solutions to your challenges are not created by treating your symptoms, but by fixing the root causes.  If your revenue forecast is unreliable, this is a symptom; correcting the underlying cause is the key to your freedom.

Those that know me best often find me reflecting over a fine cigar in my private cigar lounge. In fact, I speak regularly about my two favorite passions as host my podcast called Sales & Cigars.  

Let’s start with a virtual cup of coffee. I’d like to understand why you want to build a performance-based sales culture. 

https://calendly.com/walter-helix/15-minute

✉ walter@HelixSalesDevelopment.com  | ☎ 313-550-9950 | 🌎 www.HelixSalesDevelopment.com

Your salespeople aren't bad at selling. They don't know what to say.

You hired them. Gave them a deck. Pointed them at prospects. Expected them to figure out how to articulate value.

Then you're frustrated when they default to features and pricing.

CSO Insights research shows that only 43% of salespeople hit quota. But here's what's buried in that data: most salespeople don't have a clear, repeatable message about what they're actually solving.  They lack clarity.

Salespeople aren't copywriters. They can't create compelling messaging on their own.

Leadership must give them the message. Not a value prop. Not three unique differentiators. A clear story about who the buyer is, what they're obsessed with, and how you solve it differently.

Your sales team will execute the message. But they can't create it.

Stop blaming your salespeople for weak messaging.

Give them the words you want them to say, and they'll close the deals.

taplio

The Battle

Colin Sanburg

Walter Crosby

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taplio

The Battle

Colin Sanburg

Walter Crosby

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Walter Crosby's LinkedIn Performance

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