One Up Club

It's 2023, it's no longer acceptable to suffer in silence.

If you're not getting the support you need from your company, manager, team, friends or family, we're here for you. It's not easy winning in the sales profession today, but let's make it easier by answering those tough questions / scenarios that will make your quarter.

This is the resource I WISH I had

Get a sales expert to answer your question by calling Sales Support at +1 (303) 578-8581

Team of Ten

Alignd

“Pipeline is down 40-80% YoY”

So what do you do about it?

If you don’t fix it… you’ll have to cut headcount, reduce techstack, push off growth initiatives or give up your bonus.

OR 

you could re-align your sales & marketing teams to earn buyers

Experimenting to find your competitive advantage in the way you build lists + prioritize accounts, deliver prospect experiences & enable champions to get back that pipeline you lost

We start with an assessment to find the quick wins to fuel the change & workshop solutions together to find the best way to make that 2 year strategy a reality.

Ready to win back pipeline?

Shoot me a DM or visit our website to learn more

We offer:
1 Assessments - Align your team, buyers and shareholders to create consistent growth
2 Workshop series - ABSD & Social selling
3 Multi-year GTM services

We start with a strategy call to see if it's a smart investment (ROI + Risk)

Managing Partner

B2B Power Hour

We help sales and marketing professionals thrive in a world dominated by outdated playbooks and old-school tactics.

Learn new skills & strategies

Each Friday, we go live at 9AM PST / 12pm EST

Co Host

HYPCCCYCL

HYPCCCYCL is an invite-only, professional community where top B2B revenue leaders cross-train their GTM skills with VCs.

Brand Ambassador

KO Advantage Group

Marketing & Partnerships Manager

Community Engagement Manager

Sales Unicorn

I want children to tell their parents they want to be salespeople and for them to be proud!

I see a day when Sales Unicorn makes sales a highly sought after profession by:

1) Educating salespeople to a higher industry standard
2) Providing consistent & above average income to support their growth
3) Partner with great companies for them to work with
4) Nurture their ongoing develop to create highly sought after sales unicorns

That's something I feel is worth fighting for!

Co-Founder + COO

GROE Business Development

At GROE, I lead the business development and growth of service companies with $1M+ revenue.

-Structuring innovative and creative solutions to complex business issues
-Originating, developing, validating, qualifying, and closing sales opportunities
-Conduct analysis to address critical business issues and generate insights about client and industry business performance improvement
-Build a team and provide leadership and support including performance management and coaching.
-Engaging and influencing key stakeholders to ensuring initiatives are implemented
-Responsible for overall account management, account growth, and leadership of cross-functional teams

Chief of Growth | Innovation + Strategy

JCI (Junior Chamber International)

I built relationships with engineers, accountants, lawyers, bankers, IT, financial advisers, architects, and other young professionals (18-40) in Calgary looking to advance their career and have a positive impact on the community.

My specialty was working with each individual to align them with the right resources and help them get the most of what JCI has to offer.

Director of Membership | Community Builder

Prairie Advisory Corp.

At Prairie, I Built long-standing relationships with oil and gas, environmental, industrial, and construction companies across Canada (Mid-market $10M - 100M revenue) which cultivated a strong sales pipeline of Qualified Mergers & Acquisition leads of $10,000,000+ revenue and $1,000,000+ EBITDA

I was leading the business development activities of the team including prospecting activities, preparation of teasers and proposals, building relationships with existing and target clients, and establishing a network of professional colleagues.

Coordinating and executing buy-side and sell-side due diligence process in order to ensure timely completion of financial models, valuations, and integration planning.

Preparing and reviewing detailed financial analysis to illustrate key business drivers and performance indicators;

Assisting in executing all aspects of mergers, acquisitions, joint ventures, turnarounds, and financing from inception through due diligence, valuation, negation, closing, and integration. Leading and facilitating post-integration analysis.

📍 It was at Prairie that I first started developing my sales + customer service methodology. 

I was required to make 100+ cold calls a day to earn my salary but it was highly ineffective and mentally draining... I started a combination approach of researching on LinkedIn and approaching with specific proposals (email, warm call, and LinkedIn personalized connection requests) which opened the door to long-lasting relationships.

Companies struggled to build a diverse and loyal customer base which created the opportunity to work with GROE Business Development

Associate | Mid-Market M&A Advisory

HD Energy and Investments

At HD, I worked with and supported portfolio companies, including attending board meetings and monitoring performance to ensure returns and strategic objectives were achieved

📍 We built profitable startups by thorough go-to-market strategy, leveraging a collaborative work style, creative problem-solving ability, and the lean startup methodology.

We could validate the business opportunity (in Oil and Gas, and Construction sectors), establish an investment case, and structure and negotiate terms for potential investments with limited resources.

My challenge was developing a complete understanding of an emerging company by evaluating its market opportunity, competition, product/service, sales and growth, operations, financial statements and projections, human capital, equity needs, and capital structure.

📍 Maintaining great relationships with my entrepreneurs, our technical team and the different financial institutions was key!

I had a unique experience of managing a separate portfolio that invested in public shares while building our portfolio companies. Annual reports offer a different perspective on market trends, strategic planning and operations than the Startups in our portfolio.

📍 Strategic Planning is a POWERFUL process

The different approaches to strategic planning such as SWOT Analysis, Six Sigma, Balanced Scorecard, Scaling Up (One Page Strategic Plan), PEST, and Blue Ocean created a dynamic hands on experience. Managing the execution is where most companies failed… you can’t take a static approach. You have to constantly pivot, re-evaluate and drive forward!

We created 3 profitable businesses that generated over $1M in revenue and the new relationships opened doors in Mergers & Acquisitions Advisory at Prairie Advisory ☝️

General Manager | Portfolio Management | Go-To-Market Strategy

Exploring (& challenging) the future of sales 🤖 | Social Selling & GTM Strategy | 🎙 Host @ B2B Power Hour

How do you succeed in sales & not kill yourself in the process?

This is the question that consumed me as I was fighting for my life in the hospital...

I had wore my burnout as a badge of honor until it literally almost killed me. But yet, all I could think about is how sales was the only profession that I felt appreciated (& I loved the thrill of the hunt!)

That little question turned into over 5 years of research and evolved into:

What are the most effective ways to build pipeline based on testing in the trenches?

No more theory...
I wanted to know what actually works

I started looking into which sellers at the top had a thriving life outside of work. Family, friends, hobbies & so much more than just the endless hustle…

It didn’t take long to realize top sellers were taking marketing into their own hands to:
1) create content
2) engage on social media
3) host virtual events / podcasts
4) All while earning credibility at scale!

So… it was time to learn copywriting

I joined a copywriting course through Seth Godin's Akimbo & met this dynamic marketer that wanted to learn more about sales (Morgan Smith)

I was teasing him about the misalignment between sales & marketing

Which turned into more than talk... we started running weekly experiments together to validate every process, framework & tool we could find

But now we needed a place to share!

That's where the B2B Power Hour was born

We shared our experiments on social selling, ABSD, cold email, AI, SEP's, Async video, virtual events, gifting & SO MUCH MORE in our shows to help sellers win in this digital environment.

It didn’t take long until we found clear winners

AND those new skills/frameworks/technology were in high demand due to COVID. We were getting 100's DM's a week to train sales teams what we learned

One workshop turned into a series…

Which evolved into multi-year contracts building legacy Co’s modern GTM strategies

That's when Alignd GTM was born!

AND we were working with the companies I dreamed about as a kid!
 
DM me to:
🎙️Get on the podcast (B2B Power Hour)
📅Schedule a strategy session
📢Book me to speak at your SKO
 
Outside of work:
🍻 I’m a competitive home brewer, ask me about it!
🎧 Audiophile that’s exploring the world of broadcasting & content creation
🪵 Hobby woodworker
🤖 Tech Nerd that’s beta testing the world’s cutting edge software & hardware (AI?)

nicholas thickett

Below the Lens

Augmented Reality news delivered fast and simple every week

Founder

Alluviance

Alluviance focuses on building inner game and and sales knowledge. It's a community for tech sales professionals and bringing forth a new wave of rising leadership to help people feel a greater sense of purpose, connection, and drive incredible results.

Founding Member - Aspire

Elementary

Elementary is a series B startup with ~50M in funding backed by Toyota Ventures, Fika Ventures, Threshold Ventures, Fathom Capital, Riot VC. www.elementaryml.com

Solution: AI / ML Cloud based SaaS data analytics platform
Personas: IT, Engineering, Operations
ACV: 100k-1M
Deal Cycle: 6-9 mo.
Account Sizes: Enterprise and Mid-Market, some SMB
Methodology: MEDDIC / MEDDPICC

▪Built $1M+ pipeline, 55 new meetings booked via cold outreach in 5 month tenure (including ramp time)
▪Created a new sales playbook along with Head of Sales for outbound messaging and implemented an agile sales strategy that increased lead conversion rate by 25% and average deal size by 20%
▪Conducted comprehensive research on Ideal Customer Profiles (ICPs) using internal feedback, online sources, and ChatGPT. The insights gained from the research were used to develop targeted marketing strategies, which contributed to a 20% increase in sales pipeline

Enterprise Account Executive

Motorola Solutions

Solution: Cloud based SaaS for physical security 
Personas: IT, Facilities, Physical Security
ACV: 15k-100k
Deal Cycle: 3-9 mo.
Account Sizes: SMB and Mid-Market, some Enterprise
Methodology: MEDDIC / MEDDPICC

▪#1 ranked AE nationally in revenue generated in sale of SaaS products, responsible for 25% of annual company revenue in closed deals. Adjusted quote attainment 98.27% towards annual target of $2.4M in product sales at 10.5 months
▪#1 national winner in both March madness outbound prospecting competition
and premium software upsell competition
▪Interim Regional Sales Manager for 6 months, managing field sales and 50+ channel partner network resulting in a 25% increase in monthly revenue and a 15% increase in new customer acquisition

Account Executive

Syneos Health

Solution: Pharmaceutical products
Persona: Healthcare professionals
Methodology: Challenger Sales

▪Top 5% of sales team, nationally ranked #2 in last quarter
▪Exceeded performance criteria, met 100% of quota at capped commission rate

Business Development Representative

Navstar Advisors

Private equity consulting firm

▪Actively drafted interview guides and diligence reports for mid-sized companies
▪Led associates and pitched techniques to increase efficiency by 25%
▪Supported director in analyzing research on products in global markets

Associate

Harvard alum. Med-school drop out. Applied for Y-Combinator - didn't get in. Worked in sales at 2 startups. Started a newsletter because I love writing and tech.

taplio

The Battle

nicholas thickett

Saif M.

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