Get Unstuck & On Target

Episode 123: Why Business Leaders Need to Be Using “Sales Forensics”

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In today’s episode, Mike talks with Rick Reynolds & Alex Brown. Rick is the co-founder and CEO, and Alex is the Vice President of Sales.

A little bit more about Rick. Over his career, he’s built two successful companies to evaluate and deliver actionable insights into business to business sales performance. That is, why are sales one and lost and account health. Why are accounts strong, vulnerable, or damaged?

Alex has spent his entire career in sales, sales management, and sales leadership roles in a number of industries. So you can see we’re gonna have a rich conversation.

Rick Reynold’s Bio

Over his career Rick has launched and built two successful companies to evaluate and deliver actionable insights into B2B sales performance (Why are sales won and lost?) and account health (Why are accounts strong, vulnerable, or damaged?). AskForensics, his current company, delivers in-depth qualitative assessments and quantitative analytics, using proprietary solutions and methodologies, to leading Fortune 1000 corporations and SMBs.

Rick has also been on the boards and advisory councils of several national, state, and local non-profit organizations focused on healthcare, medical research, and disabilities.

Alex Brown’s Bio

My first job was in 7th grade as a prep cook and dishwasher and I haven’t stopped working since that time. I have spent my entire career years in sales, sales management, and sales leadership roles in several industries. The most recent 5 years have been in healthcare acquisitions where I helped lead the team that found, evaluated and brought on doctor-owned medical practices.

In This Episode…
  • Meet the Experts: Let’s dive in as Mike introduces our go-to guys, Rick and Alex from AskForensics, and they share their journey into the biz.
  • What’s AskForensics?: Hang out with Rick as he breaks down the who, what, and why of AskForensics, talking about how they turn data into decisions that drive sales.
  • Sales: Then vs. Now: Alex chats about the shift in the sales game due to the digital age, and why it’s important to keep a finger on the pulse of client relationships.
  • Forensics Meet Sales: Get into the nitty-gritty of how Rick and his team turn detective, using a unique approach to uncover insights that traditional market research might miss.
  • Who Needs AskForensics?: From Fortune 1000 powerhouses to emerging businesses, Rick shares who could benefit from a dose of AskForensics magic.
  • Why AskForensics?: Join the conversation on how AskForensics can help you hang onto important accounts and amp up your sales performance.
  • AskForensics: Resistance to Acceptance: Let Rick walk you through the initial push-back from sales teams and how they overcome these reservations.
  • Bespoke Services: Rick’s got you covered, explaining how AskForensics can help businesses big or small with a range of services.
  • Picking Your Battles: Learn about the methodology behind selecting which customers to focus on in a B2B environment, with some tips on how to balance data and intuition.
  • Art vs Science: Explore the perfect blend of intuition and data when handling client feedback, finding that sweet spot between science and art.
  • Keeping Your Eye on the Prize: Unpack the comparative analysis of account health and sales forensics, and how it can help manage potential conflict.
  • All About Retention: Get the inside scoop on why renewals and customer retention are the name of the game, especially for SaaS companies.
  • Feedback, Action, and Perception: Dive into the importance of acting on client feedback and how it shapes their perception of your business.
  • Third-party Interviews: See how bringing in an independent third party to conduct interviews can show clients you’re invested in understanding their needs.
  • Leadership Changes & Perception: Understand the value of third-party analysis when leadership changes occur within a client organization.
  • Fixing the Gaps: Listen to Rick’s story of how they helped a vulnerable client improve their business by identifying weaknesses and strategizing for success.
    • Links & Resources Mentioned…
    • Website: https://askforensics.com
  • Rick’s LinkedIn: https://www.linkedin.com/in/rickareynolds
  • Alex’s LinkedIn: https://www.linkedin.com/in/alexanderbrownsales
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    Get Unstuck & On TargetBy Mike O'Neill
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