Why I Believe Veth Group Is Needed

If you scroll through LinkedIn, it seems like every third person you see on the platform has the tagline: “B2B Sales Growth Expert” or “Your Go-To Girl For B2B Growth.”

Why do I believe the world needs yet another organization that’s sole purpose is to grow the sales of other organizations?

There are 5 reasons:

1. There are a plethora of consultants who are not “do-er’s” and can’t dispense actionable advice - I often think of a business like a fleet in the Navy. The CEO is the Admiral, he has commanding officers who oversee Destroyers, Battleships, Aircraft Carriers, etc. The “AE” or “SDR” in this analogy is like a starboard machine gunner. They have a very specific job: shoot lots of bullets accurately under pressure. Although the Admiral has many skills that the Machine Gunner doesn’t - if you had the two compete in the role of machine gunning, my money would be on the Machine Gunner every day of week. The world absolutely needs Admiral-level strategy consultants - but I believe there is a MASSIVE shortage of people who can teach the tactical skills required to succeed in new business development. Furthermore, there are even less of these people who can also connect higher level strategy to the tactical. My hope is that we can be one of the companies filling this void by bridging the gap. We will always have a component of our business that is “doing the work” IN THE PRESENT - our strategies will be grounded in tangible data, not pontificating (either about what ideas we THINK will work, or about how successful we used to be doing something in the past).
2. “It’s All About Execution” - everyone from Bill McDermott (CEO of SAP), to Gary Vaynerchuk, to Elon Musk, to Jeff Bezos preach that execution matters more than mere ideas. I’ve seen this come to bear in every job I’ve ever had. The hardest two weeks of my career were when I started in business development at EMC - I couldn’t get an appointment to save my life. I was very lucky to have two mentors remind me that lack of activity is normally why salespeople fail - not the wrong activity. I resolved that I would simply dial the phone a ridiculous amount of times, more than anybody else ever had - and sure enough, my movement up the dialing KPI was quickly followed by every other key metric rising commensurately. In the world of outsourced demand generation: companies need partners that can muscle through the pain continually - whether that is standing at the USPS for 6 hours while mailing packages, making 300 calls a day, or working through the night to message people on LinkedIn. It’s not that easy to take the rejection and pain of prospecting: but I know our team can. Similarly, in the world of sales recruiting: it’s all about execution. Plenty of people have theories as to how to vet people and how to ensure they stay in a job. But, the way I see it, not enough people in recruiting are staying up until 2am sending personalized messages to candidates until they have a great list for their client. It’s not that strategy isn’t important in recruiting - it’s that execution is the fuel for the engine of strategy. Without gas, the car is just going to idle.
3. “End to End Accountability” for growth - it sounds cliche, but I really mean it when I say that Veth Group is going to take end-to-end accountability for growing our client’s net new sales. In our early client engagements, this has meant that we’re doing things like project managing website development/digital marketing, writing case studies, and making introductions in our network when we can’t do the work ourselves. I think this is rare, and I believe that we have the muscle, intensity, and intelligence to help companies do everything from prospect better, to find better people, to leverage LinkedIn more effectively. And we will either drive the outcome ourselves, teach the client to do it themselves, or find someone who can do it for the client. There is no shirking of responsibility - and never will be with us.
4. The world is changing, and Outbound/Inbound BOTH matter now - I am not about to jump on the “social-selling only” bandwagon; however, as sales professionals we need to recognize where our customer’s attention is, and where it is going to continue to move (disclaimer: Gary Vaynerchuk taught me this, and I give him full credit for this paradigm). I personally love the phone, and have made as many as 680 cold phone calls in a given day. But Veth Group has been getting so much business off of LinkedIn that it’s been hard for me to find the time to outbound prospect consistently (please note: we still do this for clients every day - we are not getting soft about cold-outreach, or moving to a 100% “non-doer” consulting model). If I ever get too soft to get my hands dirty around new business development, please dissociate yourself from me, immediately! But as sales leaders, we need to balance outbound prospecting with brand building: both have a place, and will continue to have a place for the foreseeable future. I believe that we have something unique to bring to the market by knowing outbound prospecting like the back of our hand, and also knowing B2B “social selling” / “branding” well enough that we can teach it to get results. Ultimately, the best proof of a consultant/consulting company knowing social marketing is if they themselves have a huge following. If they claim that they can grow your company’s digital presence: how good is their own company’s digital presence? If they claim they can grow your personal brand or the brand of your sales reps: how good is they or their leader’s personal brand? It is incredible how many people are claiming to be LinkedIn coaches who have 1/10 the following of a good tech sales rep WHO SELLS SOFTWARE and wouldn’t even call themselves a “social selling expert.”
5. The world needs more businesses that honor God - as most of you know, I am strong believer in Jesus Christ. I’m happy to talk to you about why any time (like always, text me whenever). If you look at the historical, philosophical, and scientific evidence - I think that the narrative the Bible offers to explain this evidence is by far the most compelling I’ve ever seen. When you start watching movies like “Case For Christ,” “Paul: Apostle of Christ,” and “War Room”: your perspective on God, religion, and its bearing on our present lives can quickly change. I recognize that some people may feel I’m outspoken for my willingness to be public about my beliefs: my goal is not to be offensive. But, given the fact that I believe eternity is on the line for each one of us, I care too much about you NOT to be explicit. With that in mind, I want to build a business that truly shows love to the world. The type that donates 20% of its profit off the top to the poor. That is honest in its billing and marketing practices. That puts employees first: in profit sharing, in culture, and in every other way imaginable. Within the context of sales training, the type that never charges the widowed woman who is trying to build a business to support her family, and will always take the time to help the struggling IT sales rep who can’t figure out LinkedIn (again, for free). In my experience, operating a business in this way will help to change the world - and we need more gas stations, diners, bowling alleys, and sales consulting firms to think this way.

If you’d like to discuss any of these points further, have any advice for me, or are interested in working with our team, feel free to text me at 203-641-3940. We can set up a time to talk.

Thank you for all of your support!