Dan Morris

Pro Serv Blogs

How Founders Should Be Leveraging Their Time to Drive Growth—Especially if They Dislike Sales

As founders of professional services firms, C54 members know the value of every hour. Most feel they simply do not have enough hours in the week. Many admit that they do not get around to business development because they are wired, even trained to dislike “sales”, so when they look at their calendar, any other option seems more attractive. So today let’s talk about how to get the best leverage out of your business development time even if you hate selling.

Pro Serv Blogs

Scaling Sales in Professional Services: What Goes Wrong and How to Avoid It.

Scaling a services firm takes more than hiring salespeople and boosting your marketing budget. This is a common, major, and costly oversight. The cost of this mistake is typically $450k to $3 million in direct costs and lost sales. At Collective 54, we call these avoidable things that are simply down to a lack of experience “dumb taxes”. This cost is incurred before the founder realizes they skipped the steps needed to build the foundations correctly because they have not done it before. It often takes 2-3 years for founders to run out of patience with burning cash and not growing. Then, they take action to fix it. The solution is creating a systematic, replicable sales and marketing process that can grow along with your business.

Pro Serv Podcasts

Episode  128 – How to Begin Building a Sales Team with Fractional Sales Talent – Member Case by Dan Morris

Scaling boutiques need to build a sales team yet delay doing so because of the perceived risk and expense. In this session, member Dan Morris shows us how to reduce the risk and ease into it by leveraging fractional sales leadership. Most boutiques use fractional finance, HR, IT, and Legal executives and it may be time for you to deploy the same approach to sales.