Principal Consultant

Ginger Smith

Ginger is a strategic transformation leader. She has an innate nature to seamlessly connect high-level strategy with essential low-level details for successful returns on investments. With expansive international and domestic experience; she has proven success transforming government, nonprofits and Fortune 100s across industries across Marketing, Sales, Product and Pricing.

She is focused on driving topline revenue and accelerating value-creation for clients.

Engagement Expertise

Strategic Advisory
Data Analytics
Execution Expertise
Due Diligence

GTM Disciplines

Product
Sales
Marketing

Experience

Case Study

Situation

Large, international company challenged with increased competition, price declines, flat revenue growth and shifts to market selling approach. They were missing their numbers and needed to redesign their sales structure to grow revenue, while staying within existing budgets across multiple countries.

Solution Delivered

Sales organizational design and Sales Playbook
Functional revenue and budget plan
Identification and selection of sales office locations
Talent criteria guidelines
Compensation and Quota Plan

Outcome

A new approach to selling was required to drive revenue growth. This included a sales organizational redesign that redefined and introduced Inside Sales to the company.
Cost savings of $1M
Shortened sales cycle length - we have seen better targeting result in a better alignment between sales and the buyer. Some clients have seen a shortened sales cycle of 5-10%
Increased win rate - targeting the right prospects will increase win rate. This can raise 5-7 percentage points with the right targeting
Two years later, the company has surpassed revenue targets and transformed their regional sales growth from single digits to double digits, relying heavily on the balanced Field vs. Inside Sales design.