Scott Cowley
I help founders who sell, but aren't *sales*people, build repeatable processes that win
Bio
You should book a call with me if you are a non-salesperson who has to sell and/or lead a team selling a product/service with a lifetime value of at least $5,000 AND you're struggling with reliable, repeatable sales performance. Lead generation, booking meetings, closing, reducing no shows, etc I help founders who lead the sales efforts, this means the 1-1 kind of selling. If you are a founder selling, with up to three others in the sales team, selling a product with a minimum lifetime value of 15,000 USD - maybe I can help. BUT be aware, I can be a little too honest for people and sometimes a little too blunt, it's the Australian in me, so please only book if you're open to changing your approach to radically change your outcomes. ALSO if your product should NOT be sold (ie the value is below a few '000 or you want to have exclusively product-led or marketing-led growth model) DON'T BOOK TIME WITH ME. There are far better marketers on this site, check out Foti Pangio, Mark Cann, Alicia Burke, Matthew Eisner - and tell them Scott says hi. My background is leading teams selling everything from a few hundred $$ a month SaaS to 6 figure services contracts. I've sold, managed, lead and supported sales over 14 years, in 8 languages, on 6 continents - only missing Antarctica and the International Space Station, I'm working on both. I've worked with SaaS, agencies, fintech, virtual events, productised services. The main through line is they are all tech, or service audiences who are tech focused. If you're not ready for a conversion YET check out my "Top 5 Mistakes Founders Make When Selling by The Sales Mastermind (and what to do instead)" here: https://thesalesmastermind.com/#subscribe
Expertise
Building a team
Building a SALES team. Most people miss what sales actually is and that it is hard to find good sales talent, it's expensive to pay them and then they wonder why cutting corners on either of the above means they missed their goals. I can help if you need support with team structure (eg pods, territories or a free for all), team composition (eg reps, SDRs, BDMs or onboarding) and the order to build it.
Customer success
Having worked in the customer success world since 2020 I have seen a lot of ways to spin up a CS team quickly, scale the team and also how to successfully fail at both of those things. The two main goals for CS I can speak to are: "Automation and efficiency" and "Day 1 Customer Success".
Go to market strategy
You have an idea or a product and now what? As long as your GTM will involve a sales component (ie the monthly cost will be over $600 or annual cost over $5000) I can help with what to do before going to marketing, how to revise and reverse a sinking sales-led GTM and what to do when it's working but you aren't sure what next.
Productized services
Productised service businesses have the standard agency problems but with a natural inbuilt scalability. This problems are either people, process or pipeline based. I help people MOST with the pipeline problem BUT I just love productised businesses as they combine the way I like to do business - they're a high value product, with potentially long retention, in the services space. What's not to love?
Sales
Quick clarifier - sales means growth via 1-1 conversations. If you've made it this far in my profile and are thinking anything other than "This guy likes sales" - please let me know so I can update the profile. Sales is my passion as it's often the key determination for a business succeeding or failing - would 1k, 10k or 100k more next month make your life much much easier? Sales is the fastest way to get it, and that's what I do above all else.
Toolkit
Close
8 years of experienceClose is great for a specific use case. If you're looking for something simple, for a small sales team, and you don't want to get bogged down in all the bells and whistles then Close might be for you. Personal I find it limiting once you have more than 2 people selling or if you want to add automation of any kind, plus the reporting must be exported. All in all I know a lot of people very happy with Close and I work with it often with clients.
ConvertKit
8 years of experienceI have been using Convertkit in my own business since 2019 and have experience with forms, landing pages and subscribers. Highly recommend their webinars.
Hubspot
11 years of experienceHubspot CRM is POWERFUL, but can be expensive and the reporting is limited. I ONLY know about hubspot as a CRM and do not use the email marketing features. Happy to chat about workflows, sequences and all rough automation.
Intercom
9 years of experienceI have worked with intercom to automate onboarding and create a robust upsell process from freemium to paid user. I especially enjoy building webhook based triggers for additional support to automate the upsell process
Salesforce
14 years of experienceHaving worked as both a rep and a manager within the salesforce ecosystem I can provide insight into the best set up and also help build robust reporting.
Trello
14 years of experienceTrello has been one of my go to's for many years, it's simple yet insanely powerful. The free version is ok, but the paid version is AMAZING, repeating cards, auto updating tasks and the beautiful kanban style layout make Trello one of the top productivity to-do list apps going.
Industries
Business Information Systems
I work with all forms of tech, tech enabled and selling-to-tech. This ranges from SaaS to platforms to marketplaces and fintech (and everything in between).