About our company, BetterSell Solutions
Founded in 1999, BetterSell Solutions provides sales and marketing training and consulting to companies large and small throughout the United States.
The company was founded based upon the premise that most companies were missing the mark in the way they approached the market. These companies were more concerned with telling you about all the features they had and didn't worry at all about what problem they solved. And this followed with the sales force too.
Most traditional sales training is concerned with features and train the reps to do the proverbial product dump. Is it any wonder then what the sales rep does when they finally get in front of the customer? They do a brain dump.
That's the problem we solve. We help companies position their company and products in terms of the business problem they solve and then train the sales force to deal with their customers on that basis. We also offer them the tools and methodologies to deal with different sales models from large account selling, to channel selling, to sales strategies to sales tactics.
The company has recently announced a Diagnostic Sales Audit Survey which is an online survey that can be used to benchmark the state of the sales force and points out areas of waste and those golden nuggets upon which to invest.
Although a small company we
have aligned ourselves with other professionals who serve different aspects
of the company.
- Inner Resources is a strategic planning and executive coaching organization for young and growing companies. Bonnie Gorbaty who leads Inner Resources was recently named one of the top ten coaches in New England.
- Options for Change is the company we bring in for team building and organizational development. They can achieve huge results for companies who need to change but who don't want to change.
About our principal, Bob Hatcher
The list of clients is impressive. In media and high tech, they include Rainbow Communications (AMC TV network), Yahoo, RightMedia, Trillium Software, CedarPoint Communications, HighDeal, Brooks Automation, SaveJe Technologies, Brix Networks, and PeerApp. In professional services and business process outsourcing he has worked with IQ Business Group, SEA Consultants, Woodard & Curran, RETEC, and Sutherland Global Services. In the recruiting space he as worked with HC Watson and others.
Bob has played a pivotal role in the success of a number of companies both large and small. Before starting BetterSell Solutions, Bob was a business development director in the firm-wide e-Business initiative at PricewaterhouseCoopers. In that role, he was charged with evaluating emerging e-business companies as they brought their products to market and determining the appropriate business and sales relationship with the firm. He also developed and managed an invitation-only program called the E-Business Best Practices Forum, which brought together key e-business executives from Fortune 50 companies to discuss and share best practices.
For seven years at Lotus Development Corporation he held senior management positions. As Director of Strategic Alliances he managed all sales and marketing activities related to the IBM relationship that ultimately led to IBM's acquisition of Lotus. In an earlier entrepreneurial role at Lotus, he was the executive responsible for launching two new product lines.
At Renaissance Solutions, Bob was a Principal and managed the Performance Innovation Group where he sold and managed large consulting engagements that worked with clients’ adoption of new technology for sales applications. At i-Cube, a systems integration firm, as VP of Marketing and Business Development he established sales relationship agreements with Oracle and Hewlett Packard which resulted in i-Cube leveraging more business for these companies than three of the “Big 6”.
His educational background includes a BS, Meteorology from the University of Massachusetts, an MS, Wind Engineering from Colorado State University, and an MBA with a concentration in finance from Bentley College.