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 that companies do simply trained their sales reps on the features they offered, 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.
• Dana Associates is a company we recommend to our clients who want to hire exceptional sales talent.  They specialize in sales and sales leadership and are the best in the business.  Although a contingency search firm they treat each assignment like it's a retained search.
  

About our principal, Bob Hatcher

Bob Hatcher is a seasoned sales and marketing executive.  With a 20+ year year he has led the introduction of a number of new products and companies into the marketplace.  He is particularly effective at helping clients with positioning and differentiation in the marketplace as well as aligning sales organization through the application of best sales practices.

As an experienced general manager and line manager in sales, marketing, strategic alliances, and business development, Bob brings an insider's view to making his clients more effective.  He takes a hands-on, customer-centric approach to his engagements.

His consulting clients have included CRM companies, strategic consulting firms, document management companies, environmental firms, and financial services companies.  His breadth and depth allow him to offer strategic advice on go-to-market strategies.

In over twenty years in industry, Bob has played a pivotal role in the success of a number of companies.  He brings this record of success to play for his clients.  Before becoming an independent consultant, Bob was a business development director in the firm- wide e-Business initiative at PricewaterhouseCoopers.  In that role, he worked closely with emerging e-business companies as they brought their products to market.  He also developed and managed an invitation-only program called the E-Business Best Practices Forum, a program where key e-business executives from leading firms came together to discuss and share best practices.

Bob's resume also includes seven years at Lotus Development Corporation where he managed the IBM relationship prior to IBM's acquisition, as well as managing several product lines; i-Cube (acquired by Razorfish), where he was Vice President of Marketing and Business Development; and Digital Equipment Corporation, where he was a group software product marketing manager.  His educational background includes a BS from University of Massachusetts, an MS from Colorado State University, and an MBA from Bentley College.