We had the good fortune of connecting with Tony Wiedenski and we’ve shared our conversation below.

Hi Tony, can you walk us through the thought-process of starting your business?
Over the last 5 years, business-to-business (B2B) sales has changed dramatically. In some cases the increase in technology and software, the focus on digital transformation, and the rise of e-commence has made it easier for buyers to buy without intervention from a sales person.

On the other hand, technology has also created a flood of automated sales outreach to reach the masses. It has overwhelmed buyers with people trying to sell buyers anything and everything, even if the product or service being pushed has no relevance to the buyer. It has created more noise and aggravation for B2B buyers.

What worked for sales teams and sellers just 5 years ago does not work anymore today. We are at a critical point in time where sales skills need to evolve to the way buyers buy today. Buyers still need the help of sales people, but, they need sales people to be their trusted advisors. Gone are the days where a successful salesperson can push a product, convince someone to buy, “pitch” them, or “close” them.

Many B2B sales teams are struggling to hit their revenue goals and struggling to grow because they have not evolved fast enough. I created RevUp Sales LLC to help organizations in 2 major ways.

The first is by training and upskilling sales people and sales managers to mimic how their buyers buy today. We do this by training them to associate their product/service features to high level business problems buyers want to solve.

The second is by helping sales teams align to outcomes and predictable revenue growth. We do this through a series of sales operations “Jump-Starts” which are focused on making an organization’s internal sales process more efficient.

Alright, so for those in our community who might not be familiar with your business, can you tell us more?
RevUp Sales LLC is unique in a couple of ways. Most traditional “fractional” sales management or VP of sales consultants are structured around a retainer model. This means they typically will allocate a certain number of hours of consulting per week or a specific monthly fee.

Instead we created “Jump-Starts” which are entirely outcome driven. Each Jump-Start delivers a certain outcome, as quickly as possible. As a result, we may work 20-30 hours in the first couple weeks on a given Jump-Start for a client.

Our other differentiator is being only one of five consultants who are Certified Gap Selling Trainers. Gap Selling is a transformative sales framework that creates problem-centric revenue organizations and creates complete alignment between marketings, sales, customer support, and the customer.

Our entire go-to-market position was born from 15 years of B2B sales experience across various industries. We’ve seen what works and what doesn’t. We’ve been able to take our approach and framework and apply it to any B2B sales team in any industry.

If you had a friend visiting you, what are some of the local spots you’d want to take them around to?
Arizona is an amazing state. One minute you can be in Phoenix (“They Valley”) with hot temperatures and lots of sun, and in just a 2.5 hour drive you can be in the snow! We would certainly play a round or two of golf at We-Ko-Pa, Grayhawk, Southern Dunes, or Quintero. Next, we would head to Arcadia, Roosevelt Row, or downtown Phoenix for good eats and specialty drinks. We would check out one of many hiking trails around Phoenix, such as Camelback, South Mountain, Lost Dog Wash, only to name a few. Finally, the week wouldn’t be complete without a trip up to Sedona to see the red rocks and maybe even downtown Flagstaff to enjoy some cooler weather.

Shoutout is all about shouting out others who you feel deserve additional recognition and exposure. Who would you like to shoutout?
Absolutely! My shoutout goes to my amazing wife, Nikki! Without her love and support, I would never have had the courage to start my own business. Nikki has always believed in me, even when I didn’t believe in myself. She motivates me and keeps me grounded, especially when I get impatient because I want things to happen faster than they really do. LOL.

Love you, Nikki! Thank you for being my #1 fan.

Website: https://www.revup-sales.com/

Linkedin: https://www.linkedin.com/in/tonywiedenski/

Youtube: https://www.youtube.com/channel/UCaA2bcQcsPTAHnCFqdFBRKA

Other: YouTube account doesn’t have video yet, but will in about a week. Up to you if you would like to include it.

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