Q&A with our Founder

I've worked directly with B2B clients as well through channel partners since 2017 and have personally helped over 100 SMB clients. Because of this experience, I understand how larger sales development agencies operate and where gaps exist regarding matching client needs with the optimal B2B sales development strategy. My focus is helping SMBs who need a tailored approach to engaging specific B2B prospects that are difficult to reach via conventional outreach methods. Most B2B sales development agencies rely upon mass outreach and automation. This is proving to be less effective over time but they continue to do this because it's the most cost-effective way to scale their business. I take the opposite approach by tailoring outreach strategies for each client, based on the size of their segmented ICP as well as the per prospect LTV potential. The lower the quantity of prospects and higher the LTV potential, the more of a necessity to deploy a B2B sales development strategy that is tailored to the target audience at the account and person levels. I also deploy unconventional outreach tactics that can be shared over a phone conversation.

The primary objective of B2B sales development is to engage targeted prospects and set up scheduled meetings. In regard to meeting set rate expectations, this widely varies depending on numerous factors. I've booked 30 meetings in a single month for a client and in other cases have taken over a month to set up the first meeting. Because of the wide variance, I don't specifically commit to the quantity of set meetings but rather commit to deploying the right outreach strategy to optimize results, rather than force-fitting a pre-defined model. In saying that, I know that clients find comfort in having an expectation of how many booked meetings they'll get per month with qualified prospects. Most, if not all, larger B2B sales development / lead generation agencies promote some kind of metric, and in most cases, these metrics are inflated to close the sale, leaving many clients disappointed on the back end. With VAL 3, you can expect a partner that is 100% reliable, trustworthy, prompt, tactically persistent and will maneuver within the sales development process to optimize the chances of getting as many booked meetings with qualified prospects as possible, while also functioning as an expert sales development advisor along the way.

You've heard the saying, "take life by the horns", which essentially means, facing difficult situations with confidence. For SMBs, driving B2B sales is a perpetually difficult thing. When sales development issues exist, achieving company growth goals may be in jeopardy, which can cause fear to quickly settle in. The only thing stronger than fear is hope, and my job is to infuse hope into the B2B sales development process so SMBs can be better positioned to achieve their growth objectives.

While I may not have direct experience in your particular industry, my expertise is strategic B2B sales development, which is cross-industry. In saying that, I have experience in SaaS, Crypto, Advanced Technologies, Manufacturing, Real Estate, Professional Services, Consulting, Education and Government.

Manufacturing Fractional sales for a UV-C light, air sanitation manufacturing firm - led brand re-invention, go-to-market foundation and closed first quarter-million in sales. Location Based Services Strategic Sales and Channel Partner Development, leading to signed MSA and technology collaboration with a global industry leader. Nanotech Channel development and partnership creation with three major plastics and casing manufacturers in the US. Leadership Development Brand re-development, enhanced market positioning, new website and marketing collateral and sales pipeline development. Sales Performance Management Israeli firm - opened up the North American market through strategic lead generation and sales conversion; closed first US-based client. Cloud Data Protection Created outbound lead gen program (all leads prior were inbound) - sales conversion and new revenue generation. Advanced Data Analytics Helped a VC backed early stage company re-position its value proposition - landed a new enterprise client within two months. AI MarTech Helped a digital agency create a new AI offering and generated multi-six-figure new revenue. Crowdsourcing Custom ABS to some of the largest tech-companies in the world - landed an RFI with one of the largest social media companies and pilots with fortune 50 tech companies. Logistics Strategic ABM to mid-market and enterprise prospects - developed ABM best practices leading a team focused on a very specific prospect segment. 3D Visualizations Helped a European firm create it's NA go-to market strategy - sales pipeline development and management - proposal generation and revenue generation. Examples of of other companies we've helped include: Global Affiliate & Influencer Marketing Network, Digital Transformation Consultancy, Intellectual Property Fraud Detection, K-12 Staff Recruiting, GenAI Solution Provider, National IT & Telco Implementation firm, Global Marketplace in the "gig economy", NetSuite Implementation Provider, Lab Informatics Consultancy, Web3 and AI Consultancy, School Master Scheduling SaaS Platform and more.

Most are SMB's but I've also helped larger organizations expand their product line, launch a new business unit or scale their market footprint. I evaluate each opportunity on a case-by-case basis to confirm if VAL 3 is the right fit for the client need.

Fractional sales was still a pretty new term when I started VAL 3 in 2017. Today, there are fractional sales firms with more cumulative experience among their numerous team members, however I've personally led projects for over 100 B2B clients, have generated over 3,000 SQLs, have created over 550 segmented campaigns and have produced over $20M in SMB pipeline and revenue through strategic cold outbound. That being said, I have extensive experience in B2B sales development.

Initial 90-day commitment, with extensions from there that can vary based on client and project-specific factors.

"VAL" isn't an acronym...it's just short for "Value". The "3" represents the three categories we operate in. 1) Create, 2) Promote and 3) Capture. Refer to the bottom of the home page for a short definition of each.