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It’s your leader’s job to help develop you. But let’s be honest: they’re juggling a hundred other priorities pulling them away from that mission-critical task.
Think about their world:
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At the start of a quarter, it's QBRs, team trainings, and follow-up sessions.
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Month two, the focus shifts — it's all about deal progression for in quarter deals.
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Month three, all attentions turns to closing
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Development time? It gets squeezed… fast.
What does that mean for you?
You’re left with roughly a 20-day window per quarter where your leader can focus some time on coaching and developing you and your team. That’s about 80 days a year for development— split between you, your peers, and your leader's own growth needs.
So ask yourself… how much real time are you actually getting to grow?
And more importantly: Is it enough to get where you want to go?It is time to invest in yourself with someone that does not have a corporate agenda, but knows first hand how these environments work.
Why Do Anything
A career in sales can be challenging to navigate. With limited time and countless potential distractions, consistent success often comes down to where you focus your efforts and the steps you take daily. Intentional action leads to predictable results, while a lack of direction breeds sporadic wins and frustrating setbacks
As a rep weekly you are faced with:
-territory management
-complex deal management
-Pipeline management
-Forecast Management
-Management of supporting cast members (BDR’s, SE’s, Field Marketing, etc)
-Prospect/Customer Management
-Company Politics
If you’re not focused on the right things — or navigating the complexity the right way — it’s easy to get derailed from your ultimate goal: driving reliable revenue and progressing your career.
Why Now
No matter where you are in your sales journey — whether it’s year 1 or year 20 — there’s always room to improve if you have a true growth mindset. The changes we make as sellers, even small ones, can lead to dramatic results. The real question to ask yourself is: What do I need to change? Where can I get better? And am I willing to put in the work to make it happen?
Why seek advisement from Ancora
With over 24 years of experience in the tech industry, we’ve built successful careers navigating everything from fast-paced startups to large, publicly traded companies. We've thrived as top-performing sellers and served as sales leaders, helping teams grow and individuals go from good to great.
Our passion lies in developing sales professionals — and we’re proud to have guided many to career-defining milestones, including surpassing $1M in W2 earnings. That success isn’t just about talent; it’s about mindset, strategy, and repeatable systems.
We bring real-world experience and proven frameworks to help you scale your business, drive consistent revenue, and achieve your long-term goals. Whether you're early in your journey or looking to break through to the next level, we’re here to help you get there — and stay there.
Contact us for more information on our personal advisement programs
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Core Focus Areas We Cover
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Territory Management
Maximize coverage, prioritize accounts, and work smarter — not harder.
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Value-Based Selling
Why it works, how it differentiates you, and how to implement it effectively across every stage of your process.
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Qualifying Deals In or Out
Learn how to assess opportunities early and spend time where it counts.
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Navigating Critical Customer Conversations
From objections to executive alignment — get comfortable having the tough talks that move deals forward.
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Handling Internal Discussions
Effectively communicate with leadership, cross-functional teams, and influence outcomes inside your org.
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Meeting Preparation
Go into every conversation with purpose, strategy, and clear outcomes.
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First Meeting Excellence
Set the tone, establish credibility, and create value from the first interaction.
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Utilizing MEDDPICC
Operationalize this proven methodology to drive deal quality, forecast accuracy, and execution discipline.
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Forecast Management & Deal Progression
Move deals forward with precision and forecast with confidence.
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Career Positioning
Strategically position yourself for your next role — internally or externally.
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Interview Coaching
Tailored prep for internal promotions or external opportunities, from messaging to mock interviews.
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Ancora GTM Advisement for Sales Leaders
As a sales leader, you carry the responsibility of not only delivering results, but also building a sales ecosystem that can scale and win consistently. Sales Leaders have one of the toughest jobs in any sales ecosystem. A sales leader has to sell three ways in any organization. You have to sell strategy and direction to your team, you have to sell your team’s direction and results upstream to senior leaders, and you have to sell outwardly to your team’s prospects/clients. Oftentimes the lines can become blurred impacting results and the development of your team. We focus on helping leaders establish a repeatable dependable operating rhythm that drives results.
Whether you're leading in an early stage startup, late stage startup or post IPO organization the decisions you make today will shape the future success of your team.
Why Do Anything
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The GTM structure you build and develop now will either create region growth or create long-term inefficiencies.
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Understanding what type of sales talent fits your company's stage is critical. While many candidates position themselves as adaptable, most sellers excel in specific growth phases — early-stage, scale-up, or enterprise maturity. It is your charter to identify the right talent, develop your talent, and get your team achieving productivity goals.
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A great majority of Saas companies suffer from not having proper and consistent operating rhythms across regions. This leads leaders to guess at what best practices are to grow and develop their teams. This is detrimental as proper expectations are not set with teams and direction often becomes misaligned. Lack of direction and misalignment lead to inconsistent quarter over quarter results.
Why Now
This is a pivotal moment. Whether you're coming off a successful quarter, entering a new market, or expanding your team — the clock is always ticking. The cost of a wrong hire isn’t just 4–6 months of lost productivity — it’s often 16–18 months:
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1–2 months to hire
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3–4 months to identify performance issues
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1–2 months to attempt course-correction
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1–2 months to manage the exit
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1–2 months to rehire
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6 months to ramp the new rep
Multiply that by 3–5 hires, and the opportunity cost is massive — both in revenue and team morale.
The cost for not properly developing your team and enabling growth is equally as detrimental to your long term success.
Why seek advisement from Ancora
At Ancora, we’re former sellers, frontline managers, and sales executives who’ve walked in your shoes. We’ve built and scaled GTM functions at early-stage startups, growth-stage companies, and publicly traded firms. We know what world-class looks like — and what pitfalls to avoid — because we’ve lived it.
We've advised sales leaders across pre-IPO and high-growth SaaS companies, helping them:
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Make the right hires for the stage they’re in
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Build repeatable sales processes and deal inspection rigor
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Establish operating rhythms that enable scale
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Create the culture that drives accountability, growth, and retention
Let’s build your team, process, and strategy the right way — with the right guidance.
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Core Focus Areas We Cover
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Territory Management
Maximize coverage in your region, segmenting your team with the right accounts, and work smarter — not harder.
-
Value-Based Selling
Why it works, how it sets your team up for success, and how to implement it effectively across your region.
-
Qualifying Deals In or Out
How to manage your forecast as you progress during a quarter.
-
Navigating Critical Customer Conversations
How to handle crucial conversations with your team to drive the right behavior
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Handling Internal Discussions
Effectively communicate with your team, Senior leadership, cross-functional teams, and influence outcomes inside your org.
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Team Development and Education
Educate your team on how to go into every conversation with purpose, strategy, and clear outcomes.
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First Meeting Excellence
Teach and train your team on how to set the tone, establish credibility, and create value from the first interaction with prospects.
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Utilizing MEDDPICC
Operationalize this proven methodology to drive deal quality, forecast accuracy, and execution discipline.
-
Career Positioning
Strategically position yourself for your next role — internally or externally.
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Interview Coaching
How to drive interviews to find the right reps for your team.
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Ancora GTM Advisement for Founders & CEO’s
Go-to-market (GTM) advisement is essential for any company — but for early-stage startups, it’s absolutely critical. The decisions you make today can shape your sales ecosystem for the next 3 to 5 years.
As a tech founder, your focus has likely been on building the next breakthrough product — and rightfully so. But without a solid, scalable GTM foundation, even the best products struggle to reach their potential.
Crafting the right sales ecosystem — from hiring, to process & playbook, to enablement — requires experience, precision, and a deep understanding of how early-stage companies scale successfully. That’s where we come in.
Why Do Anything
-The decisions you make now can impact your sales ecosystem for the next 3-5 years.
-Understanding what type of sales person to bring into your company at any particular stage can be difficult to understand. While there are some swiss army sellers out there a majority of sellers are specialized and succeed in various stages of a company's growth journey. Candidates from reps to leaders will tell you I can do anything at any stage, but in many cases this simply is not true.
Why Now
This is the most important time in your company's journey. Whether it is your first round of funding or your third, the clock is ticking on the moves you have to make for your GTM team. The wrong move can derail or set back previous successful moves. For example some people think hiring the wrong rep is a 4-6 month mistake…Short term problem. The reality of this is hiring the wrong seller in your company actually sets you back 16-18 months. 1-2 months to hire, 3-4 months to identify a problem, 1 month to correct, 1 month to manage out of the business, 1-2 months to rehire, 6 months to get your new hire productive and closing revenue. One wrong hire can set your business back, imagine the impact of 3-5 wrong hires.
Why Ancora
As previous sales and sales leaders we have worked with some of the best sales leaders and founders in our selling career where a lot of key lessons were learned. We have been a part of growth journeys in companies from 20M - 100M+, and a part of successful acquisitions and IPO exits. We have seen first hand the moves that drove success and the moves that were not the right moves to make that we learned from. We have successful advisement engagements with numerous Founders, CEO’s, & CRO’s of early stage pre ipo organizations. We can help advise you on the right moves to build your GTM team the right way, with the right people, and the right culture.
Core Focus Areas We Cover
GTM Strategies and Fundamentals-
GTM Team Strategy
How to properly develop your GTM structure depending on the stage of your organization.
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Utilizing MEDDPICC
Why you should utilize this methodology, and how to operationalize this proven methodology to drive deal quality, forecast accuracy, and execution discipline.
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Interview Coaching
How to set up the proper interview structure to ensure you are hiring the right talent at all levels of your GTM structure.
Sales Pitch Strategy
1. Value Drivers-
Clearly define how your solution impacts revenue growth, enhances the customer experience, and empowers prospect internal employee base.
2. Differentiators
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Identify and articulate what sets you apart from the competition — both functionally and strategically.
3. The Three Why’s
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Why Take Action?
Articulate the pain or opportunity that demands change.
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Why Act Now?
Create urgency by tying action to timely opportunities or escalating risks.
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Why Choose [Your Company or SF]?
Show why you are uniquely positioned to solve their problem better than anyone else.
Revenue Inspection
1. Deal Inspection-
Review Current Deals:
Evaluate active opportunities through the lens of MEDDPICC fundamentals.
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Deal Ranking:
Prioritize deals based on quality, stage, and probability to maximize time efficiency.
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Define Next Steps:
How to build clear action plans for each strategic deals to ensure closure.
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Post-Mortem Reviews:
Conduct debriefs on closed or lost opportunities to align on learnings and next steps.
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Mutual Close Plans:
Develop shared plans with prospects to drive mutual accountability toward closing.
3. Meeting Preparation
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Prep for Key Meetings:
Detailed prep sessions to define objectives and desired outcomes.
4. Joining Calls
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Live Sales Support:
Join customer calls when strategically valuable to help drive next steps, accelerate deal progression, or assist in closing.
Core Focus Areas We Cover
GTM Strategies and Fundamentals-
GTM Team Strategy
How to properly develop your GTM structure depending on the stage of your organization.
-
Utilizing MEDDPICC
Why you should utilize this methodology, and how to operationalize this proven methodology to drive deal quality, forecast accuracy, and execution discipline.
-
Interview Coaching
How to set up the proper interview structure to ensure you are hiring the right talent at all levels of your GTM structure.
Sales Pitch Strategy
1. Value Drivers-
Clearly define how your solution impacts revenue growth, enhances the customer experience, and empowers prospect internal employee base.
2. Differentiators
-
Identify and articulate what sets you apart from the competition — both functionally and strategically.
3. The Three Why’s
-
Why Take Action?
Articulate the pain or opportunity that demands change.
-
Why Act Now?
Create urgency by tying action to timely opportunities or escalating risks.
-
Why Choose [Your Company or SF]?
Show why you are uniquely positioned to solve their problem better than anyone else.
Revenue Inspection
1. Deal Inspection-
Review Current Deals:
Evaluate active opportunities through the lens of MEDDPICC fundamentals.
-
Deal Ranking:
Prioritize deals based on quality, stage, and probability to maximize time efficiency.
-
Define Next Steps:
How to build clear action plans for each strategic deals to ensure closure.
-
Post-Mortem Reviews:
Conduct debriefs on closed or lost opportunities to align on learnings and next steps.
-
Mutual Close Plans:
Develop shared plans with prospects to drive mutual accountability toward closing.
3. Meeting Preparation
-
Prep for Key Meetings:
Detailed prep sessions to define objectives and desired outcomes.
4. Joining Calls
Live Sales Support:
Join customer calls when strategically valuable to help drive next steps, accelerate deal progression, or assist in closing.-