A modern approach to closing B2B sales and avoiding “no-decisions”

Traditional needs based selling does not work when your solution is “unbudgeted.” We help you build a consultative sales story that educates buyers about the challenges you address and the consequences you help them avoid.

About us

As a six year-old little league baseball player our team needed to raise money to pay for uniforms. Each player had to sell 25 raffle tickets to raise $25. As an added incentive, any player that sold 50 tickets would receive a free green polyester ANH baseball jacket (this was my first exposure to a sales accelerator!) Going door-to-door strikes fear in most hearts but I realized that my interest in earning the jacket outweighed my fear of knocking on a cold door. After a few early sales, I powered through the neighborhood and sold all fifty. From lemonade stands, to t-shirts, sports marketing, online advertising and high-tech solutions, I have been selling ever since.

In the last 30 years, I have taken a studious approach to the craft of selling. I have read over 50 sales books and gone through a variety of sales methodology training programs and I have learned something from each experience. Ultimately, though, the best classroom is the real world and the lessons learned from winning and losing sales. It has led me to develop a modern sales approach that I feel reflects the best way to win in today’s complex buying process.

What is wrong with B2B sales?

Too many sales teams stay stuck in the features and benefits and open-ended questioning style that assumes the prospect knows what they want to buy. But how do you sell into a new market? How do you create a new category? How do you win when they don’t have a budget or a project already earmarked? These questions drive my interest in helping B2B sales teams win. The Virtual CRO brings a new sales approach built specifically to win in these environments.

Why am I in business?

My greatest joy is helping marketing teams and sales organizations realize their full potential and as The Virtual CRO, I get the opportunity to work with motivated, talented individuals that want to improve. Seeing their success as they overcome fears, develop their sales confidence, improve their messaging and execution, and close more sales makes my work very rewarding.

I am excited to offer myself as an added resource to your team. I look forward to learning more about your business. Thanks for considering my services for your business.

Casey Murray | President, The Virtual CRO

“Casey gained instant credibility by working directly with the product team to determine the target market positioning, working directly with the marketing team to fine-tune content and the sales pitch and then brought the value proposition and product to life through fine-tuning our sales approach. With Casey’s guidance, we have revamped our comp plan, our hiring process and have significantly increased the confidence level of our sales executives. ”

— Lisa Guillaume | CPO, Relay Network