Matt Oess is a Sales, Marketing, and Strategy consultant and Senior Executive coach with extensive experience in managing strategic and enterprise-level sales, marketing, demand-generation, and business-development initiatives in high technology markets. His client engagement and experience includes achieving cross-functional alignment between Sales and Marketing, sales process and methodology modernization, effective proposition development and positioning, and creation of global infrastructure to support customers.
Strategy, Sales, and Marketing Consulting
Matt’s consulting practice specialty is establishing or modernizing Sales and Marketing methodologies and processes that help clients:
1) be more relevant to customers,
2) create demand,
3) more effectively create and manage pipelines,
4) better onboard new and up-skill existing sales team members, and
5) fix issues with forecasting and revenue governance.
Among Matt’s client work and support as an interim executive are the following:
GE Digital, GE Transportation, GE Oil and Gas, GE Power – Outcome Selling Sales Methodology
Co-design, develop and deploy global “Outcome Selling” account and opportunity planning and coaching methodologies. Enabling GE’s Digital and IoT strategies and to transform the selling culture and competence to be more relevant to customers at a strategic level.
ZVerse, Inc – Consulting Interim Chief Sales Officer
Client enjoying 200% top-line growth in 2018 over 2017 (more)
Matt was a transformative leader for my company during a pivotal time. I engaged Matt at TechCXO to assess our sales strategy and recommend ways we could improve. TechCXO’s pipeline methodology took us from zero confidence/visibility to a growing portfolio of well-qualified, closeable opportunities. Matt transformed our sales team strategy and mindset. – John Carrington, CEO, ZVerse 3D Printing and Design on Demand.
Larson-Juhl (a Berkshire Hathaway Company) – Interim Vice President of Marketing
Reconfigured the sales organization, including the creation of an inside sales team (more)
Matt and TechCXO had a significant impact on our business. Their team partnered with us to reorganize our sales force, introducing new types of customer and territory segmentation. This contributed to our strongest sales performance in years. – Drew VanPelt, former CEO, Larson-Juhl, a Berkshire Hathaway company.
Pitney Bowes – Sales Pipeline and Forecast Management Methodology Engagement
Co-designed, developed and deployed global methodology for sales pipeline and forecast management
Matt is also an Institute for Professional Excellence in Coaching (iPEC)-certified Senior Executive Coach. He works with very successful, powerful executives who, put simply, don’t believe the status quo is good enough, personally and professionally. And, he works with successful Senior Executive teams that are also on the Good to Great journey. To quote a client CEO, “I want to stop “leaving money on the table by taking steps to remove the mis-alignment, sub-optimal collaboration, and the dysfunction that exists in all leadership teams. We can be much better”.
Like elite athletes on a quest to be Olympic champions, he works with leaders who are constantly looking to progress. He works with seasoned Executives on being intentional about the Legacies they will leave. And, he works with Executive teams to create alignment and achieve change through energy awareness. Current coaching clients include: A team of eight (8) Senior Executives at a $60M rapidly-growing technology company; a team of five (5) Senior Executives at a $300M consumer goods company, the CEO of a $250M+ software company, a top 3 Executive of a $6 Billion manufacturing company, a VP Operations, SVP Sales of IoT SaaS company, and the principal owner of a boutique Consulting Firm. For more information, check out MattOess.com.
Prior to joining TechCXO, Matt was Vice President of the $56 million Vertical Sales Group and Vice President for the $78 million Global, National, and Government division at Mitel, a $700 million, publicly traded provider of unified communications and collaboration solutions.
Prior to Mitel, Matt successfully executed senior sales and business development positions for Cisco Systems and Nortel Networks. Early in his career at General Motors/Delco Electronics, he incubated electronics products for GM vehicles, known today as XM satellite radio, OnStar, and vehicular navigation technologies.
Matt holds a Master of Business Administration (MBA) degree from Yale University with concentrations in Strategy, Marketing, and Leadership. Prior to Yale, he earned a Master of Science degree in Electrical Engineering from the University of Michigan and a Bachelor of Science degree in Electrical Engineering from Purdue University.
The Latest from Matt Oess
Zverse Client Case Study
Zverse 3D printing gives businesses the ability to offer professional 3D modeling & high-quality 3D print services. They engaged TechCXO to provide interim CSO services to ...Full Article
Larson Juhl Client Case Study
Larson Juhl's sales organization was misaligned with its customer base. There was little to no distinction between customer segments and the level of support and attention custo...Full Article
Alliance Bus Group Case Study
Alliance Bus Group needed to transform its 50 person sales organization and change the purchasing and ownership experience for bus buyers. TechCXO worked to completely transform ...Full Article
Why your sales team stinks at forecasting – part 3
Re-Qualify and Reclassify Every Deal In Part 1 of this series, Here's why your Sales Team Stinks at Forecasting Revenue, we reviewed the facts about just how bad we are at fo...Full Article
Why your sales team stinks at forecasting – part 2
In Part 1 of this series, "Here's why your sales team stinks at forecasting revenue", we reviewed the facts about just how bad we are at forecasting. We self-diagnosed “why we ...Full Article
Acquisition Integration Part 2 – Sales and Marketing
Companies seek to accelerate revenue growth or enter new markets through mergers and acquisitions. They spend a lot of energy and resources identifying the right targets based on...Full Article
Why your sales team stinks at forecasting revenue
According to a CSO Insights 2016 study of 1,200 sales organizations, on average, a sales person who forecasts a deal to close will win that deal only 45.8% of the time. In cont...Full Article
Acquisition Integration – Part 1
Why Acquisitions Fail: It’s the Integration Companies seek to accelerate revenue growth or enter new markets through mergers and acquisitions. They spend a lot of energy and r...Full Article
CSOs and CMOs Must Hang Together
As recently as five years ago, few would’ve predicted the unification of Chief Sales Officers (CSOs) and Chief Marketing Officers (CMOs). They didn’t speak the same language,...Full Article