About
Practical experience. An independent commercial perspective.
Inside-sales performance depends on how opportunities progress, how customer conversations are handled, how consistently the process is followed and what leadership can see.
O’Connell & Company helps leadership identify and address the sales-process breakdowns, conversion gaps and commercial obstacles that limit inside-sales performance.
Founder background
Experience built in the conversations that decide outcomes.
Approximately 20 years of experience across high-velocity, high-ticket inside sales, closing, sales training, and sales leadership, with responsibility for sales organizations associated with more than $700 million in direct sales volume across roles and teams.
The sales volume figure reflects roles and teams across the founder’s career. It is not revenue generated, recovered, or negotiated by O’Connell & Company.
The firm’s perspective is shaped by extensive experience in:
- 01Buying psychology
- 02Building rapport and trust
- 03Recognizing objections and underlying concerns
- 04Adapting communication to different personalities
- 05Negotiating commercial outcomes
- 06Understanding sales-cycle progression, conversion and follow-up
- 07Identifying potential process and execution gaps
- 08Managing conversations that influence financial results
Engagement model
A focused engagement model
O’Connell & Company provides independent inside-sales assessments and defined commercial interventions that require direct attention, thoughtful preparation, and defined responsibility. Engagements are assessed individually to determine whether the problem, objectives, and expected involvement are a suitable fit.
The firm is founder-led. When you engage O’Connell & Company, the person you speak with at the outset is the person involved in the work.
Understand the breakdown before deciding what to change.
If your inside-sales organization is underperforming, or an important commercial situation has reached an impasse, start with a conversation about what's happening and what you need to understand.
We will discuss the situation, determine whether the engagement fits our scope, and establish a clear next step if there is a basis to work together.