The Adapter’s Advantage: Daniel Perry on Private Equity Growth
Welcome to The Adapter’s Advantage: Breakthrough Moments that Lead to Success.
In episode 31, sales strategist Daniel Perry shares an insider’s look at the fast-paced world of private equity. Learn how he helps companies “sell quicker, sell for more, or sell for higher valuation” by enabling their sales organizations to increase productivity and accelerate revenue growth.
“Asking for help is a sign of strength, not a sign of weakness. I’m going to ask for help to be my best self and grow this organization. That’s really the key to success.”
As managing director-sales excellence, Daniel Perry is a sales strategy and enablement consultant who helps Riverside portfolio companies accelerate revenue growth. The Riverside Company is a global private equity firm focused on making control and non-control investments in growing businesses valued at up to $400 million. Since its founding in 1988, Riverside has invested in more than 550 transactions. The firm’s international portfolio includes more than 80 companies.
Perry’s expertise crosses multiple industries with some of the world’s most respected companies. He approaches each organization with a combination of strategic, personalized sales consulting, custom training programs and modern learning to develop and activate big ideas into tangible results that produce revenue faster.
Listen as Perry shares his experience in the fast-paced world of private equity and the steps that sales enablement, sales leadership and individual sellers can learn from.
Episode 31: Revving Up Revenue Growth | Daniel Perry
From This Episode
Host Mark Magnacca: “What’s the first thing you do when you help a company founder with their next step?
Daniel Perry: “It’s an assessment based on benchmarks or best practices. We establish that benchmark by compiling an all star team. On the team I lead, we’ve got members from Gartner, CEB, Forester, Miller Heiman, and others.
“We assess a company and compare it to best practice. Do they have the best practice or don’t they? How important is it to the business to establish that best practice and put those fundamentals in place?
“What we see a lot of times is companies don’t build on fundamentals. They build on talented salespeople. thinking that salespeople will actually make the number for them. And sometimes they do. But it’s not in a consistent way. It’s not scalable.
“You really have to establish fundamentals—proper segmentation, ideal customer profiles, buying personas, and buying process maps. You’ve got to understand what revenue you’re going to get and what budget is needed to get that revenue.
“What about marketing? Do you have a brand? Do you have a campaign strategy, not just running webinars? Where do you get your content from? Who’s writing that content? Do you know your digital pay-per-click strategy? How’s your sales and marketing organization going to be designed? What are the job descriptions for that? How do you pay them? What is their quota? How do you set territories up?
“All the things that are involved in that are fundamentals. We put the fundamentals in place and execute upon them. They don’t just have to get the right talent.”
About The Adapter’s Advantage
Our podcast features leaders from sales, training, and industry who share their personal journeys of transformation and how they are adapting to an ever-changing environment. As your host, I’ll introduce you to some of the most interesting and inspiring people I’ve met over the last twenty years.
The conversations dive into the ups and downs of their journey. Our guests focus on inflection points—the aha moments that, in retrospect, had a critical impact on their success. These interviews will leave you with practical, real-world advice that you can apply to your life.