Who We Help

Bedrock Sales Strategy works with B2B companies across the United States that have outgrown the way they sell. Usually the founder or CEO still owns sales, or a newly promoted sales manager does, and there is no reliable system underneath them: no defined process, no forecast anyone trusts, and no clear picture of what the team should be doing each week.

If that sounds like your company, you are in the right place. If it doesn't, this page will tell you that too.

Is Bedrock the right fit for my company?

Bedrock is usually the right fit when three things are true: you sell to other businesses, sales has become the thing holding growth back, and nobody in the building has built a sales organization before.

The companies we work with tend to look like this:

• B2B, typically $5M to $100M in revenue. Committed founders below $5M are considered case by case.
• Sales is owned by someone who isn't a career sales leader. The founder, the CEO, an operator, or a sales manager who was promoted from the best rep seat.
• There are people selling, but no system behind them. No documented process, no playbook, stages that mean different things to different people, and a forecast built on hope.
• Revenue is recurring or relationship-driven. SaaS, subscriptions, retainers, managed services, repeat project work: businesses where ARR, retention, expansion and churn matter as much as new bookings, and where keeping and growing an account is a sales motion of its own.
• You're willing to run the business on data. That means a CRM, used consistently. If that's a non-starter, we are not the right partner.

What situations do companies bring to us?

Most conversations start with one of these:

• Revenue has stalled or turned inconsistent, and nobody can say why. What to do first →
• The company has hired salespeople more than once, with little to show for it.
• The founder did all the selling for years, got overwhelmed, and moved project managers or account managers into sales roles without a playbook.
• The company just hired its first sales leader, and that person needs a system to lead and coaching to lead it well.
• A VP of Sales hire didn't work out, or the search stalled on cost.
• Leadership can't see the pipeline clearly enough to plan the next two quarters.

In every one of those, the fix isn't another rep. It's closing the gaps in strategy, infrastructure and leadership that the reps are working inside of.

Where you sit shapes where we start: Executives who own sales without a sales background, Sales Leaders who need to hire, develop and keep a high-performing team, and Founders moving from founder-led sales to a sales engine.

What industries does Bedrock work with?

Bedrock works with B2B companies in SaaS and technology, IT managed services, financial technology, professional services, construction and construction services, talent marketplaces, manufacturing, and transportation.

The common thread isn't the industry. It's a business with a real product or service and customers who value it, that has grown on referrals, reputation or founder effort and now needs a sales engine that doesn't depend on any one person. When a company needs deep expertise in an industry we don't know well, we say so and introduce a colleague who does.

Do you work with companies outside Houston?

Yes. Bedrock is based in Houston and works with companies across the United States. Most engagements run about one day a week, delivered remotely with on-site time when it matters: kicking off the engagement, working sessions with leadership, and time with the sales team.

Who is Bedrock not a fit for?

Being clear about this saves everyone time. Bedrock is probably not the right partner if you are looking for:

• Someone to sell for you. We build the sales system and lead the people in it; we don't prospect or make introductions on a client's behalf.
• Pay-on-close or commission-only arrangements. A sales infrastructure build is an investment in the business, like a system or a hire, not a campaign with a 30-day ROI.
• Equity in place of fees.
• Someone to execute your plan as written. You'll get a diagnosis and a recommendation, not a menu. If something about how you sell today is the problem, you'll hear it from us first.

How do you decide what my company needs?

We decide it from the diagnosis. You don't pick from a menu.

Every engagement starts with an assessment of your strategy, process, people, data and leadership. It ends in a prioritized list of sales gaps and a recommendation: what gets built, in what order, who leads it, and what your team owns when it's done.

The recommendation is specific to your business. For one company it means we run the sales function while we build it. For another it means building the system behind a sales leader who is already in the seat and coaching her to run it. For a company that hasn't hired its team yet, it means the system and the hiring plan first. The diagnosis decides which, not preference, and not whatever is easiest to buy.

What happens after the assessment?

The next 90 days build what the assessment found missing, in priority order: ideal customer profile and positioning, sales process and stage definitions, playbook, metrics and scorecards, compensation, CRM and forecast, and the management rhythm that holds it together. Pieces go into use as soon as they are ready, not in one drop at the end. Every engagement follows the same arc: Discover, Design, Build, Execute, Sustain.

For SaaS and recurring-revenue businesses that includes the numbers leadership should be running on: new ARR, net revenue retention, expansion and churn by segment, pipeline coverage, win rate and sales cycle, and the account management motion that grows existing customers.

What results have clients seen?

• A construction services company grew sales revenue 54% year over year within six months, starting from no CRM, no forecast, no quotas and no defined process.
• An IT managed services company went from no sales function to $745K in new annual recurring revenue bookings in its first full year, with a 23% close rate, entering the next year with $400K in pipeline where there had been none.

Who leads the engagement?

Mike Dowhan, Founder and President of Bedrock Sales Strategy. Mike has spent more than 30 years in sales and sales leadership, including Morningstar, Toptal, G2i, ChaiOne and Uprite Services, and holds an MBA from Northwestern University's Kellogg School of Management and a BSE from Princeton University. He is a Certified Sales Leader and a Sales Xceleration advisor.

When you engage Bedrock, a seasoned Fractional VP of Sales is the person doing the work. More about Mike →