PAYS PULSE
SUCCESS STORY | MIKE POPE, FRACTIONAL CFO
Mechanical Trades Company
From Financial Uncertainty
to Confident Decisions
A growing mechanical trades company had plenty of work—but lacked the financial visibility needed to understand which projects were truly profitable. Without clear, timely reporting, the leadership team was making important decisions without a complete picture of cash flow or operating performance.
Mike Pope helped the company strengthen its financial reporting, better understand cash flow, and connect everyday operational decisions to the company’s financial performance. He brought structure to the numbers and helped leadership focus on the information that mattered most.
With clearer financials and a more disciplined reporting rhythm, the owners could make decisions with greater confidence, identify concerns earlier, and build a stronger foundation for sustainable growth.
Clearer numbers create more confident leadership.
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PAYS PULSE
SUCCESS STORY | JARED LOCKWOOD, SANDLER TRAINING
Sales Process & Leadership
From Reactive Selling to a
Predictable Sales Process
When we first began working with this client, their sales team was talented and experienced—but their results were inconsistent. Salespeople were spending too much time reacting to inbound opportunities and existing relationships, while prospecting and new-business development were inconsistent. There was also a tendency to jump into solutions too quickly, discount when challenged on price, and chase opportunities that were never truly qualified.
We worked with the team to build a more disciplined, repeatable sales process around qualification, upfront contracts, uncovering pain, understanding budget and decision-making, and holding both the salesperson and prospect accountable for the next step. Just as importantly, leadership began reinforcing the same language, expectations, and behaviors throughout the organization.
The result was a fundamental shift in how the team approached selling. Salespeople became more confident having difficult conversations, more selective about the opportunities they pursued, and more proactive about creating new business instead of waiting for it. Conversations became more focused on the customer’s business problems rather than the company’s products and services, and the team developed a common process for managing opportunities from prospecting through closing. Most importantly, the organization began creating a healthier sales culture—one built around accountability, consistency, and the belief that good selling isn’t about convincing someone to buy; it’s about determining whether there is a fit and helping the right customer make a good decision.
A disciplined process creates confidence, consistency, and healthier growth.
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PAYS PULSE
SUCCESS STORY | BRYAN KUTCHERA, CRM & REVOPS CONSULTANT
CRM Implementation & Adoption
From Less Than 10% Visibility
to 99%+ Customer Tracking
A growing commercial building products company had a CRM, but it wasn’t being used consistently and didn’t integrate with its ERP. Fewer than 10% of customer interactions were being recorded, leaving conversations and follow-ups scattered across systems or lost altogether.
I worked with the team to design and implement a new CRM (HubSpot) around how they actually worked. We built the workflows, led onboarding, and connected HubSpot to the company’s ERP through an API to automate reporting and create a reliable flow of information across the business.
After implementation, more than 99% of customer interactions were being captured. The company also retired three separate systems—Smartsheet, iDashboard, and Insightly—creating a simpler technology stack, better reporting, and significantly greater visibility into its customer relationships.
Adoption is the only metric that matters. Instead of designing the system for the team, we selected internal champions and involved them throughout the project. They helped shape the workflows, test the system, and lead adoption with their peers. This created internal ownership rather than dependence on an outside consultant. The result was a system people actually used, with the owner calling it “the best onboarding process we’ve ever done.”
Adoption is the only metric that matters.
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