Grow sales, improve go-to-market efficiency, and successfully launch new products
Ingomar Advisors is led by Zac Stillerman, a 20+ year sales executive based in Washington, D.C. Businesses led by Zac have spanned across provider healthcare and pharmaceutical services, encompassing a range of SaaS, consulting services, and research products with annual new sales goals of $2M to $50M. Zac and his team now bring their skills, experience, and passion about top-tier sales execution to serve a broader array of organizations looking to drive strong business development and commercial success.
Solutions
How We Help
Ingomar Advisors primarily helps firms advance commercial success across four key terrains. Though the goals of each project are particular, we most enjoy rolling up our sleeves and driving the actual changes needed to improve sales performance.
Grow and accelerate sales
We evaluate how well your current sales enterprise works, and then jump in to tactically inflect performance – improving your product’s pitch, accelerating lead generation, sharpening deal reviews, and recommending innovative deal strategy.
Successfully launch new products
We help translate novel concepts into the practical, actionable products your company needs to grow revenue; we take on full responsibility for packaging, sculpting, and then bringing new solutions to market on your behalf.
Strengthen client renewals
We propose and implement ideas that help your team achieve 100%+ renewal rates, and position existing clients to become even bigger buyers of your products in the future.
Create an ambitious growth strategy
We plan out the necessary investments and put in place the nuts-and-bolts changes needed to exceed this year’s sales goals – and then hardwire a process to measure results, create accountability, and pivot as necessary going forward.
Our Background
Who We Are
In 2020, I had a big career decision to make: whether to take on another, senior, general management role or return to my roots in sales. For years, my success in commercial activities (first as a salesperson and product launch specialist, and then as a sales leader) led me to land in an increasing number of GM/executive roles. The experience was great: I became the president and COO of businesses with $130M+ in revenue, had 300+ staff reporting to me, and participated in multiple acquisitions and transactions. The next step in my journey was clear: A bigger division to lead, or maybe even becoming the CEO of a company at some point in the not-too-distant future. There was one problem, though; I missed what I’ve always been engaged by most: sales.
What is it about sales that is so appealing and satisfying?
Sales is not just a job, but a craft. Salespeople who feel as I do are no different than watchmakers or silversmiths or weavers – all artisans who take immense pride not only in their finished product, but in the process they use to create it. Sometimes sales can feel like a series of robotic activities that at the end of the day depend on only the answer to one question: Did you hit the number? But in my mind, sales is so much more than that: It’s an art.
Ingomar Advisors came about in 2020 because I decided to devote myself to helping salespeople, sales leaders, and company executives who feel just as passionately as I do. Who want to “do” sales with vigor, energy, and artfulness – but who need help executing on this vision. If you’re looking to transform sales and commercial activities at your firm, my team and I would love the chance to support you.
Extensive Sales and Commercial Background
- Executive leader in multiple PE-backed, public, and not-for-profit companies
- Extensive, hands-on experience driving sales team performance, reviving outdated products, launching new solutions, and creating innovative growth strategies for new and existing markets
- Teams supervised by Zac sold $500M in cumulative contract value (CV) across his 10+ years as a direct sales leader; Zac personally sold $40M+ in cumulative CV as an individual performer
- Global experience, leading sales for businesses serving the US, Canada, and the UK.
Ingomar Advisors’ Results Since 2020
25+
engagements with healthcare, higher education, and arts clients
8
new products developed and successfully launched into the market
$6M+
in customer annual contract value achieved through successful launches
100%
projects completed on time,
and on budget
Download the Research
Our Clients
Ingomar Advisors works with a variety of companies who are at different stages in developing approaches to successfully serve their markets. Below, please find a sample of the firms we’ve worked with across the past 40+ months.
More Detail on How Ingomar Advisors Can Help
Grow and
Accelerate Sales
Perpetual challenges hold sales organizations back from reaching their full potential
How strong is your team at converting pipeline?
We drive stronger, more predictable pipeline closure by implementing urgent closing techniques and brainstorming creative pricing strategy/levers.
Do you have the optimal sales organization and structure?
We provide unique ideas on territory segmentation, penetration, and key account prioritization.
Do your pitch and sales materials energetically tell your story?
We develop top-quality sales decks and marketing materials, and script and sign-off your salespeople so the message is delivered uniformly in the market.
Is your lead generation and marketing machine humming?
We create and implement detailed plans for prospect cultivation, including necessary messaging and social media approaches.
Successfully Launch
New Products
Growing companies need new products to continue thriving
Do you conduct extensive market research before introducing new products?
We perform initial concept testing to vet product/market fit and ensure prospective client willingness-to-purchase.
What is the correct product design for your new concept?
By gaining detailed market feedback, we establish a proof of concept/MVP prototype and recommend the initial service model needed to deliver value.
How quickly can you recruit initial clients?
We develop a recruitment strategy and pitch/sales materials – and lead the actual process by performing the first 20-25 prospect conversations on your behalf.
Should you buy/build/partner to create a new product the market needs?
We analyze the financial, budget, market, and internal talent questions to recommend the right answer.
Strengthen
Client Renewals
The loyalty of current customers will always be under siege
Do you project renewals and retention risks at least six months in advance?
We develop and deploy a systematic approach to securing renewals and embed proven renewal negotiation techniques and levers to improve performance.
What KPIs do you use to measure renewals success?
We define the correct metrics you should track, and establish dashboards and alerts so that executives aren’t surprised by downstream renewals challenges.
How does your client success structure complement renewals?
We recommend and install the right organizational approach to ensure top-quality client success and renewals performance (two different disciplines).
How strong is your system for generating client ROI?
We review your client success approach and then hardwire a process to create references and develop case studies that your commercial teams can confidently use in the market.
Create an Ambitious Growth Strategy
Aligning your organization to look beyond this year’s goals requires foresight and planning
Do you have a formal, annual goals-setting process?
We help you organize, run, and hone an approach that gains consensus around growth priorities and assigns out responsibility for execution.
What is your approach to engaging your broader team in growth planning?
We develop thoughtful communication plans to ensure employees participate, and are enfranchised in, future growth initiatives.
How purposefully do you examine inorganic growth options?
We help you scan the market and carry out successful affiliations that complement your current strengths – including channel partnerships, co-development relationships, acquisitions, etc.
How fluidly does your leadership team make decisions?
We fortify executive relationships, improve communication approaches, and bring the fun back to working together as a team.
