Lathrop Consulting Group


Building the modern sales machine.

An organization’s ability to learn, and translate that learning into action rapidly, is the ultimate competitive advantage.
— Jack Welch


Executive-level experience, on-demand, when you need it most.

Revenue isn't growing fast enough, but why? Should I hire more salespeople? Is our sales strategy working? Is it time for a VP of Sales? These are questions business leaders ask all the time, yet finding clear answers and an actionable plan is difficult at best.

Today's business environment demands that startups grow revenue rapidly and consistently year over year. But responding to the demands of today - inbound leads, meetings with prospects, closing deals - while investing in the right strategies to support long-term growth is a difficult juggling act for any business. With limited resources, leaders are forced to choose between focusing on today's revenue target and the strategies critical to future growth; until now. 

Lathrop Consulting Group provides clear-sighted, executive-level firepower to tackle the hardest sales and growth challenges faced by early- and mid-stage software businesses.  This isn't theory or speculation - our guidance is based on years of real-world experience tackling these issues head-on.  Whether you need help executing an effective go-to-market strategy, maximizing the output of your existing team, or laying the foundational structure to support hyper-growth, we've been there before and have the right tools for the job. 


By referral only.

We are a boutique firm focused entirely on driving real and sustained results with our clients. Due to the embedded, hands-on nature of our work, we limit our engagements to a small handful of clients at any given time.

Our focus on existing clients requires that we consider new engagements through referral only.

Photo by EtiAmmos/iStock / Getty Images

Photo by EtiAmmos/iStock / Getty Images

Areas of Practice

Executive Planning and strategy

We partner directly with founders to provide steady guidance as they develop a growth strategy, consider profiles for key hires, and build their sales team.  Whether your challenges are big or small, we've been there before and will provide savvy and actionable advice. Leverage our experience to stay on course and avoid costly setbacks from hiring and strategy misfires.  

Management development

We provide mentorship and guidance for passionate sales leaders looking to further develop their skillsets by giving them the tools they need to deliver the greatest results.  Lean on our strong track record of developing managers into executive leaders through sessions on planning and prioritization, pipeline management and forecasting, hiring and developing a team, team management and motivation, and more.

Sales Process design and implementation

Improve conversion metrics and shorten sales cycles with an effective and consistent sales process.  We assess your current approach, then work with your team to develop and implement a strong and repeatable process, tailored to your business.  Reps will learn how to apply a world-class recipe for success and leadership will gain clear visibility into the pipeline.

Go-to-market planning 

Whether you are just getting started or are pushing into a new industry or market segment, we will help you understand the opportunity in front of you, define the ideal customer profile, and develop a strategy to keep your team focused on the right opportunities.  With deep experience in industry segmentation and new market penetration, we'll keep you on course and avoid wasted sales cycles.

Sales Training and playbook creation

We work with sales reps of all levels to ensure fundamental sales skills are razor sharp and ready to best the competition.  Your team will be empowered as they learn and practice cutting edge techniques for success from a world-class sales playbook.  From meeting booking scripts to advanced negotiation strategies, we have you covered.

pipeline management and deal strategy

Make sure your best opportunities get the right attention and have the right strategy to close.  We work one-on-one with sales reps to evaluate the deals in their pipeline, prioritize the best opportunities, and develop strategies and tactics to advance the deal to a close.  Use our proven methods to motivate champions to take action, engage executive sponsors, and command a premium for your solution.