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RUN BETTER · SALES & SDR ENABLEMENT

Sales enablement and SDR training is a Run Better service at CairnsCom. I am Tom Cairns. Most sales training is written by people who never carried a number. As a sales enablement consultant I build and train the SDR and BDR teams that generate pipeline, because I did the job at the top level first, then taught the teams that produced hundreds of millions more.

Dallas, Texas and Valencia, Spain  ·  Serving the US, UK, and EU

A team is only as good as the system around it.

Hiring salespeople and hoping is expensive. The teams that actually perform have a clear hiring profile, fast onboarding, a real process, messaging that lands, the right tools, and reporting that tells the truth. I build that system and I train the people inside it, so pipeline becomes repeatable instead of heroic. And because I have carried a quota and exceeded it, the team trusts the training: it comes from someone who has done the hard part, not from a slide deck.

WHAT I DO

Sales enablement is worth buying when it produces pipeline you can count. Every part of this is aimed at that, from who you hire to how they are coached.

PROVEN RESULTS

Results delivered across senior roles throughout my career.

WHO NEEDS THIS

Sales enablement is the right fix when effort is not the problem. The signs are familiar: new reps take months to become productive, results depend on one or two stars rather than a system, the team is busy on the phones but pipeline is thin, or your outbound and your marketing run in separate worlds. Hiring more people into that environment just multiplies the problem. I build the system that makes any competent rep productive, train them on what actually works, and connect them to the rest of the revenue engine, so pipeline stops depending on heroics and starts depending on a process you can trust and scale. Sales enablement is one part of the engine. If marketing, the CRM, and the systems underneath also need joining up, start with business consulting for growing businesses.

COMMON QUESTIONS

Building, training, and equipping a sales or SDR team so it reliably generates qualified pipeline: hiring profile, onboarding, process and cadence, messaging, tooling, and the coaching and reporting that keep it improving.

I did the job at the top level first, generating millions on the phones, then built and trained the teams that generated hundreds of millions more as a player-manager. I teach what I have done, not theory.

A structured onboarding I developed at Operatix to take a new SDR from day one to productive fast, proven across US and European teams. It compresses the time between hiring and real pipeline.

Yes, and it is often the biggest single lever. Getting business development, marketing, and sales to use each other's work doubled one team's output in a single month.

Both. I have built SDR and BDR teams from a standing start, and I have gone into existing teams that were busy but underperforming and fixed the system around them. The approach is the same: a clear profile, real onboarding, a documented process, and coaching that comes from someone who has carried the number.

A fixed price for a defined training or build, or a monthly retainer when the sales motion is part of a wider engagement. I share the figure after a short call, once I know the team, the tools, and what actually needs doing. Most engagements start with the one or two things that will move the needle first, so you are never sold work you do not need.

TELL ME ABOUT YOUR TEAM

A thirty minute call is enough to see where your sales team is stalling and what it would take to make pipeline repeatable.