Meet Kevin, Your New Coach
Millionaire Consultant | Founder of Revenue Growth Mastery
Hi, I’m Kevin McCann
I’d like to share a bit of my story with you. I grew up in Nashua, New Hampshire, to a middle-class family. As a kid, I was taught to work hard. I got a paper route at age 13 so that I could save money for a Nakamichi Dragon tape deck. I road my bike through all weather: snow, hail, sleet, rain on my daily paper route (if you have never experienced a winter in New Hampshire – believe me when I say it was not fun riding a BMX bike in 2 feet of snow with 50 newspapers slung over your shoulder). Delivering newspapers taught me the value perseverance and overcoming challenges to achieve a goal. It also helped me to develop my entrepreneurial mindset.
I carried my work ethic into high school, where I trained and competed in competitive bodybuilding. I became very disciplined by doing the right things, eating well, and doing the hard stuff to get the success I was after. Those experiences built my strong work ethic at a young age, which was critical in my later success once I entered the workforce. I even wrote a book on “How to Prepare For Your First Body Building Competition” and sold it in the back of Muscle and Fitness Magazine – and yes, I was just 18 years old.
I went to college at the University of New Hampshire. The summer before my senior year I got approved to own a College Pro painting franchise. During the summers I was painting houses and ended up hiring 15 friends, and we painted over 60 homes that summer. We did somewhere around $50,000 to $60,000 worth of business, which wasn’t bad as a college kid.
1988: High School Senior and 4th Place Bodybuilder in New England (steroid free I might add…)
Silicon Valley, Angry Bosses, and The Big Epiphany
A year later I graduated from the University New Hampshire and was hired to be an Inside Sales Representative for Cabletron Systems, Inc. – a computer networking company (bigger than Cisco Systems in the day…). I had to make anywhere between 50 to 100 outbound calls a day to new prospects. I was pretty good at sales, and within a year’s time, I was promoted to outside sales. In 1994, Cabletron relocated me from Dover, New Hampshire, to San Jose in Silicon Valley – California.
The second day after I moved out to Silicon Valley, I had my first sales meeting. There I was, the “new kid on the block,” and around the table sat eight or nine other sales reps and the VP of Sales – Tom M. That meeting was a MASSIVE eye-opener for me. The VP of Sales stared down every sales rep at the table and was merciless with them for not knowing the answers to basic questions like, “why are your prospects looking to buy networking gear?,” “What are the challenges they’re trying to overcome?,” “Do they have a budget?,” “What’s their time-frame?”
I never took a photo with the VP of Sales at my first job, but I did manage to get a photo with legendary coach Lou Holtz at a Cabletron National Sales Meeting.
As I was watching this happen as the new guy, I took meticulous notes of what questions the VP of Sales was asking. Those questions I wrote down that day became my checklist and my success formula when I went out into the field. I always made sure I knew the answers to those questions so that when I was back in front of the VP of Sales, I didn’t get chewed out.
Most of the sales reps saw the VP of Sales as an aggressive jerk in the sales meetings. I saw it a little differently. He was coming across this way because he had a great track record as the number one sales rep for many years at his previous company and he knew what to do, to get deals closed and to grow a sales pipeline. So I viewed my time under him as an opportunity to learn from a winner – as harsh as he was.
Unfortunately, the VP of Sales wasn’t a good teacher, and most of the sales reps didn’t figure things out as I had.
My lesson from this… KNOW YOUR SHIT if you want to be successful.
$6 Million to $60 Million in 18-Months
The more I implemented the questioning and answer process that I started to perfect, the more successful I became. In 1997, I left Cabletron and went to Cisco Systems for about a year. In 1998, I got a once in a lifetime opportunity to become part owner of a Cisco reseller that was in its early stages of development. Planetary Networks was a $6 million company when I signed on. Being a part owner, I implemented my sales processes I had learned at Cabletron, hired 25 sales reps, and taught them my same methods. Within 18 months, Planetary Networks grew from $6 million to $60 million in revenue in a very competitive and commoditized market.
The ultimate goal and exit strategy was to sell Planetary Networks, but unfortunately one of the co-founders didn’t want to sell. I changed course and came back to the East Coast in 2000 to start my own company. Cortex, LLC grew from zero to $5Million in sales, but it was a very different time where the economy had crashed after the bubble burst between 1999 and 2001. Many companies were going out of business, but we managed launch and excel in the “downturn” because of our agile model. Even though we had less revenue than Planetary Networks, our margin rates were typically 50-85% (which was unheard of in the tech industry), so we were incredibly successful at bringing dollars to our bottom line.
My sales and marketing process had given me the freedom to build and construct my life the way I’ve wanted to. I didn’t have to go to an office every day. I no longer had to be in “corporate meetings” that I viewed as a waste of time. I could take on the customers that I wanted and work with the businesses that valued what we brought to the table.
Deciding to Consult
After running Cortex for five years, I was tired of selling network box after networking box. I was tired of the commodity game and the pricing “race to the bottom” that followed. What got me fired up was helping other people achieve the same success I had. I had helped my employees and friends generate wealth and grow their companies, which became much more rewarding to me than being the owner of a commodities business.
I decided to merge Cortex into another company, so I could start consulting to teach other companies how to do what I had been doing for over two decades. So at the end of 2006, I sold Cortex, LLC to another value added reseller and began plotting out my journey to consult with other entrepreneurs and business owners to help teach them the lessons I had learned so they could reap the benefits of my knowledge in a very time-condensed model.
One of the first big lessons I learned as I got into consulting is that my clients needed to visualize and have a plan to achieve the success I had achieved. I had to map out and document what my process was step-by-step. I got to the point where I was unconsciously competent about what I was doing to create business success. When you’re unconsciously competent, it makes it very difficult for you to teach somebody else what you do. My routines needed to be unpacked before I could explain them to my clients.
Once I had unpacked my process and made it so that anyone I trained – whether it was a sales rep, business owner, or employee – they could replicate what I had done to be successful, it became much easier to transfer the knowledge I had and to help my consulting clients achieve the goals that they desired.
Discovering Patterns in Business No One Else Saw
Now that I have gone through the consulting process with hundreds of different people ranging from sales reps managing a territory, regional directors managing multiple salespeople, and business owners that own companies anywhere from zero revenue all the way up to billions in revenue – I have confirmed that the scalability of my step-by-step processes works across the spectrum.
When I started consulting, I viewed every business as unique. The funny thing is when you jump in a helicopter at 15,000 feet, the more similar things become. Companies and the people behind them tend to act the the same way.
Revenue Growth Mastery Road Map
The process that I’ve outlined can be applied to any business. It doesn’t matter if a company sells widgets, professional services, or networking gear. To be successful you have to identify certain things about your target customer base, implement a process to get to those people, implement a process around what you are going to say when you get to those people, know how you are going to bridge the gap from the marketing to the sales process, and then what you are going to do within that sales process. The beauty of the system I’ve created is that it covers all verticals, all products, all industries, but it focuses on the process at the core that you as the business owner, sales rep, or manager needs to go through to achieve success.
Revenue Growth Mastery
Why do I want to teach people these same processes I usually charge $4,000 – $30,000 as a consultant to learn?
The answer for me is that my goals have progressed beyond consulting with a handful of companies. I am at the stage of my career where I am looking to have the biggest impact on as many people as I can. I think becoming a father RADICALLY changed my perspective on this over the last decade or so. There’s no greater joy for me than to see someone get the “Ah Ha” moment after I have taught them something that they either didn’t know or didn’t previously see.
The best part of my consulting engagements is seeing the impact my system is having on my clients and the goodness that comes from that. I want to reach even further to spread that goodness. There’s no better feeling for me than watching someone succeed because of what I was able to teach them to do.
When I was promoted to outside sales at Cabletron, I had an Inside Sales rep named Bret. He was a terrific kid and did all the right things. He ended up getting promoted to Outside Sales, where we worked side by side. I became his Team Leader. When Cabletron started to change in 1997, I left to become a part owner of the Cisco reseller. I hired Bret. When I showed him the process and the systems that I was doing, which was making me somewhere around $300,000 to $350,000 a year, he ended up making $1Million dollars roughly 1 year after I hired him. His income was more than mine – twice over! Typically sales guys are competitive with an “I’m gonna beat you, and I’m gonna do better than you” mentality. This kid was different because when I saw him become successful because of what I showed him to do, there was no better feeling for me. I was genuinely happy as hell he was making more money than me. That was a big moment in my career. Now, after having that with one kid… then ten clients… then 50 clients… now hundreds of clients, I get to experience that feeling frequently now, and there’s a lot of juice in that for me.
The big win in this is taking Revenue Growth Mastery to the masses to help thousands and tens of thousands of people experience the same reality that I’ve helped create for my friends, family, and clients.
“Ability is what you’re capable of doing. Motivation determines what you do. Attitude determines how well you do it.”
– Lou Holtz
My goal each year for Revenue Growth Mastery is to help 1,000 business owners, managers, or entrepreneurs experience success by scaling their business’s revenue.
If you want to start scaling your revenue, and join a growing community of talented executives who all want to scale their revenue, then click the “GET STARTED” button below.
It doesn’t matter how unique your revenue problems feel for your business, scaling revenue is something every business can accomplish with the 21-step Revenue Growth Mastery roadmap. This isn’t rocket-science. Revenue Growth Mastery is my simple revenue growing framework that I’ve taught all my clients, from startups to billion dollar enterprises. Don’t wait for your revenue to scale itself. Take immediate action to implement a proven system. To get started, CLICK THE “GET STARTED” BUTTON BELOW.
Revenue Growth Mastery
✓ Over 150 Students: Proven system used by hundreds of students.
✓ Step-by-step: Easy to follow deliverables.
✓ Repeatable: Works with any product or business.