Archive
Category: Sales Strategy
Sales Strategy Template: The Only One Reps Will Actually Run
I’ve watched dozens of sales strategy templates get built in the boardroom and die in the field. The problem isn’t the thinking. Most executives can…
B2B Sales Strategy for a Team of Reps: Built From Your Calls
Most B2B sales strategy work starts the same way. A CRO downloads a framework and builds a deck. They roll it out in kickoff. Then…
Transition From Founder-Led Sales: The Three Skills to Hand Off First
I’ve watched dozens of founders hand off their first deal. The rep who closes it almost never becomes the rep who scales it. The issue…
Fractional Sales Leadership: When Part-Time Works and When It Doesn’t
I’ve seen fractional sales leaders parachute into companies with real talent and good intent. The number stays flat anyway. Not because the strategy was wrong.…
Sales Strategy Consulting: The Deck Is Not the Deliverable. The Monday After Is.
Most sales strategy consulting ends the same way. A 47-slide deck. A handshake. A team that reverts to old habits by Tuesday. According to McKinsey…
Hire a Sales Consultant: Who Checks the Reps After They Leave?
You hire a sales consultant because something’s broken. Pipeline’s stalled. Win rates are flat. The team can’t close without you. The consultant shows up and…
Sales Team Performance: The 740% Skill Gap Nobody’s Funding
I’ve watched companies spend six figures on training programs that move the needle by single digits. The actual driver of sales team performance? Who picks…
Sales Strategy Example: 307% Growth in Crisis Recovery
Most sales strategy example documents sit in a shared drive. Revenue keeps falling. The deck is beautiful. The framework is sound. Nobody runs it. There’s…
Upsell Timing: Why Premature Expansion Causes 18% Incremental Churn
I’ve watched hundreds of founders diagnose their retention problem wrong. They blame product-market fit. They blame onboarding gaps. They blame pricing. The real culprit is…
What Is a Fractional CRO? Role, Cost, and When You Need One
I’ve watched 73% of founders hire a second or third rep when revenue stalls. Then they call me six months later asking what is a…