Sales and Sales Leadership insights.

Here’s the hard truth for tech founders, particularly those selling a complex solutions to infrequent buyers. You don’t want more leads. The temptation to focus on lead generation as the be all and en...

At some point, you, the Technical Founder, must decide to hire your first sales rep to continue the growth of your business.

The key questions you and your advisory board need to ask are:

1. Is now t
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Sales Leaders (this includes Business Owners, Founders, Sales Managers) are all responsible for our own mental well-being and of those we care about and engage with on a daily basis.

Sales Leaders wi...

Are you thinking about hiring a sales leader? Have you wished to be out of the sales function in your business and have someone else take ownership of sales? We share our thoughts about why you should...

In the dynamic world of sales of a complex solution, ensuring accountability among sales reps is a vital pillar for success and for ensuring you manage a high-performance sales team. You cannot achiev...

In the last 12 months we’ve worked with 20 customers on improving their sales leadership capability and enabling them to have predictable, sustainable revenue.

We've presented at countless events on ...

If you need C-Level expertise and experience in your business, should you hire a fulltime employee, hire a consultant, use a coach or engage a fractional executive?

Of course, we recommend a fraction...

We have the pleasure of being involved in the early stages of many fascinating start-ups in the tech space. At some point in the journey the question comes up about direct sales vs channel/partner sal...

We've all seen them in the workplace—the sales rep who's constantly on the move, always busy, and seemingly engaged in a whirlwind of activities. They're working hard, or so it seems. But here's the c...

Ever had the situation where the leading sales rep has been promoted to be the new Sales Leader?  Happens all the time.  The most common outcome, at least in the first few months, is your revenue decr...

Is this you? I’m a tech founder. I’ve found a great niche; a serious problem that I know how to solve. I had great traction early on. I love talking to people about this.  I’m inspired. I’ve built a g...

The business climate is tough.  Selling is tough. Some of the same fears raised during the global pandemic about selling are resurfacing now. When business focus moves from growth to survival, even in...