Blog
Notes on selling, scaling and fixing revenue.
Practical takes on B2B sales, fractional CRO leadership and go-to-market, from 20-plus years carrying the number on four continents.
Fractional CRO vs Full-Time CRO: Which Does Your Company Actually Need?
A practical breakdown of when a fractional CRO beats a full-time hire, what each really costs, and how to tell which one your revenue stage calls for.
Leadership requires balls. Most people have let theirs atrophy.
Real leadership comes from hardship, not a workshop in Bali. Why clients hire me over a safe full-time hire, and what to do if you lack it.
An anti-Israel org targeted me with an ad. It is a masterclass in the wrong ICP.
A business consultant. A Fractional CRO. A guy who spends most of his day helping companies improve sales, business development and revenue growth. A religious.
Most founders completely misunderstand sales objections.
A while back I was invited by Professor Philip Tran to teach Objection Handling to his students at the College of San Mateo in California. The lecture.
Most CEOs don't have a sales problem. They have a motion problem.
They have a motion problem. They don't know where to start... And where to go next (and how). Their Salespeople (or they themselves) are calling the wrong.
Costco loses money on gas on purpose. Here is the strategy.
THAT is the entire strategy. Across 747 stations, Costco makes a few cents per gallon. Regular gas stations make 25 to 35 cents. Lines wrap around their.
SentinelOne hit $1B in revenue, then laid off 300 people. Growth is not the goal.
And they're laying off 300 people. Not a startup running out of money. Not a company that can't find customers. Not a company whose product doesn't work. A.
I got added to a BDS boycott list. Here is why it helps my business.
A website dedicated to boycotting Israeli companies officially added both me and KSW Solutions to their database. They even gave me my own profile page. After.
Nike lost $200B making the mistake I see B2B founders make every quarter.
Stock down 75%. They are laying off 1,400 people. The mistake that broke them is one I see B2B founders making every quarter. Smaller scale, different.
Wix added $150M in revenue, then fired 1,000 people to afford it.
This week it is firing 1,000 people to afford it. Revenue up 14% to $541 million. A $34 million profit last year turned into a $57 million loss. Cash flow down.
I tracked 300 founders from my old sales calls. A quarter are already gone.
Here's MY data from the past week. I started going through my old Calendly meetings from the last 3 years. Mostly startup founders, CEOs and VP Sales - about.
Target just had its best quarter in 4 years. The reason is positioning, not price.
Target's sales just grew 5.6% - that's their best result in 4 years. And this happened while: - energy prices are rising - consumers are under pressure -.
Eight years ago, telling CEOs not to build a sales team sounded insane.
At the time, most CEOs thought the idea sounded completely backwards. Why would a company NOT build its own sales department? My argument was basically this.
Monday added popup ads. Iran closed a strait. The same mistake about leverage.
Popup ads. Inside a paid product. Then, this morning, Bloomberg reported the UAE is fast-tracking a second pipeline to Fujairah. Doubling oil export capacity..
An Israeli SaaS company sold to the wrong market for 6 months. The reps knew.
$0 in deals. CEO was about to fire the whole sales team. The reps had been screaming the actual problem for months. Nobody listened. Here's what happened..
Why does this bus cost 15x more in Boston than in Beijing? It is not quality.
Same size, same purpose, same number of passengers. One costs about $80,000. The other can hit $1.2 million. Quality? Nope.. The American bus is not 15x.
ZoomInfo went from $77 to $6 a share. How the king of B2B sales data collapsed.
A 92% wipeout on a company that was supposed to define the future of B2B sales! Here's how the most dominant sales data platform on the planet fell apart, and.
D-Fend did not pivot in 9 years. The world's pain finally caught up to its product.
Founded 2016. Raised $67M total. Growing 50%+ a year. What's worth noting isn't the price tag. It's the timing. D-Fend didn't pivot. The world's pain caught up.
Israel now exports jet fuel and defends the Gulf. The small player just grew up.
Israel is protecting other countries in the GULF! The UAE! Israel! The headlines coming out today feel like a glitch in the matrix. Germany, the industrial.
The quickest way to become a millionaire? Start as a billionaire.
Start as a billionaire. I just read a rare interview with Ilan Ben-Dov. He is a man who once sat at the absolute peak of the Israeli economy, only to watch his.
Israel's GDP is outgrowing every G7 nation, in the middle of a war.
Israel's 2026 GDP is growing at 3.8%, outperforming every G7 nation, while operating under conditions that would paralyze most global economies. I've watched.
Everyone is watching the conflict. The real oil story just happened under the radar.
Fast. While everyone is focused on conflict and shortages, a structural shift just happened under the radar. The United Arab Emirates announced it's leaving.
The UAE quit OPEC overnight. This is exactly how systems break in B2B too.
Not with warning signs. With a decision. One player. One moment. And a system that took decades to build starts coming apart. This is how systems actually end..
Buyers don't buy logically. They buy emotionally, then justify it.
Then they use logic to explain what they already decided. Trump gets this better than anyone. One sentence. And suddenly everyone feels something. Rage.
I launched my company by visiting a customer, not posting from an office.
Today I visited our first client about a product I am launching in this post I'm officially launching TheDealMentor.AI. A Virtual CRO - replaces $500K in.
QVC invented live shopping. TikTok killed it. Your sales motion has an expiry date.
$6.6 billion in debt. Chapter 11 filed. Shares down 70% in a single day. The cruel irony? QVC didn't have a bad product. They had a bad sales motion and they.
A Torah scroll on a soldier's back, and what it taught me about business.
Heading into Lebanon. This is what fighting for something real looks like. Not a slogan. Not a hashtag. Not a press release. A soldier who decided that even in.
20 years as a CRO taught me founders lose deals for the same three reasons.
I've watched brilliant founders lose deals they should have closed. I've watched great reps underperform because nobody built them a system. I've watched.
Aston Martin is betting everything on one car. So are most founders.
Aston Martin is betting its future on one car. The Valhalla. $1M per unit. 999 units. ~$1B potential revenue. Not just a car. A financial recovery plan. Now.
A partnership where only one side delivers is not a partnership. It is a liability.
It's a liability. I've been there personally. Signed agreements that looked great on paper. Shook hands with people who had the right title, the right network.
France cut off arms to Israel. Israel's answer: build it ourselves. A lesson in suppliers.
Israel's response? Find better suppliers. Build more. Depend less. Israel's Ministry of Defense just announced it's halting all defense procurement from France.
71% of Israeli startups say the war hurt fundraising. 90% are still building.
And yet they're still here. Still building. Still pushing. That number isn't a eulogy. It's a testament. A survey of 637 Israeli tech companies published today.
UVision is heading to Nasdaq at $3.5B. It never had a sales problem.
An Israeli drone company. A $982 million U.S. Army contract. JPMorgan leading the IPO. But here's what the headline doesn't tell you: UVision didn't plateau..
OpenAI is burning $14B a year and buying distribution. The Uber playbook for AI.
And offering ~17.5% guaranteed? returns to firms like TPG and Advent International. That's not funding. That's a land grab. They're not raising capital..
A Volkswagen plant may start building Iron Dome parts. They read the signals early.
A car factory in Osnabruck, Germany originally built to produce the T-Roc Cabriolet is reportedly in advanced talks with Israel's Rafael to manufacture Iron.
Every problem has a clear, simple, obvious answer. And it is usually wrong.
Clean. Obvious. And usually completely wrong. H.L. Mencken said it best over a century ago: *"For every complex problem there is an answer that is clear.
Target nearly broke itself with a series of perfectly logical decisions.
Target didn't lose customers because of Amazon or Walmart they lost them because leadership made a series of perfectly logical decisions that completely.
Deals close when you understand the buyer's pain, not when you talk about your product.
Your deals don't close because you talk about yourself and your product. Got this message today: We have all the problems you talk about. This is not rare. I.
A fake war story explains why your sales forecast is fiction.
Here's a hysterical fake news I just ran into. Iranian naval forces captured the Israeli port of Be'er Sheva. A naval operation. In a city with no sea "They.
Honda burned $16B. Not a failed startup, a failure to read the market in time.
Not a bad product. Honda. They canceled multiple EV models they had already invested heavily in. Why? Because reality didn't match the plan: EV demand in key.
In B2B, your job is to help your buyer sell, not just to sell to them.
This tip is for you. In today's challenging times Sales got more difficult and more complex. Buyers are looking for near-future profit and benefits for their.
Want to hit quota in a brutal market? Sell harder. The sale is still there.
Well, you have two options. You can say that those are hard times, there's nothing you can do.... And give up. OR You can look at the numbers. A huge.
Quality is beating price. Buyers care less about your discount than you think.
Quality is becoming more important than price to most consumers - the majority rate quality as the most important factor when making purchases compared to.
Know, Like, Trust, Buy. Can you actually speed the process up?
That's the process your prospect is going through. Starting from not knowing you (or ever hearing about your product) and all the way to placing an order. Each.
Could you sell spoiled milk to a furniture store? It is the wrong question.
Let's see how good of a Salesperson you are: Do you think you'd be able to sell spoiled milk to a furniture store? If not - what if I'd bring you world's best.
A Tel Aviv traffic jam is a four-step lesson in building a business.
This is a traffic jam in Tel Aviv, Israel (due to a protest and a road block). THIS is how you create a business: 1. Identify a need. 2. Come up with a.
How to reach your target and avoid the fog: build a plan with linked milestones.
Very easy. 1. You build a plan with milestones. 2. Each milestone has several desired outcomes. AND 3. Each milestone has a reference to a desired outcome of.
Robert Herjavec's 5 tips for entrepreneurs, and the one I would pick.
Just in case you DON'T have 3 minutes to listen to Shark Tank's Robert Herjavec (and you SHOULD!), here they are: 1. Look for a problem - and solve it! 2. Ask.
Your marketing wrapper is not a distraction. It is the first thing buyers see.
There is this new theory about the "bells and whistles" or the "eye candy" of your marketing efforts. I mean all the "wrapper" in which you cover your product.
A $200M Israeli exit proves the oldest sales rule: go where nobody else will.
Amazon Web Services just bought an Israeli Start-up, CloudEndure for the above sum. What's the lesson we learn? Since the beginning of time, Sales and Business.
In-store product placement is how brick and mortar beats online.
You can use your store and your location to promote ANY brand - and not just as a POP (Point of Purchase). Though it is known that our days' physical locations.
Sales is storytelling. Even a boring product has a better story to tell.
Now, you might think that your product or service are borrrring..... and they might be. But there is always a BETTER way to tell the story about and behind.
Real leaders improvise. They deviate from the plan and use what is in the room.
Deviate from the plan. Use what's available right there, make new plans, tactics and strategies. Look around - and come up with new usages for your assets.
How many questions does it take to close a C-level deal? The data has an answer.
But how many? Is it 10? Is it 20? Well, the answer is surprising - and it's based on 30k sales conversations, examined by an AI. This is true ONLY for C-Level.
Sales is like the movies: no script, no blockbuster.
Preferably one made by a professional. Than both need to have some actors to play it out - and they better be talented. Have that? Got yourself a blockbuster!.
Your mid-range price can become unaffordable in the next market over.
What a pain!:) Did you ever spent quite some time on proper pricing strategy for your product / service - and placed it within the "medium" range......... and.
Entering a new market? Talk the talk, and learn the culture, not just the language.
I love challenges! Especially if this is going to be helpful.:) The TOPIC - International Sales - I know you guys out there are struggling to GET to new.
Do clients really care if you have worked in their exact industry?
When? Whom to use? A lot of us here are working for different companies, in different sectors, providing various services. How well would a recommendation, or.