Blog
B2B Sales
Practical takes on B2B sales, fractional CRO leadership and go-to-market, from 20-plus years carrying the number on five continents.
Stop Paying SDR Retainers for Activity. Pay for Meetings.
Most SDR services bill a flat retainer for activity. I built the opposite: you pay for the qualified B2B meetings we actually book.
A Client Hired Me to Grow Them 30X. Here Is the Honest Answer.
A company hired me to grow them 30X. It can be done, but only if you work backwards from the number and fund the machine that produces it.
I Stopped Calling Myself a Sales Trainer. Here Is Why.
Most sales training is a two-day sugar high that wears off by Wednesday. I have trained 2,000 salespeople, and the training was never what moved revenue.
OpenAI Is Building a Business Team in Israel. That Tells You Everything.
OpenAI is building a business team in Israel, not a dev center. What that says about turning AI into revenue, and about hiring for results over location.
TPx Filed for Chapter 11 With $1.1 Billion in Debt. The Debt Was Not the Real Problem.
TPx filed Chapter 11 with $1.1B in debt. The real killer was revenue that did not grow fast enough, and that is a Fractional CRO problem, not a VP of Sales one.
Your Sales Team Says the Pipeline Is Healthy. They Are Wrong.
Most CEOs think they have a sales execution problem. They have a qualification problem. Here is the test that turns a $2M pipeline into an honest $700K.
Germany Is Dumping US Missiles for Startups. That's a B2B Procurement Masterclass.
Berlin is bypassing legacy US defense giants for startups in Israel and Ukraine. A lesson in single-vendor risk for anyone who sells to enterprise.
I Built a Sales Floor for an Offer Everyone Had Already Been Pitched a Dozen Times
Free money, a deadline, and a market so flooded with cold callers that nobody believed it. How I built a sales team from zero when trust was the hard part.
A Startup Raised $20 Million. It Just Sold for $150,000.
Swish.ai had Coca-Cola, Nestlé and CyberArk as customers and still sold for the price of a used car. Logos are not revenue, and it never built a sales engine.
B2B Pricing Models: Subscription, Usage, Hybrid, and When Each Wins
Subscription, usage-based, one-time and hybrid pricing each fit a different product and buyer. How to choose the model that fits yours.
Antisemitic French Organizers Did Israeli Defense a Favor
France boarded up 30 Israeli defense booths at Eurosatory. It proves outbound beats inbound when your product is proven and your buyers are known.
How to Price a B2B Product: Value, Not Cost-Plus
Most B2B companies price by cost-plus or by copying a competitor and leave money on every deal. Here is how to price for the value you actually deliver.
Your Price Is Your Business Model
Price is not a number you bolt on at the end. It decides who you sell to, how you sell, your margins, and what you can spend to win a customer.
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.
Complex Sales and Long Cycles: How Not to Lose Deals Along the Way
In complex sales with many decision-makers, most deals do not fall on price. They die quietly along the way, and here is how to keep them alive.
20 Sales Problems EVERYONE has - 1 Platform with 20 solutions.
Most B2B founders are not bad at selling. They are selling without a system.
Most founders completely misunderstand sales objections.
A sales objection is a symptom of a mistake made weeks earlier in positioning or discovery. Stop hunting for comebacks and fix what caused it.
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.