Blog
Revenue Leadership
Practical takes on B2B sales, fractional CRO leadership and go-to-market, from 20-plus years carrying the number on five continents.
From $4.8 Billion to $60 Million. A Great Product Cannot Save a Broken Business Model.
Nano-X had revolutionary imaging technology and still lost 99 percent of its value. The cause was a business model that cash could not support.
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.
I Spent 20 Years as a CRO. Half That Time I Was Actually a CGO.
A Chief Revenue Officer owns the number. A Chief Growth Officer owns the whole engine that produces it, and most founders hire the wrong one.
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.
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.
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.
SentinelOne passed $1 billion ARR and still cut 10% of its workforce. Growth does not fix an inefficient company, it makes the problem bigger.
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.
Most Companies Can't Afford a REALLY Good VP Sales
A really good VP Sales costs $250K to $350K a year before the team around them. Many startups take on that overhead too early, when a fractional model fits.
Eight years ago, telling CEOs not to build a sales team sounded insane.
Most growing companies cannot afford a real sales organization, and one bad VP Sales hire burns 6 to 12 months. Here is the model I built instead.
A $77K/month sales team hit ONLY 20% of the forecast. Here's what actually fixed it.
A founder hired me to figure out why his sales team was missing the forecast by 80%.
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.
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.
Managing a Remote Sales Team Across Time Zones
Managing US salespeople from another continent is a discipline of its own, and the time difference is the small problem. How to build a team that performs.