Blog
Sales Teams
Practical takes on B2B sales, fractional CRO leadership and go-to-market, from 20-plus years carrying the number on five continents.
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.
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..
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%.
D-Fend did not pivot in 9 years. The world's pain finally caught up to its product.
D-Fend sold the same product for nine years until the market's pain caught up. Most stalled B2B companies have the opposite problem, a story gone stale.
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.
Building an International Sales Team From Scratch: The Order You Cannot Skip
How to build an international sales team without burning the budget. The right order of hires, who comes first, and why most companies hire backwards.
What a Bad VP of Sales Hire Really Costs You
A failed VP of Sales hire does not only cost you the salary. The real bill includes the time, the deals that did not close, and the market you managed to spoil.
When to Hire a VP of Sales, and Why Most Startups Do It Too Early
Hiring a VP of Sales at the wrong time is one of the most expensive mistakes a startup can make. How to know if you are actually ready, or just desperate.
The Hidden Cost of Untrained Salespeople
Untrained reps burn your leads and your reputation, and it is not their fault. Training is the last layer, after the offer, ICP and process are defined.
Impact on your business - who can..?
If the janitor (or the cleaning lady) will ask to join my SDR team , I’ll gladly give them the opportunity.