Don’t Talk About Sales. Talk with Sales. “Fall in your ways, so you can wake up and rise” from A Seat At the Table by Solange Very few products sell themselves. They all require an active outreach and closing by a sales team. The sales process varies depending on the…

Trust Me. It Is Good For You “There is a stone in my shoe, I’ve tried to shake it out, but when I take my shoe off and shake, nothing falls out, I rub my sock, but there is nothing there. …

After Meeting 3,000 Sales Leaders in The Past 25 Years “the quality or state of being great (as in size, skill, achievement, or power)” Definition of greatness from Merriam-Webster I am opinionated. After 25 years of leading sales teams, I have an “ assertive and dogmatic” view of what constitutes…

Scaling Through Sales “Revenue solves all problems.” Eric Schmidt Wouldn’t you know it, searching “ How to Grow Your Startup “ delivers around 250 million search results. …

There Is No Myth to Debunk; It Is a Numbers Game “You can’t improve what you don’t measure.” attributed to Peter Drucker There are authors promoting the idea that sales is not a numbers game. Liz Wendling makes the case by promoting “ productive conversations” with “ x amount of…

How to Handle Mistakes and Other Objections “To express regret for something that one has done.” from the Oxford Dictionary “ Mistakes happen. Things go wrong. As humans, we disappoint each other.” One of my favorite authors, John Stevenson, wrote a piece recently about apologizing and how to avoid getting…

Best Practices to Actually Have a Pipeline “A sales pipeline is a visual representation of sales prospects and where they are in the purchasing process.” from Lauren Horwitz by Cisco Is there a good way to build a pipeline in the fractional executive space? When lead times can be as…

A Live-or-Die Balancing Act “It is as though I am constantly in a balancing act I envy those that seemingly do not go through.” from The Balancing Act by Andreas Simic Most everyone in the fractional executive space is a solopreneur. They started their business independently and run it without…

And What Is Different When It Is a Fractional Contractor “Hellooooooo, North Korea.” from Seth Rogan in The Interview “Why did you end up in Sales? Why not a career in a more reputable profession?” That is by far my favorite interview question for a sales position, whether for a…