Frameworks, patterns, and lessons from 20+ years building revenue organizations from scratch. No theory. Just what works.
The transition from founder-led sales to a real sales team is where most B2B companies stall. Not because they lack talent, but because they get the sequencing wrong. Here's the phased approach that actually works.
Before I change a single thing in a sales organization, I need to understand three things. How deals actually move, what reps do in the first 30 minutes of their day, and how the forecast gets built. Everything else is noise until these are answered.
Every B2B company is running at least five go-to-market motions right now. Most are running all seven. The difference between companies that scale and companies that stall isn't which motions they run. It's whether they're running them on purpose.
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