Faqs

WORKING TOGETHER

  • Typically B2B companies doing $5M–$100M+ in revenue.

    You're established enough to have a real sales function — but something isn't working the way it should. Revenue is inconsistent, growth has stalled, or you're preparing to scale and need systems that don't exist yet.

    I'm not the right fit for early-stage startups still searching for product-market fit, or solopreneurs looking for sales coaching.

  • Most of my experience is in B2B software/SaaS, business technology, IT services, manufacturing, professional services, and channel-heavy industries.

    I've also worked with companies in local government, education, and other sectors where complex B2B sales are involved.

    The common thread isn't industry - it's the problem: revenue effort not matching results, and a leadership team that wants to fix it.

  • Neither. I work alongside your leadership team — not instead of them. I'm not here to take anyone's job or undermine anyone's authority. I'm here to help leadership see the situation clearly and give teams the systems and support they need to succeed. If there's tension with existing leadership, we'll talk about it openly before engaging.

  • There's no "typical" - but most engagements fall into one of three categories:

    Diagnostic & Strategy (4–8 weeks):

    Focused assessment of what's not working and a clear plan to fix it. Best for companies that need clarity before committing to larger changes.

    Design & Build (3–6 months):

    Hands-on work to create systems, processes, and infrastructure. Best for companies ready to implement - not just strategize.

    Ongoing Advisory (monthly or quarterly):

    Regular strategic guidance for leadership teams navigating growth, change, or complex commercial challenges. Best for executives who want a thinking partner.

    Most engagements blend elements of all three. We'll figure out what fits after an initial conversation.

  • It depends on the problem and how quickly your team can execute.

    Some clients see meaningful shifts within 60–90 days. clearer pipeline, better conversion rates, faster sales cycles. Others are building foundational systems that pay off over 6–12 months.

    I'll be honest with you about realistic timelines during our Initial conversation(s). I don't promise quick fixes because they rarely stick.

  • Engagements typically range from $15,000 for focused diagnostic work to $75,000+ for comprehensive design-and-build projects. Ongoing advisory is structured as a monthly retainer.

    I'm not the cheapest option but I'm also not selling a course or a template. You're getting direct access to 20+ years of experience and hands-on involvement in solving your specific problem.

    We'll discuss investment during our initial conversation once I understand what you're facing.

THE WORK

  • I fix commercial systems that underperform despite effort.

    That usually means some combination of:

    → Commercial strategy and go-to-market design

    → Revenue system architecture (process, pipeline, metrics)

    → Sales enablement and team development

    → Channel and partner strategy

    I diagnose what's actually broken, not just what's visible, and then design and build systems that fix it.

    I don't run ads, build websites, implement CRMs, or recruit salespeople. I focus on the strategy and architecture layer that makes everything else work.

  • I focus on commercial strategy, which sits above both.

    Most sales and marketing problems are actually symptoms of upstream issues: unclear positioning, wrong targets, misaligned GTM motion, or broken handoffs between teams.

    I help you fix the system. That usually improves both sales and marketing performance, because they're finally working from the same foundation.

  • Both, if needed.

    I don't believe in strategy decks that sit on a shelf. If you need hands-on help building the systems, training the team, or working through implementation challenges, that's part of what I do.

    Some clients want a clear plan and can execute themselves. Others want me in the trenches with them. We'll figure out what makes sense for your situation.

  • That's often where I start.

    Most clients know something is off but can't pinpoint exactly what. Sales feels harder than it should. Revenue is inconsistent. The team is busy but results don't match effort.

    Diagnosis is part of the work. I'll help you find the real constrain, which is often not where people assume it is.

  • Sales trainers teach skills. I fix systems.

    Training is valuable, but it doesn't help if the underlying strategy, process, or structure is broken. You can train a team to sell better, but if they're targeting the wrong customers or fighting a broken process, the training won't stick.

    I focus on the architecture underneath sales performance. Once that's solid, training becomes much more effective.

  • Agencies execute campaigns. I design commercial strategy.

    A marketing agency can run your ads, build your website, or create content. But they can't tell you whether your positioning is right, your ICP is accurate, or your sales process matches how buyers actually buy.

    I work on the strategic layer that makes agency work more effective. Some of my clients engage agencies after we've clarified strategy, and get much better results because the foundation is solid.

FIT

  • You're probably a fit if:

    → You're a B2B company doing $5M–$100M+ in revenue

    → Your sales team is working hard but results are inconsistent

    → You've outgrown founder-led sales but don't have a scalable system

    → You're preparing for growth, investment, or acquisition, and need revenue to be predictable

    → You're honest about what's not working and open to changing it

    You're probably not a fit if:

    → You're looking for a quick fix or silver bullet

    → You want someone to validate what you're already doing

    → You're not willing to invest time and resources in real change

    → You need someone to carry a quota or serve as interim sales leadership

  • A conversation.

    No pitch, no pressure, just a real conversation to understand what you're facing and whether I can help.

    If there's a fit, we'll discuss options. If not, I'll tell you honestly and point you in a better direction if I can.

Other Questions

  • Yes. Most of my work is done remotely via video, phone, and collaborative documents.

    For certain engagements, especially those involving team workshops or on-site diagnostics, I'll travel as needed. We'll discuss logistics based on what the work requires.

  • Yes, that's often how engagements start.

    A diagnostic review of your current commercial strategy, sales process, or GTM approach can surface issues quickly and give you a clear sense of what's working and what isn't.

    From there, you can decide whether to act on the findings yourself or engage me for deeper work.

  • Yes, that is standard business practice. I work with companies on sensitive commercial and strategic matters, and I take confidentiality seriously.

    If you need an NDA in place before sharing details, just let me know.