Generate Listings

Leading real estate marketing agency specialising in lead generation.

Head of Sales

Danny Mallinder

Strategist & content creator sharing insights to help founders w/ growth.

Content Creator

Mallinder Consulting

Business development consultancy, helping startup founders w/ growth.

Founder

beetu.be

Helping B2B businesses to build inbound client acquisition machines.

Contract Eagle

Implements best-practice setup for contract management processes

IIFYM.com

World leading membership website & SaaS platform for macro dieting.

Head of Business Growth

Salesprocess.io

Helping SaaS, online high-ticket service businesses & consulting firms.

Senior Growth Consultant

Brands Nova

Brand management, e-commerce and integrated marketing campaigns.

Founder, Director

Whanganui & Partners

Economic development unit for the business sector of Wanganui.

Member Of The Board Of Advisors

Whanganui Chamber of Commerce and Industry

Business support organisation for business owners in Wanganui.

Member Of The Management Board

Helping professionals launch another income stream in 2024. Click + Follow for posts and articles on business.

Most founders obsess over more calls booked.

But almost no one optimises what happens after the call is booked.

And that’s the most expensive gap in the entire sales process.

Last quarter:
87% show-up rate.
40%+ close rate.
$500,000 closed.

Not because of more ads.
Not because of better scripts.
Not because of more automation.

But because we rebuilt the 10 minutes between booking and the call.

Here is the truth:
Your close rate isn’t determined on the call.
It’s determined before the call.

So here’s what we used:
• a short “pre-call film”
• founder thesis
• case studies
• expectations
• decision-maker rules
• trackable engagement
• AI-assisted Q&A
• SDR → closer handoff script

Buyers show up informed, warmed up, aligned, and ready.

It’s the easiest win in founder-led sales.

And yet…
almost no one is doing it.

What part of your sales process has the most friction right now?

 (Asking because this one change fixed most of ours.)

.
.
.
#founderled
#salesstrategy
#strategy

Principal Consultant | Founder Thesis™ • Narrative Strategy & Sales Architecture

Off-market doesn’t mean offline.

It means intelligently online.

The most sophisticated deals today aren’t found through networks alone.

They’re engineered through data, insight, and digital origination systems.

Capital now connects through intelligence, bringing off-market demand to light with speed and discretion.

- data-driven origination
- Institutional-grade alignment
- digital transparency at scale

The future of private markets is digital.
 
The edge belongs to those who know where capital wants to go next.

#capitalorigination #infrastructure #privatemarkets

Most founders think they need capital.

Most really need clarity first.

After many origination conversations, one pattern appears.

Founders jump straight to the number.

But investors do not invest in numbers. 
They invest in logic.

Good opportunities fall apart not because of economics,
but because the narrative is incomplete.

Here is what serious capital looks for before anything else:

- what the capital will achieve
- why the opportunity exists
- what evidence supports it
- how execution will unfold
- how the founder thinks
- why the timing matters

Capital moves toward clarity.
Clarity builds confidence.

If you are preparing a significant project in infrastructure, energy, or AI, make your story as strong as the opportunity itself.

.
.
.
#infrastructure #energytransition #capitalorigination

Most pivots burn capital.

But it’s not the product.

Most founders treat a pivot like an engineering problem.

New features. New funnels. New hires.

None of that solves the real issue.

The real failure point is narrative clarity.
 
If your market hypothesis is wrong, everything built on it collapses.
 
I just wrote a full thesis showing how founders can validate a new market in 30 days and avoid $150k in wasted engineering time.

Here’s the core:
 → Pivots fail from unclear coordinates
 → Sales letters set engineering constraints
 → VSLs validate demand faster than code
 → Alignment beats iteration every time

A founder who applied this jumped from 23% to 47% close rate and added $500k from one narrative shift.

If you want the full Founder Thesis doc, comment “Thesis” and I’ll send it.

#founders #gtmstrategy #startups

Just closed $500k using this.

87% show up, 40% + close rate

Do you use a pre-call video?

You should.

A simple pre-sale video that introduces you or your sales rep, covers the thesis, shows case studies. 

And it needs to be fully trackable so you know if they engaged and are ready.

Prospects watch it, they interact with AI, ask questions, and arrive to the sales call pre-sold ready to buy.

It is the easiest way to lift trust, qualify intent, and increase conversions.

So be honest.

Do you have a pre-call video in your sales process?

Let me know in the comments.

#founders
#salesstrategy
#gtm

$100B+ in Transactions | VP Origination Lesiuk Capital

The private markets are changing fast.

Alignment is the new advantage.

Institutional investors want speed and transparency.

Founders and operators want capital and credibility.

Between those two worlds lies the new frontier, where strategy and execution move in sync.

That’s where we operate.

Elite capital advisory today isn’t about access.

It’s about alignment, at speed and scale.

#privateequity #capitalmarkets #infrastructure #energytransition

RevHeat

RevHeat is passionate about your business growth and The Sales Alpha Roadmap™ is our secret weapon. A process that allows you to know exactly how much more effective your company could be in dollars, what it will take to accomplish it and how long it will take.

We know you've spent money with "sales experts" in the past.  Sometimes it helped other times it did not.  That makes it really difficult to gauge the effectiveness of any dollar spent.  We will help you define the real ROI, the effort it will take and the plan of attack that will work before any lengthy commitment.

Chief Scaling Officer

Ken Lundin & Associates

The world of Sales Training and Consulting is broken. Typical one or two-day classes to train the individuals on the sales team or a sales strategy session alone fail to produce the results you pay for more often than not.

Unlike the typical “drinking from a firehose” two-day sales training event or sales consulting project.  We offer a recurrent model, which takes a holistic look at how your company can achieve predictable, sustainable sales growth. This approach assures greater adoption, retention, and use of the new skills through reinforcement of a smaller set of more important skills.

With the only full-service growth consultancy on the market, we have the resources to focus where you need the attention and multiply the impact a fully aligned marketing and sales effectiveness plan can provide your company.

President

Okinus, Inc.

Senior Vice President Of Sales

Optymyze

Vice President of Sales

Insperity

Senior Consultant

Your Sales Team Isn’t Broken. Your System Is.

If you're a founder, CEO, or sales leader still stuck in the weeds, chasing deals, or cleaning up after underperformers—it's not a "sales talent" issue.

You don’t have a repeatable sales system.

Here’s what I see every day:
❌ Sales is reliant on a few “closers” instead of a scalable team
❌ Training is disconnected from daily execution
❌ Forecasts feel like fiction—and reps aren’t held accountable
❌ Founders still carry the pipeline because the team can’t

That’s why I built the SmartScale 90 System™️ (S90™️)—a sales infrastructure built for scale.

We don’t "train" salespeople.
We install the system that makes sales consistent, coachable, and scalable.

🚀 What We Deliver

✅ 300% increase in win rates
✅ 20–30% higher rep productivity
✅ Strategic hiring and onboarding that sticks
✅ CEO out of sales—team into action

I’ve helped companies from early-stage to $1B+ build sales organizations that drive growth without guesswork.

👊 Ready to build a sales team that performs with or without you?

🔗 Book a strategy session: https://calendly.com/ken-lundin/linkedin-intro

#RevHeat #SalesOperatingSystem #FounderLedSales #SalesLeadership #ScaleSales #SalesTrainingThatWorks #B2BSales

Ken Lundin

Let’s be real, most founders don’t actually own a business.
They own an expensive job that falls apart the minute they take a vacation.

I can’t tell you how many 7–8 figure founders tell me the same thing:

“If I step away for 30 days, everything slows down.”

Leads dry up.
Sales stall.
The team waits for answers.

That’s not freedom.
That’s fragility disguised as success.

The irony?

These are usually the same founders who already have great people and great products.

What they don’t have are the systems that make growth happen without them in the room.

Over the past few years, my team and I have rebuilt over $1B in revenue systems, created $5.7B in market value, and helped multiple companies hit unicorn status.

The pattern never changes:
Once we install measurement, rhythm, and accountability...
sales double, founders finally breathe,
and the business stops depending on heroics.

You’ve already built something that works.
Now it’s about building something that runs without you.

Comment “freedom” below and I’ll send you the SmartScaling Diagnostic info.

Founder @ RevHeat • $1B+ Closed | $4B+ in Client Exits • Scaled Clients From $3 to $18M in 18 Months, & $10 to $60M, $98 to 420M • 4 Unicorns • Bootstrapped to $78 Million • Sales Systems That End Founder Burnout

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Business owners don’t want to hear this, but it’s the truth:

Your company mirrors your habits.

When you’re tired, stressed, distracted, eating like trash, and sleeping like you’re in college again…
your decisions get slower,
your patience gets shorter,
and suddenly every problem feels 2x bigger.

You’re not “losing momentum.”
You’re under-fueled.

Healthy business?
Start with a healthy operator.

And no - you don’t need a Navy SEAL morning routine.

You need the basics:
👉🏼 Sleep that isn’t optional
👉🏼 20 minutes of movement
👉🏼 Food that doesn’t sabotage you
👉🏼 Boundaries you actually honor
👉🏼 Time to think instead of react

Because here’s the pattern I see every single week:

🔥 Leader gets healthier → business gets stronger.
🔥 Leader gets clearer → team gets calmer.
🔥 Leader gets consistent → revenue steadies.

You don’t fix a foggy business with more hustle.

You fix it by fixing the person steering the ship.

Founder @ RevHeat• $1B+ Closed | $4B+ in Client Exits • Scaled Clients From $3 to $18M in 18 Months, & $10 to $60M, $98 to 420M • 4 Unicorns • Bootstrapped to $78 Million • Sales Systems That End Founder Burnout

Let me tell you a secret most founders never admit:

𝗬𝗼𝘂 𝗱𝗶𝗱𝗻’𝘁 𝗵𝗶𝗿𝗲 𝗮 𝘀𝗮𝗹𝗲𝘀 𝘁𝗲𝗮𝗺…
y𝗼𝘂 𝗵𝗶𝗿𝗲𝗱 𝗽𝗲𝗼𝗽𝗹𝗲 𝘁𝗼 𝗸𝗲𝗲𝗽 𝗮𝘀𝗸𝗶𝗻𝗴 𝘆𝗼𝘂 𝗳𝗼𝗿 𝗮𝗻𝘀𝘄𝗲𝗿𝘀.

Because here’s what keeps showing up in diagnostics:
• Closers asking you for pricing approval
• Questions about “how to handle this objection”
• Missed follow-ups
• Zero accountability rhythm
• No metrics dashboard
• No repeatable system

And because you’re smart, driven, and capable… you jump in and save the day.

Which feels productive. But creates a trap.

Every time you solve it for them, you hard-wire your business to depend on you.

Here’s the flip:
Once we put real systems, dashboards, and decision frameworks in place…
founders step out of sales in weeks - not years.

If you feel like you’re the only adult in the room… it’s not your team.
It’s your infrastructure.

Drop me message and we can run a diagnostic to show you exactly where the handoffs break.

Stop rescuing. Start scaling.

Business owners: If your family only sees the tired version of you, this post is for you.

I was talking to a client this week who said,
“Ken, I’ll make time for myself once things calm down.”

And I laughed (kindly) because if you run a business,
you know that “once things calm down” is the biggest lie we tell ourselves.

Here’s the truth:

Your business will take every ounce of time you give it.
It will eat your evenings.
It will eat your Saturdays.
And if you’re not careful… it’ll eat the people you actually care about the most.

So here’s my Sunday message to you:
𝗣𝗿𝗼𝘁𝗲𝗰𝘁 𝘆𝗼𝘂𝗿 𝘁𝗶𝗺𝗲 𝘁𝗵𝗲 𝘀𝗮𝗺𝗲 𝘄𝗮𝘆 𝘆𝗼𝘂 𝗽𝗿𝗼𝘁𝗲𝗰𝘁 𝘆𝗼𝘂𝗿 𝗿𝗲𝘃𝗲𝗻𝘂𝗲.

Because the irony?
Every entrepreneur I’ve ever coached performs better when they stop trying to sprint seven days a week.

Your team shows up better.
Your decisions get sharper.
Your stress drops.
Your creativity comes back online.

And your family, the people who are in the stands cheering for you even when you’re losing, they get the version of you they actually deserve.

So before you open that laptop today… pause.

Take your partner out for lunch.
Play with your kids.
Call your parents.
Sit in silence for 20 minutes.
Do something that reminds you you’re a human first, a business owner second.

Because your business needs a healthy you a lot more than it needs one more “quick task.”

Have a great Sunday!

Most founders I know say they want “freedom.”

Time freedom. Money freedom. Mental freedom.

But here’s the truth - you don’t get freedom without discipline first.

That applies in business.

And it applies in your body.

I’ve never met a founder who was out of shape,
sleeping 4 hours a night, eating junk,
and still scaling a company sustainably.

You can fake it for a while.
You can caffeinate your way through a quarter.
But eventually your body calls in the debt.

You don’t rise to your goals,
you fall to your standards.

The same way we build revenue systems,
we have to build physical ones:

Wake up → Move.
Midday → Refuel, not reward.
Night → Recover like it’s your job (because it is).

You can’t lead a high-performance company from a low-performance body.

So this weekend, don’t just “rest.”

Reset your standards.

Audit your habits the same way you audit your P&L.

Because discipline isn’t restriction. It’s freedom on autopilot.

Nobody talks about how much of leadership is just cleaning up your own mess.

You hire too fast.
You delegate too slow.
You make emotional decisions, call it “vision,”
and then spend the next 6 months fixing the fallout.

Been there? Yeah, me too.

Here’s what most founders eventually learn the hard way:
Your company will never outgrow your emotional maturity.

👉🏼 If you’re reactive, your culture will be too.
👉🏼 If you operate from fear, your team learns to hide.
👉🏼 If you lead with ego, your best people leave quietly.

The turning point for most leaders isn’t when they “scale.”

It’s when they stop trying to be the smartest person in the room -
and start being the calmest.

Because scaling isn’t adding people.
It’s multiplying clarity.

So before Monday hits, ask yourself:
What version of you is showing up to lead this week: the operator or the overreactor?

𝗜𝗳 𝘆𝗼𝘂𝗿 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗰𝗮𝗻’𝘁 𝗴𝗿𝗼𝘄 𝘄𝗶𝘁𝗵𝗼𝘂𝘁 𝘆𝗼𝘂,
y𝗼𝘂 𝗱𝗼𝗻’𝘁 𝗼𝘄𝗻 𝗮 𝗰𝗼𝗺𝗽𝗮𝗻𝘆.

You own a job with a lease attached to it.

Let me ask you the same question I ask every brick-and-mortar founder we diagnose:
If you disappeared for 30 days…
does revenue go up, stay flat, or quietly collapse?

Most founders think they have a business.

What they actually have is an operational Jenga tower:

- Every decision runs through them
- Every fire finds them
- And if a front-desk person quits, the whole thing shakes

That’s not growth.
That’s fragility disguised as success.

This is exactly why I built the SmartScaling™ Diagnostic.

For 45 minutes...
👉🏼 I’ll personally audit how your leads flow into revenue
👉🏼 Show you where the dependence on YOU is silently killing growth, and
👉🏼 Build the go-to-market blueprint that makes the business grow without your constant supervision.

If you want to step back without stepping down…

Get in touch and I’ll send you the details.

Your sales process isn’t your problem.
Your repeatability is.

One of the biggest myths I see inside organizations is:

“We just need a better sales process.”

No.
You need a repeatable system the team actually follows.

When teams are inconsistent, leaders obsess over tactics:
New scripts.
New CRM workflows.
New “closing tricks.”

But here’s what really scales revenue:

A repeatable, scalable framework.

Frameworks for discovery.
Frameworks for qualification.
Frameworks for advancing deals.
Frameworks that make every rep (veteran or rookie) look like they’ve been doing this for years.

This is the final step in our turnaround method: Advance.
Not “more activity.”
Not “more pressure.”
Not “more tools.”

Just consistent execution.

The companies that grow from $10M to $60M
don’t win because they hustle harder.

They win because they remove the guesswork.

Make success predictable - and your revenue becomes predictable.

If your sales keep stalling but you’ve “tried everything,” here’s the hard truth:

𝗬𝗼𝘂 𝗱𝗼𝗻’𝘁 𝗵𝗮𝘃𝗲 𝗮 𝘀𝗮𝗹𝗲𝘀 𝗽𝗿𝗼𝗯𝗹𝗲𝗺.
Y𝗼𝘂 𝗵𝗮𝘃𝗲 𝗮 𝗱𝗶𝗮𝗴𝗻𝗼𝘀𝘁𝗶𝗰 𝗽𝗿𝗼𝗯𝗹𝗲𝗺.

Here’s what I mean…

Last week I talked to a CEO who said,
“Ken, our pipeline’s just not producing.”

Cool. We dug in.
They’d trained their reps.
They’d changed their comp plan.
They’d even tried a “mindset coach.”

Still stuck.

Why?

Because they were flying blind.
No audit. No baseline.
No objective data on their people’s actual skills, will, or mindset.

They were guessing who could sell.

When we finally ran the audit,
it turned out half the team had never been trained to reach decision makers -
and the ones who were “great at relationships”?
They were avoiding money conversations like the plague.

Once we fixed that, they closed $4M in six months.

So here’s the takeaway for you this Tuesday:
👉 Stop assuming your sales problem is motivation.
👉 Start measuring what’s really holding your team back.
👉 Then coach and train from data — not gut feel.

The difference between “trying to grow” and “actually growing” is visibility.

I was on a call last week with a founder who said,
“Ken, my team’s just not closing enough. I think we need better training.”

Maybe.
But 9 out of 10 times, that’s not the real issue.

When I dig in, here’s what I find:

No baseline data.
Nobody actually knows what skills the team does or doesn’t have.

No system to coach or measure progress.

Leadership reacting to symptoms, not fixing causes.

Here’s the deal:

If you can’t tell me exactly where your sales team is strong,
where they’re weak, and what’s holding individual reps back…
You don’t need training. You need an audit.

Because you can’t accelerate what you haven’t measured.

We’ve turned teams around by following one process:
𝗔𝘂𝗱𝗶𝘁 → 𝗔𝗰𝗰𝗲𝗹𝗲𝗿𝗮𝘁𝗲 → 𝗔𝗱𝘃𝗮𝗻𝗰𝗲.
Simple. Objective. Repeatable.

That’s how one client went from missing payroll to $60M in five years - with just six reps.

So if your revenue’s flatlining,
don’t throw another “motivation session” at it.

Find the truth. Fix the system. Then scale.

🔥 Audit before you accelerate. Always.

Let me give you something most sales leaders don’t want to admit:

Your team isn’t struggling because of the economy,
the market, or “slow months.”

They’re struggling because you’re trying
to fix symptoms instead of the source.

Here’s what I mean.

Every week I talk to CEOs and VPs of Sales who say the same thing:

“We’ve done the training.
We’ve run the workshops.
We’ve bought the tech.
Why aren’t we seeing results?”

And the answer is always the same:

You can’t accelerate what you haven’t audited.

If you don’t know your team’s actual skills,
mindset gaps, and selling behaviors…

you’re throwing darts blindfolded and praying you hit the board.

This is why the companies we work with see results FAST:

👉🏼 We baseline first.
👉🏼 We skill-up second.
👉🏼 We scale third.

Audit → Accelerate → Advance.

Three steps. Every time.

And when you follow it?

That’s when you see the $4M jumps in six months…

the pit-plan reps who turn into top closers…

the teams that go from “barely hanging on” to doubling revenue.

So here’s my Thursday challenge to you:

❌ Stop guessing.
✅ Start measuring.
👉🏼 Then build the plan based on reality - not optimism.

If you want the blueprint we use to take reps from inconsistent to elite,
drop me a message. I’ll send it your way.

Happy Thursday - let’s go build some closers.

Most people spend the day after Thanksgiving in a food coma.

Founders?

We spend it thinking about next quarter…
and whether our team is actually ready for it.

Here’s what I can tell you after working with more than a thousand salespeople and 150+ CEOs:

The problem in most companies isn’t effort. It’s clarity.

You’ve got sellers working hard on the wrong things, in the wrong order, with zero objective insight into where the real bottleneck is.

You wouldn’t take a road trip without knowing where you're starting from…
But most founders try to scale revenue without ever establishing a baseline.

So here’s a simple Friday reminder as you stare down the last month of the year:

If you want 2026 to look radically different,
you need to do three things before January hits:

1️⃣ Audit your team - not vibes, not guesses,
not “I think Sarah needs prospecting help.”
Objective data on skills, mindset, and the hidden stuff that sabotages deals.

2️⃣ Accelerate the short-term wins - because nothing builds buy-in like early results.

3️⃣ Advance the systems - so the wins repeat without you hovering over every deal.

Companies that do this don’t grow by 5–10%.
They grow by 40%+ in six months and unlock reps who go from PIP to President’s Club.

So while everyone else is refreshing leftovers…
You can be refreshing your entire revenue plan.

Happy Friday and let’s finish the year with intent.

Let me be blunt for a second.

Every time I walk into a company where the sales team is missing quota,
the story is always the same:

They’re training the wrong skills…
for the wrong people…
at the wrong time.

And then everyone’s shocked when revenue flatlines.

Here’s the reality business owners don’t hear enough:

You can’t fix what you refuse to measure.

When we turned around that sales team that went from $10M → $60M,
it didn’t start with “more activity,” “better leads,” or “fancier scripts.”

It started with one thing:
𝗔 𝗿𝗲𝗮𝗹 𝗮𝘂𝗱𝗶𝘁.

Not “Hey team, what do you think you need?”
Not “Let’s buy whatever training is trending on LinkedIn this month.”

I’m talking about an objective measurement of:
Their will to sell
Their sales DNA
Their mindset
Their actual tactical competencies

(And yes, half of most sales teams don’t even have the basics. Our research proves it.)

Once we knew exactly where they stood, everything changed:

✅ We customized training based on gaps, not guesses
✅ We coached to real deal pressure, not theory
✅ We created early wins that rebuilt confidence
✅ And then we scaled the system

Results?
🚀 $4M in 6 months.
🚀 $12.2M in 18 months.
🚀 And eventually, one rep went from a PIP to $21.7M and became #1 in the entire company.

All because we stopped guessing.

If you want 2026 to be different, do this one thing:
Audit before you train.

Stop throwing “motivation” at what is really a skill, mindset, or process problem.

Your sales team doesn’t need more hype.
They need clarity.
And clarity starts with data.

One small skill upgrade turned into $4M in 6 months. Here’s how.

Quick story:

A company came to us in free fall.
Missing quota. Pipeline a mess. No consistency.
Classic “we hired good people, why isn’t revenue going up?” scenario.

We didn’t change the market.
We didn’t change the product.
We didn’t even add headcount.

We changed the system.

We audited.
We upskilled.
We coached in active deals - not theory.
Then we installed repeatable frameworks.

Result?

$4M in 6 months.
$12.2M in 18 months.

Then $10M → $60M in five years…
…with only six reps.

Scaling isn’t magic.

It’s math.
Systems.
Clarity.
And the right reps doing the right things.

Founders, before you hire, optimize what you already have.

The upside is bigger than you think.

Most sales teams aren’t failing. They’re flying blind.

Let me kick off your week with something every CEO and sales leader needs to hear:

You don’t have a sales problem.
You have a visibility problem.

When we walk into a company that’s missing quota, the first thing I ask is:

“Show me the baseline.”

Nine times out of ten… there isn’t one.
No objective measurement.
No clarity on skills.
No real understanding of what’s actually holding the team back.

It’s like saying, “Let’s get to New York City!”
without knowing what city you're starting from.

When we finally run an objective audit, the truth hits hard:
People are in the wrong roles.
Reps don’t have the skills leadership thinks they have.
Mindsets are quietly sabotaging deals.
And the team is working 10x harder than they need to.

Once you SEE the truth, you can finally fix it.

Today’s reminder:
If you want your team to win, stop guessing.
Get the baseline.
Everything gets easier from there.

If your team keeps missing quota,
here’s the truth nobody wants to say out loud…

Let me tell you something I’ve learned
after turning around more sales teams than I can count:

Most leaders skip the ONE thing that actually changes performance - a real audit.

Not a “how do you think you’re doing?” conversation.
Not a gut-check.
Not another round of “we just need more pipeline.”

I’m talking about an objective baseline that tells you:

👉🏼 Who has the grit
👉🏼 Who has the mindset
👉🏼 Who can actually sell
👉🏼 And who’s been faking it behind a big pipeline number

Every time a company tells me they’ve “tried everything,”
9 out of 10 times they’ve never done this step.

When you finally see the truth?

✅ Hiring gets easier.
✅ Coaching gets easier.
✅ Revenue stabilizes.
✅ And the team stops guessing.

Founders: fix the audit, and the rest of the turnaround gets 10X easier.

Here’s how our clients grew while everyone else complained about the economy…

Every time the economy shakes, two types of companies emerge:

1. The ones who freeze.
2. The ones who get sharper.

When interest rates jump and budgets tighten, founders ask,
“𝘒𝘦𝘯… 𝘩𝘰𝘸 𝘥𝘰 𝘸𝘦 𝘬𝘦𝘦𝘱 𝘨𝘳𝘰𝘸𝘪𝘯𝘨 𝘸𝘩𝘦𝘯 𝘣𝘶𝘺𝘦𝘳𝘴 𝘢𝘳𝘦 𝘴𝘤𝘢𝘳𝘦𝘥?”

Easy:
You stop selling products and start selling outcomes.

Companies that win in downturns do three things:

👉🏼 They tighten their value story
👉🏼 They sell direct ROI, not “features”
👉🏼 They build a Client-First discovery process that actually uncovers real business pain

When the market gets tougher, the lazy sellers get exposed.

The disciplined ones explode.

If you're a founder, this is the best possible moment
to build a team that can sell on value -
because almost none of your competitors can.

If your business falls apart when you step away… you’re not scaling.
You’re sprinting.

I saw the same pattern over and over:
Founders who “look successful” on the outside…
but the entire revenue engine is held together with duct tape, luck,
and their personal involvement.

Brick-and-mortar founders who can’t take a 3-day weekend.

Coaches doing $50K–$300K months with no idea what their show rate even is.

Founders with 3 closers who still have to jump in and save deals.

Here’s the uncomfortable truth:
𝗜𝗳 𝘁𝗵𝗲 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗻𝗲𝗲𝗱𝘀 𝘆𝗼𝘂𝗿 𝗯𝗿𝗮𝗶𝗻 𝘁𝗼 𝗳𝘂𝗻𝗰𝘁𝗶𝗼𝗻, 𝗶𝘁’𝘀 𝗻𝗼𝘁 𝗮 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀. 𝗜𝘁’𝘀 𝗮 𝗱𝗲𝗽𝗲𝗻𝗱𝗲𝗻𝗰𝘆.

The moment we audit lead → revenue instead of guessing…
the bottlenecks become obvious.

And once they’re obvious, they’re fixable.

If you want to actually enjoy your weekend without refreshing Slack, drop me message.

Your revenue should run even when you don’t.

Here’s something I was reminded of this morning.

Every sales leader wants better results,
but almost none of them actually want to look at the truth behind
why the team is struggling.

They jump straight into:
- new scripts
- new tech
- new “motivation”
- new comp plan tweaks

…all while ignoring the one thing that tells you exactly where the real problem is.

👉🏼 The baseline.
👉🏼 The audit.
👉🏼 The starting point.

You can’t fix what you refuse to measure.

If I tell you, “Let’s meet in New York,”
but you don’t tell me what city you’re coming from…
there’s no route to give you.

Sales teams are the same.

Here’s the crazy part:
When we run assessments across thousands of reps,
50% don’t even have the basic skills required for B2B sales.

Not advanced skills. BASIC ones.

But companies keep throwing training, incentives, and “rah-rah” speeches at problems that are 100% diagnostic.

So here’s my Wednesday reminder:
✅ Audit first.
✅ Accelerate second.
✅ Advance third.

Follow that order and you get repeatable wins.

Skip it and you get frustration, turnover, and the roller coaster pipeline everyone hates.

Your team isn’t broken.
Your process is blind.

Happy Wednesday - go get the truth before you try to get the win.

Most business owners won’t admit this… but weekends tell the truth.

Because when the office is quiet and the emails slow down,
the stuff you’ve been ignoring all week gets loud:

• The sales team that’s “busy” but not closing
• The pipeline that somehow keeps refilling with maybes
• The top performer doing the work of three people
• The quota that feels more like a coin flip than a plan

Here’s the deal - none of that is a “salesperson problem.”
It’s a system problem.

And systems don’t fix themselves just because you grind harder.

Every turnaround I’ve ever led - from the companies on the edge of missing payroll to the teams that 5x’d revenue starts the exact same way:

Audit → Accelerate → Advance.

1️⃣ Audit:
- Stop guessing. Get objective about what your team can actually do.
- Most leaders skip this step and then wonder why training doesn’t stick.

2️⃣ Accelerate:
- Find quick wins. Apply the right skills to real deals already in the pipeline.
- Momentum buys belief, and you need both.

3️⃣ Advance:
- Build the repeatable, scalable systems that turn average reps into closers and closers into top 1% producers.

Simple.
Not easy.
But transformational when you run it in order.

So if you’re a business owner sipping coffee this Saturday and thinking:

“Why am I still carrying the revenue weight myself?”
or
“Why does my team take so long to level up?”

Just know this - 𝗶𝘁’𝘀 𝗳𝗶𝘅𝗮𝗯𝗹𝗲.

You just need a real baseline and a real plan.

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