Shane Jamison

High Performance Sales Coach | #1 Sales Coach | Helping Sellers Blow Past Quota (Click Link Below to Book 30 min With Me)

Give me a motivated seller and I’ll shape a true sales pro. 

Over a 20-year career, as an AE, sales leader, and advisor, I’ve learned that sustainable success comes from refining raw skill into deliberate craft. 

My coaching is equal parts skill-building and mindset calibration. 

I zero in on how you think, prep, listen, and respond, then polish each facet until prospect interactions feel like second nature. 

Clients credit me with turning reactive sellers into composed deal strategists who know their value and project it on every call. 

That’s the craft I bring and coach every day.

Executive Member

Chuck Moxley

As a Fractional CMO, I specialize in driving substantial revenue growth and market
value amplification for SaaS and B2B companies through strategic demand generation and brand
development.

• Revenue-driven marketing leader specializing in B2B SaaS and demand generation.
• Grew a SaaS company from $2.5M to $50M, achieving a successful exit
• Established a $5.5M inbound pipeline for a SaaS firm in one year
• Accelerated revenue growth by 39% for a SaaS brand in under two years
• Tripled market value for a SaaS enterprise in just one year

An expert in scaling SaaS businesses, with a strong focus on branding, strategy, and pipeline
generation, providing a fractional CMO experience that aligns sales and marketing for optimal growth.

Known for leveraging strategic frameworks and implementing playbooks that deliver measurable
results without the traditional CMO cost. As an author, speaker, and podcast host, recognized for
thought leadership and innovative approaches in the SaaS marketing space. Inviting CEOs to connect for potential collaborations and growth opportunities.

Ready to accelerate your growth? Let's talk

.🔗 Case studies: www.chuckmoxley.com

📅 Book a call: tidycal.com/chuckmoxley/exploratory-call

Chief Marketing Officer

[B2B SaaS Continuous Experience Optimization Platform for Frictionless E-Commerce Experiences]

Building marketing team from ground up, with focus on demand generation. Marketing to enterprise and mid-market brands operating large-scale e-commerce websites in Retail, Hospitality, Healthcare and Financial Services in US, EMEA and APAC.

We spent $15,000 over five weeks promoting a gated ebook. We got 106 downloads.

That's $142 per lead. Half gave us fake emails. A third downloaded it to avoid looking uninformed in a meeting, not because they wanted to buy anything.

When we looked at the actual numbers, 3,400 people landed on that ebook page. Only 3% filled out the form. We were actively preventing 97% of interested visitors from engaging with our content.

So we ungated everything. Every ebook. Every guide. Every resource. All of it.

There was a ton of internal pushback. How will we generate leads? What will we report to the board? How do we prove marketing is working?

We stopped reporting on leads entirely. 

Started reporting on pipeline and revenue instead. We also changed how we measured success—instead of cost per lead, we tracked cost per engagement: visitors who spent meaningful time with our content or consumed three or more pages.

The results after one year:

> 265% increase in demo requests
> 242% pipeline growth
> 41X increase in marketing-sourced revenue
> Pages consumed per visitor went from 1.2 to 8 per visit
> Cost per engagement dropped 90%

We also added a simple form at the bottom of ungated pages: "Want this emailed to you?" Hundreds of people filled it out and every single email address was real. Because they actually wanted the content.

The old playbook says gate your content to generate leads. But leads aren't revenue. And forms that generate leads with fake emails aren't generating any value.

Sometimes addition comes from subtraction.

6X SaaS CMO | Fractional CMO | Proven Playbooks to Scale Your B2B & SaaS Revenue | Build a Marketing Engine That Actually Drives Pipeline | Author of “An Audience of One”

My co-author Jamie Turner and I talked about writing a book for months. Maybe years. 

Where does one even start?

Then Jamie said something that unstuck us.

We don't have to write the whole book. We just need two or three chapters. Package that, send it to publishers. If someone buys it, then we worry about the rest.

Suddenly it didn't feel so heavy. He wrote the proposal. I wrote a couple of chapters, he wrote one and the proposal. We sent it out.

We got two offers and a contract.

Then we actually had to write the book. That was the hard part. But by then we had momentum. We had a concept. We had the first few chapters done.

Big projects feel looming. I'll do twenty small things before I touch the big one. But the trick is shrinking the big thing down until it's not scary anymore.

You don't have to write a book. You have to write a chapter.

You don't have to launch a company. You have to have one conversation.

You don't have to overhaul your marketing. You have to fix one page.

The whole thing is too heavy to pick up. A piece of it isn't.

My first real job was an internship in my senior year of high school at an advertising specialties company.

But I spent most of my time photocopying. 

Purchase orders. Contracts. Pricing sheets. 

The unglamorous stuff nobody else wanted to touch.

But I had to stand there anyway waiting for the machine. So I started reading everything.

I learned how contracts were structured. How pricing worked. Why some items had 50% margins and others had 40%. And how to tell what the margin was. How the whole business actually functioned.

Years later at BarkleyOKRP, we hired 20-30 interns from KU every summer. I told them the same thing.

You're going to be doing boring tasks. Don’t see it as a problem. That's the opportunity.

The people who treat grunt work as beneath them miss the education hiding inside it.

The ones who pay attention while everyone else checks out are the ones who understand how the business actually works.

Nobody assigns you that learning. You have to take it.

I inherited an account that had made five people quit in tears.

The client was unpredictable. One minute he'd be screaming at you for three minutes straight. The next he'd stop and ask how your kids were doing.

Every account manager before me tried to fight it. Tried to push back on his ideas. Tried to win awards. Tried to educate him.

They all burned out.

I took a different approach. I stopped fighting.

I realized he already had the ad in his head before we ever presented concepts. So I told the creative team: this is not going to be great work. 

We're not winning awards. Present something solid, he'll tell us exactly how to change it, and we'll make those changes.

When he'd yell, I didn't yell back. 

I let him get it out. Then we'd move on.

I managed that account longer than anyone in the agency's history.

The ads were forgettable. 

The client stayed happy. I kept my sanity.

A surfer with no marine biology degree now runs Coral Gardeners, the most followed reef restoration organization on the planet.

Titouan Bernicot was 16 when he noticed the reef around his island was dying. Had no funding or credentials. Scientists told him the only way to work with reefs was to become one of them first.

He ignored them. Dove down one day with a few corals and just started transplanting.

I came across this story in Nir Bashan's new book and it hit close to home.

When I decided to go fractional, I had my own list of things everyone said I needed first. 

- Website
- Logo
- Polished LinkedIn profile
- Pricing structure
- Pitch deck.

I was preparing instead of just staring.

A coach told me to throw out the list and to just reach out to your network and have conversations.

So I did. Landed my first client before I built anything.

The stuff that stays in your head and never gets started turns into poison. You overthink it. You triple think it. You talk yourself out of it.

Change your LinkedIn headline. Send one email. Have one conversation.

Just put one foot in front of the other.

Our prospects thought we were lying. 

So we made that the headline.

After a year of slowing sales growth at a mobile ad platform I was marketing, we conducted focus groups to figure out why enterprise prospects weren't entering our pipeline. We had a product that solved a critical pain point. 

Customers loved it. But new logos had stalled.

The research came back with a gut punch.

Our core capability, connecting digital ad spend directly to in-store purchases with precise ROI measurement, was considered impossible by our target market. 

They weren't rejecting us. They couldn't fathom that what we did could exist.

When prospects say "nobody has access to that data" and "if it were possible, we would've heard about it by now," traditional marketing won't cut it.

So we launched a campaign that led with their objection.

Premium placements in AdWeek and AdAge. High-impact digital advertising. Personalized direct mail. A complete website overhaul. 

All anchored by the message: "We're Lying."

The results:
> 8X increase in qualified leads compared to previous campaigns
> Sales cycles accelerated because prospects entered conversations intrigued rather than skeptical
> Market perception shifted from "impossible solution" to "innovative pioneer"

The expensive research revealed something no amount of guessing would have. Once we understood that, we could address it directly.

4INFO ad in AdAge

A client asked me to quantify how their recommended ad spend would pay off. 

But they had never run ads before. 

So there was no CRM, historical data, or baseline.

Normally, I would build them a multi-channel attribution model in Excel. I've done it dozens of times over 30 years. It takes me about 10 hours. Or I could hire a contractor who takes three days and 20 back-and-forth emails.

This time I tried something different.

I fed budget docs, channel assumptions and conversion estimates into Manus AI. 

I asked it to build three separate models (paid social, 3D direct mail, cold outreach), roll them up into a summary, and put all the adjustable parameters on a single page so the client could play with assumptions.

It went away for 10 minutes.

Came back with a working model. 

It was not perfect. 

I had forgotten to account for a two-month spending period that would cascade into 2026. So I told Manus I screwed up. It fixed it in another 10 minutes.

In the final output, one formula was off. I fixed it. And I was done.

Total time: about 30 minutes.

I sent the client a workbook showing a 10:1 potential return on their investment. Told them to plug in their own numbers. Adjust any assumption. The model updates automatically.

I'm not saying AI can replace marketing leadership.

My 30 years’ experience building models and running marketing programs allowed me to sanity check the assumptions and results the AI calculated, and confirm they were realistic.

So, no AI alone won't build your marketing strategy. 

But AI plus 30 years of pattern recognition? That's a multiplier.

P.S. If you’d like to get your hands on the attribution model, DM me.

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62% of U.S. adults didn't buy anything online until 2020.

That stat from Forrester still blows my mind.

Not because it was surprising at the time. But because of what it tells us about adoption curves.

Nick Paladino and I re-released our most downloaded episode of the past year on The Frictionless Experience this week. It's a conversation with Jean-Louis Hé from YSL Beauty that we originally published in April 2024.

We were talking about crypto and NFTs as "emerging tech" back then. Now AI has completely taken over that conversation.

Jean-Louis made a point that aged really well. The friction to buy crypto is brutal. Wallets, seed phrases, scam airdrops, obscure coins on websites you're not sure are real. Meanwhile, our banking system removed all that friction over decades.

AI doesn't have the same problem. It's accessible. You can use it today without creating a wallet or converting dollars to something else.

That proximity to adoption might be the whole ballgame.

Listening back, I'm struck by how fast this industry moves. 

Two years ago we were asking "will blockchain change everything?" 
Now we're asking the same question about AI.

What will we be asking two years from now?

I asked Rafael Carranza what people get wrong about frictionless experiences.

His answer surprised me.

One might assume creating a frictionless experience has to do with using the right technology or adopting AI or just making everything load faster. 

But it's really about how deeply you understand your customer.

How connected you are to what their journey looks like. What's important to them. How things connect in their world.

Rafael has spent his career building content operations at massive scale. Wire services during the dot-com boom. Microsoft reaching hundreds of millions through MSN. Amazon supporting thousands of sellers.

And after all of that, his fundamental insight is this: frictionless isn't about optimizing your processes. It's about taking the time to understand who is on the other side. Who you are serving.

That sounds obvious. Until you realize that most companies are optimizing their systems without ever really knowing who is on the other side.

They're improving processes. Implementing AI. Moving faster.

But the friction they're feeling isn't in their technology. It's in the gap between what they think their customers need and what their customers actually need.

🎧 The Frictionless Experience. Link in comments.

taplio

The Battle

Shane Jamison

Chuck Moxley

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The Battle

Shane Jamison

Chuck Moxley

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Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Chuck Moxley's LinkedIn Performance

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