Cosmo Tech | The Decision Twin Platform for Supply Chain, Finance & Asset Leaders at Fortune 500 Scale | Simulate Tomorrow. Decide Today.

I specialize in the messy middle of B2B SaaS scaling—taking companies from erratic growth to a disciplined, high-performance revenue engine.

Most sales teams don’t fail because they lack talent; they fail because of ambiguity.
When forecasts can’t be trusted, pipelines move only through founder heroics, and managers report activity instead of owning outcomes, you don’t need another playbook—you need an operating system.

My operating philosophy: Cadence | Ownership | Process

I install a repeatable flywheel of operational excellence:

Cadence
A rigorous Rhythm of Business—daily, weekly, and monthly operating cadence that surfaces execution risk early, before it becomes a board-level surprise.

Ownership
Managers own outcomes, not just activity. Forecasts are built bottom-up so leadership can commit without caveats.

Process
Qualification and execution are standardized before adding headcount, ensuring hiring is tied to capacity and real revenue impact—not hope.

The proof (Ekahau — SVP, Global Sales, 2019–2024)
	•	Revenue: Scaled $25M → $65M ARR in five years
	•	EBITDA: Increased $7M → $32M (margins ~20% → ~50%)
	•	Team: Built a 130-person global organization while reducing per-employee cost 25%

Selected wins
	•	Healthentic: Doubled ACV ($5M → $10M) and drove 10× pipeline growth through GTM transformation
	•	ControlCase: Delivered 34% YoY growth and 300% expansion revenue growth

Currently

Available for VP of Sales or Fractional GTM leadership with B2B SaaS companies $5M–$30M ARR. I also lead SalesGSS (revenue operating frameworks) and DigitalRegIntel (regulatory intelligence for AI/fintech).

The Senator perspective

Two terms as a Washington State Senator taught me the value of high-stakes negotiation and public accountability. I bring that same discipline to sales: clear ownership and execution when the pressure is real.

“Steve is ‘Instant Offense’ for sales—rare and valuable. World-class at creating strategic, data-driven sales teams.”
— Jeff O’Mara, CEO (Healthentic) / GM (Ekahau)

Steve Litzow

If revenue per employee is flat while headcount rises, you’re not scaling. You’re diluting.

Most $10M–$50M ARR teams are measuring the wrong thing.
They celebrate hiring.

Elite teams watch revenue per employee.

Here’s what 2026 is quietly proving:
Growth doesn’t stall because opportunity disappeared.

It stalls because attention fragmented.
New ICP.
New vertical.
New pricing model.
New feature set.
New partnership.
All rational.
All defensible.

Collectively? Expensive.

Revenue per employee isn’t a finance metric.
It’s a focus metric.

Bootstrapped SaaS companies at $1M–$3M ARR average ~$110K per employee.

Equity-backed peers average ~$94K.

Capital didn’t create the gap.

Discipline did.

Fragmentation increases decision latency.

Decision latency expands Signal-to-Action Time.

And once SAT expands, velocity stops compounding.
You don’t lose because you’re wrong.

You lose because complexity expands faster than discipline.

Pressure test your system:
• If you asked three reps to define your ICP, would they say the same thing?
• Do your top 20 deals look similar — or random?
• Has revenue per employee improved in the last two quarters — or are you hiring into flat output?
• When was the last time you killed an initiative?

Elite teams don’t run more plays.
They run fewer — with intensity.

Focus multiplies revenue per employee.
Complexity multiplies meetings.

Week 7 of the 2026 Operating Series.

Link in comments.

VP of Sales | Scaled $25M → $65M ARR | Operating Discipline for Growth & Scrutiny

FinCEN just made compliance easier.

That’s exactly why your documentation burden increased.

On February 13, FinCEN eliminated beneficial ownership verification at every account opening.

The same day, SEC Chairman Atkins testified that current crypto guidance isn’t “future-proof” without legislation.

That’s not regulatory confusion.

It’s the new supervisory model.

Fewer procedural checkboxes.
Higher expectations for documented judgment.

When regulators give you discretion, they’re not giving you a pass.

They’re giving you a decision to defend.

24–36 months from now, no one will ask:

“Did you follow the rule that no longer exists?”

They’ll ask:

• Why did you reduce controls?
• What risk assessment supported that?
• Who reviewed it?
• Where is the record?

Relief does not eliminate supervisory liability.

It reallocates it.

This week’s DRI Supervisory Brief covers:

→ FinCEN CDD relief and the judgment gap it creates
→ SEC-CFTC coordination that lacks statutory permanence
→ FinCEN’s data-driven enforcement model
→ EU AI Act entering pre-enforcement phase

Link in comments.

No new rule last week.

That’s the risk.

On Feb 13, FinCEN quietly operationalized its whistleblower portal.

Now AML, AI governance, and digital asset supervision gaps can be reported directly to enforcement — before an exam ever starts.

This changes the timeline.

Enforcement is no longer tied to regulatory cycles.

It’s tied to internal observation.

An email.
A Slack message.
A deferred monitoring upgrade.

Those can now become time-stamped federal evidence.

The real shift isn’t rulemaking.

It’s attribution infrastructure.

When regulators look back 24–36 months from now, the question won’t be:

“Did you know the rule?”

It will be:

“Can you prove you supervised in real time?”

Documentation is no longer defensive.

It’s existential.

Full breakdown in this week’s Brief. (Link in comments.)

US enforcement is accelerating through whistleblower infrastructure.

EU regulation is accelerating through statutory documentation and logging requirements.

Different systems.

Same burden.

You must be able to prove:

• What management knew
• When it knew it
• How it assessed applicability
• What action (or deferral) followed

Frameworks don’t fail companies.

Missing chronology does.

Your deal didn’t lose to a competitor.

It died in a conference room.

40–60% of B2B deals end in “no decision.”

Not lost.

Just never aligned.

At $10M–$50M ARR, most teams still sell to a champion.

But the real sale is to the committee.

If a deal is single-threaded beyond day 45, your forecast isn’t aggressive.

It’s structurally optimistic.

This week’s issue breaks down how elite teams prevent ghost pipeline.

Comment PLAYBOOK and I’ll send it.

I help B2B companies grow by building their sales systems, pipelines and brands. 🔥 Services: Sales Consulting & LinkedIn Training | AI Lover | Speaker 🎤 Founder: CLOHZ & LinkedIn Accelerator Method

𝗗𝗼 𝘆𝗼𝘂 𝗸𝗻𝗼𝘄 𝗵𝗼𝘄 𝘁𝗼 𝘀𝗲𝗹𝗹 𝘁𝗼 𝘁𝗼𝗱𝗮𝘆’𝘀 𝗯𝘂𝘆𝗲𝗿?

I do. 😉

Here’s the truth:

𝗧𝗵𝗲 𝗼𝗹𝗱 𝘄𝗮𝘆 𝗼𝗳 𝘀𝗲𝗹𝗹𝗶𝗻𝗴 𝗶𝘀 𝗱𝗲𝗮𝗱.

Cold calls get ignored
Cold emails get deleted
LinkedIn messages get rejected

𝗕𝘂𝘆𝗲𝗿𝘀 𝗱𝗼𝗻’𝘁 𝗯𝘂𝘆 𝘁𝗵𝗲 𝘄𝗮𝘆 𝘁𝗵𝗲𝘆 𝘂𝘀𝗲𝗱 𝘁𝗼.

People don’t just book a call because they got an email. If they’re even slightly interested, they’ll do their own research — and the first place they check is the LinkedIn profile of the person who sent the outreach.

(𝘛𝘩𝘪𝘯𝘬 𝘢𝘣𝘰𝘶𝘵 𝘪𝘵 — 𝘸𝘩𝘦𝘯’𝘴 𝘵𝘩𝘦 𝘭𝘢𝘴𝘵 𝘵𝘪𝘮𝘦 𝘺𝘰𝘶 𝘣𝘰𝘰𝘬𝘦𝘥 𝘢 𝘤𝘢𝘭𝘭 𝘸𝘪𝘵𝘩𝘰𝘶𝘵 𝘥𝘰𝘪𝘯𝘨 𝘢 𝘭𝘪𝘵𝘵𝘭𝘦 𝘳𝘦𝘴𝘦𝘢𝘳𝘤𝘩 𝘧𝘪𝘳𝘴𝘵?)

Before prospects even speak to sales:

They do their own research
They consume 13+ pieces of content
They’re already 70% through their decision process

And once they land on your LinkedIn profile...
You’ve got about 5 seconds to grab their attention.

If you confuse them — you lose them.

That’s where I come in. 👋

With 20 years of B2B sales experience, I’ve developed the 6 𝗖’𝘀 𝗦𝗮𝗹𝗲𝘀 𝗠𝗲𝘁𝗵𝗼𝗱 — a proven playbook that helps sales teams modernize how they sell and build high-converting pipelines.

It blends clear communication, branding, LinkedIn, and cold outreach — so your team can connect with today’s buyer and actually books meetings that close.

𝗛𝗲𝗿𝗲’𝘀 𝗵𝗼𝘄 𝗜 𝗰𝗮𝗻 𝗵𝗲𝗹𝗽 𝘆𝗼𝘂:

1:1 Coaching
Sales Team Training
Monthly Group Coaching

If you’re serious about increasing your pipeline and revenue…

Send me a connection request with the word "𝗧𝗿𝗮𝗶𝗻𝗶𝗻𝗴" and we'll chat.

__________

Join my Skool community and take the 6 C's Sales Course.
https://www.skool.com/clohz/about
___________

Want to check out Dripify?
https://dripify.io/#a_aid=ChelseaOlsenSales

Chelsea Olsen ✨

For International Women’s Day I have an idea.

For the next 10 months - let the ladies run things.

Let us lead the countries.
The major companies.
And the religions.

Men you’ve had 10,000+ years running the show.

And, respectfully…
Things aren’t going so great.

So give women the next 10 months.

Let’s see how it goes.

P.S. What do you think… can we get a turn?

Chelsea Olsen

Click “Visit my website” for a free 3-day course & start booking meetings without the BS. 🙌

No alternative text description for this image

You think the post that triggered you is the problem. So you jump into the comments and write something snarky.

You tell yourself you’re:

- Correcting the creator.
- Putting them in their place.
- Justified in calling them out.

But what you’re really doing is trying to restore your own sense of superiority and soothe yourself.

Because something in that post hit a nerve.

And instead of getting curious about WHY…

You attack the person who wrote it.

What you fail to realize is that the post that triggered you might actually be one of your greatest teachers.

And trust me, I’m not some Buddha over here. The dickhead comments under my own posts trigger me sometimes.

But I choose not to react.

Instead, I pause and get curious. 

I ask myself:

Why did that trigger me?
What is this pressing on inside of me?
What can I learn about myself from this?

Because when something activates us, it’s usually revealing something unresolved inside. 

- A wound.
- An insecurity.
- A past experience.

Something asking to be looked at.
Something asking to be healed.

And this is where the REAL work begins.

Not the work we talk about most on this platform.

- Not the jobs we have.
- Not the fancy titles we hold.
- Not all the money we make.

The REAL work is:

Understanding yourself.
Learning non-reactivity.
Mastering your emotions.

Looking honestly at your wounds instead of projecting them onto others.

That’s the work that will have the biggest impact on your life. And ironically, it will probably have the biggest impact on your income too.

So the next time a post triggers you enough to run into the comments and attack the creator…

Pause. Get curious. Be grateful.

Because the post might not be your enemy.

It might be your teacher.

P.S. Ever tried getting curious instead of reacting?

Here’s how to find creators to comment on.

Yesterday I said:
“Comment on 10 NEW creators posts daily.”

Because commenting on the same people’s posts every day hurts your reach. Now everyone keeps asking me for a list or where to find new creators.

Let’s make this easy.

If you’re a creator or know a great one.
Drop the word “Creator” under this post. 

(And tag your creator friends.)

I’ll build the full list and share it for free.

You’re welcome.😉

P.S. There’s also an easy way to find creators using the search bar. I’ll walk you through the process in the comments.

What are we going to do about all these tech and SaaS sales bros taking over LinkedIn?

Are we leaning toward…

We ride at dawn, they must go?

OR

If we can’t beat them… join them.

If we’re going with that option, we better understand what in the world they're saying. So I made this translation sheet to explain the acronyms. 

(For all of us normal sales folks.)

Feel free to save it and share. 😉

P.S. What terms did I miss?

Entrepreneurs be like… I could never work a 9-5. I love the flexibility to work 117 hours a week whenever I want.

Reminder: you’re allowed to unfollow people.

If it’s not a fit, unfollow.

(This includes my page.)

Here’s how (see image below):

1. Click the profile
2. Tap “Following”
3. Select “Unfollow”

It’s all good. 👋

The #1 thing you must do on LinkedIn.

(It's so simple. Do it now.)

Write down your LinkedIn username and password. Store it somewhere safe. Then turn on two-factor authentication.

(I know this sounds basic.) 

But I've seen way too many people get locked out of their accounts because they didn’t do this. 

So get it done now.

P.S. Who just checked theirs?

It’s been a tough couple of weeks.

But it started off great.

My Florida trip got extended because of the blizzard and my girls and I got a few extra days of sunshine.

- Then we came back to New York and bam.
- The flu took us out like dominos.
- Mine turned into pneumonia.

I also have pre-existing physical conditions that I don’t talk about much on here because you guys are judgey.

(That’s just the truth.)

But being this sick again reminded me of a different time in my life. There were years when I was incredibly sick and never stopped working.

I took discovery calls with a needle in my arm during IVIG infusions. Spent many calls with a basket next to me and pausing/ muting videos so I could throw up. 

I even went into anaphylaxis while on a discovery call.

Crazy right??? 😬

But I NEVER stopped hustling tho.
(I’m a single momma, had no choice.)

When your body is fighting you every single day, everything takes more energy.

Everything is slower.
Everything is harder.

People sometimes ask me:
“When did you get rich?”

And my answer surprises them.

When I got healthy.

When I finally received the correct diagnosis of Hypereosinophilia and got the medication that stopped my body from overproducing eosinophils and attacking all my organs.

About a year after that… things started changing financially. Around 2021 my business really started taking off.

Because when your body isn’t constantly fighting you…

You can finally use all that energy to build.

Health really is wealth.

P.S. I’m glad to be back this week.  Did you miss me? 🤣

We need to make this clear…

Sales and marketing on LinkedIn are completely different.

Marketing = creating content.
Sales = 1:1 outreach

You can be an absolute beast at using LinkedIn for sales and suck at getting engagement on your content. 

Don’t confuse the two. ✌🏼

LinkedIn DM Pro Tip: Just be direct and ask your question.

(No beating around the bush.)

Connect with one of these notes:

1. Connecting here so I can ask you a quick question.
2. Connecting here so we can chat quick in the DMs.

Then when they accept, ask your question. 
Keep it to ONE sentence.

See below example.👇
(She got a response)

No long paragraphs. No pretending.

Just ask the question.

__________________________________________________________

Disclaimer: This is just another option to increase response rates. Nothing works 100%. Also, I am very aware that Mariam most likely uses automation to send her question. But that's the reality of 90% of the people doing outreach on here.

I've trained teams on leveraging LinkedIn since 2017, the majority of the people simply won't do outreach the right way. They won't send video messages, personalize the outreach, or do their research.

So this is the best bet for most of the people who just want some form of outreach to somewhat work on here.

Send one short question. Get the convo started.

P.S. Look in the comments about the no note verse note debate on the connection request.

graphical user interface, text, application, chat or text message

All the LinkedIn “gurus” tell you the same thing.

(Especially when it comes to outreach.)

- Do your research.
- Send video messages.
- Personalize all of your outbound.

But here’s what I KNOW after being in sales for 20 years and training teams on LinkedIn for 9 years.

93% of you will never do what I say.
Even when you pay me to tell you what to do. 😂

So as a sales trainer who actually works with teams, I’ve accepted this reality. And because of that… I train some teams (lazy ones) on my “Hail Mary” approach.

Because something is always better than nothing.

Now before you ask.

No, I’m not teaching the "Hail Mary" approach for free today.

In honor of International Women’s Day…

I’m not giving away my IP to prove competency.

However, I will tell you, doing personalized videos is the BEST outreach approach but if you 100% won't do it. There are still other ways to get meetings booked from LinkedIn.

Those “gurus” might just not know it.


P.S. I'll make commenting easy for you and your VAs today. 

Give me a "Hail Mary" in the comments.

Some of my comments get MORE impressions than my posts.

(That should tell you something.)

But most people get stuck on commenting. 

So I put together a guide.

(You'll want to save this one.) ♻️

Here are 6 styles of commenting you can use today:

1. Value add - add a new insight or advice to the post
2. Compliment - call out something they did well
3. Detailed - expand on their idea with depth
4. Social proof - share a quick result or win
5. Basic - keep it simple, don't overthink it
6. Humor - say something funny 

That’s it.

6 ways to never overthink commenting again.

P.S. Are you commenting daily?

Client: Chelsea I don’t think I’d still be in business if it wasn’t for you.

Me: Wow… that means a lot. Thank you.

Client: I’m serious. Marketing and sales isn’t my thing. You made this all possible.

I started working with Erik D Oslund, MBA, CPA, CFP®  a couple years ago after he left corporate to start his own Fractional CFO and Controller firm.

He was struggling to get clients and wasn’t booking meetings. But within 60 days of my 6 C’s training, he landed his biggest client.

Over the years he:

- Stayed consistent
- Followed the system
- Built a real pipeline

He also built a profitable business with predictable revenue.

Now his firm is thriving and he has more time with his kids. 

That’s what this is really about.

Not just sales.
Not just meetings.

More time with your family
More control of your schedule
More ownership of your income

This is why I do this.

If you want to book more meetings too.

(Even if sales isn’t your thing.)

Start with my free 3-day Email Course that teaches you how to book meetings without the BS.

https://lnkd.in/eCxqNqY4

taplio

The Battle

Steve Litzow

Chelsea Olsen ✨

Followers

Posts

Engagements

Likes

Performance ScoreSteve Litzow's LinkedIn Performance

Performance ScoreChelsea Olsen ✨'s LinkedIn Performance

Ready to grow your LinkedIn presence?

taplio

The Battle

Steve Litzow

Chelsea Olsen ✨

Followers

Posts

Engagements

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);}Steve Litzow's LinkedIn Performance

Performance ScoreChelsea Olsen ✨'s LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreSteve Litzow's LinkedIn Performance