I am a dynamic Executive Sales Leader who drives top and bottom-line growth through innovative strategies that optimize sales teams, processes, and systems while leading from the front.

Throughout my career, I’ve been sought out and recruited to roles based on my success as a committed leader and coach capable of fostering a culture of excellence, helping individuals reach their full potential while contributing to the organization’s growth and success.

I’m passionate about delivering results, building high-performing sales organizations that consistently exceed aggressive targets, and leveraging critical data and CRM tools to enhance sales effectiveness. 

I have extensive experience launching new solutions and expanding market share in the fleet, fintech, and payment sectors. 

I’m respected for thriving in turning around underperforming accounts and sales teams to achieve sustainable success. 

Specialties include:

Sales | Business Development | Go-To-Market | Consultative Selling | Partner and Channel Development | Pipeline Development | Relationship Building | Go-To-Market Strategies | Data Analytics | Startup Operations | Strategic Alliances | Mentoring | Coaching | Sales Funnel Analytics | Continuous Process Improvement

Bill Cooper

Being named a "Startup to Watch" by the Sacramento Business Journal is a strong validation of what our customers already know. 

Kooner Fleet Management Solutions has grown its revenue more than 3,000% since 2020 by focusing on one thing that matters most to fleets: uptime. Our mobile-first model, supported by licensed diesel technicians and powered by FleetIQ, is transforming how fleets approach maintenance, roadside support, and data-driven decision-making. 

Proud of this team, the innovation, and the impact we are making for fleets across 26 states. 

https://lnkd.in/eDGRX9yy 

#Fleet #FleetManagement #MobileMaintenance #FleetMaintenance #DieselService #Transportation #Logistics #FleetTechnology #MobileService #KoonerFMS

Open article: Startups to Watch: Kooner Fleet Management Solutions makes diesel service accessible with mobile technicians - Sacramento Business Journal by bizjournals.com

Startups to Watch: Kooner Fleet Management Solutions makes diesel service accessible with mobile technicians - Sacramento Business Journal

B2B business development works best when it is treated as a long-term discipline, not a short-term push.

The strongest teams focus first on understanding the customer’s world. They invest time in learning how decisions are made, what pressures exist internally, and where real value is created. That insight shapes conversations that feel relevant instead of generic.

Consistency matters more than volume. Regular outreach, thoughtful follow-up, and clear messaging build familiarity and trust over time. Deals rarely close on the first interaction, but they often start there.

The best practices that endure are simple. Listen more than you talk. Be clear about the problems you solve. Follow through every time. When business development is built on credibility and discipline, growth becomes repeatable instead of unpredictable.

#BusinessDevelopment #B2BSales #SalesLeadership #GrowthStrategy #RevenueGrowth

Sales KPIs only create value when they reflect how deals actually move. Tracking the same metrics at every stage hides problems instead of revealing them.

Stage-specific KPIs bring focus. Early stages tell you about message fit, outreach quality, and qualification discipline. Mid-funnel metrics show how well reps are uncovering value and advancing conversations. Late-stage KPIs highlight execution, pricing confidence, and deal management.

When each stage has the right indicators, teams can diagnose issues quickly. You stop guessing why the funnel is slowing down and start fixing the exact point where momentum is lost. Coaching becomes more targeted, forecasts become more accurate, and performance improves without adding pressure.

The goal is not more data... It's better insight.

When KPIs match the reality of the sales process, they become tools for growth instead of noise.

#SalesKPIs #SalesLeadership #RevenueOperations #SalesProcess #PerformanceManagement

Key accounts are not managed through transactions. They are built through relationships that deepen over time.

Long-term success comes from understanding what matters most to those customers beyond the contract. Their goals. Their risks. Their internal pressures. When you invest the time to learn that context, conversations shift from pricing to partnership.

Strong relationships are maintained through consistency. Regular check-ins. Honest communication. Follow through on commitments. Showing up when there is no immediate upside builds credibility that pays off later.

When customers see you as someone who understands their business and advocates for their success, loyalty grows. Expansion becomes natural. Retention becomes stable. And the relationship turns into a shared journey instead of a vendor arrangement.

That is where durable growth is created.

#KeyAccountManagement #CustomerRelationships #SalesLeadership #LongTermGrowth #ClientSuccess

Entering a new market is easier when you do not try to do it alone. The challenge is choosing the right partners, not just available ones.

The wrong partner can slow you down, confuse your positioning, or damage credibility before you ever gain traction. The right partner accelerates trust. They understand the local landscape, have earned relationships, and know how buyers think and decide.

Strong partners share more than a customer base. They share values, expectations, and a clear understanding of how success is measured. When that alignment exists, execution becomes smoother and momentum builds faster.

In new markets, credibility is everything. Identifying partners who strengthen your reputation and extend your reach is often the difference between a slow start and sustainable growth.

#PartnershipStrategy #MarketExpansion #BusinessDevelopment #GrowthStrategy #SalesLeadership

Uptime is not just about saving minutes. It is about avoiding hours, or days, of downtime.

This FleetOwner article (https://lnkd.in/eQjSuBgx) does a great job highlighting how technology, like weigh station bypass and reserved parking, helps fleets save time, fuel, and driver frustration. Smart tools absolutely matter when it comes to keeping trucks moving.

But there is another side of uptime that deserves equal attention.

According to industry studies, unplanned maintenance events can cost fleets 2 to 3 times more than scheduled preventative maintenance, and a single roadside breakdown can cost $500 to $1,000 per day once towing, lost productivity, missed deliveries, and driver downtime are factored in. Even more telling, nearly 30 percent of roadside breakdowns are preventable with proper inspections and proactive service intervals.

That is where preventative maintenance and reliable roadside support come into play.

At Kooner Fleet Management Solutions, we focus on helping fleets manage and avoid the unplanned.

• Preventive maintenance programs designed to catch issues before they turn into breakdowns

• Mobile and onsite service that keeps trucks where they belong, on the job

• Rapid roadside response when the unexpected still happens

Technology that saves minutes at a weigh station is valuable. Preventative maintenance and roadside coverage that save hours or days of downtime protect revenue, drivers, and customer commitments.

True fleet efficiency is not just about moving faster.

It is about staying moving.

#FleetManagement #Uptime #PreventativeMaintenance #RoadsideAssistance #FleetOperations #Transportation #Logistics #TruckMaintenance

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bna-ventures

fleetowner.com

Optimizing trucking operations: Strategies to save time and boost efficiency

FleetOwner

Kooner Fleet Management Solutions

Growth phases test sales and revenue leadership in different ways. One pulls toward urgency. The other demands control. Both are necessary.

Sales leadership pushes for momentum. More pipeline. More activity. More deals moving forward. Revenue leadership looks at sustainability. Margins. Retention. Delivery. Cash flow. When one dominates the other, growth becomes fragile.

The balance comes from alignment. Sales teams need clear direction on what good growth looks like, not just fast growth. Revenue leaders need to stay close to the field so strategy reflects reality, not spreadsheets.

When sales and revenue leadership operate as one system, decisions get sharper. The organization grows with intention. Teams move faster without creating problems they will have to unwind later.

Growth is not about choosing speed or stability. It is about leading both at the same time.

#SalesLeadership #RevenueLeadership #GrowthStrategy #BusinessLeadership #ScaleWithPurpose

Urban fleets are where complexity shows up first.

What stands out to me in this post is not just the list of challenges, congestion, curb access, compliance, and downtime, but the shift in mindset required to manage them.

Winning in urban fleet environments is not about adding more people or more processes. It is about better visibility, better planning, and proactive maintenance that prevents issues before they cascade.

This is exactly why we continue to invest in mobile service models and technology like FleetIQ. Smarter fleets outperform reactive ones every time.

#Fleet #FleetManagement #UrbanFleet #MobileMaintenance #FleetMaintenance #FleetTechnology #Transportation #Logistics #SmartFleet #ProactiveMaintenance #UrbanMobility #KoonerFMS

View company: Kooner Fleet Management Solutions

Urban fleets keep our cities moving, but managing them has never been more complex.

From congestion and rising fuel costs to limited curb space, maintenance downtime, and evolving regulations, urban fleet managers are navigating challenges on every route.

In our latest blog, we break down:

🏃‍♂️‍➡️ The biggest operational hurdles facing city fleets
📈 What solutions are actually working in real-world environments
🧠 How proactive maintenance and smarter routing can turn challenges into advantages

The takeaway: Success in urban fleet management isn’t about doing more. It’s about being smarter.

Read more 👉 https://ow.ly/ZgUC50XS565

#FleetManagement #UrbanMobility #Logistics #Transportation #LastMile #FleetMaintenance #SupplyChain #SmartCities #UrbanFleetManagement #CityLogistics #FleetOptimization #SmartUrbanMobility #SustainableTransport #FleetEfficiency #UrbanTransportSolutions #ProactiveMaintenance #SmartRouting #UrbanMobilityChallenges

Open article: Urban Fleet Management Challenges and Solutions - Kooner by ow.ly

Urban Fleet Management Challenges and Solutions - Kooner

Mergers and acquisitions are often viewed as financial transactions. In reality, they are strategic decisions about where and how an organization wants to grow.

When done with intent, M&A can accelerate market entry, expand capabilities, and strengthen competitive position faster than organic growth alone. It allows companies to acquire talent, technology, customer relationships, and expertise that would take years to build internally.

The value comes from clarity of purpose. Successful organizations are clear on why they are pursuing an acquisition and how it fits into their long-term strategy. Growth for the sake of scale rarely delivers results. Growth tied to strategy creates leverage.

The real work begins after the deal closes. Integration, alignment, and execution determine whether the expected value shows up in performance. When leadership stays focused on outcomes and cultural alignment, M&A becomes a powerful engine for sustainable growth rather than a distraction.

Strategic growth through M&A is not about buying revenue. It is about building a stronger, more resilient organization.

#MergersAndAcquisitions #StrategicGrowth #BusinessStrategy #Leadership #OrganizationalDevelopment

Growth rarely comes from transactions alone. It comes from relationships that are actively managed instead of passively maintained.

Proactive relationship management means staying ahead of customer needs. It is regular check-ins before there is a problem. It is sharing insights that help clients make better decisions. It is being present even when there is nothing to sell.

When teams take this approach, customers feel valued, not worked. Trust deepens. Conversations shift from issues to opportunities. Expansion becomes a natural extension of the relationship instead of a hard ask.

The companies that grow consistently understand this. They do not wait for renewal time or inbound requests to engage. They invest in relationships every step of the way, and growth follows as a result.

#RelationshipManagement #CustomerGrowth #SalesLeadership #AccountManagement #RevenueGrowth

Revenue growth accelerates when the sales funnel works as a system instead of a series of disconnected steps.

A streamlined funnel removes friction at every stage. Prospects know what happens next. Reps know how to move deals forward. Leaders know where to focus attention. When that alignment exists, momentum builds naturally.

Most funnel issues are not about demand. They are about delays. Slow follow-ups. Unclear qualification. Inconsistent handoffs. Each one adds drag that quietly reduces conversion and stretches the sales cycle.

When teams simplify stages, tighten criteria, and align around a clear process, deals move faster and close with more confidence. The same volume of opportunities produces more revenue because less energy is wasted along the way.

A strong funnel does not just improve efficiency. It creates leverage. And leverage is what turns effort into scalable growth.

#SalesLeadership #RevenueGrowth #SalesFunnel #RevenueOperations #SalesProcess

Growth and expansion is our focus for 2026 here at Kooner Fleet Management Solutions!

Glad to have you on the team, Chris!

https://koonerfms.com/

NOW SERVICING SOUTH FLORIDA!

Fleet sales executives in the southwest!

Come join a growing company where you can help shape our success everyday.

This is not a role for anyone who is comfortable with their feet on their desk waiting for web leads to fill their calendar.

We need someone willing to turn over every rock in a multi-state territory to find prospects, turn them into customers, and delight them so they become evangelists of Kooner Fleet Management Solutions 

If you want to roll up your sleeves, get your hands dirty while shaping the future of mobile maintenance, come join us!

#hiring #salesjob #remotework #fleetsales #jobinsales

Director of Recruiting at Kooner Fleet Management Solutions

🚨 We're hiring!

Senior Account Executive - Southwest 

If you're a sales professional who thrives in the field, builds long-term client relationships, and wants uncapped earning potential - this one's for you!

💰 Competitive base + uncapped commission
🚘 Company car allowance
📈 Career growth in a rapidly expanding organization
🏠 Remote opportunity

📍 Southwest territory

Open article: Senior Account Executive - Southwest (1839) - Kooner Fleet Management Solutions by apply.workable.com

Senior Account Executive - Southwest (1839) - Kooner Fleet Management Solutions

Territory structure has a bigger impact on growth and cost than most teams realize.

When territories are too broad or poorly defined, reps spend more time traveling, chasing the wrong accounts, and reacting instead of planning. Costs rise quietly while performance plateaus. It is rarely a talent issue. It is usually a design issue.

Well-structured territories create focus. They concentrate effort where opportunity actually exists and give reps the ability to build real relationships within a defined space. That focus shortens sales cycles, improves coverage, and lowers the cost of selling at the same time.

The strongest territory models balance potential with practicality. They account for account density, customer type, and how deals are truly won. When reps feel ownership and leadership sees consistency, growth becomes more predictable and less expensive to achieve.

Territory design is not a one-time exercise. It is a growth lever that needs regular attention.

#SalesLeadership #TerritoryManagement #GrowthStrategy #RevenueOperations #SalesEfficiency

🔧 Denver diesel techs We’re hiring.

We’re continuing to grow at Kooner Fleet Management Solutions and are looking to add a Mobile Diesel Technician to our CORE team in Denver, CO.

This is a field-based role for technicians who like independence, variety, and doing quality work that keeps fleets moving. You’ll perform preventative maintenance, inspections, and repairs directly at customer locations, supported by a company-issued service truck and a team that understands the realities of the field.

This role is a strong fit if you:

• Enjoy working independently and owning your day
• Take pride in reliable, professional work
• Want steady work with a growing national company
• Like solving real problems for fleet customers

Kooner is a family-founded, field-first organization focused on supporting our technicians and delivering dependable service nationwide.

If you are a diesel tech in the Denver area or know someone who is, check out the role here:

https://lnkd.in/eWr6qV8Q

Let’s keep Colorado fleets road-ready.

#Hiring #DieselTechnician #MobileMechanic #DenverJobs #FleetMaintenance #SkilledTrades #TransportationJobs #MechanicLife #KoonerFMS

Open article: Mobile Diesel Mechanic/Technician (1845) - Kooner Fleet Management Solutions by apply.workable.com

Mobile Diesel Mechanic/Technician (1845) - Kooner Fleet Management Solutions

Fleet managers operate in a world where uptime, cost control, and predictability directly impact results, and oil changes are one of those fundamentals that are easy to overlook until they are missed. While they sound simple, the technicians at Kooner Fleet Management Solutions have seen firsthand how disciplined oil-change schedules reduce roadside incidents, improve fuel efficiency, and extend engine life without adding trucks, technology, or complexity.

Across fleets of all sizes, tightening oil intervals has proven to be one of the most reliable ways to protect margin and avoid unnecessary downtime. 

When engines run cleaner and more efficiently, the impact shows up in lower operating costs, fewer disruptions, and stronger resale value over time.

If you manage a mixed or high-mileage fleet, this is one of the simplest levers you can pull to improve performance without changing how your operation runs day to day.

https://lnkd.in/eRE_BKng

#FleetMaintenance #PreventativeMaintenance #FleetManagement #FleetUptime #CommercialTrucking #FuelEconomy #OilChange #KoonerFMS

🛢️ Skipping oil changes isn’t just bad for engines, it’s bad for business. 💸 

Fleet managers know every mile and every dollar matters. That’s why regular oil changes are one of the most cost-effective ways to protect your trucks and your bottom line.

At Kooner Fleet Management Solutions, we help fleets cut emergency service calls just by sticking to a smart oil schedule.

✅ Better fuel efficiency (2-3% gains)
✅ Longer engine life
✅ Less downtime
✅ Higher resale value

📈 Want to get the most out of every oil change? Read how we make it happen → https://lnkd.in/gKvsNXth

#FleetMaintenance #PreventativeMaintenance #TruckRepair #FleetEfficiency #KoonerFMS #CommercialTrucking #OilChange #FleetUptime #FuelEconomy #FleetManagement

Open article: How Routine Oil Changes Extend Oil Life and Improve Mileage in Commercial Trucks by koonerfms.com

How Routine Oil Changes Extend Oil Life and Improve Mileage in Commercial Trucks

Sales playbooks often fail new hires because they’re written like reference manuals instead of guides for real conversations. Pages of process and theory do not help someone feel confident on their first call.

The playbooks that actually resonate are practical. They explain how deals really move, what good discovery sounds like, and where new reps tend to struggle early. They give context, not just rules.

The best ones also evolve. As new hires ask questions and encounter objections, the playbook should reflect those realities. When reps see their experiences show up in the material, adoption follows.

A strong playbook does more than teach process. It shortens ramp time, builds confidence, and gives new hires a sense of how to win without guessing. That confidence shows up quickly in how they engage prospects and customers.

Thoughts on the best platform for a playbook or best practices for keeping the content fresh?

#SalesEnablement #SalesTraining #Onboarding #SalesLeadership #RevenueOperations

Sustainable growth does not come from heroics. It comes from processes that work when the pressure is on.

Scalable business processes are designed with the future in mind. They are simple enough to be followed consistently and strong enough to support growth without constant intervention. When processes depend on a few people holding everything together, scale becomes fragile.

The most effective organizations build systems that create repeatability. Clear handoffs, defined ownership, and shared standards allow teams to move faster without losing quality. As volume increases, the process absorbs the load instead of breaking under it.

Sustainability is what keeps momentum alive. When teams trust the process, they spend less time fixing problems and more time creating value. That is how growth becomes durable instead of exhausting.

#OperationalExcellence #BusinessProcesses #ScalableGrowth #Leadership #RevenueOperations

Growth rarely comes from one team working harder in isolation. It comes from teams working better together.

When sales, marketing, operations, finance, and customer success operate in silos, momentum slows. Messages get mixed. Handoffs break down. Customers feel the gaps. When those same teams align around shared goals, growth accelerates.

Cross-functional collaboration brings different perspectives to the table. Sales shares what the market is asking for. Marketing sharpens positioning. Operations removes friction. Customer teams bring insight from the field. Each function strengthens the others when communication is intentional and ongoing.

The leaders who drive real growth create space for that collaboration. They reward teamwork, not turf protection. They focus the organization on outcomes instead of departments.

When teams pull in the same direction, growth stops being fragile and starts becoming repeatable.

#BusinessGrowth #CrossFunctionalTeams #Leadership #RevenueGrowth #OrganizationalAlignment

SaaS Account Executive & Sales Director | Delivered $8.2M ARR (146% To Plan) | Salesforce Certified | Full-Cycle SMB & Mid-Market Sales

I’m a full-cycle Account Executive specializing in net-new logo acquisition, pipeline creation, and Salesforce-driven GTM execution across both SMB and Mid-Market customer segments. I drive revenue growth by owning the entire sales cycle from outbound prospecting and executive multi-threading through negotiation, deal closing, and post-sale expansion within subscription-based and tech-enabled businesses.

Throughout my career, I’ve built repeatable sales motions that improve pipeline velocity, forecasting accuracy, and quota attainment. I bring a hands-on, execution-first approach to selling, combining disciplined pipeline management with Salesforce-backed reporting, dashboards, strong pipeline hygiene, and a weekly forecasting cadence. 

I’ve operated as both an individual contributor and a player-coach, carrying a personal quota while supporting team execution through structured sales processes, territory management, and CRM optimization.

Key Achievements 

• Delivered 121% of net-new revenue quota by sourcing pipeline and contributing to the close of 28 SMB and Mid-Market new logos, including 8 personally closed full-cycle deals totaling $416K ARR, through outbound prospecting and executive multi-threading.

• Closed 45 SMB and Mid-Market net-new logos in a single fiscal year, generating $800K ARR through outbound prospecting and multi-threaded executive engagement.

• Led a Salesforce CRM implementation that improved forecasting accuracy by 28% within six months while delivering the rollout $25K under budget.

I’m now focused on applying this proven full-cycle sales playbook within SaaS and technology companies that have strong product-market fit, particularly in SalesTech, RevOps, HR Tech, and the Salesforce ecosystem.

Based on a company’s growth stage, I can contribute immediately as a quota-carrying Account Executive, with the ability to operate as a player-coach or support GTM execution through Salesforce-backed sales process optimization.

If you’re hiring for an Account Executive role within SMB or Mid-Market teams in Atlanta or remote, I’m open to connecting here or at jboltonatlanta@outlook.com.

Jeffrey Bolton

𝗗𝗮𝘆 𝟭 𝗶𝗻 𝗮 𝗻𝗲𝘄 𝘁𝗲𝗿𝗿𝗶𝘁𝗼𝗿𝘆. 𝗛𝗲𝗿𝗲'𝘀 𝗲𝘅𝗮𝗰𝘁𝗹𝘆 𝗵𝗼𝘄 𝗜'𝗱 𝗯𝘂𝗶𝗹𝗱 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲 𝗳𝗿𝗼𝗺 𝘀𝗰𝗿𝗮𝘁𝗰𝗵.

Most reps start with activity. Calls, emails, outreach.

I start with clarity.

Before I touch the phone, I'm doing three things:

𝟭. 𝗠𝗮𝗽𝗽𝗶𝗻𝗴 𝗮𝗰𝗰𝗼𝘂𝗻𝘁𝘀 𝗯𝘆 𝗳𝗶𝗿𝗺𝗼𝗴𝗿𝗮𝗽𝗵𝗶𝗰𝘀.

Size, industry, location. I want to know where my ICP actually lives in this territory before I start spraying messages everywhere. In SMB and Mid-Market, this matters even more, you can't afford to chase the wrong accounts when deal cycles are shorter.

𝟮. 𝗛𝘂𝗻𝘁𝗶𝗻𝗴 𝗳𝗼𝗿 𝗾𝘂𝗶𝗰𝗸 𝘄𝗶𝗻𝘀.

Not the biggest logos. The ones most likely to move. Warm signals, recent activity, past engagement. Early wins build momentum and buy you time to work the longer plays.

𝟯. 𝗗𝗶𝗴𝗴𝗶𝗻𝗴 𝗶𝗻𝘁𝗼 𝗰𝗹𝗼𝘀𝗲𝗱-𝗹𝗼𝘀𝘁 𝗱𝗲𝗮𝗹𝘀.

This is where most reps skip. But closed-lost is full of signal. Why did they say no? Was it timing, budget, fit, or something else? Patterns start to show up fast.

The goal isn't just to be busy.
It's to be strategic before you're reactive.

Activity without clarity is just noise.

𝗪𝗵𝗮𝘁'𝘀 𝘆𝗼𝘂𝗿 𝗳𝗶𝗿𝘀𝘁 𝗺𝗼𝘃𝗲 𝘄𝗵𝗲𝗻 𝘆𝗼𝘂 𝗹𝗮𝗻𝗱 𝗶𝗻 𝗮 𝗻𝗲𝘄 𝘁𝗲𝗿𝗿𝗶𝘁𝗼𝗿𝘆?

#sales #b2bsales #saas

Account Executive | Net-New Logo Acquisition, Full-Cycle Sales & Salesforce-Driven GTM Execution | SMB & Mid-Market SaaS

𝗡𝗲𝘄 𝘆𝗲𝗮𝗿, 𝘀𝗮𝗺𝗲 𝗳𝗼𝗰𝘂𝘀: 𝘀𝘁𝗮𝘆𝗶𝗻𝗴 𝗰𝗹𝗼𝘀𝗲 𝘁𝗼 𝘁𝗵𝗲 𝘄𝗼𝗿𝗸.

The end of the year was a good chance to step back and reflect on what has mattered most in my roles. Full-cycle GTM execution, strong pipeline discipline, and building revenue that is repeatable rather than reactive across SMB and Mid-Market environments.

Looking forward to the conversations and learning that 2026 brings.

𝗧𝗵𝗲 𝗱𝗲𝗮𝗹𝘀 𝘁𝗵𝗮𝘁 𝘀𝘁𝗮𝗹𝗹 𝗮𝗿𝗲𝗻'𝘁 𝗺𝗶𝘀𝘀𝗶𝗻𝗴 𝗯𝘂𝗱𝗴𝗲𝘁. 

𝗧𝗵𝗲𝘆'𝗿𝗲 𝗺𝗶𝘀𝘀𝗶𝗻𝗴 𝗮 𝗯𝘂𝘆𝗲𝗿 𝘄𝗵𝗼 𝗰𝗮𝗻…

Se𝗹𝗹 𝗶𝘁 𝘄𝗶𝘁𝗵𝗼𝘂𝘁 𝘆𝗼𝘂.

Early in my career, I ran qualification like a checklist.

Budget? Check.
Timeline? Check.
Authority? Check.

And deals still stalled. Sometimes they disappeared entirely.

It took me a while to realize the problem wasn't the buyer's interest. It was their confidence.

They believed in the solution. They just weren't sure they could defend it when I wasn't in the room.

So I changed the question I was asking myself after every strong call:

𝗖𝗮𝗻 𝘁𝗵𝗶𝘀 𝗯𝘂𝘆𝗲𝗿 𝗲𝘅𝗽𝗹𝗮𝗶𝗻 𝘁𝗵𝗶𝘀 𝘁𝗼 𝘁𝗵𝗲𝗶𝗿 𝗯𝗼𝘀𝘀 𝘄𝗶𝘁𝗵𝗼𝘂𝘁 𝗺𝗲?

Now I focus on three things before moving a deal forward:

– The problem in their words, not mine
– The outcome their leadership actually cares about
– The risk they're quietly worried about if this doesn't work

When I started doing this, something shifted.

Fewer deals ghosted.
Fewer "let me check with my team" responses.
More buyers who showed up to the next call ready to move.

Qualification isn't about checking boxes.

It's about making sure your buyer can carry the story forward when you're not there.

𝗪𝗵𝗮𝘁'𝘀 𝗼𝗻𝗲 𝘁𝗵𝗶𝗻𝗴 𝘆𝗼𝘂 𝗹𝗼𝗼𝗸 𝗳𝗼𝗿 𝘁𝗼 𝗸𝗻𝗼𝘄 𝗮 𝗯𝘂𝘆𝗲𝗿 𝗶𝘀 𝗿𝗲𝗮𝗱𝘆 𝘁𝗼 𝘀𝗲𝗹𝗹 𝗶𝗻𝘁𝗲𝗿𝗻𝗮𝗹𝗹𝘆?

𝗠𝘆 𝗱𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝗰𝗮𝗹𝗹𝘀 𝘄𝗲𝗿𝗲 𝗴𝗼𝗶𝗻𝗴 𝗴𝗿𝗲𝗮𝘁. 𝗧𝗵𝗲𝗻 𝗯𝘂𝘆𝗲𝗿𝘀 𝘄𝗲𝗻𝘁 𝘀𝗶𝗹𝗲𝗻𝘁.

For a long time, I treated discovery like a research project. Get the answers, fill the CRM, move on.

But I kept running into the same problem.

Buyers who seemed engaged on the call would go quiet afterward. Deals that felt solid would stall without warning.

It took me a while to see what was actually happening.

I was collecting information. But I wasn't helping the buyer think through the problem in a way that made them feel ready to act.

So I changed my approach.

Now I focus less on what I need to know and more on what the buyer needs to articulate.

The questions that changed everything for me:

– What happens if this doesn't get solved in the next 90 days?
– Who else feels this problem every day?
– What does success look like 3 months after go-live?

These aren't just qualification questions. They're clarity questions.

When buyers can answer them out loud, something shifts. They stop waiting for permission. They start building the internal case on their own.

Discovery isn't about gathering details.

It's about helping buyers see the problem clearly enough to move forward with confidence.

💡 𝗪𝗵𝗮𝘁'𝘀 𝗼𝗻𝗲 𝗾𝘂𝗲𝘀𝘁𝗶𝗼𝗻 𝘆𝗼𝘂 𝗮𝘀𝗸 𝘁𝗵𝗮𝘁 𝗵𝗲𝗹𝗽𝘀 𝗯𝘂𝘆𝗲𝗿𝘀 𝗴𝗲𝘁 𝗰𝗹𝗲𝗮𝗿?

Something I’m actively working to get better at 𝗧𝗛𝗜𝗦 𝗤𝗨𝗔𝗥𝗧𝗘𝗥 is...


Slowing down moments that feel urgent.

My instinct, especially in sales or problem-solving conversations, is to move quickly, connect dots fast, and offer direction early.

I’ve realized that speed can look like clarity, but it can also shortcut understanding.

So I’m intentionally starting to:

– Pause longer before responding
– Ask one fewer question, but make it count
– Let silence do more of the work

It’s been a little uncomfortable at first, as it feels like I’m doing less.

But the conversations are sharper, and the signal is clearer.

Still early, but it’s already changing how I approach my work.

𝗧𝗵𝗲 𝗾𝘂𝗲𝘀𝘁𝗶𝗼𝗻 𝘁𝗵𝗮𝘁 𝗰𝗵𝗮𝗻𝗴𝗲𝘀 𝗲𝘃𝗲𝗿𝘆 𝗱𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝗰𝗮𝗹𝗹.

Most reps walk into discovery with a list of questions to get through.

I walk in with one goal: get the prospect to tell me what's broken.

Here's the sequence that works for me:

𝟭. 𝗛𝗼𝘄 𝗮𝗿𝗲 𝘆𝗼𝘂 𝗰𝘂𝗿𝗿𝗲𝗻𝘁𝗹𝘆 𝗱𝗼𝗶𝗻𝗴 𝗫?

I adapt this to whatever process we're discussing. No script. Just genuine curiosity about how they operate today.

𝟮. 𝗛𝗼𝘄 𝗱𝗼 𝘆𝗼𝘂 𝗹𝗶𝗸𝗲 𝘁𝗵𝗲 𝗰𝘂𝗿𝗿𝗲𝗻𝘁 𝗽𝗿𝗼𝗰𝗲𝘀𝘀?

This is where friction starts to surface. People rarely say "it's perfect." They pause. They hedge. That's the signal.

𝟯. 𝗪𝗵𝗮𝘁 𝘄𝗼𝘂𝗹𝗱 𝘆𝗼𝘂 𝗰𝗵𝗮𝗻𝗴𝗲?

Now they're naming their own pain. Not me telling them what's wrong, they're telling me.

The key to all of this: I listen more than I talk. In SMB and Mid-Market, you don't get long sales cycles to course-correct. Discovery has to be sharp the first time.

Most reps fill the silence with more questions or jump to pitch mode too early. But when you let the prospect sit in their own answer, they often go deeper than you'd expect.

Discovery isn't about getting through your list.
It's about creating space for the prospect to think out loud.

𝗪𝗵𝗮𝘁'𝘀 𝘆𝗼𝘂𝗿 𝗴𝗼-𝘁𝗼 𝗱𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝗾𝘂𝗲𝘀𝘁𝗶𝗼𝗻?

𝗠𝘆 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲 𝗹𝗼𝗼𝗸𝗲𝗱 𝗵𝗲𝗮𝗹𝘁𝗵𝘆. 𝗠𝘆 𝗳𝗼𝗿𝗲𝗰𝗮𝘀𝘁 𝘄𝗮𝘀𝗻'𝘁.

For a long time, I held onto deals longer than I should have.

I'd tell myself the buyer was just busy. That the timing wasn't right yet. That if I stayed patient, it would eventually close.

But quarter after quarter, the same pattern showed up.

Deals I was "confident" about would slip. My forecast would miss. And I'd spend the last two weeks scrambling to make up ground.

It took me a while to see what was actually happening.

I wasn't protecting my pipeline. I was protecting my ego.

Letting go of a deal felt like admitting I'd misread it. So I held on, hoping something would change.

But hope isn't a strategy. And a bloated pipeline doesn't make you more accurate — it makes you less.

So I changed my approach.

Now I ask myself one question every week: If this deal disappeared tomorrow, would I be surprised?

If the answer is no, it's time to either re-qualify or let it go.

What that looks like in practice:

– I cut faster and prospect harder
– I stop chasing deals that haven't shown real momentum in 2+ weeks
– I'd rather have 10 real opportunities than 30 that look good on paper

The result: fewer deals, but better ones. And a forecast I actually trust.

Pipeline discipline isn't about having more.

It's about knowing what's real.

💡 𝗪𝗵𝗮𝘁'𝘀 𝗼𝗻𝗲 𝘀𝗶𝗴𝗻 𝘁𝗵𝗮𝘁 𝘁𝗲𝗹𝗹𝘀 𝘆𝗼𝘂 𝗮 𝗱𝗲𝗮𝗹 𝗶𝘀𝗻'𝘁 𝗮𝘀 𝗿𝗲𝗮𝗹 𝗮𝘀 𝗶𝘁 𝗹𝗼𝗼𝗸𝘀?

#sales #b2bsales #salesleadership #salestips #opentowork

How to not waste Saturday mornings on LinkedIn in 2026...


20 minutes. No posting marathon. Just better conversations.

1️⃣ Warm up the algorithm – Comment on 3–5 posts from people you’d actually want to talk to. Add value and ask one thoughtful follow-up.

2️⃣ Reconnect – Send a quick “Hey, saw this and thought of you” message to 2–3 past connections. Keep it personal, no pitch.

3️⃣ Share something useful – A quick tip, lesson learned, or resource that your ideal audience would thank you for. Doesn’t need to be long — value beats volume.

Do this consistently, and you’ll be surprised how often “just connecting” turns into real opportunities.

💬 What’s your favorite weekend LinkedIn habit?

 #SaaSSales #B2BSales #LinkedInTips

𝗜 𝘄𝗮𝘀 𝗳𝗼𝗹𝗹𝗼𝘄𝗶𝗻𝗴 𝘂𝗽 𝗰𝗼𝗻𝘀𝗶𝘀𝘁𝗲𝗻𝘁𝗹𝘆. 𝗕𝘂𝘆𝗲𝗿𝘀 𝘀𝘁𝗶𝗹𝗹 𝘄𝗲𝗻𝘁 𝗱𝗮𝗿𝗸.

For years, I thought follow-up was about persistence. Stay visible. Stay top of mind. Eventually they'll respond.

So I'd send the "just checking in" emails. The "circling back" messages. The "wanted to bump this" notes.

And most of them went nowhere.

It took me a while to realize what was happening.

My follow-ups were reminders. But they weren't giving the buyer anything new to work with.

I was asking for their attention without earning it.

So I changed my approach.

Now every follow-up has to answer one question: 

Does this make the buyer's next step clearer?

What that looks like in practice:

– Instead of "checking in," I send a one-liner that addresses something they mentioned was a concern
– Instead of "any updates," I share a quick insight relevant to their situation
– Instead of "bumping this," I offer a specific next step that's easy to say yes to

The difference is small but the results aren't.

Buyers respond faster. Deals move with less friction. And I spend less time chasing.

Follow-up isn't about staying visible.

It's about making it easier for the buyer to move forward.

𝗪𝗵𝗮𝘁'𝘀 𝗼𝗻𝗲 𝗳𝗼𝗹𝗹𝗼𝘄-𝘂𝗽 𝗺𝗼𝘃𝗲 𝘁𝗵𝗮𝘁'𝘀 𝘄𝗼𝗿𝗸𝗲𝗱 𝗯𝗲𝘁𝘁𝗲𝗿 𝘁𝗵𝗮𝗻 "𝗷𝘂𝘀𝘁 𝗰𝗵𝗲𝗰𝗸𝗶𝗻𝗴 𝗶𝗻"?

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The Battle

Bill Cooper

Jeffrey Bolton

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taplio

The Battle

Bill Cooper

Jeffrey Bolton

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);}Bill Cooper's LinkedIn Performance

Performance ScoreJeffrey Bolton's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreBill Cooper's LinkedIn Performance