Alex Newmann

Newmann Consulting Group

We focus in 3 areas:
1. Transitioning out of founder led sales into a repeatable and scalable sales process with a team
2. Fix and identify gaps & process break downs that former CROs/VP of Sales missed during their time
3. Coach founders and sales leaders to accelerate sales through their people

What you'll gain:
1. Accurate revenue forecasting
2. Repeatable sales process
3. Metrics-driven sales approach
4. Training from prospecting to closed won + upsells
5. Sales leadership coaching system
6. Interview assistance for key sales hires & leadership
7. Aligned GTM teams focused on a single goal

Visit alexnewmann.com to learn more

DM me or use: https://meetings.hubspot.com/alex2222/intro-with-alex to book time directly

Founder & CEO

Victory Hub

1st: Nail founder led sales
2nd: Set up your GTM engine so you can hire sellers
3rd: Transition from founder-led selling to a sales team motion

Accelerate your sales while setting up the systems you will need in order to scale. From Founder led to Sales led... that's Victory Hub.

Apply at victoryhub.io

Founder

NextGen Venture Partners

NextGen Venture Partners typically invests $1-2 million in seed-stage companies. Venture Partners are founders and innovators across the country whose expertise support NextGen's portfolio growth.

Venture Partner

Sales Assembly

Featured Thought Leader

Techstars

Mentor

Workbox Company

From Start to Scale

Hear from CEOs, founders, sales leaders, and investors how they built their businesses from the early days through scale. Learn about their best bets and wish I could take backs. We dive into strategies, tactics, and would do agains. Available wherever you listen to podcasts

Podcast Host

VentureSCALE

Galvanize Inc

Catapult Chicago

Transitioning founder-led sales teams into repeatable & scalable sales orgs | Growth & sales audits to identify gaps & bottlenecks | Sales Coach

Transitioning out of founder-led sales and into a scalable and repeatable sales team motion is tough. Have you tried to hire a VP of Sales and bet they could figure it out only to realize a costly mistake. Are you dealing with poor sales hires, missed revenue targets, no predictability and struggling to figure out how to make the transition?

Hi, Im Alex and here's how I help:

It starts with a sales assessment and diagnostic in your sales and GTM team and process. We dig into people, process, systems, enablement, strategy, hiring, and performance. We identify why the team is not selling, holes in your sales and marketing processes, and pinpoint what is stopping you from accelerating sales and building a high performing sales team.

These questions should be happening in your mind or I am the wrong person:
- I mis-hired multiple sellers and it is hurting growth
- I cannot transition out of founder led sales. The team is not generating enough business or new opportunities
- The VP of Sales I hired is not working out. Or, I fired my VP of Sales as the team was not selling
- My forecasts are inaccurate and consistently wrong. Im frustrated, the board is frustrated, what do I do?
- My revenue is peaking at $X million and I cannot break through it. Im not sure what else to do
- My sales process isn't working. The data is wrong. KPIs are needed, but something isnt't working right
- I need to generate more meetings and opportunities and what we have been doing isn't working

👉🏻  Learn more at: alexnewmann.com

When we're done together, you'll have:
- a metrics-driven sales process that is repeatable and easy for others to follow
- accurate revenue forecasting dashboards, reports and KPIs
- KPIs to measure business health, growth, and identify issues
- Messaging that has been tested and converts
- A prospecting motion that generates new customers
- Onboarding & training plan that decreases ramp time + gets new hires productive fast
- Sales leadership role hired, trained, and productive executing the playbook
- New Customers!!!
- A documented sales playbook that new & existing reps can follow and execute against

Outside of work, I'm an avid skier, martial artist, wakeboarder, reader, & traveler. 

50+ testimonials below 
DM me directly or book time on my website

We focus in 3 areas:
1. Transitioning out of founder led sales into a repeatable and scalable sales process with a team
2. Fix and identify gaps & process break downs that former CROs/VP of Sales missed during their time
3. Coach founders and sales leaders to accelerate sales through their people

What you'll gain:
1. Accurate revenue forecasting
2. Repeatable sales process
3. Metrics-driven sales approach
4. Training from prospecting to closed won + upsells
5. Sales leadership coaching system
6. Interview assistance for key sales hires & leadership
7. Aligned GTM teams focused on a single goal

Visit alexnewmann.com to learn more

DM me or use: https://calendly.com/alex-newmann/discuss-my-company to book time directly

Don’t hire a VP of sales unless you want to burn $1,000,000

A founder wanted to hire a VP of Sales

couldn’t explain the sales process
didn’t use HubSpot
had no documentation
sales team knew the process

The VP hire was going to get all that done
+ build out the rest of the team
+ sell himself
+ hit a growth rate the board set

This is how you waste $1,000,000

Selling
Building
Scaling
Recruiting
Coaching
Reporting
Optimizing

Hiring a VP is a wonderful stage to be at

Knowing the company is ready for a VP and the type of VP needed makes or breaks the company

I assess & review sales teams and identify what is holding them back from selling more, how to be more efficient, and what to do to accelerate results. I share recommendations how to fix the gaps and then help with implementing them with repeatable sales processes.

A few of the sales problems I solve:

1. Transitioning out of founder-led sales into a repeatable sales process and producing team
2. Hired a sales leader, but it is not working and revenue is not growing
3. Building a sales team with the right leadership

NCG is a sales coaching firm specializing in creating and scaling sales playbooks/processes for your company

When we leave, you'll have:
- a metrics-driven sales process
- accurate revenue forecasting dashboards, reports and KPIs
- KPIs to measure business health, growth, and identify issues
- Formula driven quotas that align to company goals + actually attainable
- Messaging that has been tested and converts
- A prospecting motion that generates new customers
- A trained sales methodology that the entire sales team uses and understands
- Onboarding & training plan that decreases ramp time + gets new hires productive fast
- Sales leadership role hired, trained, and productive executing the playbook
- New Customers!!!
- A documented sales playbook that new & existing reps can follow and execute against

We start with a sales audit & assessment to identify how the team is performing and where are the holes to solidify. After a comprehensive assessment, we share recommendations + a plan to implement the right sales playbook. Then we get to work with leadership to implement the changes needed and build/accelerate the sales playbook for new customers & more revenue

Outside of work, I'm an avid skier, martial artist, wakeboarder, reader, & traveler. 

How to learn more & get ahold of me:

👉🏻 newmannconsulting.com

2 self-paced playbooks that I recommend for founders, sales leaders, and sales reps

Sales playbook
 👉🏻 alexnewmann.com/startup-sales-playbook

Prospecting playbook the top of the funnel 
👉🏻 alexnewmann.com/prospecting-playbook 

Download the prospecting workbook: alexnewmann.com/prospecting-workbook

Testimonials below 
DM me directly or book time on my website

Transition out of founder-led sales into repeatable & scalable sales system | GTM assessments identifying gaps & bottlenecks | CEO at NCG | Sales Coach

I moved to NYC for my first startup and wore startup t-shirts and cargo shorts

I came from boulder, colorado - I soaked up the lifestyle and attire

We had raised VC money and graduated from Techstars

I drank the koolaid and was all startup all the time

I was cool. Still am 🙂

When I got to NYC, it was a shock to the system

Suits, sport coats, slacks... in the summer when it is 100 degrees out, are you kidding me?

I remember walking into a prospects office in shorts, a PivotDesk t-shirt and a backwards hat with flip flops

Ill never forget the looks I got from everyone in the office including the founder

Luckily the founder was from the west coast and was laid back

I made the sale, but the looks stuck with me

David Mandell came to visit one day and saw what I was wearing to prospect meetings

He took me to Rothmans in NYC and my life changed after that day

I still love the boulder laid back look

But I had to adapt to NYC style and selling

It was quite nice to learn what size clothes actually fit me and how to dress for success

How you show up to prospects and client calls matters

Dressing like you got out of the gym or just went asking sends a message

A well dressed person comes across strong to prospects (virtually or in person)

Work from home - dress how you want
Do in person - dress to impress

Look good -> feel good -> perform good

I’ll never forget this moment

A colleague bought a brand new Range Rover after his first commission check

$90,000
At 22 years old

I grew up in a frugal family
I was driving a ’93 Dodge Intrepid named Big Red

I was stunned someone my age would buy such an expensive vehicle

When I asked him why, he said “to be a big player, you have to walk the part”

That was the first time I questioned how I spend money

I started to question how I viewed money and things
I began to think I had to look successful before I actually was
Even debated buying a Rolex just to fit the image

One thing I pride myself on is listening to those who are older and more experienced
Similar to the dying person sharing their thoughts on what they would do differently
I listen to those and really digest it

I never bought a range or the rolex
I drove Big Red until the calipers were falling off the car

I’ve learned success isn’t what you show
I've learned that chasing perception is a game you never win

It’s what you build when no one’s watching
It's the feeling of accomplishment when you put in the work and you reap the reward

Fake it till you make it is BS
May drive you to be broke
Successful people dont flaunt it
They live their life and focus on bettering themselves

Ranges and rolexes are nice
Nothing against buying them

It is not about the thing
It is about the journey and the accomplishment to "get" the thing

CEOs set up their VP of Sales to fail

VP of Sales fall for it

A qualified prospect asked me to be their fractional CRO / VP of Sales

CEO wanted a revenue target assigned for me to hit

I asked for some info first

- Average deal size
- Number of deals sold per month (per sales rep)
- Average sales cycle length
- Top pain points clients bought solution to solve

These are ingredients of a formula to figure out how to hit a number

The thing was, the CEO didn’t have a number or any of the data points

CEO wanted me to set the number

I pushed back and said without a formula or the data , how can we pick a revenue number that makes sense

My suggestion: take 3 months and build the structure and KPIs needed to be able to set a realistic revenue target. Then set it and hold me accountable that.

The board said a revenue target must be set

What kind of VP of Sales doesn’t have a revenue target?

My younger self would have said yes to any number chosen and worked my tail off to achieve it whether it was possible or not

Now I know better

I know what’s possible, what success looks like, how to build a sustainable high growth revenue system, how to set revenue targets, how to achieve a target goal

And most importantly, I know when to say no

I am setting myself up for failure if I agree to some number

I am extremely confident in the value my team and I bring

Magic ninjas riding unicorns unfortunately is not one of them

Next time you are asked to do something you know in your bones doesn’t make sense

Trust yourself

Whether you are a VP of Sales or a sales rep, a revenue target must have a formulaic way to be achieved that is reasonable

Otherwise say no

11.20.25

What do the best sales candidates do in an interview?

The difference between getting the job or a second interview and not could be this

The depth of your answer
Sharing details

When you provide details in your answers, you SHOW that you know what you are talking about

When you breeze over it because you think they don't want a long answer, you are hurting yourself

Then comes the coachability

There isn't a role on this planet that the hiring manager does not want to see coachability in their candidates

It is how you improve
Whatever you do, you should always be trying to improve
If not, pick something else to do

When you share the details, you show your stuff

When you share what you could have done better or differently, it shows coachability
It shows you are human
It shows self awareness

Sales managers WANT to see this

You are not perfect
No one expects you to do
But how you convey your vulnerabilities and willingness to improve go a long way

Next time you are interviewing, try these

I go further into all of this with Jason Lalk on his podcast

Alex Newmann 🥷

Most founders & sales leaders get this wrong

Starts like this:

1. I need to scale sales so I am going to buy the best tech and hire the best sales reps

This is an additional $500k to $1M burn+

2. Direction: send lots of emails and make lots of cold calls

Onboarding was a) listen to these sales calls b) review our marketing materials c) here is a demo of the product. Go get 'em tiger

3. Sellers are on their heels and feel they need to product so they start firing out emails and making calls

They are unable to describe the personas, their problems, why they would care about solving the problem, common questions or typical use cases

4. Leader asks "how's it going?"

Seller responds "Good, figuring it out, but I am getting there"

Nothing is learned or transferred

Founder / Sales leader think they are on their way to scaling sales. They review the CRM and see activity numbers happen

5. Sales reps are stressed. Don't feel supported. Unsure what to do. So they send more emails and make more calls

Founder/Sales leaders are thinking 'this sales rep s*cks. They cannot sell anything'
6. Sales rep fired

Founder / Sales Leader frustrated
Revenue engine ruined
Momentum lost

Why?
There was never a sales system

There was no training
There is no playbook
No process to follow

The best way to scale is with the founder and head of sales selling themselves. Yes the founder bounces in and out. The Head of Sales continues to sell and lead from the front.

And most importantly, the system is created, documented, and easily found

I like Tango for this. Guides are easy and simple to make. Visually helpful and directive for the sales reps. Pinned exactly where they need to find them.

Sales reps fail when there is no system
They are not coin operated

Money motivated - yes
Robots - no

Without a sales system, it will never scale

It wasn't due to a lack of effort

It was due to a lack of understanding, commitment, buy in, and alignment

I started in sales via selling Cutco knives

Some call it high end kitchen cultery

Cutco's sales model has worked across the country seemingly forever

Their pitch has been perfected

The order, the objection handling, the demos, etc have all been figured out

I thought I knew better

I thought I was smarter

I wasn't

Next time you are underperforming, ask yourself these questions?

1. Do you want to figure this out?
2. Do you care about giving it your all?
3. Are you fed up with poor performance?
4. Are you tired of excuses?
5. Are you tired of hoping your manager will help you?
6. Is sales a long term career?

If the answers are yes, you are beginning to take ownership

No one is coming to save you, mentor you, coach you until you accept ownership and responsibility

I can give you the greatest coaching and sales playbook in the world

But if you don't care

Your commission check won't change

11.18.25

The most successful reps do 2 things for every call

Once you try this and see the results, it is eye-opening for you

1. Pre-call prep

Preparation ahead of the call identifying

> Goal
> Agenda
> Who speaks first
> Questions still needing to be asked
> Uncovering who needs to be involved
> Next steps

My template:
- About them: name, title, personality type, etc
- Reason for the call
- Meat of the cal
— Customer pains & business objective
— What do you already know
— What you need to know/questions to ask?
— What you think they want to know?
— Questions you’ll likely get
- Social proof you want to reference
- Next steps
- Tools needed for this call?
- What makes this call successful?

Confidence & results skyrocket with your prospect and customers calls

2. Post call recap

After a call, I thought I heard it exactly right

I was there, I was talking, why would I need to recap it?

I missed so much

My post call framework:
- Record call?
- What was missed from pre-call checklist
- Follow You, I ,We call framework during call
- Uncover a pain they agreed to with business objective
- What are next steps?

- 2 positives of the call
- 2 what could do betters

- Balance of time and speaking?
- Review tone, speed, confidence and mirroring
- Leveraged qualification criteria as needed?

Post call recap with and without a recorded call is essential in my mind now

*Pro move: do these with your manager (or colleague)

Great for coaching
Great for self coaching
Great for identifying areas of improvement

Implement these two into your sales calls and you'll see measureable growth

11.19.25

What is the DIFFERENCE between a great sales rep and an average one?

Bad sales reps are always BUSY and talk about it
Great sales are boring and focus on execution

When I was an average rep, I would:
- Make 100 calls a day no matter what
- Focus on inbox zero
- Say yes to everything
- Always available to prospects
- Work all hours of the day
- Checked email by the minute
- Looked at Linkedin on my other screen constantly

That's chaos

Here's what makes a great sales rep:
- Calendar control
- Highly personalized, quality outreach
- Leveraged my network whenever possible
- Developed relationships over transactions
- Invested in myself and hired a coach to identify my blindspots
- Guided buyers to purchase vs convinced them to buy
- Set goals that scared me... that pushed me
- Invested in writing

The best reps don't let prospects control their week
They aren't focused on heavy volume
They are not always available

The best reps are ruthless with their time
Go off script when their initution tells them
Works strategically vs just a hamster on a wheel
They practice over and over
They study their customer and get obsessed with the problem
They stay calm under pressure and focus on execution

I have learned this through so much trial and error

I teach founders and sales orgs how to be great, exceed their numbers and have a great time doing it

Sales should be fun and rewarding

See my profile for more how I change the trajectory of your company

You should strive to get a Rolex. It is the signal that you are successful. Others see you and see success. You can look down and see success. You should be proud of yourself for buying a Rolex

When I got my first sales job selling Cutco knives, the top sales rep in the office told me this

He had a brand new Acura
He had a baller suit
He had the Rolex

I was like "That's what I want!"

I worked my tail off to be able to afford a Rolex

Long nights, thousands of cold calls, and a zillion appointments

At the end of the summer, I had saved up enough to buy a Rolex

I walked into the store and tried a few on

The funny part was I had never worn a watch before

If you've never worn a watch before and then try on a Rolex, it feels like a 30lb weight on your wrist

I remember trying it on and the amount of pride I had in myself was through the roof

I set a goal and I achieved it
Today was the crowning moment

I was with my dad and he looked at me and said "are you sure this is what you want?"

My reply was instantly "yes"

His reply stopped me "you know the feeling inside of you right now. That was the goal you were hunting for. This watch is just a thing. Feel how proud of yourself you are right now. That's the thing you want forever"

He was right
I didn't even want the watch
I would not have worn it anyways
It would have sat on my desk as a paper weight

I walked out of the store without the watch
I took my dad out to a steak lunch and we went big
I paid for everything and didn't blink

The Rolex drove me, but it wasn't the thing

The thing was the pride and accomplishment I had in myself

Anyone else been here before or am I just using Linkedin for therapy?

3 pet peeves that scream “IM HERE TO SELL YOU SOMETHING” and ruin your chances for a response





1. In your prospecting email, you end with your calendar link and ask me to find time

2. You begin your email with “hope your doing well”

3. Your subject line is “Alex, quick question?”

These tactics don’t work

Ask yourself if you would answer and respond to these

If you’re a seller, ask your leadership team how many emails they get like this

Uplevel your game

$7.5M company is founder led and struggling to build a sales team

Sellers have been hired and fired

Leadership has all the pressure to sell as other sellers haven’t been able to recreate success

The business is consuming the founder

The desire to transition out of founder led sales is there

Investments have been made to make the transition

Growth goals, tech, operations, and sellers

Something isn’t working

Something is frozen (like the picture 😎)

Founder has good insights

Work ethic is never questioned

Why isn’t the transition to a scalable sales growth team happening?

This scenario signals a sales audit is needed

Get it from an outside party who has made the transition successfully before and knows what to look for

They should be reviewing:

1. People
2. Process
3. Systems
4. Enablement
5. Strategy
6. Performance
7. Hiring

There is a process to transition out of founder led sales

It’s not a hire

It’s not a desire

It is about the execution of a strong process and knowing what works in your company and the gaps you need to fill

12.09.12

The Thanksgiving week sales test to know if your sales reps will hit quota:

- 1 person does outbound for top of funnel
- 1 person researches, preps, and organizes for the rest of Q4
- 1 person takes off the whole week

Review their numbers at the end of the year and see who hits their quota

The person who hits quota dictates how you should lead your team through this week every year

Yeah I think this advice is BS too

Working this week or not won't make or break the year

Morale of the story: eat more turkey

To all the recent grads and sellers to be…

I was never taught sales in school and you weren’t either

Sales is an excellent career
- $$$
- Freedom
- The harder you work, the more you can make
- Fast career advancement
- Recession proof skills

Too bad schools don’t prepare students to be sellers

Students usually learn through trial and error (and learn by being fired)

No one taught me how to sell

I learned through trial and error too and made a zillion mistakes

If you get hired by a big company with a training program, consider yourself lucky

After interviewing 100s of sales candidates this year, I see first hand the gap between what knowledge and skills recent grads bring & what companies are looking for

I am ready to do something about it

There are so many hungry, motivated, curious and smart people entering the workforce with basic sales knowledge & skill

Educating them on the basics of sales, providing instruction with guidance and learning how to interview

I am confident I can level up new sellers & close the gap providing companies looking for sellers the right candidates

Maybe a sales school is in my future? Wonder who would be interested

What I used to think:
Im young and in good shape, I can do it all

What I think now:
Prioritize top 3 things & do those. No to all else

When it comes to prospecting, don't try to do it all

You will drive yourself nuts

I tried to send 100 emails, make 50 calls, door knock 25 door everyday

It creates a ton of momentum

You generate a lot of 'stuff'

You are busy as you can be

Things are in motion

You will likely close a bunch

But you will also:
1. Be more irritable and snap at people
2. Create a lot of unnecessary stress for yourself
3. Generate more and more work
4. Burn out

You can achieve your goals without working a million hours

You can hit your quota without doing every sales activity out there

Build a prospecting playbook that works

Learn your formula

Meter your time and control your week

Your close rate is lying to you

Your guesstimate of your close rate is wrong




Your reasons as to why the sales team isn't selling more if correct

But also incomplete

As a founder and CEO, your opinions are usually correct

But lack a 360 understanding

Pinpointing the problems vs the symptoms is missed because you are working in the business, not on the business

Without a sales system to point to, opinions become facts and those facts lead to the wrong decisions

I led multiple companies and struggled to see problems in front of my face that were obvious to my coach

I had a million things going through my head and getting pulled in many directions

The 'easy stuff' became complicated

I got a sales audit and flushed out the problems

Worked through a process to fix and plug the gaps

Then I confident grow and hired without unnecessary burn

Anyone else make simple problems complex in their business only to see it so clearly after someone points it out?

12.05.25

What is the VP of Sales job in a company?

Some say:
- Manager
- Forecaster
- Deal closer
- business developer
- Coach
- recruiter
- golfer
- teach how to use tech stack
- find product market fit
- build a repeatable sales machine
- amplify what works
- get more out of current sales reps
- hit the number at any cost
- speak to the board
- work cross functionally to align other departments
- make data driven decisions

What do you think their job is?

Sales comp 101






Make it simple
Build a formula to show how to maximize it (and explain your thinking)
Don’t mess with it and find ways to not pay

If you mess with a sellers comp, you should open to the door for them as they will likely leave. You will lose every good person on your team if you find ways not to pay sellers. Word gets out and you won’t be able to recruit anyone strong

Try this instead:

Find ways to pay your sales people more
Lower quota and see them crush it and watch their confidence skyrocket
Get your sales people to be the highest paid in the company
Coach them to maximize their commission
Uncap commission
Put in accelerators once pass quota
Use your comp plan as a referral tool

Watch how much more they sell for you than your made up quota
Watch how many others come to your company and sell a ton for you (and your recruiting costs drop)
Watch how happy your customers are because your good people are taking good care of them
Watch how the culture improves daily
Watch how you overcome challenges faster as a team
Watch how your retention strengthens
Watch how much you enjoy what you do
Watch you exceed your numbers

___

Im Alex - teaching and implementing current AI for Sales tools into your sales org. I dont sell an AI product. I use AI tools like Chat GPT and implement + teach you and your team to use them and accelerate deals, generate new meetings, and increase selling time in sales reps

11.16.25

This will change the trajectory of your company for the year

Before you dial up your sales goals and make those hires

Run an assessment on your sales and marketing process & team

Dig into:

1. People: both leadership and individual contributors
2. Process: inside the department, across depts, and how things move/communicate
3. Systems: what is repeatable, documented, adopted
4. Enablement: how are people empowered, resourced, trained, positioned
5. Strategy: is there one, is it clear, can others repeat it
6. Performance: what does good look like, leading and lagging indicators, measuring the right things
7. Hiring: hiring profiles, scorecards, proper Q&A, expectations

Before you come out of the gates at 100 mph

Know what are the right things to double down on and where to gaps are to fill in

You may spend your time on the wrong things

Transitioning out of founder led sales is tough

Knowing what is in place and where the holes exist is crucial to making the transition

I have a pre-kickoff assessment checklist that I run my clients through

C: “Im interested” and Ill send it to you

12.01.25

Most founders and sellers cannot explain who their customers (yet they THINK they do)

Use this exercise to NAIL outbound

The narrower you can get, the easier your messaging and list building will be

This is where most sales reps struggle and founders whiff on helping

Start with identifying:
Pains
Value props
Business characteristics
Individual characteristics

Tie your pains to your value props
2. Identify searchable and non searchable characteristics
3. Combine pains of personas to signals in the searchable characteristics
4. Make hypotheses to test
5. Review and iterate

This helps
sales
marketing
customer success
product
account management
engineers
leadership
operations
new hires

This exercise alone will help you align your company together around your target clients

It's hard to build a sales team and scale revenue when you cannot articulate who your customers are

Black Friday sale for the complete videos, instructions and the rest of how to build a repeatable sales system

50% off

Code is "BLACKFRIDAY25"
https://lnkd.in/eVC5gCds

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