Sales

Build. Operate. Transfer

by
The SM Mentors BOT Framework

The SM Mentors BOT Framework helps technical founders build, operate and transfer a scalable sales engine before hiring a VP of Sales to scale it.

Build Before You Hire

by
Build Before You Hire

Before hiring a VP of Sales, technical founders should validate their ICP, positioning, sales process and pipeline engine. Learn what to build before scaling sales.

You Hired a VP of Sales. Why Isn’t Sales Growing?

by
You Hired a VP of Sales. Why Isn't Sales Growing

Hiring a VP of Sales too early can create pressure, high costs and unrealistic expectations. Learn why technical founders should build and validate their sales engine before scaling sales leadership.

The Deal That Was Never Going to Close

by
Phantom SaaS Deal

Every B2B SaaS founder remembers a deal that looked inevitable. The prospect engaged early. Meetings happened weekly. Product demos went deep. Internal stakeholders joined the calls. Procurement was “looped in.” The champion sounded excited. Forecast confidence rose from 40% to 70% to “almost done.” Then the deal vanished. No decision.No budget.No urgency.No closure. Just silence. … Read more

People Management in AI World

by
Accept the people as they are, but position them as you want. Your job isn’t to change people. It’s to see them clearly, position them strategically, and communicate the vision People Management

After 25 years in sales and leadership, I’ve discovered the biggest source of management friction and I see its increasing importance considering the fast changing world due to AI. We’re trying to change people instead of mapping and positioning them correctly. The principle: “Accept the people as they are, but position them as you want.” … Read more

Personality Match – CEO & Sales Head

by
CEO & Sales Head

It’s no longer just about hiring a high-performing Sales Head—it’s about hiring the right Sales Head for your leadership style. A 2023 McKinsey study revealed that startups with aligned leadership personalities grew 2.4x faster in their first 24 months than those with internal friction between sales and executive teams. Yet, most CEOs still rely on experience and charisma over compatibility when making this critical hire.

Challenges of Hiring a Sales HEAD

by

In today’s competitive landscape, where product-market fit alone isn’t enough, startup CEOs must go beyond résumés and gut instincts when hiring a Sales Head. This blog explores a structured, personality-based approach—grounded in the Big Five personality framework (OCEAN)—to help founders identify sales leaders who align with their company’s stage, culture, and growth ambition.

Startup Growth Consulting

by
Founder Journey

Startups can define a clear consulting scope by identifying their biggest sales and marketing challenges—whether it’s lead generation, brand positioning, or scaling outreach. Setting specific goals, such as increasing conversions or optimizing ad spend, ensures targeted solutions. A structured approach helps maximize the consultant’s expertise while keeping efforts aligned with business growth.