Knowledge Center
Sales leadership insights, fractional management strategies, and practical advice for building high-performing revenue teams
143 articles
The 1-on-1 Meeting Framework Every Sales Manager Needs
Most sales 1-on-1s are deal interrogations. The manager asks about every open opportunity, the rep defends their pipeline, and nothing actually improves. Here's the structured framework that develops reps, retains talent, and builds a scalable coaching culture.
What Does Interim Sales Leadership Cost for a PE-Backed Company
Interim sales leadership for PE-backed companies is priced on a slot model — $3,500 to $5,000 per month, no placement fees, no equity. Here is what that buys, how engagements are structured, and how to think about the ROI.
Fractional VP of Sales vs. Retained Search for PE Portfolio Companies
Retained search takes 90–120 days and costs 25–30% of first-year comp. A fractional VP of sales is operational in days at a fraction of the cost. Here is how PE firms think about the tradeoff — and when each makes sense.
Sales Due Diligence: What PE Firms Look for Before and After Close
Most founders think PE diligence is about the financials. The sales diligence is just as rigorous — and the gaps it surfaces often drive the first 90-day operating plan. Here is what PE firms actually look for.
How to Build a 100-Day Sales Plan for a PE-Backed Company
The first 100 days after a PE acquisition set the trajectory for the entire hold period. Here is how experienced operators structure a sales plan that gives the board confidence and the team direction.
One Fractional Sales Leader, Multiple Portfolio Companies: The PE Efficiency Play Most Firms Miss
Most PE operating partners think about fractional sales leadership one portco at a time. The firms getting the most out of it are deploying one leader across multiple portfolio companies simultaneously — sharing cost, compressing timelines, and building a consistent GTM playbook across the fund.
What a Fractional Sales Leader Delivers to a PE Board
PE boards do not need activity reports. They need pipeline visibility, forecast accuracy, and a sales leader who can speak the same language as the investment committee. Here is what a fractional sales leader actually delivers.
When Elizabethtown Founders Stop Selling: How to Hand Off the Pipeline Without Losing Revenue
The founder-led sales model works until it doesn't. For Elizabethtown B2B companies growing through the BlueOval SK wave and the broader Hardin County expansion, the transition away from founder-led selling is one of the highest-stakes decisions the business will face.
Why PE Portfolio Companies Lose Their Top Sales Reps After Acquisition
The reps most likely to leave after a PE acquisition are the ones you most need to keep. Here are the four reasons it happens — and what to do about it.