Through our blog posts, we are looking to share not only the value that interim and fractional sales leaders bring to an organization. We also cover a variety of topics and share our experiences, all of which are part of the “day-in-a-life” of a sales professional.
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Every few weeks a founder or owner asks me some version of the same question: “Do I need a CRO, a CCO, or a CXO — and what's the actual difference?” It's a fair question. The titles have multiplied faster than anyone's ability to keep them straight, and hiring the wrong one is an expensive way to find out you misread the problem.
Read MoreA founder once slid a term sheet across a coffee table and asked, with the practiced casualness of someone who had done this many times, whether I would consider taking part of my fee in equity. He named a percentage. He named a valuation. He did the math out loud.
Read MoreIn other blog posts I have argued, more than once, that there are riches in niches. The argument is true. It is also incomplete. Telling a new fractional to find a niche is like telling a swimmer to find the other side of the lake.
Read MoreMost sales-leadership problems come down to one of three needs: you need advice on what to fix, you need to hire someone permanently, or you need someone to actually lead sales right now.
Read MoreVendux is one of the options listed. We've worked hard to describe every other provider fairly, because a comparison you can't trust is one that helps no one. Where Vendux is genuinely the better fit, we say so; where another firm is, we say that too.
Read MoreSome childhood privileges only reveal their true value decades later. For me, one of those were the long summer vacations—three to four weeks each year, spent traveling across Europe.
Read MoreThe standard executive search slate contains three to four candidates. AESC member firms and most retained search practices converge on this number for a reason — and it isn’t the one you’ve been told.
Read MoreThe standard narrative about fractional executive hiring goes like this: companies that can’t afford a full-time CFO or CMO hire a fractional one instead. It’s a practical workaround: useful, cost-efficient, and something you grow out of once the company reaches a certain size. That narrative is incomplete.
Read MoreThere is a mystique around pricing, especially for executives who have never been involved in setting a price. Most of us spent careers selling somebody else’s product or service at somebody else’s rate. Now we are the product, and the room goes quiet.
Read MoreEvery salesperson on LinkedIn was President’s Club. Every resume shows quotas exceeded, records broken, number one on the team. But in a thirty-year career, nobody was at the top for thirty years in a row.
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