Finding good sales managers is a huge pain in the a$$.

What if you didn't have to hire as many of them?

Let me explain…

A salesperson recently came up to me after a training session and asked, “What does a perfect first sales meeting look like?”

While the word perfect is both subjective and elusive, this is the basic framework I gave her to ensure a great first meeting.

Your salespeople hate roleplaying.

You know this. I know this.

But here's the thing: your team still needs practice. They just don't need fake practice.

During my time as a stand-up comedian, I learned something crucial about getting better at anything that requires real-world performance.

Let's be honest - hiring great salespeople is one of the toughest challenges founders and sales leaders face. The difficulty isn't just in spotting raw talent; it's in the fact that salespeople are, well, really good at selling themselves. This makes it incredibly tricky to distinguish between a potential sales superstar and someone who's just really good at telling you what you want to hear.

So, how can you increase your chances of hiring top-performing salespeople and avoid these costly missteps? Don't worry, Pitch Lab has got you covered.

One thing that's always stuck with me during my time as a stand-up comedian is the way comedians practice. They're out there night after night, sometimes multiple times a night at different open mics, honing their skills, trying out new material, and perfecting their timing. They're constantly improving regardless of who's watching.

So why don't salespeople have an open mic like comedians do?

Recently, I watched a promising enterprise deal slip away when a top performer made a critical mistake: jumping straight into capabilities before establishing value. The most successful sales organizations win at premium prices by following a proven framework that positions value before investment.

Let's explore the seven essential elements that will help your sales team deliver winning pitches and close more deals:

After 25 years in sales and eight years as a consultant and trainer, I've learned that overhauling a sales culture is not for the faint of heart.

If you're a CEO considering this type of endeavor, you need to understand one thing upfront: this is a commitment that requires nerves of steel, decisive leadership, and most importantly, the courage to face significant team turnover.

Are you looking to expand your sales force across the nation? Scaling a distributed sales team comes with unique challenges. At Pitch Lab, we've learned valuable lessons about fast growing sales teams from both our successes and mistakes.

Here are five critical tips to help you grow your remote sales organization effectively:

As a founder, CEO, or sales leader in the B2B space, one of your biggest challenges is fostering accountability within your sales team. This is especially true in today's increasingly distributed work environments.

Here are five key strategies to help you build a culture of accountability and drive results.