The Truth About Sales Transformation: How CEOs Survive the Turnover Storm

/
The Truth About Sales Transformation: How CEOs Survive the Turnover Storm

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.

Read More
/ /

How Sunward Steel Transformed Their Sales Org from Legacy to Leadership

/
How Sunward Steel Transformed Their Sales Org from Legacy to Leadership

Sunward Steel's visionary CEO saw an opportunity that most manufacturing leaders miss: turning decades of tribal knowledge into a systematic revenue engine.

The result? A 16-month sales transformation that slashed new hire ramp time from 8 months to 60 days and achieved 140% improvement in sales process adherence.

Read More
/ /

Lessons Learned from Scaling a Distributed Sales Team

/
Lessons Learned from Scaling a Distributed Sales Team

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:

Read More
/ /

How ABC Supply Raised the Roof on Sales Leadership

/
How ABC Supply Raised the Roof on Sales Leadership

Despite their commanding market presence and $20B in annual sales, ABC Supply's leadership team recognized that elevating their sales management approach is crucial for continued growth in an increasingly competitive landscape.

Here's how they up-leveled their branch managers into strategic sales leaders, setting new standards for excellence across their Rocky Mountain district:

Read More
/ /

How to Hire High-Performing B2B Salespeople

/
How to Hire High-Performing B2B Salespeople

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.

Read More
/ /

How to Structure a Stellar First Meeting in B2B Sales

/
How to Structure a Stellar First Meeting in B2B Sales

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.

Read More
/ /

Watch This Comedian Crash a Pitch Competition!

/
Watch This Comedian Crash a Pitch Competition!

Ever wondered what would happen if a stand-up comedian crashed a serious pitch competition posing as a founder?

Recently in Boulder, CO, Pitch Lab had the opportunity to do just that at the NextCycle Colorado Pitch Competition.

Read More
/ /

How Emergenetics Drove 110% Enterprise Growth: From Transactional to Consultative Selling

/
How Emergenetics Drove 110% Enterprise Growth: From Transactional to Consultative Selling

magine transforming your sales team from order-takers to strategic sales consultants who just helped deliver the highest revenue in your company's 30-year history.

That's exactly what happened when Emergenetics International tackled a challenge familiar to many B2B CEOs: despite having an incredible product that clients raved about, their sales approach was leaving millions in untapped potential on the table.

Read More
/ /

The Improv Comedy Club Partners with Pitch Lab to Pilot Comedy Karaoke Program

/
The Improv Comedy Club Partners with Pitch Lab to Pilot Comedy Karaoke Program

This year when I visited Miami I decided to help Have-Nots and The Improv solve some problems and innovate on the way they open their comedy shows.

For those of you who know me, Comedy Karaoke has been my baby for 8+ years now. It gave me great joy to produce this pre-show event on an Improv Comedy stage.

Read More
/ /

5 Tips for Creating a Sales Culture of Accountability

/
5 Tips for Creating a Sales Culture of Accountability

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.

Read More
/ /