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
/ /

Learning the Secret to Sales Success from Ron Swanson

/
Learning the Secret to Sales Success from Ron Swanson

In this 2-minute video, Nick Offerman talks about how he was able to remain patient and happy while waiting for his big break on Parks and Recreation.

After watching this video I thought about how much of my own happiness I’m withholding until after I’ve “closed this next deal”.

I hope it also inspires you to take some time for yourself this summer and put happiness first.

Read More
/ /

Why Your Sales Team Needs Their Own Open Mic: Practice Tips from Comedians

/
Why Your Sales Team Needs Their Own Open Mic: Practice Tips from Comedians

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?

Read More
/ /

BEN Colorado: Pitch Lab’s Next Chapter Advising B2B Growth-Stage Companies

/
BEN Colorado: Pitch Lab’s Next Chapter Advising B2B Growth-Stage Companies

Behind some of Colorado's fastest-growing companies stands BEN Colorado, the quiet force that's helped fuel more than $8 billion in capital raises and nearly 20,000 jobs statewide. Modeled after Blackstone's renowned entrepreneur network, BEN Colorado has become the go-to catalyst for scaling businesses to shape the next generation of household names in the Rockies.

This said, I'm excited to announce that I've joined BEN Colorado as a sales advisor.

Read More
/ /

Beyond Lip Service: 3 Signs Your Sales Team Is Embracing Change

/
Beyond Lip Service: 3 Signs Your Sales Team Is Embracing Change

While most change initiatives fail, there's a critical moment when the tide turns. I've spent years guiding companies through this terrain, and there are three unmistakable signals that reveal whether your team is truly embracing change or merely telling you what you want to hear in team meetings.

I'm grateful to my client and friend, Tom Hurst, CRO at ACA Group, for sharing these insights that are worth putting into print and sharing with you.

 

Read More
/ /

7 Essential Elements of a Winning B2B Sales Pitch

/
7 Essential Elements of a Winning B2B Sales Pitch

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:

Read More
/ /

Why This Fast-Growing Startup Prioritized Sales Leadership Before Their Series A

/
Why This Fast-Growing Startup Prioritized Sales Leadership Before Their Series A

In the startup world, conventional wisdom often suggests waiting until after Series A to invest in senior sales leadership. But what if that conventional wisdom is leaving money on the table?

That's the bet Goodie Bag CEO Eddy Connors made when he brought on specialized sales leadership during their pre-seed stage – a decision that's already paying dividends.

Read More
/ /

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
/ /

Sunward Steel: How 50 Years of Legacy Sales Knowledge Became Scalable Revenue

/
Sunward Steel: How 50 Years of Legacy Sales Knowledge Became Scalable Revenue

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
/ /