FAQs
Fair questions. Straight answers.
Everything most people ask before their first call. If your question is not here, just ask.
Why don't you call yourself a consultant?
Because the word has come to mean reports, decks and invoices. My work is judged on what actually moves: pipeline built, deals progressed, people growing and software bills falling. If it does not show up in your business, it does not count.
What is a fractional sales leader?
An experienced sales director who works with your business part time, typically a couple of days a week, rather than as a permanent full time hire. You get senior level strategy and hands on execution, scaled to what your business needs right now, without the salary, on costs and long term commitment of a full time appointment.
Is this coaching or doing?
Both, deliberately. I sell alongside you: real outreach, real customer meetings, real deal progression. And I build your people at the same time, so the capability stays when I step back.
How is this different from hiring a salesperson or recruiting a sales director?
A salesperson gives you capacity. I give you leadership: direction, process and the ability to build and run the whole engine, then do the hands on selling too. Compared with recruiting a full time director, you get someone senior in place in days rather than months, at a fraction of the cost, and without the risk of a permanent hire before you are ready.
What do I need to commit?
Practically: an engaged sponsor, access to your product and market insight, and availability of your people for meetings and decisions. The engagement is designed around a defined number of days per week over a set period, so you know exactly what you are committing to, and can scale up or step down as results dictate.
How quickly will I see results?
Early activity, prioritised target accounts, outreach and the first qualified meetings typically land within the first few weeks. Meaningful pipeline and commercial progression build over the following months. Because engagements are structured around clear milestones, you can see progress against agreed outcomes throughout, not just at the end.
What size of company is this for?
Growing technology and B2B businesses that have a real product and genuine market interest but lack dedicated, senior ownership of sales. That could be a scale up without a sales director, an established firm launching a new product, or a team needing cover during a transition.
What does it cost?
Engagements are structured as outcome based, time boxed investments, priced against the days committed and the results targeted, so the cost is clear up front and tied to value, not open ended. The right structure depends on your goals; that is the first conversation we will have.
Will you make us buy new software?
Almost certainly the opposite. Most businesses I meet are paying for too many overlapping tools. The usual outcome is a shorter list, a lower bill and a workflow your team actually runs.
Do you use AI yourself?
Yes, and efficiently. AI is superb at removing drudge work and terrible at building trust. I use it where it earns its place and never let it near the relationships that win you business.
What happens at the end of an engagement?
You keep everything built: a qualified, documented pipeline, the process and reporting behind it, people who have grown, and clear next steps for every live opportunity. Continuation is always earned on demonstrated results, never assumed.
