I’m a Board Advisor, Non-Executive Director and author of 𝗜𝗻𝗱𝘂𝘀𝘁𝗿𝗶𝗮𝗹 𝗦𝗲𝗰𝘁𝗼𝗿 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀.

I help organisations unlock value, recover performance and deliver lasting growth.

Many boards I work with are highly experienced in their domain.

I believe that’s also a risk.

Experience shapes our bias. 

I see boards naturally over-index on what feels “known”: 
𝘰𝘱𝘵𝘪𝘮𝘪𝘴𝘢𝘵𝘪𝘰𝘯, 𝘪𝘯𝘤𝘳𝘦𝘮𝘦𝘯𝘵𝘢𝘭 𝘪𝘮𝘱𝘳𝘰𝘷𝘦𝘮𝘦𝘯𝘵, 𝘤𝘰𝘮𝘱𝘭𝘪𝘢𝘯𝘤𝘦.

For example, technical boards default to technical solutions: 
𝘮𝘰𝘳𝘦 𝘦𝘧𝘧𝘪𝘤𝘪𝘦𝘯𝘤𝘺, 𝘮𝘰𝘳𝘦 𝘱𝘳𝘰𝘤𝘦𝘴𝘴, 𝘴𝘰𝘭𝘷𝘪𝘯𝘨 𝘴𝘺𝘮𝘱𝘵𝘰𝘮𝘴 (𝘣𝘦𝘤𝘢𝘶𝘴𝘦 𝘵𝘩𝘦𝘺 𝘢𝘳𝘦 𝘷𝘪𝘴𝘪𝘣𝘭𝘦).

The real opportunity may be more creative:
𝘌𝘹𝘱𝘭𝘰𝘳𝘪𝘯𝘨 𝘯𝘦𝘸 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘰𝘳 𝘳𝘦𝘷𝘦𝘯𝘶𝘦 𝘮𝘰𝘥𝘦𝘭𝘴, 
𝘳𝘦𝘧𝘳𝘢𝘮𝘪𝘯𝘨 𝘵𝘩𝘦 𝘱𝘳𝘰𝘣𝘭𝘦𝘮 𝘵𝘩𝘦 𝘤𝘶𝘴𝘵𝘰𝘮𝘦𝘳 𝘪𝘴 𝘢𝘤𝘵𝘶𝘢𝘭𝘭𝘺 𝘵𝘳𝘺𝘪𝘯𝘨 𝘵𝘰 𝘴𝘰𝘭𝘷𝘦, 
𝘭𝘦𝘷𝘦𝘳𝘢𝘨𝘪𝘯𝘨 𝘣𝘳𝘢𝘯𝘥 𝘢𝘴 𝘢𝘯 𝘢𝘥𝘷𝘢𝘯𝘵𝘢𝘨𝘦 𝘪𝘯 𝘮𝘢𝘳𝘬𝘦𝘵𝘴 𝘵𝘩𝘢𝘵 𝘩𝘢𝘷𝘦 𝘧𝘰𝘳𝘨𝘰𝘵𝘵𝘦𝘯 𝘪𝘵 𝘮𝘢𝘵𝘵𝘦𝘳𝘴.

My role is to help boards rebalance:

→ Discipline 𝘢𝘯𝘥 creativity
→ Governance 𝘢𝘯𝘥 growth
→ Managing risk 𝘢𝘯𝘥 backing bold moves

In practice, that means:

- Bringing an outside-in lens to challenge inside-out thinking
- Understanding if decisions are two-way or one-way doors
- Looking for asymmetric bets with fat-tailed upside

The simple way I frame it:

𝗟𝗲𝘃𝗲𝗹 𝟭 - 𝗖𝗼𝗻𝘁𝗿𝗼𝗹
Cost Discipline, Risk Management, Governance
Essential. Protects value. 

𝗟𝗲𝘃𝗲𝗹 𝟮 - 𝗣𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲
Op. Excellence, Capital Allocation, Technology (inc. AI)
Improves productivity and returns. 
Necessary, but still incremental.

𝗟𝗲𝘃𝗲𝗹 𝟯 - 𝗩𝗮𝗹𝘂𝗲 𝗖𝗿𝗲𝗮𝘁𝗶𝗼𝗻
Innovation, Growth Engines, Business Models
This is where trajectories change.

I help boards ensure L1 & 2 are solid,
then move deliberately and confidently into L3 -
with a strategy that is coherent across all three.

A primer on my experience:

- 15+ years across FTSE, private and family-owned businesses
- Investor readiness, sale preparation and due diligence
- Board-level strategy design across multiple industries
- Multi-year transformation leadership and governance
- Carve-outs and stand-ups of standalone businesses
- Business model and operating model innovation

If you’re navigating transformation, turnaround, or seeking bold growth, 𝘢𝘯𝘥 𝘸𝘢𝘯𝘵 𝘧𝘳𝘦𝘴𝘩 𝘵𝘩𝘪𝘯𝘬𝘪𝘯𝘨 𝘢𝘳𝘰𝘶𝘯𝘥 𝘵𝘩𝘦 𝘵𝘢𝘣𝘭𝘦, I’d welcome a conversation about how I can help your board drive value.

→ Message me here or reach out at Dan@DanMottram.com

Dan Mottram_

Michael Pedersen

Revenue Growth | Emotion-Based Brand Messaging To 3x Your Revenues | Bridging the gap between sales and marketing

High call-volume teams don’t fail from lack of skill.They lose performance across the shift when rough calls stack and recovery lags the next dial.Morning numbers are strong.Afternoons drift.DecideFast™ runs in the seconds after a call so performance holds from first block to last.No integration.No coaching.No training.No workflow changes.No IT involvement.Training happens before the shift.Coaching happens after the shift.Dashboards explain the drop once it already hit the numbers.Nothing protects the transition between one call and the next.That is the gap DecideFast™ fills.DecideFast™ shortens after-call transition so the day doesn’t slide as it progresses.Used in seconds.No management overhead.See after-call recovery live.No slides. No pitch.

CEO & Founder

Does your website convert? When was the last time you gave it a refresh? How does it compare to your competitors?

Your company website is your brand on the Internet. An under-performing and outdated website will cost you revenues. 

Let’s jump on a discovery call to see if we are good fit to work together 

Visit: www.AZNetmarketing.com or 
Email: mike@aznetmarketing.com

Most phone sales “burnout” isn’t burnout.

It’s compounding.

A rough call ends.
The rep logs it.
The dialer fires the next one in seconds.

➡️ Nothing clears what just happened.

By the third or fourth tough call in a row, tone tightens. Close attempts lose edge. Response speed slows just enough to matter.

Morning block looks strong.
Afternoon block drops.
Same script. Same leads. Same rep.

What changed?

Not energy.
Not motivation.
How fast they bounce back after a rough call.

If it takes 3-4 calls to get back to normal, the afternoon is gone.
If it takes 1, the day holds.

➡️ Training builds skill.
➡️ Coaching fixes patterns.
➡️ Dashboards show the drop.

But the real break point lives between calls, or more specifically after a rough one.

That’s where the afternoon is won or lost.

The gap is the 5-8 seconds after a rough call when the next dial starts and they're still carrying the last one. 

You don't need to make them better salespeople. You need to help them start the next call without dragging the last one into it.

➡️ 14-day, 25 rep contained pilot. 
➡️  Does afternoon output hold.
➡️  Email me: mike@decidefastbusiness.com

#insidesales #phonesales #salesmanagement

Mike Pedersen

High-Volume Phone Teams See Afternoon Performance Drop | Between-Calls Reset Software Prevents It | No Training. No IT. No Workflow Changes.

I spent an hour reading call center Reddit threads.

Reps aren't complaining about their CRM. They're not asking for more training. They're not asking for better scripts.

Here's what they're actually saying:
➡️ "We need 1-2 minutes between calls. This shit is not right."
➡️ "Back to back calls with no time to recover - even 5 minutes without one was rare, and when it happened I felt relieved."
➡️ "Our after-call time is 10 seconds. If we had 3-5 minutes between calls it would be way more bearable."
➡️ "Max allowed between calls is 4 seconds."
➡️ "I literally have 5 SECONDS between calls. It's hell."

The problem isn't the calls.
It's what happens between them.

Notice what they're NOT asking for: More coaching. More training. Better tools.
They need recovery between calls. That's it.

How long do we keep normalizing this?

🚫 A 100-rep team losing 30% output after lunch is burning $1.2M+ annually in wasted payroll. Same people. Same pay. 70% productivity.

Companies are paying for coaching platforms they don't use. Training programs they forget. Software they ignore.

🚫 Meanwhile, the actual problem costs companies $1.2M per 100 reps. Every year.

They pay for 8 hours, and get 5.5 hours of output. Every day. Every month. Every year.

➡️ 14-Day, contained tests. Your data. Your choice. Contact me if you want to stop normalizing this.

If your sales reps make 60 to 100 calls a day, read this. ⬇️ 

If you run a phone sales team, you already know this.

Mornings feel steady.
By mid-afternoon, you are pulling reps aside, calming people down, resetting tone.

You are not coaching skill.
You are managing carryover.

You've already invested in training and coaching. That's not the gap.

The gap is the 5-8 seconds after a rough call when the next dial starts and they're still carrying the last one. 

You don't need to make them better salespeople. You need to help them start the next call without dragging the last one into it.

➡️ 14-day, 25 rep contained pilot. 
➡️  Does afternoon output hold.
➡️  Email me: mike@decidefastbusiness.com

30–45% annual attrition in phone sales. 20–40% afternoon output decline.

Every year. Every floor. Industry-wide.

If a manufacturing plant lost 35% of its operators annually and produced 25% less output after lunch, the operation would be shut down.

In phone sales, it gets a line item in the budget.

Detection would follow measurement. If afternoon throughput consistently runs 20 percent below morning throughput, that pattern would be identified, named, and quantified. Not absorbed. Not averaged away. Named as a recurring condition with a measurable cost. 

Nobody caused this. Nobody's proud of it. But everybody normalized it.

The question worth asking isn't who's responsible. It's why the industry stopped looking for a solution.

I wrote something every phone sales leader should read — and pass to their CFO.

Read it here: https://lnkd.in/gT8ssJaE

What is rough call carryover.

Most leaders call it burnout.

Morning block looks sharp.
Afternoon block widens.
Same reps. Same leads. Same scripts.

What changed?

After a stretch of tough calls, hesitation between dials stretches.
Five seconds becomes eight.
Eight becomes twelve.
Across a team, that compounds fast.

That’s not exhaustion.
It’s rough calls accumulating.

Definition of Rough Call Recovery: The ability of a phone sales rep to return to normal pace and tone before the next dial after a rough call.

I wrote a breakdown on what it is and how to spot it in your numbers.
https://lnkd.in/gycdm6eq

If you are a phone sales leader and you want to stop your afternoons from crashing, there is a way. And it's not in your current tech stack.

➡️ 14-day, 25 rep contained pilot. 
➡️  Measure: Does afternoon output hold.
➡️  Email me: mike@decidefastbusiness.com

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