Randi-Sue Deckard 🔬

GTM Leader -Sales/Marketing/CS/Revops🔹Strategy 🔹$1-$100M B2B🔹SaaS & Services🔹Influenced $100M+ in Revenue🔹GirlzWhoSell Mentor & Advisor🔹Pavilion-Co-Chair DFW Chapter🔹Speaker 🔹Advisor🔹Future Author 📚☕️🐾

Why does a Scientist make an awesome Customer Obsessed Revenue Growth Leader? #TheLabMindset

I was literally trained to experiment. Be extremely curious. Test, Refine and iterate! 

Research like a boss and use system level thinking!

It builds resilience (failure = reiterative process to get the desired outcome).

Document like a boss - I was trained if it wasn't written in black ink it didn't happen. 

Data driven decision making. Look for patterns to determine the best "lever" to change.

Embrace Change - always looking for ways to improve productivity/efficiency which help me look at the end-to-end CX (hello, bowtie) and find ways to reduce cost to serve for sustained profitability. 

Process/Frameworks are critical - how else do you design an experiment? (for business =GTM- Revenue Architecture model)

Communication -lots of papers written and one of my ninja skills is simplifying the complex so anyone could understand!

Present my findings and get grilled - Objection & Rejection proofed because I proactively prepared and expected this to occur.

Here's a little bit more about the Professional Me:

Leadership Style 
-Servant Leader
-People first

Strategic & Data Driven Decision Leader
--work with executives & board
--cross functional collaborator
--manage and execute projects

Embrace Change and Being a Change Agent

Trusted Advisor both internally and externally. Love creating raving fans throughout the whole ecosystem.

Great communicator and ninja rapport builder from board - peers- team - customers

Builder
--Teams
--Startups
--New Business Units
--GTM 

Revenue Growth
 --new logo
-- customer expansion
--strategic partnerships
--M&A

Financial Acumen 
--Profitability through retention and sustainable repeatable processes (understand the business unit economics)
--P&L Ownership

Experience with professional services & software solutions

Optimizer and Fine Tuner with Iterative Process improvement mindset 
--applied to GTM, Revenue Architecture and Customer Relationship Management

Growth Mindset
--lifelong learner who's obsessively curious
--personal and professional books & courses
--active in professional communities like Pavilion

High EQ - great mentor/coach

Thought Leader
-podcasts, panels and speaker
-writer & future author

Strategic Advisor for GTM - obsessed about sustainable growth!
-$1-$60M in ARR

Ssh don't tell but I might have an espresso & chocolate addiction according to my hounds who are currently giving me sideye. ;-)

2025 Sprouts "25 Women in GTM" to watch 2024 & SalesIntel "Top 100 & 300 Women" Making an Impact in B2B SaaS

Executive Member and Co-Chair of DFW Chapter

Pavilion, formally Revenue Collective, is a private membership organization for commercial growth operators. Our community is designed to support the professional development of revenue leaders at high growth companies, facilitate the sharing of best practices, and serve as a trusted private community.

One door opens. And somehow, a few more appear.

Last year, I partnered with Empressa AI  to help teach a cohort of women the foundations of AI. I said yes because I care deeply about access, confidence, and women being part of the future we’re all building.

What I didn’t expect was what that yes would unlock.

Through that experience, I was granted membership in the The WIT Network. 

And last night in Dallas, I found myself in a room full of thoughtful, ambitious women doing a 2026 bingo-style vision board, dreaming out loud, together.

I finally met Cass Cooper, MHR  in person and connected with so many other incredible women. The kind of room where conversations feel easy, honest, and expansive.

For anyone who’s followed me for a while, you know one of my goals is to land a TEDx talk. No surprise that square made it onto my bingo card. 

What did surprise me were the side conversations that followed. Panel and women  groups speaker opportunities. Doors I hadn’t even knocked on yet.

It was a reminder I keep coming back to:

You don’t always know where a door leads when you open it.
But momentum has a way of introducing you to the next one.

So I’ll ask you what I’m asking myself today:
What doors are you willing to walk through even if you can’t see what’s on the other side yet?

Sometimes, one brave yes is all it takes.

#leadership #community #randispeaks

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I see this a lot especially with high performers.

You look around.
You scroll.
You compare.

And suddenly it feels like you’re behind.

Behind on titles.
Behind on clarity.
Behind on milestones you thought you’d hit by now.

Let me say this clearly: you’re not behind.

You’re exactly where you’re supposed to be.

Growth isn’t linear. Careers aren’t timelines you can “win.” And feeling a little lost? That’s not failure, that’s usually the signal that something new is forming.

You are enough right now, not just when you land the next role, close the next deal, or figure out the next chapter.

Every season has a purpose:
• The messy ones teach you
• The quiet ones prepare you
• The uncertain ones stretch you

So if today feels uncomfortable or unclear, take a breath.

It’s not a sign you’re doing it wrong.

It’s a sign you’re evolving.

Stop measuring your chapter against someone else’s highlight reel.

Trust the unfolding.
Keep going.

You’re not late.
You’re not lost.
You’re becoming.

#mindset #leadership

Texas is getting a little snow and freezing rain today.
And predictably… we’re all losing our minds.

Which makes sense.
We don’t have snow plows.
We don’t have the infrastructure.
We weren’t built for this season.

It reminds me of standing in Northern Ireland at the Game of Thrones studio, staring at the words:
“Winter is coming.”

Not as a threat.
As a warning.

In business, winter always comes too.
Markets shift.
Budgets tighten.
Deals slow.
Priorities change.

And the companies (and leaders) who struggle the most aren’t the ones hit by 🥶 they’re the ones who assumed it wouldn’t happen.

Preparation isn’t pessimism.
It’s leadership.

It’s building for business continuity.
It’s scenario planning when things are still calm.
It’s asking, “What breaks if the temperature drops?” before it actually does.

Texas isn’t broken it’s just optimized for summer.
And a lot of businesses are, too.

So as you’re sipping coffee this Saturday morning ☕️
Ask yourself:

👉 What season am I building for right now?
👉 And am I prepared for the one that’s coming next?

Because winter isn’t the problem.
Being unprepared is.

#leadership

Overthinking isn’t a thinking problem.

It’s a leadership one.

When leaders overanalyze:

 • Decisions slow

 • Direction blurs

 • Teams lose confidence

Great leaders don’t wait for certainty.

They decide, learn, and pivot when needed.

Movement creates clarity not the other way around.

Here's a clip from a recent conversation with Veena Ramaswamy. Catch the LinkedIn live replay here: https://lnkd.in/gJfB-Mdk

#leadership

Neil W.

CEOs call me when ok is not good enough - Fractional CRO @revenue•x | Founder @PORCH

Revenue is everything and nothing else matters.
Revenue solves all problems.  

But to get it in today’s market - it's all about execution. 
GTM execution is the only moat anymore. 

And if you don't know how or don't have a team that gets sh!t done, you are in a heap of trouble. 

Most consultants and advisors are full of ideas, but suck at getting things done. You don’t need more ideas. You need people who can lead and execute and get sh!t done.

Neil / weitzmanGTM provides hands-on and specific guidance to build your GTM function and revenue. 
Get sh!t done.

To learn more, check out www.weitzmanGTM.com or DM me.

--

I am also the Founder of PORCH - an exclusive club for international and immigrant entrepreneurs for the personal side of the journey (the stuff that accelerators don’t do). To learn more about the PORCH, check out www.porchcommunity.com.

--

I try my best to...
- Punch up and go high when others go low 
- Admit mistakes
- Follow logic and reason
- Stick to the POP principles (Passionate, Optimistic, Perseverance).
- Keep my 100% Say/Do ratio

Co-Founder and Executive Coach

Your blueprint for starting and growing your fractional or consulting business.

Being a salesperson in 2026 is probably the hardest job to have right now.
I've been in sales for over 2 decades now.                                                  

And, here's what I see people dealing with right now:

You need to hit quota, run perfect demos, qualify every lead, forecast accurately, personalize everything, and somehow build real relationships.

All while your buyer barely wanted to take the call in the first place.

And you're supposed to do all of this in 20 minutes.

Meanwhile:

Your CRM is a mess.
Your sales process doesn't actually work.
Your product barely works and people are not raving about it.
Your training was done once two years ago and never updated.
Your comp plan keeps changing every quarter.

And you're being told contradictory things every single day:

-"Be authentic" but "stick to the script" 
-"Focus on helping them" but also "close this deal by Friday"
-"Take ownership of your pipeline" but also "don't deviate from the process"

You're managing constant product updates, inconsistent messaging from marketing, pressure from leadership, and trying to stand out to buyers who've already ignored 50 emails just like yours this week.

No wonder good reps are leaving.
Not because they can't sell.

But because they're exhausted from trying to sell around a broken system instead of with one that actually works.

Here's the truth nobody wants to say:

Sales isn't struggling because reps aren't hustling enough.

It's struggling because too many companies are asking their teams to deliver complex deals at lightspeed with zero support.

I'm tired of pretending this is fine.
Reps don't need another "mindset" webinar.

They need:
-Systems that actually help them instead of slowing them down 
-Real training that's relevant to what they're selling today 
-Leaders who understand what it takes to close deals in this market

Stop blaming your sales team.
Start building something that sets them up to win.

🤙Neil Weitzman

Getting sh!t done | GTM Operator - Fractional CRO | Founder of PORCH

I know at least 4 people that have almost no money. The B2B LinkedIn world is great at celebrating wins but we can do more to help others. 

I recently read a story about a 15-year-old girl named Emma. 
Her mom was at the kitchen table crying over a $340 electric bill. Out of a job and broke with payday was a week away.

“Mom, what’s wrong?”
Emma's mom was honest and Emma just walked to her room, and came back and handed Mom $160 from her babysitting money.

"I’ve been saving for homecoming. But we need lights more.”
Mom broke down crying. 

The next day, Mom heard that Emma told her friends what happened. 
“My mom works two jobs and we still can’t keep the lights on. System’s broken.”

By end of day, many of Emma's friends had Venmo'd and Zelle'd $5, $10, $20 with messages like “My Dad went through this” and “We know how this feels"

Mom's pride wanted to refuse it, but Emma said, “Mom, they WANT to help. Let them.”

The electric bill got paid. The lights stayed on. 
Emma taught us that asking for help isn’t weakness. It’s human.

This evolved into the "The Utility Club" - teens with part-time jobs donated $5 or $10 a month into a pool and when someone's family hit a crisis the pool gave them the money. No questions, no shame. Anonymous.

Apparently this has grown and helped dozens of families in need. 
Bad things happen to good people all the time and its nothing to be ashamed of. 

---

This got me thinking about the B2B community - founders, sales reps, GTM professionals

For all the excitement and $, it's tough as hell out there.
- Founders often bootstrap and barely survive. 
- AEs / BDRs lose their jobs often and its hard as hell to get news ones. 
- CROs and CMOs job tenure is short. 

Your LinkedIn feed is full of "Open to Work" banners. 
Behind polished headshots are founders and sales and marketing pros sitting in the dark wondering how they are going to get through the next month.

If you don't know the feeling of not knowing where your next $ is going to come from, you are one of the few. Count your blessings. 

Sometimes the best of us need a hand up during a time of crisis. 

Hunter and I and our PORCH 💚 Foundation (Not For Profit) have decided to do something to help.

LAUNCHING SOON.
Stay tuned.
Reach out if you want to help.

I’m happy to share that I’m starting a new position as fCRO at Forward Arrow Solutions + Technology!

I have a list of over 400 incredible GTM experts who are all available to help you.

I am one of the Chairs of the Fractional, Consultant, Advisor community at Pavilion (it is one of the honors of my career), and we built a list of these experts.

We did this to help our community of Founders/CEO who might need some help in a specific area. It was used many times. 

The list includes:
• 3 biggest Superpowers
• 3 things I get asked about often, but I do not do well?		
• Name	
• LinkedIn profile
• whether they are a fCRO, CMO, Advisor, etc.
• Vertical/ Industry Specialty
• Their ICP
• Time zone they live in

While we are no longer maintaining this at Pavilion, I am personally keeping it going. 

So..

- If you are a CEO/Founder who needs help but aren't sure where to go, DM me. I might know who can help you.

- If you want to be in the list and are a Fractional Executive (CRO, CMO, COO, etc and has sat in the those seats prior to going fractional), DM me with the info above and I can add you.

Getting sh!t done to grow | GTM Advisor - Fractional CRO / Operator | Founder of PORCH

The other day I was thinking about all the times my kids asked me to play…
and I said yes.

Not because it was convenient.
Not because my calendar was clear.
But because I knew those moments don’t come back.

Back then, I didn’t make excuses. I didn’t hide behind meetings or pretend urgency. I just closed the laptop and went.

Now they’re older and more independent. Then don’t need me much. 
They are less likely to ask.

And that’s the part no one warns you about.
You spend years grinding for “someday.”
Then someday arrives… and the window you ignored is already closed.

I’ve spent a lot of time around founders and revenue leaders, as a fractional CRO, I see this pattern constantly.

We’ve built this weird culture where people think being busy and unavailable equals being productive. “Im sooo busy!”

I don’t believe in that.

Success that costs you your relationships isn’t success.
And leadership that requires people to hide their lives isn’t leadership.

So here’s how I think about it now, both as a parent and as a fCRO:

Do the work.
Do it well.
Take responsibility.

And when your kid asks you to play… you go.
Pick them up from school. Have lunch with your parents.
Call your mother. Take the random Tuesday afternoon off and go for ice cream.

Life isn’t something you squeeze in after the work is done.
It’s the whole point of doing the work in the first place.

If this year is about anything, let it be this:
Build a career you’re proud of and a life you don’t regret living.

I am partly saying this to remind myself - I’m far from perfect and spent way too much time working when I was younger and often still do. 

I want this to be my obituary.

If you’re a sales rep with a “busy” pipeline and no closes, read this.

That moment where you should’ve asked:
- about budget
- about decision-makers
- about real urgency
- about whether this deal should even exist

Instead, you stayed “polite.”
You stayed “helpful.”
You stayed busy.

This is Sales Ducking.

Sales Ducking is when you avoid the hard conversations and replace them with safe activity.

It looks like:
> sending another follow-up instead of asking for a decision
> doing “more research” instead of making the call
> updating CRM instead of qualifying the deal
> letting prospects “get back to you” without a timeline

You feel productive.
But nothing actually moves.

Why Sales Ducking is dangerous:

Pipelines look full but aren’t real

👉Deals stall late
👉Forecasts miss
👉Reps stay stressed and confused

Not because they’re bad at selling.
But because they avoided clarity.

Here’s how to stop Sales Ducking:

• Ask the uncomfortable question early
• Qualify harder than you pitch
• Disqualify faster than you follow up
• Treat clarity as kindness, not confrontation
• Remember: avoiding friction now creates pain later

Top performers aren’t smoother talkers.
They’re braver ones. They don’t duck. They lean in.

If this hit a little too close to home, you already know which conversation you’ve been avoiding.

That’s the one to have next.

Founders, let's be honest - You’re not the product. 2026 didn’t ship a new version of you.

You didn’t become a better CEO when the clock turned 12 on new years eve.
Your GTM didn’t fix itself because you said “this is our year” in an all-hands.
We need to stop posting "new year new me" and start doing the boring work that actually drives growth.

If your sales motion was sloppy in December, it’s still sloppy in January.
If your pipeline math didn’t work last quarter, the date didn’t repair it.
If you avoided hard conversations, the calendar didn’t suddenly give you courage.

Real growth is about repeating the same uncomfortable actions until they stop feeling uncomfortable. It’s kind of boring. 

Serious CEOs spend more time executing than announcing.

They don’t just say “we’re going to be more disciplined this year.” 
They show it in tighter forecasting, more focus, better discovery, and fewer pivots.
They don’t just rebrand. They change behavior.

If you want to improve, start fixing fundamentals.
Stop planning and start taking action.

Founders who win don’t wait for motivation.
They are disciplined operators, even when it’s boring and hard, and even when nobody’s watching.

Revenue doesn’t care about your mindset post.
It responds to consistency, clarity, and execution.
It responds to Getting sh!t done!

Don't work so hard to be a unicorn Founder that you become a donkey of a Dad or Mom.

7 years ago I became a founder and nobody told me these 7 critical lessons. 

When I started weitzmanGTM I didn't have much of  a plan.

I had confidence in myself and a belief that an honest direct get sh!t done approach was what CEOs needed. Not more advice. 

What I didn't expect? The lessons that came with it

Here are 7 real lessons from 7 years as a fractional CRO:

1. Most CEOs don't have a sales problem. They have an execution problem.
I've walked into companies where the CEO says "fix our sales team" and within a week you realize the real issue is no clear ICP, broken messaging, and no system to track the business. 

2. You can't fractional your way into a mess. 
I took on a client who wanted results but wouldn't give me access to their Slack, or team or data. I walked away, best decision I ever made. If a CEO isn't ready to let you in, you can't help them. 

3. Saying no is your superpower
I turned down a deal that would've been my biggest retainer. The founder wanted me to implement a sales process I knew wouldn't work for their business. They went with someone else, the company shut down 8 months later. Your reputation is built on the clients you don't take

4. Speed matters more than polish
One of my best engagements started with a CEO who said "I don't need perfection, I need progress.". We ran experiments fast, some worked, some didn't, but we learned quickly. The companies that win aren't waiting for the perfect plan. 

5. Fractional isn't about being part-time
Being a fractional CRO means you need to move faster, make bigger decisions with less time, and leave behind systems that work without you. It's harder than full-time in many ways, not easier. 

6. Your network is everything
I've closed deals because someone I helped 3 years ago recommended me. This business runs on relationships, period.

7. The work is worth it.
There are hard days but its rewarding as hell when you get a message from a CEO saying 
"we just closed our biggest deal ever" or "you changed how we think about sales" or just
“Thank you”.

I do everything in my power to help them succeed. It’s not a “scope of work” where every new question means a contract change. I treat their business like their baby. No, I treat their business like my baby. 

weitzmanGTM turns 7 in 2026. To every CEO or Founder who trusted me and let me get my hands dirty, and every person who referred someone my way - love.


More GTM insights here: https://lnkd.in/eN7BWyJb

This person needs some help. Help them ✴️ Claudia Roussel!

ON Midnight to Millions we had someone who was overwhelmed by their manager's demand for "volume with quality". 

It's "humanely impossible and draining to research 100 accounts and send 100 hyperpersonalized emails in a day. 

Claudia broke it down in her chat with me and 🏄🏼‍♂️ Scott Leese 


P.S this and more from our Midnight to Millions 24 hour event 
https://lnkd.in/eHdbNqRf

More GTM insights at GTM or GTFO: 
https://lnkd.in/eN7BWyJb

GTM is tough as hell out there and execs are exhausted and hungry. Exhausted by all the bullsh!t and hungry for real discussion and real connection. 

- AI this and AI that
- too many tools, too many surfaces
- not enough human in the human anymore
- guaranteed ROIs
- quality vs quality
- 87,432 new tools that i should for sure use

There is more noise than there has ever been. 

This is how you break through the nose;
Actual human discussion (go figure)

The Mission: The GTM playbook is being rewritten in real-time.
I am bringing together 25+ of NYC's top GTM execs for a curated and tactical dinner. We will dive deep and learn from each other. Attendees will share;

↗️ EXPAND - what are you doing more of in '26

✅ ENDURE - what’s working and you will continue to do

☠️ EXPIRE - ruthlessly cutting legacy tactics that no longer serve us.

This isn't a passive networking event. 
Sure attendees will get an awesome free dinner, new relationships and learning, but...

they also need to add some value 😃. 

Attendees will receive a bit of pre-work to prepare for a moderated discussion

​The Details:
• ​Who: Executive level GTM Leaders (Founders, CROs, CMOs, Sr. RevOps) from Seed to Series E.
• ​When: March 10th
• ​Where: New York City (Venue TBA)
  
Let me know if you want in... 
APPLY here to join the waitlist: https://luma.com/ouy0zxow

Just smart people, great food, and honest GTM dialogue.

Partnering with a few amazing companies and leaders who will be there with me.

Pod - Patrick Monnot 🐙 
QuotaPath - AJ Bruno Ryan Milligan 
Aligned - Meredith Chandler 
INLAB - Alex Fram-Schwartz

For a long time I thought “good sales skills” meant sounding polished. Professional tone. Carefully chosen words. That voice we all slip into when we want to be taken seriously.

And for a while, it felt safe.
But it didn’t work the way I hoped.

The more I tried to sound like a salesperson, the more distance I created.

Buyers answered carefully.
Conversations stayed on the surface.
Everything felt… guarded.

What changed wasn’t a new framework or a better question.

It was the moment I stopped performing.

I slowed down.
I spoke like a human again.
I reacted honestly instead of perfectly.
I admitted when something didn’t make sense.
I listened without rushing to the “next step.”

And something shifted.

People relaxed.
They opened up.
They shared what was actually going on, not just what they thought they should say.

Not because I suddenly became better at selling.
But because I stopped trying to sell and started trying to understand.

Here’s the uncomfortable truth most people don’t say out loud:

Sounding “professional” is often just a shield.
A way to protect yourself from being judged.
A way to hide behind technique instead of showing up as yourself.

But buyers don’t connect with polish.
They connect with presence.

They want to feel seen.
They want to feel heard.
They want to feel like the person on the other side actually gets it.

Some of my best conversations happened when I let go of being smooth.
When I showed up imperfect.
When I trusted that being real was enough.

Sales works best when it feels human.
Because at the end of the day, that’s all it is.

Two people trying to understand each other.

And when you get that right, everything else gets easier.

I was talking with a CEO (well known brand, company >$100M) who asked me "What's the biggest mistake you see in GTM right now?"
I didn't hesitate.

"Most companies think they're selling. They're not. They're just annoying people who aren't ready to buy yet."

He looked confused.

Him: Wait, isn't sales how we make money?
Me: Nope. nurturing is how you make money.

Here's what I mean: 
At any given moment, only about 3% of your market is actually ready to buy.

The other 97%?
Half don't even know they have a problem  
40% know they have a problem but aren't doing anything about it 
7% are researching and figuring out who to trust

Most GTM teams treat all prospects like they're in that 3%.

They send the same pitches, the same follow ups and the same tricks. 
They pester people until they get annoyed. 
Then wonder why deals don't close.


People hate being sold before they feel understood.

Revenue doesn't come from pushing harder. It’s from showing up early, being helpful, and staying visible without being annoying.

The top companies right now aren't closing better. They're nurturing better.
They build trust quietly while everyone else is sprinting after quick wins.

So by the time someone's ready to buy, the choice feels obvious.

If your GTM strategy only works when someone's ready to buy today, you don't have a sales problem. You have a nurturing problem. Fix that and everything changes.

The CEO's response?
"Can you talk to my VP of Sales and my CMO about this?"


More GTM insights here: https://lnkd.in/eN7BWyJb

Hot damn. Your sales stack is probably costing you deals.

Not because the tools are bad.
Because they don't talk to each other.Because it takes way too much time to learn them 
Because it takes way too much time to tab switch constantly
Because your reps are spending more time managing software than building relationships.

We need to stop playing tech Jenga with our sales stack.
Too many tabs. Too much breakage. Too little selling.

Here’s exactly what I would do for the next company I work with:

1. Kill the tab circus
→ Prospecting in one tool
→ Sequencing in another
→ Dialer somewhere else
→ CRM to log it all
→ Meeting notes scattered everywhere

I’d stop having reps spending 3 hours a day just switching contexts. 
I’d use one tool to do it all. Yes there isn’t one tool that is perfect at everything but the efficiency and time savings to allow my reps to focus on more human discussions and less admin and data work is HUGE!

2. Stop paying the integration tax and the “swivel chair workflows”
→ No more RevOps team acting as API mechanics
→ Fixing broken syncs
→ Chasing missing data
→ Building workarounds for workarounds
→ No more copy-paste between tools
→ No more "did I log that call?"
→ No more losing momentum switching apps

Make sure everything flows.

3. I’d make sure I gave AI actual data to work with
→ Ensure data was cleaned at the start - put the work in
→ No more data trapped in 8 different places
→ No more Context lost between systems

Use one AI system that can actually see what's happening - everywhere.

4. 95% of my reps time MUST be focused on selling
→ Old School Tools: 40% of reps time on admin, data/tech work of one type or another  
→ New Tools: Auto-logging, research done for you, smart follow-ups, deal summaries

Take the team from data entry clerks back to revenue generators
I have changed my mindset 
From - choose the best tools in every category (end up with 10 tools)
To - choose the tool that can do everything you need in the quickest and most efficient way

Ultimate Goal = maximize sales reps time in CONVERSATIONS.

I'm playing around with Reevo and geez louise, I'm going to recommend this hard to my next client. 

𝘞𝘩𝘢𝘵’𝘴 𝘵𝘩𝘦 𝘮𝘰𝘴𝘵 𝘢𝘯𝘯𝘰𝘺𝘪𝘯𝘨 𝘱𝘢𝘳𝘵 𝘰𝘧 𝘺𝘰𝘶𝘳 𝘤𝘶𝘳𝘳𝘦𝘯𝘵 𝘴𝘢𝘭𝘦𝘴 𝘵𝘦𝘤𝘩 𝘴𝘵𝘢𝘤𝘬?

There is a big logo deal I still think about years later. Talking to the right person. Multiple great calls. All the signs pointed to WIN. But alas…

It just slowly stopped moving.

No dramatic loss, no competitor announcement, no clear no. Just longer gaps between replies, softer language around timelines, and eventually silence.

At the time, I told myself the usual things.
“They went dark.”
“Budget probably shifted.”
“Timing changed.”
“Maybe they didn’t like my jokes”

But the truth is, I did not actually know what happened.

Looking back the signals were there. 
A stakeholder quietly stopped joining meetings. 
Next steps became vague instead of concrete. 
“We will get back to you” 

Momentum faded quickly and I was too far in to see it. 
Hello happy ears (happens to the best of us!)

That deal did not die overnight though. It drifted.

That goodness for technological progress. 

Tools like Pod can help me, no, TELL ME what is going on with my deal. 
It tells me what I have missed and it tells me how to actually win the deal

Even the best salespeople get happy ears and make mistakes.
If you are one of the best - tools like this can help you get 15% better.

If you are NOT one of the best.. and not using POD. 
Well, I wouldn’t want to be ya.

Data used properly provides the clarity you need when it matters. 


P.S Super proud to be an Advisor to Patrick Monnot 🐙 and POD. 
P.P.S this is NOT the guy who I lost the deal to - Paul Cushman he would never beat me in a sales challenge!

I audited a sales team and found a 12% invisible tax on their $2M payroll. It wasn't taxes or benefits. It was the cost of elite AEs acting like private investigators.

Most CROs try to fix a revenue miss by hiring more people. 

But adding more "input" to a high-friction system doesn't lead to more revenue, it just leads to more expensive waste.

When I review a growth forecast, I don’t just look at the quota. I look at the Unit Economics of Effort. 

Most CROs focus on the "Front-End" (Hiring) or the "Back-End" (Closing). But there is a silent middle-market tax that destroys most plans before the quarter even has a chance to get started.

I call it the Friction Tax.

When’s the last time you asked your team how much time they spend looking for data to help them do their job? 

Or even worse, are they even looking? 

Maybe they are just using the 7 month old emails and phone # 's in your CRM that hasn’t been maintained?

How to calculate the friction tax your org: 

If you have 10 reps and each spends just 1 hour a day cleaning data, guessing emails, or hunting for a mobile number, you aren't just losing "time."

• That’s 50 hours a week.
• 200 hours a month.
• That is the equivalent of 1.25 full-time Ghost Reps you are paying for who will never close a deal.
  
As a leader, you are paying a 12% tax on your payroll just to access the market.

I used to think hustle solved this. Wrong. Systems solve this. 

I’ve been diving into the FullEnrich philosophy, which shifts the burden from humans to infrastructure. By automating the access layer (finding the right person, the right email, the right phone number), you reclaim those ghost reps. 

PLEASE DON’T
Ask your team to “work harder”
Pay the invisible friction tax in 2026. 

GTM is hard enough. 

Is your team paying a Friction Tax right now? 
Get confident in your messaging and then go look at your "Activity vs. Connection" ratios. The answer is in the gap.

P.S Much rather take your rep and prospect to a game then spend that time investigating contact data that works :)

My LinkedIn profile generates millions and yours can too. 

I am rich. 
If you want to be, I'm giving you my playbook for FREE

Comment GET RICH and I will personally send it to you. 

Most LinkedIn profiles are glorified CVs. 
They list jobs but, well basically, they just suck. 

Even super popular people suck and they are losing leads because they don't know how to optimize their profile like I do. 

I've built the best profile in the world and it achieves three things:
1) Generates 3 lead a minute for my business
2) Gets an average of 4 different people a week asking me to go to dinner with them
3) Sends people to the best newsletter in the world


The results are huge: 
✅ I have too many clients and I am rich as hell
✅ I have dinner out 3 times a week and I never pay
✅ My newsletter crushes and is growing at 352% growth week over week


These are the exact steps I use to turn dumb visitors into money 
✅ My About Section is perfectly written an exudes TRUST 
✅ My banner is better than a Nike ad. 
✅ My AI cartoon image is Pitt and Clooney combined
✅ When people DM me, I dont reply for at least 3 DM's becausse this shows Im super cool and wanted (always play hard to get!)

Do you want to be this cool?
Do you want to be rich?

Comment get rich and I will send you the secret tips. 


♻️ Repost to help your network make the most of their LinkedIn presence.

P.S 𝘴𝘦𝘦 𝘩𝘰𝘸 𝘢𝘣𝘴𝘰𝘭𝘶𝘵𝘦𝘭𝘺 𝘳𝘪𝘥𝘪𝘤𝘶𝘭𝘰𝘶𝘴 𝘵𝘩𝘪𝘴 𝘪𝘴 - 𝘴𝘰 𝘮𝘢𝘯𝘺 𝘓𝘪𝘯𝘬𝘦𝘥𝘐𝘯 𝘱𝘰𝘴𝘵𝘦𝘳𝘴 𝘴𝘰𝘶𝘯𝘥 𝘭𝘪𝘬𝘦 𝘵𝘩𝘪𝘴. 
𝘚𝘵𝘰𝘱 𝘸𝘪𝘵𝘩 𝘨𝘶𝘢𝘳𝘢𝘯𝘵𝘦𝘦𝘥 𝘙𝘖𝘐 𝘣𝘶𝘭𝘭𝘤𝘳𝘢𝘱 𝘢𝘯𝘥 𝘱𝘳𝘰𝘮𝘪𝘴𝘦𝘴 𝘺𝘰𝘶 𝘤𝘢𝘯'𝘵 𝘬𝘦𝘦𝘱.

Bills. 💔


Crying all morning. 
Could barely get out of bed. 
Feels like the world is against us. 
Anyone who feels that was a legit loss deserves to be punched in the nose. 

Go Pats.

Stop blaming your sales team for failing. You might have set them up to fail.

Salespeople aren’t failing because they’re lazy, unmotivated, or bad at their job.

They often fail because they’re being asked to drive without a GPS.

In 2026 MORE won’t help.
More calls. More emails. More pressure.
That era is done.

You can’t just tell reps to “push harder,” or “figure it out.”
That’s not leadership. That’s hope.
That’s not coaching. That’s giving orders.

What I see instead:

Reps handed a quota without clarity
Tools that slow them down instead of helping them win
No real ICP definition
No shared language for discovery
No system for learning
And then shock when results don’t show up

Here’s the uncomfortable truth:

If all the reps are struggling, it’s rarely a talent problem.
It’s a system problem.

High-performing sales teams don’t happen by accident.
They’re built.

They have:
• Clear positioning and ICPs they actually believe in
• A repeatable sales process that removes guesswork
• Coaching that improves decisions, not just activity
• Tools that reduce friction instead of creating admin work
• Leaders who fix the system before blaming the people

Blame creates fear.
Fear kills performance.

Growth comes from clarity, consistency, and support.

If you want better results, break the blame cycle.
Build a growth cycle.

Your sales team doesn’t need more pressure.
They need a system that helps them win.

That’s how revenue becomes predictable again.

Managing is NOT coaching. 

They are "completely different".  Day-to-day management of someone's career is not coaching.

Coaching is about teaching someone to fish not giving them the fish.  Asking questions to help them figure things out themselves. 

Telling someone exactly what to do is not coaching  - that's giving direction. 

The true purpose of coaching is to help people figure out what they did right and wrong and to come to their own solution.


P.S a clip from our Midnight to Millions 24 hour event 
https://lnkd.in/eD2KSk9i  

More GTM insights at GTM or GTFO 
https://lnkd.in/eN7BWyJb

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