Helping Companies Drive Revenue Through Relationships & Partnerships | Demand Driver | Content Creator | Sales Execution & Community Strategist

Growth starts with unlearning what no longer serves.



I move with principles, not permission, because building momentum beats waiting for a green light.

Sales is where I started and where I built the foundation I still lean on today. I’ve sold both product and service, worked across SaaS and tech, and landed in roles that naturally sit between sales, marketing, GTM, and partnerships. Not by job title…but by instinct.

I founded The Revenue Table to bring that mindset into motion. A space where connection leads to growth, ideas become execution, and trusted relationships drive results. It’s never been about doing things the “right” way- it’s about doing what works right now.

I’m at my best when I’m building strategy that becomes action. Helping teams meet the market where it is, not where it used to be. When messaging connects to both the top and bottom line, and campaigns, communities + partner ecosystems move together to create real pipeline.

Partnerships have always been part of how I operate. I live at the intersection of people and opportunity. I build trust quickly, stay close to the ground, and bring the right people together to move things forward.

I’ve supported startups + global orgs with outbound campaigns, nearbound strategy, and demand plays that get seen, heard, and remembered. It’s not about being everywhere- it’s about showing up where it counts, with clarity and intention.

Highly competitive against myself, I was a walk on D1 basketball player at Ole Miss. That experience shaped how I lead: earn it, show up fully, and finish what you start. That mindset still drives how I move.

What keeps me grounded? My two daughters. They are my why. I don’t want them to hear what I might do, I want them to see what it looks like to lead with intention and choosing action over inaction every time. 

What I specialize in:
• GTM strategies: idea → execution
• Messaging that creates clarity + movement
• Campaigns tied to timing, intent + conversion
• Community and partner-led demand
• Sales <> marketing alignment built on trust
• Outbound + nearbound motion with relevance
• Content + event plays that create engagement
• Relationship-first growth that scales

I lead with EQ and back it with execution…long term growth starts with how you show up.

Angel investor: 
• Lavender
• Vengreso

Reach me: amelia@ameliataylor.co / DM
Collab: https://app.limelighthq.com/p/amelia-taylor

Amelia Taylor

Most life changes don’t happen because someone finally has clarity…
They happen because someone finally has the capacity (or opportunity).

Most people aren’t procrastinating-
They’re protecting what little energy they have left.

For a lot of us, growth doesn’t stall because the desire disappears-
It stalls because timing feels unforgiving.

Careers demand more…
Families need more…
Mental load compounds quietly…

So, progress gets postponed.

Not dramatically-
Logically. 

Listen to this:
More than one in three college students have considered stepping away from their degree

Why? -> Emotional stress is one of the biggest reasons.

Not lack of intelligence.
Not lack of discipline.
But, capacity.

That’s why I pay attention to partners who understand that forward motion doesn’t have to be loud to be real…

National University is built for learners who are balancing ambition with real life, which is why I’m a proud partner of theirs too. 

1/ Flexible 4 and 8 week online courses
2/ Monthly admissions
3/ Support that recognizes you’re a whole human, not just a student

And…
Right now? = they are offering 
The ‘Year of You’ scholarship which grants recipients  up to $6,000 annually toward a bachelor’s or master’s degree. (Huge)


If this year feels less about reinventing yourself
and more about choosing something that actually fits your life

Learn more here ➡️ https://bit.ly/4sFkAHk


(ps…sometimes the next chapter starts when you stop waiting for the right time)

Driving Growth Through Unorthodox Strategies, Living in Market & Creating Relevant Content | Turning Relationships into Revenue & Conversations into Conversions

80% of outbound messages fail for one reason: bad timing.

Not copy.
Not volume.

➡️ Timing.

Most outbound today feels busy, expensive, and invisible-

Here’s the shift that changes how modern teams think about meetings, pipeline, and outbound that actually works…


You don’t need more volume.
You don’t need more steps.


You don’t need bigger lists just to get ignored.

Instead, stop guessing and start waiting for intent.

Not ‘vibes’…
Not “they seem like a fit”

Actual buying behavior.

-Someone viewed your LinkedIn profile
-Engaged with a relevant post
-Visited key pages on your site
-Started comparing vendors
-Changed roles or joined a scaling team

That’s when outreach stops feeling like spam.

Because timing turns messages into conversations- 

Here’s what runs behind the scenes in an intent-led workflow…

A signal gets captured instantly:

-Their info gets enriched automatically (email, phone, role)
-The account gets scored based on fit + activity
-The best channel gets selected (email, LinkedIn, phone)
-A contextual message goes out while the signal is still warm

No tab hoarding, if you will…
No list-building maddening marathons…
No “I hope this lands” ridiculous energy…

Just relevance → delivered fast.

The lie we were sold is that “more activity equals more pipeline” (big miss) 

This is how high-performing teams quietly operate

Most teams are still stuck in the old game:

1/ more volume

2/ more sequences

3/ more noise

But, buyers upgraded. 

They ignore generic…
They punish irrelevant…
They reward timing…

If your outbound relies on hope, I assure you, it’s already broken-

Intent-led outbound isn’t louder.
It’s sharper, 100%.


Comment “Tool” if you believe timing matters more than volume 👇🏼

Brand partnership • Driving Growth Through Unorthodox Strategies, Living in Market & Creating Relevant Content | Turning Relationships into Revenue & Conversations into Conversions

Most resolutions fail
not because people can’t
but because they don’t


They say it out loud
They mean it in the moment
Then life asks for follow through

I’ve lived it
Both sides of it.

Doing what I said I would
and trusting others to do the same
only to learn more than once
that proximity doesn’t equal reliability.


That’s where I learned what trust actually is
- not intention
- not closeness
- not words said at the right time

Consistency.

The sad reality?
-> to over promise and under deliver
is so easy for most to do. (Too easy)


Time doesn’t reveal intentions
It reveals patterns
Especially in the people closest to us…
Including me.

I’m not perfect, goes w/o saying

But legit awareness sharpens things
It strips the noise
It turns gray into black + white
It shows you the main thing…
and how often we avoid it.


If you want this year to go differently
don’t say you can
if you already know you won’t- don’t


Say less.
Do the thing.
Let time and actions do the talking.

So be real for a sec…
What are you hoping people
don’t notice you didn’t do
because saying it felt easier than doing it?


(big ps…the realist of real kind trust isn’t announced it’s remembered)

Huge W for the entire ConnectWise team! Big things to come…🔥

We’re ushering in the Age of Autonomous Service with the acquisition of zofiQ 

zofiQ is an agentic AI company purpose-built for high-volume service desks, and we’re excited to bring its technology into the ConnectWise Platform. 

zofiQ AI agents embedded in ConnectWise PSA help MSPs resolve more tickets with the same team, deliver more consistent service, and unlock capacity for higher-value customer work 

This goes beyond AI that makes recommendations. It’s AI that steps in and takes action, grounded in the data teams rely on every day. 

👉 Read the full announcement: http://ms.spr.ly/6040Q6hvj  

#ConnectWise #MSP #AgenticAI #PSA #ITServiceManagement #AOAS

This is truly foundational…

Love seeing such up and to the right disruption (in the very best of ways) that Listen Labs is making happen right now- 

Huge congrats, team! 🙌🏼🥂

One year ago, we were a team of 5 with almost no revenue. Today, we have raised $100,000,000, from Ribbit Capital, Sequoia Capital, Evantic Capital, Conviction, and Pear VC. This is our story.

When Alfred Wahlforss and I worked on our previous startup, we heard this slogan over and over: “write code, listen to users”, that’s how the best companies are built.

Now, with $100B+ invested in AI-coding models, it seems clear that “writing code” will be commoditized sooner rather than later. The differentiation will no longer be your technology, but how well you understand your customer.

Once we realized this in 2023, we became obsessed with helping companies understand their customers. The first 2 years were tough, models were unreliable, customers were skeptical of AI and our value prop unclear.

But everything changed in 2025, we launched key initiatives, won customers and have closed record number of customers every month.

Since then momentum has compounded. We’ve grown revenue 15x in the last 9 months, have reached 8-figures in ARR and have interviewed over 1 million people through Listen.

There was not one magic unlock that made Listen work. It’s been the day-in day-out listening to customer, and making the product 1% better.
Today we help companies like Microsoft, Sweetgreen, Canva and hundreds more better understand their customers.

If you’re excited about helping all companies listen better to their users - and want to work on hard problems with an incredibly talented team - we’d love to hear from you.

Now, back to listening.

SaaS fractional Chief Revenue Officer | Entrepreneur

I've been fortunate to serve many roles throughout my career which started in the back office of Wall Street and progressed into product management and new product development, which was a code word for sales.  As an intraprenuer, I developed the skill to sell solutions sketched out on a white board. 

This skill set brought me to Silicon Valley where I excelled working with SaaS startups.  As my skills evolved to a repeatable process, I worked with larges and more established tech companies as a consultant.

I've reached that point in my career where success is defined by not only results but also the process of developing skills in others.  To that end, I take great pride in developing the skills of others and attempt to instill that passion in all managers.

🍷 🍇 Chris DeNoia

6 weeks to hit quota. 4 months later, we're pacing to 3x it. 

All while working 10 hours a week.

This case study captures what happens when you combine customer discovery principles with disciplined sales execution. Working with Raven Health has been a masterclass in building pipeline velocity in healthcare SaaS without needing a full-time headcount.

Richard B. Wagner has built something special here - a team that genuinely lives the "1% better every day" mantra. When you see Kelli Fawver, Christina Ciccone, and Beth Sullivan in action, you understand why culture compounds. 

Now we're hiring 2 new AEs to scale what's working. 
Well, one, the spot been filled. 

Full case study from Fractional Jobs

🧘 Chris DeNoia

SaaS Chief Revenue Officer | Entrepreneur | Lean Startup Expert

Open article: Case Study: The Fractional Sales Leader that Hit Quota in 6 Weeks by fractionaljobs.io

Case Study: The Fractional Sales Leader that Hit Quota in 6 Weeks

Looking forward this CRO Executive RoundTable with Derek Sather and Warren Zenna

The last one was a hoot! 
Fireworks and all.

Partner | Chief Revenue Officer | SaaS | Private Equity | NRR / ARR Growth Specialist

25 CROs in San Francisco. 

January 21st. 

No pitches, no panels—just honest conversation about what's actually broken in our role -

and what to do about it. 

We're discussing:

- Why CROs get fired faster than any other C-suite role
- The revenue responsibility/authority mismatch nobody talks about
- How to stop being the scapegoat when the product isn't ready

The CRO Roundtables aren't just networking events. 

We curate a room full of peers who understand why this role is so damn hard.

and have constructed a dialogue framework that goes deep and delivers actionable value. 

Limited to 25 people. Invite-only. 

For currently appointed GTM Operator/Leaders at companies above $25m in ARR. 

Comment or DM if you want in.

Earlier in the month, I wrote how important it was to celebrate first wins.
https://bit.ly/4k1iH3U

Well, on Day 7 in her new AE role, Kate Dunlea closed her first Opportunity for Raven Health.  What an amazing accomplishment!  

She did the qualifying and the closing, with a sales engineering assist from CEO Richard B. Wagner  We're very excited and thrilled she in on board.

Can I get a woot woot?

I just got this email from a CEO: "the amount of demo volume we've had come in has spiked since Chris arrived, and I've had to start taking a dozen or so demos a week to help the team. Great problem to have!"

Just 3 months ago, Raven Health had a broken Sales team with a poor close rate. The change? Raven Health hired the right Fractional Head of Sales.

A huge congrats to 🧘 Chris DeNoia, the above Fractional Head of Sales, for an epic performance these last few months with Raven Health. And congrats to Richard B. Wagner and the Raven Health team for solving this growth challenge.

The backstory: Raven Health, an early-stage healthtech, approached Fractional Jobs back in September about wanting to try a Fractional Head of Sales. Their Sales team was stuck, and their previous VP couldn't move the needle. The thought of hiring another VP felt like repeating the same problems, and so a fractional hire felt less risky.

In just 3 months, and 10 hours per week of his time, Chris:
- Re-focused the Sales reps on a new way of pitching
- Changed up their ICP
- Added a few simple process changes

They started hitting quota within 6 weeks, and are getting so many demo requests that the CEO is fielding sales calls now.

Full case study here: https://lnkd.in/giWMK-pu

Moral of the story? Seemingly huge problems can be solved quite quickly with the right person. Find the person to solve your problems, get only the time from them that's actually needed to solve it, watch your business grow.

I'm super proud that Fractional Jobs got to play a small part in this. If your business wants to try a fractional hire in Sales, Marketing, Engineering, HR, etc. etc. you can DM me. I got you. Trust me.

P.S. Raven Health is growing so quickly now that they're hiring full-time AEs, get in touch with 🧘 Chris DeNoia.

The gym regulars always complain about the January crowd.

"They'll quit by February anyway."

Same energy I see with new sales hires.

The eye rolls when they ask basic questions. The impatience when they're still learning your pitch. The quiet judgment about ramp time.

Every top performer you know was once that person struggling through their first discovery call.

The difference? Someone gave them patient, structured training instead of judgment.

If you want your January hires closing by Q2, remember: mastery is built through repetition, not criticism.

Everyone starts somewhere. Your job is to help them get there faster.

We’re looking for one more sales rep at Raven Health 

SMB - high velocity sales.

Growing fast with excellent product market fit.  How excellent? The monthly targets we set when I start were hit the first full month (more on that next week) and we hit our January target yesterday, Jan 7! 

The team may 3x the initial forecast this month.  Good problem to have.

fwiw: I have not been putting my fractional sales roles on my LI profile, I thought it strange to have multiple current roles, but that will probably change this weekend when I get around to it.

Open article: BEST ABA Software for Data Collection, Billing, and Scheduling | Mobile-Friendly and Reliable by ravenhealth.com

BEST ABA Software for Data Collection, Billing, and Scheduling | Mobile-Friendly and Reliable

As the JPM conference wraps up, I'll confess, I didn't participate much this year.

From what little I did see, there's a lot of focus on longevity solutions. Even though I'm trying to be more upbeat about new healthcare ideas, the path to success here isn't clear to me. Longevity solutions seem to be attracting the same early adopters as the pre-COVID quantified self movement, i.e.: people who are already relatively healthy.

I can get behind some of Peter Attia's concepts, but I'm not sure farmer's carries and VO2 max training will lead to a healthcare revolution that actually reduces costs.

Reminds me of an HR rep once told me she stopped offering gym membership reimbursement because it didn't incentivize people who weren't already going. She wound up only subsidizing people who would've bought memberships anyway. It didn't move the needle on claims and increased total cost.

This is another case of, I hope I'm wrong... 
but the evidence hasn't shown that yet.

We honor the civil rights movement through observance of Martin Luther King Day. It's worth taking time to watch MLK's Nobel Peace Prize acceptance speech, as relevant today as it was then.

The first time I heard it, one line stood out: "I believe that what self-centered men have torn down men other-centered can build up."

It was the first time I heard the term "other-centered."

If you look up the term, you frequently get definitions that include: prioritizing others, valuing relationships, empathy, compassion, cooperation.

These are qualities that matter in society, in work, and even in the sales reps I hire.

Other-centered has become a powerful concept for society and work.

Here's a good time to watch the entire speech:

Open article: Nobel Peace Prize 1964 by nobelprize.org

Most salespeople only think about pricing when they need a discount to close a deal before quarter end.

But smart pricing drives behavior long before the close.

Learn from ski passes.

Ever tried buying a single day lift ticket mid-season? 
$200-300. So expensive you might not even go.

There have been articles showing it's sometimes cheaper to fly to Europe and ski for a week than to hit a US resort.

That's a feature, not a bug.

The two largest ski companies in the US, Ikon and Epic, sell their annual passes for $600-700 if you buy them over the summer. That's roughly the cost of 2-3 days skiing in-season.  Avid skiers buy both passes.

The benefits for these companies. 
- Cash in the door months before the season starts.
- Operating capital secured early. 
- Far more revenue predictability.

It even increases customer satisfaction.  If a passholder only gets in 2-3 runs on a powder day? No big deal. Their marginal cost is basically zero. 

But someone who paid $300 for a single lift ticket and then waits two hours in the lift line? Livid.

The takeaway for sales.

Instead of discounting before the season closes, think about discounting before the season opens.

Early commitment pricing. Founder rates. Annual prepay discounts.

Get cash in the door early. Increase predictability. 
And create happier customers who aren't mentally tracking every dollar of value.

"The data tells you where to look."

I've heard that phrase from Jacco van der Kooij countless times going through the Winning by Design data model.

I used that phrase on a few calls today while jumping in and out of Stranger Things 'Conformity Gate' conversations...

If you're not a ST fan, or have not been exposed to the conspiracy theory, the fans were convinced that the season was not over, that there were Easter eggs all over the place indicating a new Episode 9 ending would drop on January 7.

Being unsatisfied with the ending, the fans went to search for data that gave them hope for a hidden answer.

Your sales teams conspiracy theory?

“We just need more at-bats. Volume solves everything.” (when conversion rates are low)

“Our champion ghosted” (when recordings show they never established urgency)

“They went dark” (when they never identified the buying process)

“Pricing killed it” (when they never quantified the problem)

“It’s a timing issue” (when SPICED reveals no compelling event)

The Uncomfortable Truth:

The data’s all there in your call recordings - they’re just choosing the conspiracy theory over the evidence.

Horsepower is a value proposition. It's a marketing term.

When James Watt was trying to sell steam engines to miners, they didn't get it. Then someone asked: "How many horses can this replace?"
That question changed everything.

Do you know how Google works? Nope. But you use it 50 times a day.
Do you know how AI works? Nope. But it's already writing your emails.

No one has ever cared how the technology works. They only care what it does for them. Founders and sales reps: stop explaining your technology.

Start answering the only question that matters.

How many horses can you replace?

Sell the value proposition.

Most fractional CROs walk into a room with a new strategy.

The team gets excited. Leadership gets excited. New plans are made.

Six months later: same results.

Peter Drucker once said "culture beats eats strategy for breakfast", this also applies to execution.

An 'A' execution team with a B strategy will beat a superior strategy with poor execution.

Here's what I've learned:  You can't validate or change strategy until you fix execution first.

The trap is thinking that a new strategy will magically unlock performance. But if your team can't execute the current plan, swapping strategies just gives you new problems with the same people. You end up playing strategy roulette while the underlying execution issues stay invisible.

Here's what actually works:

First: Audit execution capability. Can this team actually execute? Where are the real bottlenecks in the system. 

Second: Fix what you can fix fast. Quick wins aren't just about momentum (though they help). They build credibility and let you see what the team is actually capable of when systems work.

Third: Then re-examine strategy. Once execution tightens, you have real data. Now you can ask: Is the strategy actually broken, or was execution just hiding the real picture?

Most strategies are fine. Most teams just aren't executing them well enough.

Your job as a fractional leader is to show them what good execution looks like.

The most important tool in your toolbox here: coaching.

First in a series of unpopular opinion posts.

Most CROs are... not.

Most CROs have the responsibilities of a VP of Sales. Or they only focus on new logo acquisition because they were promoted from that VP Sales role.

When you're a hammer, everything looks like a nail. But for many companies, new logos are only a fraction of the revenue.

I got curious about this almost 10 years ago and emailed Tomasz Tunguz asking about the split between existing and new revenue. He wrote this post in response: https://lnkd.in/eT-jR9Rz

The SaaS models have evolved, but the core insight holds. Around $25M ARR, the majority of revenue comes from existing customers. At that point, improving net retention often has a larger impact than adding new logos.

So why aren't more CROs promoted from Customer Success or Account Management? These are leaders who already own large revenue numbers and know how to execute.

A skilled Chief Customer Officer could handle an EVP of Sales reporting to them for new business.

I know a lot of CROs. I'm not sure I know any who came up through Customer Success.

Are there any out there? I'd love to hear their story.

Open article: The Strategic Shift in Revenue for SaaS Startups as They Scale by tomtunguz.com

The Strategic Shift in Revenue for SaaS Startups as They Scale

Yesterday I wrote about the math of reps who use AI successfully distancing themsevves from the pack.

Some real examples of how I've seen AI used to improve sales teams this week.

1)  Had one rep close a deal and leveraged AI to automate a very detailed handoff to customer success for onboarding.  Brilliant.

2) Had another rep vibe code a ROI calculator to overcome some challenges he had seen in the sales cycle, presented it to the rest of the team.

3) Built a cohort analysis to show a Target market penetration by account creation date:  Account - > Opportunity opened -> Opportunity Closed %
Now we have new goals to shoot for.  This would normally take hours with multiple downloads in excel every time, not it takes about 5 minutes.

My prediction is that 90% if reps in future presidents club will all be those that use AI to solve their own problems.

Here's a great productivity prompt.
_____________
You are a productivity and time management expert.  I want you to look at my activity needs and locations and recommend a schedule that minimizes travel time while taking into account total goals.

The locations: 
My home address is {home} and I can work remotely.
My current gym is located at {gym location}
I also work out of a co-working space SHACK15 in the ferry terminal on embarcadero street in sf ca.
My dog, River, needs to go to the park in the morning and play fetch.  I can leave her home alone but for no longer than 6 hours. 
I  do weight training for 1 hour, but am open to switching gyms.
I have access to a bike or can incorporate ruck walks with a 20 lb ruck sack. and can take public transportation to any of the locations, I can also drive to the gym with a parking lot.

Assume i wake up at 6 am and need 30 min to make coffee/get ready.
Also, optimize for afternoons at Shack15 as they have events in the evenings I also like to attend. 

Ask as many questions as you need to before making a schedule recommendation.
_________________
The recommendation was fantastic, and even will require me to switch gyms (same membership, different location). 

Why This Works:
✅ River never alone >6 hours - actually only ~5.5 hours
 ✅ Morning deep work when you're freshest (your preference)
 ✅ Afternoon positioning for Shack15 networking events
 ✅ Daily lifting maintained
 ✅ All client hours covered

Try is out, let me know how it goes :)

With Buffalo Bills firing Sean McDermott, there are 10 head coaching vacancies in the NFL this year.  Include in new offensive coordinators and defensive coordinators and  40% of the NFL's top three positions are now vacant.

Here's what I noticed: Most of these coaches don't currently call plays in their role. Yet play-calling ability has become an important filter for hiring. From 2017 to 2024, twenty-three of thirty-three offensive head coach hires had play-calling experience.  Most first time DCs have no experience play calling.

The problem? There's no public framework for how GMs actually evaluate this skill when a candidate isn't actively using it.  I've searched for articles on this and came up empty

This mirrors tech hiring. We evaluate people on skills they're not currently deploying. How do you really assess strategic capability, design thinking, or leadership approach when someone's been in a different function?

What would you ask to evaluate a capability someone isn't actively practicing?

Here's some math that shows what AI will do to sales reps.

Rep 1: 60 opps x 33% close rate = 20 Closed Won Deals
Rep 2: 60 opps x 25% close rate = 15 Closed Won Deals

We automate all manual tasks for both reps.

Rep 1: 80 opps x 33% close rate = 26+ Closed Won Deals
Rep 2: 80 opps x 25% close rate = 20   Closed Won Deals

The separation between good reps and great reps will grow increasingly larger...

But this isn't what's actually happening.
Great reps (Rep 1) automate their own manual tasks using AI.
Good reps (Rep 2) do not automate their own manual tasks.

Rep 1 using AI: 80 opps x 33% close rate = 26+ Closed Won Deals
Rep 2 not using AI: 60 opps x 25% close rate = 15 Closed Won Deals

The gaps will grow even wider...

Get 1% Better Every Day - James Clear

You've heard it repeated many times from many influencers.

I've challenged my teams to articulate how they try to get 1% Better every day.  Then it dawned on me, we celebrate big wins, I wrote about why it's important to really celebrate a first win:  https://bit.ly/3YGPr8U

But how do we celebrate the little, 1% wins that lead to compound interest?

I'm experimenting with different ways team members can do this.
So far, tracking it in a new tab in the sales Slack channel seems to gaining the most traction, but not perfect.

For team leaders, how are you tracking these 1% improvements?
Suggestions in comments appreciated.

Bonus: The Knowledge Project is my go to podcast for learning how to get better.  Shane Parrish interview with James Clear is a great start.
https://lnkd.in/gaMEnGw5

Open video: James Clear Shares Secrets to Habits on youtube.com

It's important to celebrate firsts.  When we're babies, parents celebrate all first, first word, first crawl, first walk, etc...

I saw this clip from the NFL this week, Dallas Cowboy rookie RB Jaydon Blue scoring his first career touchdown.  What happened next was cool, his QB and teammates ran around (comically) to make sure he got the ball.

https://lnkd.in/enjgE2-f

This is exactly what great sales leaders do when a rep closes their first deal.

They celebrate, they acknowledge.

Too often, I see sales managers treat a rep's first win as "just another closed deal." The AE gets a congratulatory Slack emoji, maybe their name on the weekly metrics slide, and everyone moves on. 

I've seen leaders do this right: stopping the team meeting to celebrate, taking the rep out to debrief what they learned, creating something tangible to mark the moment. 

And I've seen the opposite — first wins that pass by like any other Tuesday.

The difference shows up months later in confidence, retention, and culture.

When someone on your team gets their first win, make sure they get the ball.

Last week, I posted an AE job opportunity for Raven Health. Watching this clip was a good reminder that I need to plan their first close celebration now, not when it happens. 

I want to make sure they get the ball.

What have you done to celebrate a first close for AEs?
happily stealing ideas here :)

Open article: TikTok · NFLonFOX by tiktok.com

Is it talent or process?

For non-NFL fans, Sam Darnold was considered a bust. A very highly drafted player for the NY Jets that didn't work out. He spent time as a backup on 2 other teams that didn't see the value in keeping him around.

Then last year he won 14 games as a starter, a very rare accomplishment for any QB. But it wasn't enough to stay with that team. So he went to another team and won another 14 games, becoming only the 2nd QB to ever win 14 games in back to back seasons.

The only other QB to do this? Tom Brady with the New England Patriots.
I've worked with a lot of sales reps over the last 10 years. More than once I've seen someone struggle in one motion and absolutely thrive in another. Same person, different process.

Sometimes it was the GTM segment. An AE who couldn't close Enterprise deals but crushed it in mid-market with a shorter sales cycle. Sometimes it was the opposite. A high velocity closer who got lost in enterprise complexity.

I've seen struggling AEs become great AMs once they could focus on expansion instead of net new.

The hard part isn't recruiting talent. It's matching that talent to the right process and motion where they can win.

What have you seen?

The #jpm healthcare conference events really started last week.  Like Christmas music, they stay a little earlier each year.

Whose gonna be out in SF this year?
Always great to catch up in person.

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