Warren Hammond

CRO | CCO | CSO

Senior Commercial Executive with a passion for Sales and Sales Teams.
Led fast-growing sales teams (100%+ yoy) in the UK, India, Benelux
Experienced European leader - Benelux, UK, Nordics, DACH, Italy and Eastern Europe
Collaborative leader with a focus on driving high performance with a focus on data, playbooks and inspiring teams to realise their potential.
Natural, enthusiastic communicator with all stakeholders
Financially literate - forecasting, P&L, profitable growth and ROI analysis
Experience with Private Equity and Investors
Successfully exited an Axel Springer business in 2020

For over 20 years, I've been taking on sales targets and beating them - from selling space in phone books straight from university to running international, multi-channel sales and marketing teams. The most enjoyable part of my career has been working with groups of motivated individuals and transforming them into a winning team.

Since finishing my last full-time role, I've worked as an advisor and fractional CRO across Europe,  developing ambitious strategies and building sales organizations that drive growth and increase profitability.
Passionate about helping individuals and teams succeed.

Executive Member

At Rhino Consulting, I work with founder owners, business leaders and sales professionals to improve the whole sales organisation - through strategy, structure, methodology and management – analysing the entire organisation that supports the salespeople. And then making it better.
Clients: Studytube, Panda International, Yonego, PCN, Belvilla, Social Talent, SendCloud

Are you also a Sunday Planner?
 
For some of us, it's a great way to start the week strongly.
Others think it is the work week creeping into their weekend.
I like it - it helps me to sleep better knowing I'm more prepared.
 
A key question for both camps:
 
When you're planning the week, are you focusing on YOUR goals?
 
Sometimes we spend time trying to fix our agenda as if it were a vast Tetris puzzle.
Shifting a meeting into that spot.
Trimming a task by 30 mins.
Starting a little earlier.
Skipping lunch.
Finishing later.
 
Take a moment and look at what you are covering in the next week.
Are all your important goals featured in the week?
 
Or has your agenda been hijacked?
 
Because if you are not focusing on your goals and your growth, who will be?
Decide today that you will keep your priorities a priority.
 
You get to choose.
You always did.
You still do.
Choose.
 
#𝗽𝗹𝗮𝗻𝗻𝗶𝗻𝗴 #𝗺𝗶𝗻𝗱𝘀𝗲𝘁 #𝗴𝗿𝗼𝘄𝘁𝗵 #𝗳𝗼𝗰𝘂𝘀 #𝗴𝗼𝗮𝗹𝘀
 
=============================
 
I write about Leadership & Sales
Real conversations with real people prompt these posts

Is "overwhelmed" just a way of saying you have too much to do? No.

It is 𝗻𝗼𝘁 a response to the 𝘃𝗼𝗹𝘂𝗺𝗲 of tasks.
And so the answer is NOT A new productivity app

It is NOT - a shiny new notebook
It is NOT - different colour post-it notes
It is NOT - Time Management

It is Emotional Management.
Feeling overwhelmed is an emotional response to the tasks ahead.

Here are some actionable steps to help manage these emotions:

1. 𝗔𝗰𝗸𝗻𝗼𝘄𝗹𝗲𝗱𝗴𝗲 𝘆𝗼𝘂𝗿 𝗳𝗲𝗲𝗹𝗶𝗻𝗴𝘀. Recognize when you're feeling overwhelmed and allow yourself to experience these feelings without judgement.

2. 𝗣𝗿𝗶𝗼𝗿𝗶𝘁𝗶𝘀𝗲 𝘆𝗼𝘂𝗿 𝘁𝗮𝘀𝗸𝘀. Not everything needs to be done immediately. Identify the most important tasks and focus on those first.

3. 𝗕𝗿𝗲𝗮𝗸 𝗱𝗼𝘄𝗻 𝗹𝗮𝗿𝗴𝗲 𝘁𝗮𝘀𝗸𝘀. Large tasks can seem daunting. Dividing them into smaller, more manageable tasks can make them less overwhelming.

4. 𝗣𝗿𝗮𝗰𝘁𝗶𝗰𝗲 𝗺𝗶𝗻𝗱𝗳𝘂𝗹𝗻𝗲𝘀𝘀. Take a break and practice mindfulness exercises. This can help reduce stress and reframe your perspective.

Do not let the size of your To Do list stop you from Doing!

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I think about and write about Sales and Leadership
I'm blessed to work with great people every day

𝗥𝗲𝘁𝗵𝗶𝗻𝗸 𝘁𝗵𝗲 𝗣𝗿𝗼𝗯𝗹𝗲𝗺 - 𝗧𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝗟𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽 & 𝗟𝗮𝘇𝗮𝗿𝘂𝘀

If you suffered a cardiac arrest, your chances of survival would likely be no better than 16%. But Dr Sam Parnia MD doubled those odds, achieving survival rates of 33%. His work saves 10,000s every year.

How did the doctor nicknamed Lazarus achieve this?
𝗕𝗼𝗹𝗱 𝘁𝗵𝗶𝗻𝗸𝗶𝗻𝗴.
Parnia wasn’t content with tweaking legacy practices or marginally improving CPR. Instead, he asked a bigger, more audacious question: How can we bring more patients back to life?
His answer lies in innovative methods—dramatically cooling the body, oxygenating the blood, and reintroducing it to prevent neuronal damage.

Parnia’s approach rewrites the rules and reframes the problem, which provides a leadership lesson for all of us.

Too often, in business and beyond, we aim for incremental gains—a 5% improvement in sales and a 10% increase in efficiency. While valuable, this mindset inherently limits what’s possible. It assumes the existing system needs refining. But breakthrough results—the kind that change industries or double survival rates—demand a 𝘀𝘁𝗲𝗽 𝗰𝗵𝗮𝗻𝗴𝗲, not an adjustment.

Take a sales team as an example. A 15% conversion rate might feel respectable. Improving it to 20%—a 33% increase—might feel extraordinary. But what if you reframed the challenge entirely instead of focusing on conversions? What if the goal was to reduce non-conversions (85%) by 33%? That shift forces a wholly new set of questions and strategies, unlocking paths you hadn’t yet considered.

𝗧𝗵𝗶𝘀 𝗱𝗶𝘀𝘁𝗶𝗻𝗰𝘁𝗶𝗼𝗻 𝗶𝘀 𝘄𝗵𝗮𝘁 𝘀𝗲𝗽𝗮𝗿𝗮𝘁𝗲𝘀 𝗺𝗮𝗻𝗮𝗴𝗲𝗺𝗲𝗻𝘁 𝗳𝗿𝗼𝗺 𝗹𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽:

Management refines and optimises. It focuses on continuous improvement within existing frameworks.
Leadership reimagines and transforms. It challenges assumptions, sets audacious goals, and creates the conditions for step changes.
Incremental improvements are critical for maintaining momentum, but they’re not enough when the goal is to redefine success. As leaders, we must dare to think bigger, reframe the problem, and look beyond percentages for possibilities that were previously out of reach.

Dr Parnia didn’t focus on small gains. He focused on rewriting what’s possible. That’s the kind of thinking that creates breakthroughs—in medicine, in business, and in leadership.

#sales #leadership #mindset #transformation

Did Henry Ford invent SDRs?
No - but if he was around today he might have done…
Why?
"Henry Ford is not only famous for cars - he's famous for the assembly line"

His game changing idea was to optimise every step of the production.
Efficiency and Productivity.
He revolutionised the world of car manufacturing.

What can we learn from this?
𝗔𝘁𝗼𝗺𝗶𝘀𝗶𝗻𝗴 -  breaking down complicated processes into smaller parts.

Fast-growing sales teams adopt similar tactics with their processes to increase productivity & speed.

For example, a software company selling B2B in today's market.
They break down the process, so the sales team have specialised roles.

One team member is on Lead generation
Another for initial outreach
A third for product demonstrations, and
The fourth is for contract negotiations.

Further on, there will be Onboarding and Customer Success
This specialisation improves productivity.

And it allows each team member to excel in their area of expertise.

They become experts.
Result: Better sales outcomes.

There is a specific advantage for companies scaling up.
This atomised sales process allows for more effective training & onboarding

How?
Each new team member is trained in a specific role.
Easier to bring employees in & quicker for them to be up to speed.
When you're scaling, you're in a rush.

Data is crucial to optimisation.
An atomised sales process leads to more accurate data analysis.
By looking at each stage separately, we can start to track metrics by step.
This data can help optimise sales, leading to productivity and new business wins.

Considerations

𝗖𝗼𝗺𝗺𝘂𝗻𝗶𝗰𝗮𝘁𝗶𝗼𝗻:
Handover and a shared view must be a priority
Communication and sharing between the teams help ensure that all learning is shared and prevents the creation of silos.
A team that doesn't communicate well will quickly become disjointed & fall into the blame game.

𝗠𝗮𝗻𝗮𝗴𝗲𝗺𝗲𝗻𝘁:
Try to have one manager for the whole process. If you must have multiple, make them share a common target.

𝗘𝗻𝗱 𝗜𝗻 𝗠𝗶𝗻𝗱:
What is it that you want the Assembly line to build?
Identical cars was Ford's model "Any colour you want as long as it's black."
Would you like New Customers?
Customers from a particular segment?
Valuable Customers?

Make sure all the team members know what Ideal looks like
And build the Assembly line to deliver against that.

𝗦𝘂𝗺𝗺𝗮𝗿𝘆:
The assembly line & the modern-day sales process share many similarities
Both involve breaking down a more extensive cycle into smaller, specialised parts.
This allows for greater efficiency & productivity.

For businesses scaling up and bringing on new employees, this process can ensure that each new team member can be productive quickly.

#sales #leadership #sdrs #scaling #founders 
=========================
I write about Leadership, Sales and Mindset
Conversations I have with my team inspire my thinking and posts
Specialisation in sales is a regular topic with leaders

Leaders hate to be called this 4 letter word.
Lazy.

Must. Be. Busy. At all times.
Pitching. Building. Hustling. Working.

There is a need to take some time out.
And it is not Lazy.
It's Good Practice.

We need to rest.
Allow time to reflect.
Allow yourselves time to refresh.
Reframe your Experiences.
Turn Mistakes into Learnings.
Even take some time to Acknowledge Success.

Founders and Leaders:  Take a break.
It makes you Better.
It's not Lazy.
It's Real Work.

#leadership
#sales
#work
#mindset
#daydreaming
================================
I write about and think about Sales & Leaders - and spend a lot of time talking to sales leaders about sales and leadership.
These conversations are reflected in my posts.

Who in your Inner Circle do you not Trust anymore?
Who have you outgrown?

One topic that comes up regularly: 
Teams and Tribes. Personal and Organisational.

Do You have a Trusted Tribe?
At work we talk a lot about the importance of having the right people in the right seats on the bus.
That's important.

Personally. Do you have the right people around you? Still?
If not - what are you doing about it? 
Are you leaving it to chance? 
Hoping you will bump into the right people?

Or are you intentionally filling the seats on your own Advisory Board with Trusted Counsellors?

If you are a Leader or a Founder, this is important. 
If you are a Manager, this is important. 
If you've just left College, this is important.

Why?
Because It's Your Company. Your Business. Your Career.

Three quotes to consider today: "Go to War with an Army of Counsellors" (paraphrased from the Bible) 
"You are the Average of Your 5 Closest friends. Show me your friends, and I'll show you your future" (Jim Rohn) 
"Greatness is achieved in the Agency of Others". (Prof Scott Galloway)

Choose the proper army of counsellors before "you go to war", i.e. Take on a big challenge.
The People Around you will become your benchmark for Performance. 
Choose carefully what you want.
Why? Because Greatness is Achieved in the Agency of Others.

You'll not often see a post referencing the Bible and Scott Galloway  - but here you are.

Enjoy.
#leaders #leadership #tribe #ProfG #bible
============================= 
I write about what I spend a lot of time thinking about - Leadership & Sales
Real conversations with real people prompt my posts - thank you to those who inspire me everyday

𝗕𝘂𝗶𝗹𝗱 𝗕𝗿𝗶𝗱𝗴𝗲𝘀, 𝗗𝗼𝗻’𝘁 𝗕𝘂𝗿𝗻 𝗧𝗵𝗲𝗺
 
Navigating a career in sales is often defined by transitions. Sometimes, you choose to move on, and sometimes, it is decided for you. C’est la vie.
 
I’ve been on both sides of the table - and one thing this teaches is that it’s rarely personal.  Remember that, and it’ll help you exit gracefully.
 
5 key things to remember to help make any break into a future opportunity.
 
𝟭. 𝗠𝗮𝗶𝗻𝘁𝗮𝗶𝗻 𝗣𝗿𝗼𝗳𝗲𝘀𝘀𝗶𝗼𝗻𝗮𝗹𝗶𝘀𝗺
 
Your reputation is your most valuable asset. Depart with the same level of professionalism that defined your tenure. Complete outstanding tasks, ensure a smooth handover, and communicate openly with your team and clients. This reflects your integrity and work ethic.
 
𝟮. 𝗘𝘅𝗽𝗿𝗲𝘀𝘀 𝗚𝗿𝗮𝘁𝗶𝘁𝘂𝗱𝗲
 
Acknowledge the support and opportunities you've received. Thank your colleagues and supervisors genuinely. This fosters goodwill and leaves a positive impression.
 
𝟯. 𝗦𝘁𝗮𝘆 𝗣𝗼𝘀𝗶𝘁𝗶𝘃𝗲
 
Even if your experience wasn’t ideal, focus on the positives in your communications. Criticism can burn bridges, while a positive outlook reinforces your maturity and diplomacy.
 
𝟰. 𝗢𝗳𝗳𝗲𝗿 𝗧𝗿𝗮𝗻𝘀𝗶𝘁𝗶𝗼𝗻 𝗦𝘂𝗽𝗽𝗼𝗿𝘁
 
Be proactive in supporting the transition. Provide insights and documentation to your successor. This will not only help your former team but also underscore your commitment to the organization’s success.
 
𝟱. 𝗞𝗲𝗲𝗽 𝗖𝗼𝗻𝗻𝗲𝗰𝘁𝗶𝗼𝗻𝘀 𝗔𝗹𝗶𝘃𝗲
 
Maintain your network. Follow up with former colleagues and managers. Stay connected on LinkedIn and other professional platforms. This keeps the door open for future collaborations and opportunities.
 
In sales, our network is our net worth. How we leave is as important as how we arrive. Make sure your departure builds bridges, paving the way for future growth and opportunities.
 
Remember, the industry is smaller than you think. Your paths will cross again.
 
================================
 
Real conversations and experiences inspire my posts.
 
 
#SalesLeadership #CareerAdvice #ProfessionalGrowth #Networking #BuildingBridges

Lighthouse Logic

At Lighthouse Logic, I focus on bridging the gap between AI technology and B2B sales by creating specialized ChatGPT training programs. My approach centers on delivering actionable training that helps sales teams integrate Generative AI into their daily routines, enhancing activities like prospecting and sales presentations.

I lead all aspects of the business, from developing strategic initiatives to engaging with clients and ensuring that our training solutions are tailored to meet the specific needs of each sales team. Additionally, I play a key role in shaping the content and delivery of our training programs to ensure they remain relevant and meet the evolving needs of sales professionals.

At Lighthouse Logic, our emphasis on practical and immediate applicability has made us a trusted partner for businesses seeking to incorporate AI tools like ChatGPT into their sales processes. This work is dedicated to making AI a practical tool that sales professionals can rely on to achieve their goals efficiently and effectively.

Founder

Workera

As a Senior Enterprise Account Executive at Workera, I was tasked with driving sales of an AI-powered skills development platform tailored to enterprise-level clients. This role required a deep understanding of both AI technology and enterprise needs, as I was responsible for guiding companies through the challenges of skills measurement and workforce development. I navigated complex sales cycles and helped organizations understand how advanced tools could be used to enhance workforce capabilities and prepare for future demands.

During my tenure, my consultative sales approach using the MEDDICC sales methodology allowed me to understand client challenges deeply and offer tailored solutions that met their unique needs. I worked closely with HR and L&D executives to demonstrate how our platform could be integrated into their existing systems to enhance employee performance and organizational efficiency. The solutions I provided enabled organizations to better identify skill gaps and address them with targeted training initiatives.

Senior Enterprise Account Executive

Udemy

At Udemy Business, I served as a Senior Enterprise Account Executive, where my primary responsibility was to drive sales of our comprehensive online learning platform to large enterprises in Michigan and Ohio. My focus was on identifying new business opportunities and closing high-value deals that aligned with the learning and development goals of these organizations. My role also included working closely with internal teams to ensure that the solutions we provided were fully integrated and aligned with each client's objectives.

Beyond just closing deals, I was deeply involved in understanding the unique challenges faced by each client and tailoring our offerings to meet their specific needs. My work contributed to the platform's success in going public and solidifying its position as a leader in the online learning industry. These achievements, highlighted by my inclusion in the 2021 President's Club, helped to strengthen Udemy Business's competitive edge and its standing as a top choice for enterprise learning solutions.

Senior Enterprise Account Executive - Udemy Business

Enterprise Account Executive - Udemy Business

LinkedIn

As a Mid-Market Account Executive at LinkedIn Learning, I was responsible for selling e-learning solutions to medium-sized businesses. My role required a deep understanding of both the platform’s capabilities and the specific training needs of each client. I demonstrated the value of LinkedIn Learning's offerings through detailed presentations and hands-on demos, aligning our solutions to support their learning and development goals.

At LinkedIn, I excelled at prospecting new business opportunities by building trust and ensuring that clients recognized the real value in our offerings. I took pride in providing exceptional service and support, reinforcing the platform’s reputation as a leader in the corporate education space. My proactive approach and strategic thinking helped expand the platform’s reach and influence in the online learning industry.

Mid-Market Account Executive, LinkedIn Learning

LearnCore - a Showpad company

As the Manager of Sales Strategy and Operations at LearnCore, I played a key role in streamlining our sales processes during a significant period of growth. I spearheaded initiatives to optimize our sales pipeline, manage territories more effectively, and build partnerships that were crucial to our expansion. By implementing data-driven strategies and utilizing Salesloft for more precise prospecting, I boosted the efficiency and effectiveness of our sales team.

My strategic approach resulted in a more efficient and effective sales operation, positioning LearnCore for its acquisition by Showpad in June 2018. Additionally, I focused on improving cross-functional collaboration, ensuring that our sales strategies aligned with broader company goals. My contributions in this role were pivotal in ensuring that our sales team was well-equipped to meet and exceed its targets.

Manager, Sales Strategy and Operations

At LearnCore, I drove sales of our learning management system, which focused on enhancing sales performance through the Pitch IQ platform. This video role-play platform enabled sales teams to practice and perfect their sales pitches in a realistic environment. In this role, I quickly established a strong sales pipeline, targeting mid-market clients with innovative sales prospecting techniques to align our training platform with their specific sales team needs.

My approach involved understanding each client’s unique needs and demonstrating how our platform could help their sales teams refine their pitches and close more deals. This role allowed me to hone my ability to present complex solutions in a straightforward manner, ultimately helping LearnCore strengthen its position in the competitive sales technology market.

Account Executive

FunnelWise

At FunnelWise, a sales and marketing funnel analytics platform, I worked as an SMB Account Executive with a primary focus on outbound prospecting and managing SMB opportunities throughout the sales cycle. During my time at the company, I utilized a data-driven approach to identify and engage potential clients, building a solid foundation for our sales pipeline. My role required a relentless focus on generating leads and maintaining high activity levels, ensuring that I consistently exceeded my monthly targets.

My passion for success and commitment to continuous improvement allowed me to adapt quickly to the fast-paced environment, positioning myself as a dedicated and coachable team player eager to drive results. This position also laid the foundation for my future success in full-cycle sales and provided valuable experience in working within a dynamic startup environment, where adaptability and a proactive mindset were essential for success.

Syncron

At EazyStock, I stepped into the role of North America's first sales rep for their cloud-based inventory optimization software. My primary responsibilities included overseeing the full sales cycle, from prospecting to closing, in a market that had yet to be established. Working remotely with a Europe-based team, I quickly adapted to the complexities of the SaaS industry, developing a deep understanding of how EazyStock's technology could transform inventory management for SMBs.

This role required me to be highly self-sufficient and resourceful as I navigated the challenges of breaking into a new market. By leveraging my growing expertise in the software, I secured EazyStock's first North American client, setting the stage for future growth. This experience was instrumental in sharpening my skills in full-cycle sales and overcoming the hurdles of working in a startup environment.

The Numina Group

At Numina Group, a leader in warehouse automation solutions, I served as the Business Development Manager, where my primary responsibility was driving new business sales and pipeline generation for our sales engineer team. In this role, I consistently exceeded my quarterly and yearly targets by developing and executing multi-touch sales sequences through platforms like HubSpot and Mailchimp. My deep understanding of advanced warehouse automation technologies, including warehouse control and voice picking systems, allowed me to effectively communicate our value proposition to large-scale distribution centers and e-commerce businesses.

In addition to sales, I took a role in on-site client implementation, as well as trade show marketing, ensuring that our pre- and post-event lead strategies were seamless. Beyond new business development, I also played a key role in building out our outbound sales strategy and sales processes. This experience honed my sales prospecting skills, from cold calling to creative outbound strategies, and provided me with the tools to excel in a complex industry with the guidance of an exceptional mentor: Numina Group's CEO, Dan Hanrahan.

Business Development Manager

Marcus Evans

As a Business Development Representative at Marcus Evans, I was responsible for generating leads and securing sales for strategic business conferences aimed at senior executives of Fortune 1000 companies. My primary tool was the phone, where I spent countless hours cold calling and perfecting my pitch. This role demanded persistence and a thick skin, teaching me early on the value of perseverance in the sales process.

While the work was challenging, it was also where I discovered my love for sales and honed my skills in prospecting and relationship-building. The lessons learned during this time, particularly the importance of resilience and adaptability, have been foundational to my success in every sales role since. This experience underscored the critical role of cold calling in driving results and shaping a successful sales career.

Business Development Representative - Delegate Relations

Always Learning | Generative AI's Sales Champion | Midwest Dad | Powered by Prompts

In sales, standing still is never an option; you either adapt or get left behind. For me, growth in sales has always meant embracing change and using it to your advantage. As new technologies emerge, they offer fresh opportunities to refine and elevate our approach to selling. So, when I first encountered ChatGPT, it wasn’t just about new technology - it was about rethinking how sales can be done. My goal has always been to turn challenges into opportunities, using tools that are practical and easy to apply.

That’s why I founded Lighthouse Logic earlier this year: to provide B2B sales teams with tangible, actionable skills in using ChatGPT. My goal is to bridge the gap between technology and day-to-day sales activities, ensuring that AI becomes a tool that sales professionals can rely on for everything from prospecting to closing deals. At Lighthouse Logic, we don’t just teach AI concepts - we show how to apply them in practical, results-oriented ways that make an immediate impact on sales performance.

What I bring to the table is a blend of deep sales experience and a forward-thinking approach to technology. I understand the pressure sales teams face and the need for tools that provide real support, not just more complexity. At Lighthouse Logic, our Generative AI training programs are hands-on and tailored to the specific needs of B2B sales teams. We provide the knowledge and skills to not only understand ChatGPT but to use it effectively from day one.

My mission is simple: to make AI a practical tool that enhances the human element in sales. I believe that with the right training, every sales professional can use AI to not only meet but exceed their goals. At the end of the day, it’s not just about learning new technology—it’s about applying it in ways that make your sales efforts more successful, more efficient, and ultimately more rewarding.

Each challenge in sales presents a chance to grow. I’m here to ensure your team seizes those opportunities with the help of AI. Interested in practical ChatGPT training that drives results? Let’s connect and explore how Lighthouse Logic can help your sales team excel. Explore our AI training programs for B2B sales teams at lighthouselogic.ai.

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The Battle

Warren Hammond

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The Battle

Warren Hammond

Joe Mullen

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Warren Hammond's LinkedIn Performance

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