Fleetmatics ($2.6B) · Whip Around ($100M)

You're Leaving $500K–$2M
on the Table Every Year

At your ARR, most SaaS companies operate at 40–50% of potential revenue. Common reasons: sales process misaligned with buyer journey (-20%), pricing wrong for your ICP (-15%), sales leadership gap (-25%), weak qualification and high churn cycle (-30%). We've seen companies add $3–8M ARR just by fixing these. The math isn't complicated. But it requires sales ops leadership most founders don't have.

💰 Your revenue leak (estimated):

−20% Sales process misaligned with buyer journey
−15% Pricing wrong for your ICP
−25% Sales leadership gap (no VP of Sales)
−30% Weak qualification and high churn cycle
Calculate My Revenue Leak

⏱ 30-min call · No pitch · Just a diagnosis ✓ We\'ll tell you if we\'re not the right fit

Michael Flournoy

Michael Flournoy

Fractional VP of Sales

Fleetmatics (Verizon $2.6B) · Whip Around ($100M)

🔴 1 spot left — May
3-5x

Pipeline Growth

Average in first 90 days

40%+

Conversion Lift

Stage-to-stage improvement

65%

Cost Savings

vs. Full-time VP hire

30d

Time to Impact

From engagement start

✓ Real Results from Current Clients

QM

QuickManage

Fleet & Transportation TMS

View Case Study →

"Michael came in Month 1 and immediately restructured how we approach demos and discovery. The clarity he brought to our sales process was something we'd been missing for years."

Current client · Fleet management SaaS

The Team

Three Operators. One Mission.

We help B2B SaaS companies build the revenue machines usually reserved for companies 10x their size.

Michael Flournoy

Michael Flournoy

Founder & Fractional VP of Sales

Sales Leadership

One of 4 people who opened the US office of Whip Around and grew it to a $100M acquisition. I build the repeatable sales systems that get SaaS companies past their revenue ceiling.

🏆Fleetmatics → Verizon $2.6B
🏆Whip Around → $100M Acquisition
Full bio →
Jay Glenn

Jay Glenn

GTM Engineering Partner

GTM Engineering

I build the AI-powered GTM systems that give revenue teams the leverage of a company 10x their size — using Clay, n8n, and your existing stack to automate what your reps shouldn't be doing manually.

📈207% Outbound Revenue Increase
🎓1,200+ B2B Sellers Trained
Full bio →
Seth Wittstein

Seth Wittstein

Head of Business Development

Biz Dev

Whip Around alum and President's Club winner. Seth drives business development for GSD Associates — combining high-performance sales execution with deep expertise in sales psychology.

🏆125% Quota — President's Club
🔗Whip Around Alum
Full bio →
Meet the Full Team →
📅 No Back & Forth — Book Instantly

Free 30-Min Pipeline Audit

Pick a time below. We'll get on a call and I'll tell you exactly where your pipeline is leaking — and what to do about it. No pitch, no obligation.

✓

Pipeline gap diagnosis

Find the exact stage where deals are dying

✓

ICP clarity check

Are you targeting the right buyers?

✓

Quick win roadmap

3 things you can do this week to move the needle

✓

Honest fit assessment

We'll tell you if we're not the right match

Michael Flournoy, Fractional VP of Sales

Michael Flournoy

Fractional VP of Sales

Whip Around · Fleetmatics (Verizon $2.6B)

⚡ Michael works with 3-4 clients at a time.

🔴 Only 1 spot remaining for May 2026.

"Michael came in and immediately identified why our pipeline wasn't converting. Within 60 days we had a repeatable process and our close rate jumped significantly."

— SaaS Founder, current client

✓ Your Free Strategy Call Guarantee:

  • ✓ 30 minutes, no pitch
  • ✓ We'll diagnose your biggest bottleneck
  • ✓ You'll get 3 specific actions you can take this week
  • ✓ We'll tell you if we're not the right fit
📅 Pick a Time — Takes 60 Seconds

Or use the calendar below ↓

⚠️ The Real Problem

Your Pipeline Isn't Broken.
Your Process Is.

Most B2B companies lose 60-70% of inbound leads in discovery. Not because your reps are bad. Because you don't have a repeatable process. You're probably doing all of these:

❌ No clear ICP definition

Reps chase anyone who says "yes," wasting time on deals that won't close.

❌ Reps qualify differently

No consistent qualification criteria. One rep's "qualified" is another's "maybe someday."

❌ Long discovery + low conversion

Deals take 6+ months. Your team doesn't know why they're winning or losing.

❌ No feedback loop to improve

You can't optimize what you don't measure. No visibility into what works.

Here's What We Fix in Month 1:

✓

Define your real ICP

Who actually buys from you. Profile that customer.

✓

Build a qualification framework

Clear rules so every rep qualifies the same way.

✓

Improve discovery conversation

Replace vague questions with must-ask criteria.

✓

Implement KPI tracking

Measure what matters. Activity → Conversion.

See Your Specific Bottleneck — Book a Free Audit

You Need to Scale Revenue. Fast.

Whether you've secured funding, won a major contract, or are entering new markets—scaling revenue requires more than effort. It requires proven sales leadership.

The Full-Time VP Problem

$200K+ salary, equity, and 6-12 months to find the right fit. Plus the risk of a bad hire that could derail your growth plans and waste critical resources.

The Speed Problem

Your stakeholders expect aggressive revenue growth. Every month without a repeatable sales system is lost opportunity and competitive disadvantage.

The Experience Problem

You need someone who's done it before—who has the playbook, the connections, and the battle scars from scaling B2B sales across multiple industries.

There's a Better Way

Get executive-level sales leadership without the full-time overhead, risk, or 6-month search. Deploy proven expertise in 30 days, not 6 months.

How We Help You Scale

Three engagement models designed for different stages and needs—all focused on driving pipeline, improving conversion, and building a repeatable sales engine.

Sales Consulting

Build pipeline, refine process, align your tech stack

  • Inbound lead handling: Speed-to-lead, routing, qualification, SLAs
  • Outbound engine: Targeting, messaging, sequences, meeting conversion
  • KPI clarity: Activity → Meetings → Pipeline → Revenue

Best for:

Growing companies building their first scalable sales process

Learn more →
MOST POPULAR

Fractional VP of Sales

Senior leadership embedded for 3-6 months

  • SDR/BDR systems: Weekly targets, coaching cadence, QA process
  • SDR→AE handoff: Clear rules, definitions of qualified, no more dead leads
  • Deal review & coaching: Discovery frameworks to lift conversion

Best for:

Mid-market B2B companies with 5-20 person sales teams

Learn more →

Sales Process Development

Define ICP, shorten cycle, improve conversion

  • Discovery framework: Qualification checklist, must-have questions
  • Stage definitions: Exit criteria to stop stalled pipeline
  • Follow-up standards: Handoff notes requirements (no more thin opps)

Best for:

Established B2B companies refining their growth engine

Learn more →
Schedule Your Free Strategy Call

30-minute call • No obligation • Tailored recommendations

Our Proven 4-Phase Process

From diagnostic to deployment, we build a sales engine that scales with you

1

Discovery & Diagnostic (Week 1-2)

Deep dive into your current state—pipeline analysis, rep shadowing, tech stack audit, ICP refinement. We identify the bottlenecks killing your conversion.

Pipeline Audit Rep Shadowing ICP Analysis
2

Framework & Playbook Build (Week 3-4)

Create your sales playbook—discovery framework, qualification criteria, stage definitions, handoff protocols. Everything documented and repeatable.

Discovery Framework Qualification Checklist Stage Definitions
3

Training & Rollout (Week 5-6)

Train your team on the new frameworks. Weekly coaching sessions, live deal reviews, and QA calls to ensure adoption and correct execution.

Team Training Deal Reviews Live Coaching
4

Optimization & Scale (Month 2-6)

Iterate based on data. Refine messaging, optimize sequences, improve conversion points. Build the machine that runs without you having to micromanage.

Data Analysis Message Testing Conversion Optimization

What Leaders Say

Founders and CEOs who've worked with us

WA

Whip Around

Fleet Inspection SaaS

Acquired · $100M exit View Case Study →

"Michael was one of 4 people who opened the US office. He built the sales engine from scratch — the ICP, the process, the team. We went from zero to a $100M acquisition."

Fleet management SaaS · $100M acquisition

FM

Fleetmatics

Fleet Management SaaS

IPO → Acquired by Verizon · $2.6B

"The sales discipline and process focus Michael brought was exactly what a high-growth SaaS company needs. He understands this space at a level most consultants never will."

Fleet SaaS · IPO · $2.6B Verizon acquisition

SF

B2B SaaS Founder

$1.4M ARR at engagement start

"I couldn't afford a full-time VP of Sales, but I couldn't afford NOT to have one. Within 30 days Michael had diagnosed exactly where our pipeline was leaking and we fixed it."

B2B SaaS · 8-person team

Why We're Different

Not just another sales consultant

Proven Track Record

From startups to enterprise, across tech, manufacturing, professional services, and more. Whether you're scaling rapidly or entering new markets, we've done it before and know what works.

End-to-End Capability

From sales playbooks to training programs, from process metrics to go-to-market plans—we cover it. No need for multiple consultants.

Results-Oriented

When stakes are high (major contracts, aggressive growth targets, market expansion), you need action, accountability, and measurable outcomes—not just advice.

Flexible & Scalable

Our fractional model lets you pay for what you need, when you need it. Focus capital on growth, not overhead.

Common Questions

How is fractional different from hiring a full-time VP of Sales?

What size companies do you work with?

How long does a typical engagement last?

What if we already have a sales leader?

How quickly can you start?

Ready to Build a Sales Engine That Scales?

Book a free 30-minute strategy call. No obligation. Just a conversation about where you are, where you want to go, and how we can help you get there faster.

30-Minute Call

Quick but thorough

Tailored Insights

Specific to your situation

No Obligation

Just valuable advice

Book Your Free Strategy Call Now

Available this week • 30-minute commitment • Immediate value