Sales Leadership Blog

Practical tactics for B2B founders ready to scale revenue.

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Prospect Went Dark After the Demo? How to Revive a Stalled SaaS Deal

Michael Flournoy··6 min read

Best Fractional VP of Sales Options for B2B SaaS (2026): An Honest Comparison

Michael Flournoy··12 min read

Fractional CRO vs Fractional VP of Sales: Which Do You Need?

Michael Flournoy··8 min read

When to Hire Your First VP of Sales at a SaaS Startup

Michael Flournoy··9 min read

How to Build a Sales Team for a SaaS Startup: The First 5 Hires

Michael Flournoy··9 min read

SaaS Pipeline Not Converting? A Founder's Diagnostic

Michael Flournoy··9 min read

The Sales-to-CS Handoff: How to Stop Losing Customers You Just Closed

Michael Flournoy··5 min read

How to Forecast Sales When You Only Have 1-3 Reps

Michael Flournoy··5 min read

How to Run a Win/Loss Review When You Only Close a Handful of Deals

Michael Flournoy··5 min read

Why Your Sales Playbook Is Outdated

Michael Flournoy··3 min read

How to Audit Your Sales Stack (and Cut the Tools Nobody Uses)

Michael Flournoy··3 min read

When Should You Hire a Sales Ops Person?

Michael Flournoy··3 min read

B2B SaaS Pricing: What Sales Leaders Wish Founders Knew

Michael Flournoy··3 min read

How to Set Sales Quotas Your Reps Can Actually Hit

Michael Flournoy··3 min read

How to Build a Channel Partner Sales Program That Actually Produces Deals

Michael Flournoy··3 min read

Building Sales Analytics Dashboards That Drive Action

Michael Flournoy··4 min read

Your First 100 Days as a Sales Manager: The Playbook

Michael Flournoy··3 min read

Reducing SaaS Churn: The Analysis Framework That Works

Michael Flournoy··4 min read

Fractional VP of Sales vs. Full-Time: Which Is Right for Your Stage?

Michael Flournoy··3 min read

5 Contract Negotiation Tactics That Increase ACV Without Losing Deals

Michael Flournoy··4 min read

The 90-Day Sales Onboarding Plan That Gets New Reps to Quota

Michael Flournoy··3 min read

Defining Your ICP: The Framework That Transforms Deal Flow

Michael Flournoy··3 min read

Building a Revenue Operations Framework That Scales from $1M to $10M

Michael Flournoy··3 min read

The Minimal Sales Stack for SaaS in 2026 (Cut Through the Noise)

Michael Flournoy··4 min read

Building a Sales Comp Plan for Two-Tier AE and SDR Teams

Michael Flournoy··7 min read

12 Discovery Questions That Reveal Hidden Buying Intent

Michael Flournoy··4 min read

B2B Cold Email Templates That Get Replies (and Why Most Don't)

Michael Flournoy··3 min read

Whip Around's $100M Exit: What We Actually Did in Sales

Michael Flournoy··5 min read

What to Expect in Month 1 With a Fractional VP of Sales

Michael Flournoy··5 min read

Transitioning From Founder-Led Sales to Your First AE: A Framework

Michael Flournoy··8 min read

CRM Setup for Early-Stage SaaS: What Actually Matters

Michael Flournoy··5 min read

How to Run Weekly Pipeline Reviews That Actually Drive Revenue

Michael Flournoy··7 min read

The Demo Process That Closes 60% of SaaS Deals

Michael Flournoy··7 min read

How to Build a Sales Playbook (Template Included)

Michael Flournoy··7 min read

Fractional VP of Sales for Logistics and Fleet Tech: What to Expect

Michael Flournoy··7 min read

Outbound vs. Inbound for SaaS: Which Channel Should You Build First?

Michael Flournoy··7 min read

How to Onboard a New Sales Rep So They Hit Quota Faster

Michael Flournoy··7 min read

SaaStr Says Fractional VPs of Sales Don't Work. Here's Why They're Wrong (And When They're Right).

Michael Flournoy··5 min read

How to Hire a Fractional VP of Sales: The Complete Guide (2026)

Michael Flournoy··5 min read

Why SaaS Companies at $1M ARR Need a Fractional VP of Sales (And Most Are Waiting Too Long)

Michael Flournoy··5 min read

Fractional VP of Sales: Your Top Questions, Answered Straight

Michael Flournoy··5 min read

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