Michael Flournoy

Michael Flournoy

Fractional VP of Sales · Whip Around ($100M) · Fleetmatics ($2.6B)

🏆 2 exits
💼 3-4 clients at a time
⚡ 30-day results
For Growing B2B Companies

Sales Consulting

Build pipeline. Refine process. Align your tech stack.

For companies building their first real sales system: inbound, outbound, and everything in between.

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$100M
Acquisition: Whip Around
0→1
US sales org built from scratch
30 Days
To first measurable results
$1M-$5M
ARR sweet spot

What's Included

Three core areas, each one directly connected to more revenue.

Inbound Lead Handling

Speed-to-lead, routing, qualification, and SLAs. Every inbound lead gets the right response at the right time.

Lead routing rules and ownership
Qualification criteria and SLAs
Speed-to-lead process (under 5 min)

Outbound Engine

Targeting, messaging, sequences, and meeting conversion. A repeatable outbound system that generates pipeline without relying on luck.

ICP targeting and list building
Messaging framework and sequences
Meeting conversion optimization

KPI Clarity

Activity → Meetings → Pipeline → Revenue. Every rep knows their number, every manager knows the score.

Rep-level activity targets
Pipeline coverage ratios
Weekly dashboard and reporting

Also included:

CRM audit and cleanup
Tech stack recommendations
Written process documentation
Rep training and onboarding support
ICP definition workshop
Direct Slack/email access to Michael

Process Build: Your Sales Process in 30 Days

For teams with reps but no shared playbook. In one 30-day engagement we build the process your team runs on every deal, so results become predictable.

Discovery Framework

A qualification checklist and must-have questions your team runs on every call, so every opportunity is truly qualified before it enters the pipeline.

Qualification checklist
Must-have discovery questions

Stage Definitions

Exit criteria that stop stalled pipeline from clogging your CRM. Every stage has a clear definition of what must be true before a deal advances.

Stage-by-stage exit criteria
Cleaner pipeline and forecasts

Follow-Up Standards

No more thin opportunities. Handoff note requirements and follow-up cadences that keep deals moving and managers informed.

Handoff note requirements
Follow-up cadences

Best for:

Teams with reps but no shared playbook

Delivered as a written playbook your team can run. See Process Build pricing

Pricing

Monthly retainer or a one-time 30-day build. No long-term lock-in after month 3.

Focused

One area: inbound, outbound, or KPIs

$4K/month
  • One focused workstream
  • Bi-weekly working sessions
  • Written deliverables
  • Slack/email access
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Most Popular

Full Build

All three areas built simultaneously

$6K/month
  • All three workstreams
  • Weekly working sessions
  • Full process documentation
  • CRM + tech stack audit
  • Slack/email access
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Process Build

One-time 30-day engagement

$8K one-time
  • 30-day intensive engagement
  • Discovery framework built (qualification checklist, must-have questions)
  • Stage definitions with exit criteria
  • Follow-up and handoff standards
  • Written playbook delivered
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Monthly plans: minimum 3-month engagement, month-to-month after that. Process Build is a one-time 30-day engagement.

Other Services

Fractional VP of Sales

Embedded sales leadership for 3 to 6 months. SDR systems, deal coaching, pipeline accountability.

Learn more →

Your First Sales Hire

Founding AE or VP of Sales? Get the first sales hire right before it costs you $200K and 18 months.

Learn more →

Related reading: SaaS Pipeline Not Converting? A Founder's Diagnostic · How to Build a SaaS Sales Team: The First 5 Hires · Sales Playbook Template

Ready to build your sales system?

30-minute call. We'll look at where you are and tell you exactly what to build first.

Book Your Free Strategy Call

No commitment. No pitch. Just a real conversation.