I have launched Fractional Sales Experts

I operate either as a fractional VP of Sales or in sales consultancy, and I also take on special projects.

I help founders and CEOs sell into the enterprise without becoming the sales department. Too many good companies are still being sold by the founder, deal by deal, with no one in the room who has already run a complex cycle and can say what has to happen next.

I have spent 30 years in complex deal cycles. Commerce, order management, point of sale, supply chain, computer vision, AI. $1M+ deals at every company I sold for. IBM’s then-largest ecommerce and order-management deal. Toshiba’s $100M+ book at Kroger — their largest client in the world — sold from inside Kroger’s own technology offices. At Standard AI I reported to the CEO, rebuilt go-to-market through a product pivot, and that is when it became obvious: a founder does not need a whole bench to win in the enterprise. They need a partner who has already been through it.

The value is not the title on the engagement. It is the complex zone.

That is the part of the deal where strategy actually matters. Where you have to know the competition well enough to stop answering the question they want you to answer. Where you have to position differently for the business sponsor, the technical sponsor, and the economic sponsor — because those three people are not buying the same thing. One feels the pain. One has to make it work. One signs and takes the political risk. Mix them up and the process stalls in a place your CRM still calls “late stage.”

I have sat in those rooms enough times to know the difference. Which meeting you should take. Which one wastes the only advantage you have. What a next step looks like that still moves when you are not on the call. When to use the founder, and when founder presence just trains the buyer to wait.

That is what we do together. I help you see the board before you step on it. You stay the founder. You show up where only you can finish the conversation.

If you are carrying a live enterprise pursuit and it should be further along than it is, let’s walk it. Thirty minutes. Bring the sponsors you think you have.

fractionalsalesexperts.com/contact

If you know a founder who is still the entire sales motion, send this to them.