I still remember the exact moment I realized I was totally overwhelmed.
I was building the sales strategy and the Go To Market for an international project from scratch, with no proven formula, no playbook, just a ton of pressure to deliver results! In my eagerness to get sales rolling, I made every mistake possible: targeting the wrong customers, wasting months on leads who weren’t genuinely interested, and trying to do everything at once. Over time, I learned what worked, what didn’t, and, most importantly, I discovered how much difference a structured approach can make.
Fast-forward to today: I decided to write a book (which will be published soon) to help founders, sales leaders, and executives avoid those painful pitfalls. Sales and marketing can make or break a company, yet too many people underestimate just how complicated sales really is. I’ve seen more than 90% of newly established companies struggle. Not because they lack a solid product, but because they lack a clear strategy and execution for selling it. I wanted to offer a roadmap that I wish I’d had when I was just starting out.
A Structured Timeline for Success
One of the biggest lessons I learned is that a “scattershot” approach to sales almost always leads to frustration and burnout. That’s why my book lays out a timeline for the first three years of a sales organization, breaking down what to focus on in each phase:
- Months 0–6: Defining your value proposition, pinpointing your ideal customer profile, and landing those critical first paying customers.
- Months 6–18: Building a sustainable pipeline, hiring the right people at the right time, and refining your sales operations.
- Months 18–36: Scaling your team, optimizing processes with data, and strategically expanding into new markets.
By structuring it this way, I hope to give readers a clear set of milestones that keeps them from trying to do everything at once. Because when you’re launching and scaling a sales team, timing is everything.
Real-World Tactics and Strategies
I’m not a fan of abstract theories. This book packs in the real-world strategies and day-to-day tactics that shaped my own career in sales and business development. Inside, (when it is available in the bookshelves) you’ll find:
- How to build a high-impact Go To Market plan from the ground up
- Methods for lead generation, pipeline management, and sales execution
- Ways to adapt your sales strategy to new market conditions and challenges
- Strategies to align product, marketing, and sales so you can maximize every opportunity
I know that no two journeys are identical, but the core challenges are surprisingly similar. I’ve worked with early-stage startups struggling to close their first deals, as well as established businesses aiming to break into new markets. In each case, the framework of having a solid strategy, well-defined processes, and the right people on board proved to be a game-changer.
Why This Book, Why Now
Sales is evolving faster than ever. Technology and automation are reshaping the process, but the need for a structured approach to sales execution hasn’t changed at all. If anything, it’s more critical now that so many tools and tactics are at our disposal. My goal is simple: help people navigate the complexities of sales in a way that sets them up for long-term success.
The book is nearly finished, and I’m excited to share it in a few months. In the meantime, if you have any thoughts, questions, or want to swap sales stories, send me a message or drop a comment. Your feedback or experiences might just inspire more content, or even a new chapter in the book.
Thanks for reading, and here’s to building the kind of sales organization that drives real, sustainable growth.
