I recently joined The Rialto Marketing Podcast with Tim Fitzpatrick for a great conversation on why so many B2B founders hit a sales ceiling.

In September 2020, the world was full of uncertainty and chaos (sound familiar?). A friend & former client recommended The Win Without Pitching Manifesto by Blair Enns. 📓 While everything around me felt noisy and unclear, Blair’s words cut through. His clarity, conviction, and directness helped me refocus—on what matters, on where I’m best, and on how to lead with expertise. 💡

Without the right 🎯 strategy, ⚙️ process and 🏗️ structure, even the best Challengers can struggle.

Many leaders make the mistake of blaming their salespeople for poor performance when the real issue is a lack of a repeatable process.

I wrote this book for founders, sales leaders, and ambitious professionals who want to build an effective outbound sales strategy.

A consistent sales process alone is not enough. Often it's just a high-level roadmap without the clarity needed to perform.

The Sales Process Matrix offers a clear framework for evaluating where your sales organization stands.

Create a success profile—a detailed roadmap that defines not only job responsibilities but also the key attributes necessary for success.

The Misaligned Underachiever—a unique threat that can erode team morale, damage client relationships, and derail your growth targets.

“Lovable Underachievers,” are positive and well-liked but consistently fall short of targets.

Managing a Lone Wolf in a way that fosters long-term growth and maintains company culture can be challenging.

According to The Challenger Sale, Star performers deliver nearly 200% more than Core performers.

The Peak Performer Matrix empowers you to hire, develop, and retain individuals who meet their targets and enrich your company's culture

In today’s competitive landscape, it’s unrealistic to assume that any sales opportunity is free from intense competition

Effectively using this 2x2 “Blue Chip” Matrix is the starting point for clarity, focus and alignment.

It is leadership’s responsibility to establish a “Success Profile” for their unique sales role(s) including realistic performance goals.

Scott Peterson has dedicated the last couple of decades to sales, leading and managing sales teams and working with executive leaders...

As we speak, your sales, marketing and customer success teams are abusing precious time by pursuing misaligned prospects.

Let’s be honest. Most cold outreach sucks. It’s painfully clear and obvious when you are the recipient of a generic email blast.

You have a small number of clients that are generating the vast majority of your revenue and profitability.