Setting the Right Expectations for Your First Sales Hire
Hiring your first sales rep can either accelerate your growth — or set you back 6 months. In this blog, we unpack what most founders get wrong about the ramp, the handoff, and how to actually enable that first hire to succeed. Includes tactical onboarding tips, realistic timelines, and a clear definition of “good” early on.

Don’t Roll Out Change. Build It.
Rolling out a new process, system, or structure? Don’t drop it all at once. Build it like a product. In this blog, we explore how to manage internal change by starting small, testing early, and getting team buy-in before full rollout. You’ll also get a visual change matrix to help assess readiness and choose the right approach.

Why Your Sales and Technical Teams Need to Stop Tripping Over Each Other
Most companies fail to coordinate sales and technical resources effectively — and it’s costing them deals. In this blog, we share how to structure your process so sales drives the deal, technical supports it, and both roles stay in their lane.

Get the playbook for orchestrating smooth demos, avoiding the common founder-led trap, and scaling your GTM with confidence.

Confusion = Not Interested: Why a Concise Message Wins in Sales
If your pitch leaves your prospect confused, they’re not going to ask questions — they’re going to move on. In this blog, we break down why simplicity isn’t just helpful, it’s essential for early-stage sales.

Learn how to tighten your message, avoid over-explaining, and give your buyers room to engage — all while building trust and accelerating deals.

Why Disorganization Is Killing Your Sales Team (And How to Fix It)
If your sales team feels like it’s spinning its wheels, the problem might not be your pitch — it could be your internal organization. In this blog, we break down how siloed teams, scattered tools, and poor communication kill momentum in early-stage companies.

We’ll show you how to build cross-functional alignment, structure collaboration, and create visibility across your company so sales (and everyone else) can actually do their job.

Why Founders Should Revisit Their ICP Every Year (At Least)
Your Ideal Customer Profile (ICP) isn’t something you define once and forget. As your product, sales motion, and team evolve, so does your ideal buyer. In this blog, we explore why founders should revisit their ICP regularly, what most teams miss when defining it, and how to use your own data to reset with clarity.

Plus, we share a free tool to help you map your current ICP against actual customer patterns so you can target better, close faster, and scale more intentionally.

Why Your CRM Pipelines Are Failing You (And How to Build Them Right)

Most pipelines look clean on paper—but inside the CRM, it’s chaos. Deals stall, prospects get lost, and forecasting becomes guesswork. In this blog, we break down why your pipeline isn’t just an internal tracker—it’s your customer's experience.

Learn how to structure opportunity funnels that drive momentum, make forecasting predictable, and create a clear buyer journey at every stage. Plus, get tactical advice for handling stalled deals, setting better next steps, and making your CRM a true growth engine.

ow to Build Your First Cold Call Script (That Doesn’t Sound Scripted)
Most cold calls fail before they even start - not because of what’s said, but because of how it’s said. In this blog, we break down how founders and early sales teams can build a cold call script that feels conversational, not canned.

You’ll learn how to clarify your ICP, surface real buyer pain, and craft an Impact Statement that makes your pitch land in 30 seconds or less. Plus, we’ve included a free Cold Call Script Builder to help you put it all into practice.

🎯 Ready to stop guessing and start booking meetings?

Is Your First BDR Hire Going to Be Profitable? Here’s How to Know
Hiring your first BDR is a big step—but it’s also a risky one if you don’t run the numbers first. In this blog, we break down how to validate your outbound strategy, test your playbook with an agency partner, and calculate whether your first BDR hire will generate real ROI.

We also include a free BDR Profitability Calculator to help you plug in your own numbers and see exactly what kind of performance you need to make the hire worthwhile.

🔢 Don’t guess—do the math.

Why Focus Beats Expansion: Building a Business on Depth, Not Distraction
In early-stage growth, it’s easy to think more products, more tools, and more leads = faster scale. But at Foundations Sales Consulting, we’ve seen the opposite: the most successful founders go deeper, not wider.

In this blog, we break down why focus and optimization drive sustainable growth, and how founders can extract more from what they already have—whether it’s product, pipeline, partnerships, or people. If you're tired of chasing the next thing and ready to build something that lasts, this one’s for you.

How to Build Email Campaigns That Actually Convert
Email is still one of the most powerful tools in your outbound sales playbook—but only when used intentionally. In this guide, we break down why most campaigns fail, how to protect your domain reputation, and the three types of email campaigns every sales team should be running in 2024: cold outreach, retread campaigns, and nurture sequences.

Whether you’re a founder or a sales leader, this blog will show you how to warm up your domains, segment your CRM intelligently, and lead with value at every touchpoint.

The Right Way to Do Social Selling on LinkedIn

Most sales reps fail at social selling because they rely too much on automation and mass outreach. At Foundations Sales Consulting, we teach a different approach—one that prioritizes authenticity, engagement, and real conversations over robotic DMs and instant pitches.

Instead of spamming prospects with templated messages, social selling should be about:
✔ Building relationships before selling—engage in comments and add value first.
✔ Personalized outreach—take five minutes to research before messaging.
✔ Focusing on conversations, not transactions—ditch the pitch-slap.

Want to improve your LinkedIn outreach and actually connect with your ideal customers? Learn how FSC helps sales teams master social selling.

Sending a proposal isn’t just a formality—it’s the closing argument of your sales process. Yet, too many founders treat it like a simple document rather than a strategic tool to drive decisions forward. In this blog, we break down how to present, position, and follow up on proposals the right way—ensuring you control the narrative, reinforce value, and eliminate ghosting. If you’ve ever sent a proposal and been met with silence, this guide is for you.

Sales culture isn’t about hitting quotas—it’s about creating an environment where sales teams thrive, collaborate, and drive long-term success. From how founders set the tone to hiring the right talent and fostering teamwork, the strength of your sales culture determines your company’s growth trajectory. This blog explores the key elements of a winning sales culture, from breaking the "lone wolf" mentality to ensuring leadership prioritizes coaching, support, and alignment. Whether you’re scaling your first team or refining an existing one, these insights will help you build a resilient, high-performing sales organization.

Sales is more than just numbers—it’s a high-pressure game that demands resilience, confidence, and consistency. But behind the scenes, many sales professionals struggle with burnout, stress, and lack of support. In this blog, we explore the critical connection between mental health and sales performance, why burnout isn’t just about working too hard, and how leaders can create a culture that fuels motivation and long-term success. If you want a sales team that thrives—not just survives—this is a must-read.

Many startups and scale-ups turn to fractional CROs to solve their sales challenges, expecting strategic leadership without the high cost of a full-time executive. But here’s the catch—strategy without execution is just a hypothesis. A fractional CRO might build a plan, but they won’t test it, optimize it, or ensure it works.

In this blog, we break down why hiring a fractional CRO often fails, what founders actually need to break through revenue stagnation, and how strategy + execution together is the real key to scaling.

If you're relying on a CRO or a lead gen agency alone, you might be missing the bigger picture. Read on to learn how to avoid the biggest mistakes in sales leadership and build a revenue engine that lasts.

Struggling with long sales cycles? This blog breaks down how technical founders can streamline their sales process without sacrificing conversions. Learn actionable strategies to improve discovery, tailor your pitch, and maintain momentum, ensuring your sales efforts are efficient, effective, and aligned with your goals.