Hiring more sales heads won't fix your revenue problems and it might be your most expensive mistake.
In this episode, you'll hear why building the right sales system first is key to scaling sustainably.
Janice B Gordon sits down with Jacek Dukat, unpacking why the traditional sales leadership playbook is broken and what works now.
What you'll learn:
a) Why evidence-based, risk-shared commercial execution outperforms traditional hiring
b) The steps to build, test, and validate outbound sales models before scaling
c) How to win complex enterprise deals cold, even against bigger competitors
Jacek Dukat is a fractional sales director and new business specialist with over 25 years' experience scaling B2B tech revenue across European markets, winning over €80 million in complex enterprise IT engagements, all without warm introductions or inherited relationships.
Timestamps:
05:09 Hiring challenges in scaling businesses
10:12 Customer experience and market testing
11:57 Interim sales director role dynamics
16:28 Working as a contractor
19:33 Discussing broken sales systems
24:03 Challenges in improving conversion rates
25:24 Measuring client engagement and sales
28:45 Understanding the client business environment
33:58 Starting a proof of concept
35:39 Winning a deal with a client
Connect with Jacek Dukat
LinkedIn: https://www.linkedin.com/in/jacekdukat/
Connect with Janice
Book Janice to speak at your next sales or leadership event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Instagram: https://www.instagram.com/janicebgordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
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