Helix Sales Development

Helix Sales Development Sales consultancy that helps CEOs and Senior Sales Executives create high performance sales teams.

08/31/2026

Personality is not sales performance.

There is no single “sales personality type.” That’s where a lot of CEOs get hiring wrong.

They use a personality assessment, have a great hour-long interview, and assume they’ve found their next top performer.
But great salespeople aren’t defined by personality.

What matters is the 𝐬𝐚𝐥𝐞𝐬 𝐃𝐍𝐀 𝐮𝐧𝐝𝐞𝐫𝐧𝐞𝐚𝐭𝐡 𝐭𝐡𝐞 𝐛𝐞𝐡𝐚𝐯𝐢𝐨𝐫—how someone responds to rejection, pressure, uncertainty, accountability, and the need to win.
That’s what you need to measure.

Because hiring someone who 𝐥𝐨𝐨𝐤𝐬 like a salesperson is very different from hiring someone who can actually sell.

Listen to the full conversation here:
https://helixsalesdevelopment.com/podcast/

08/28/2026

If you’re a great operator, you might be terrible at interviewing salespeople.

Not because you’re a bad judge of people.
Because you’re screening for the traits that made 𝐲𝐨𝐮 successful: organized, methodical, careful, process-driven.

Those are great traits in operations - But great sellers are wired differently.
They need resilience after rejection, comfort with ambiguity, the ability to read a room and adjust—and a need to win that doesn’t switch off.

Stop interviewing salespeople like operators.
You’ll keep hiring operators into selling seats.

Listen to the full conversation here:
https://helixsalesdevelopment.com/podcast/

04/19/2026

Information has never been easier to access.

Understanding has never been harder to create.
In B2B sales today, buyers can find almost any information they want instantly.
But information alone doesn’t drive decisions.
Understanding does.
That’s why great sales leaders don’t just focus on pipeline or activity metrics.
They focus on developing people.

Because when sales teams learn how to help buyers interpret information, ask better questions, and build trust—deals move forward.
If you want to build a sales organization that actually scales, start there.

We dig into this idea in the latest Sales & Ci**rs episode with Paul Fuller.
**rs

04/09/2026

Most companies think they have a sales problem.
A lot of the time, they actually have a story problem.

The founder knows the business.�The sales team knows the product.�Marketing knows the campaign.
But if nobody is working from the same clear story, the customer feels the disconnect.

That shows up as friction.�Confusion.�Missed trust.�And slower growth.
Clear storytelling is not fluff.�It is operational clarity for the market.

We dig into this in the latest Sales & Ci**rs episode with Bill Blankschaen.
**rs

04/07/2026

Your story is about you.�But it’s not for you.

In the newest episode of Sales & Ci**rs, Walter Crosby talks with Bill Blankschaen, author of Your Story Advantage, about why founders must get clear on their origin story and brand story before expecting their sales team to tell it well.

They unpack why inconsistent messaging creates friction, why most companies start with the solution too early, and how strong storytelling helps businesses scale with more clarity and trust.

Listen now on Apple, Spotify, YouTube, or wherever you get your podcasts.
**rs

04/06/2026

Most businesses have a story.
Very few know how to tell it well.

Tomorrow on Sales & Ci**rs, Walter Crosby sits down with Bill Blankschaen, author of Your Story Advantage, to talk about why story is one of the most overlooked tools in sales, marketing, and leadership.

If your team is telling different versions of who you are, what you do, and why it matters, this episode will hit home.

**rs

04/06/2026

Cory Doctorow wrote a book called "Ensh*tification." It speaks to the path companies take from caring about customers to not caring at all. PayPal can be added to Cory's long list.

I had a PayPal account for 19 years. I sent an inquiry into their automated system asking how one closes an account. One sentence.

I didn't ask them to close it. I was considering it.

Nice job, PayPal. I sent an inquiry through their automated system asking how to close an account. One sentence.

Nice job PayPa account for 19 years. I sent an inquiry through their automated system asking how to close an account. One sentence.

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