Helix Sales Development

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.

03/31/2026

You keep hiring salespeople who don't work out.

You tell yourself it's the talent pool.
You tell yourself it's the market.
You tell yourself next time will be different.

But it keeps happening.

Let's do the math on just ONE bad hire:

6 months of salary before you admit it's not working: $50K
Deals they touched that went sideways: $100K+
Pipeline they poisoned with bad first impressions: Unknown
Your time managing, coaching, hoping: Priceless (and not in a good way)

One hire. $150K+ gone.

Now multiply that by however many times you've made this mistake.

Two bad hires? $300K.
Three? Nearly half a million.

That's not a personnel problem. That's a business crisis dressed up as "sales is hard."

And while you're cycling through salespeople, your competitors are building teams that actually sell.

The problem isn't the talent pool. It's the system you're using to find and select talent.

Inside Out gives you a different system. One that moves your success rate from 20% to 80%.

$7.95 on Amazon. Birthday month special.

[Amazon link] https://amzn.to/4umsNkR

03/30/2026

As the Founder or CEO, you’re still the best salesperson at your company.

That’s not a compliment. That’s a problem.

You built a business that runs on EOS.
You have an Integrator.
You have a leadership team.

But when a big deal needs to close? They call you.

You're the bottleneck. And you know it.

My Book, "Inside Out Why Strong EOS Companies Have Weak Sales Teams," explains why this happens in EOS companies—and what to do about it.

My Birthday month sale: $7.95 on Amazon through March 31st.

[Amazon link] https://amzn.to/4umsNkR

We are trying to help as many entrepreneurs as possible.

03/28/2026

You've trained your sales team three times. It didn't stick.

Here's why:

Training doesn't fix a hiring problem.
Training doesn't fix a messaging problem.
Training doesn't fix a process problem.

Training amplifies what's already there.

If you hired the wrong people, gave them the wrong message, and have no real process—training just makes them faster at doing the wrong things.

Inside Out shows you what to fix BEFORE you train.

Regular Price is $19.95. $7.95 this month. Birthday sale.

[Amazon link]

Inside Out: Why Strong EOS Companies Have Weak Sales Teams and How to Reignite Growth (Books for EOS Companies)

03/27/2026

Too many sales teams are being led quarter to quarter.
And that pressure is killing trust, development, and long-term growth.

In the newest episode of Sales & Ci**rs, Walter Crosby talks with Darren Mitchell about what great sales leadership actually looks like—and why the goal of a real leader is not to be the hero in every deal.
It’s to build a team that can succeed without you.

They also dig into coaching, buyer psychology, short-termism, and why product-first selling still holds too many teams back.
Listen now on Apple, Spotify, YouTube, or wherever you get your podcasts.

**rs

03/27/2026

You're not firing fast enough. And it's making everything harder.

Letting a salesperson go is brutal. So most leaders wait. And wait. And wait.
You remember hiring them. You saw potential. You imagined who they'd become.

So when results don't show up, you give more time. More coaching. More chances. Be fair to the candidate, and YOURSELF.
I watched a CEO keep an underperformer for almost a year, hoping things would turn around.

The role required someone who could open new doors and push tough conversations.
That wasn't this person's strength. Everyone knew it. But waiting felt kinder than firing.

Here's what that "kindness" cost:
→ $120K in salary for minimal results
→ Missed revenue the right person would have generated
→ Team frustration watching underperformance get tolerated
→ Your credibility as a leader taking a hit

When they finally hired the right person? Pipeline grew 40% in 6 months.

Waiting doesn't help the underperformer. It just makes it harder for everyone else.
Performers hate mediocrity.

Your EOS company holds every other function accountable. Why not sales?

Stop hoping underperformers will magically improve. Start hiring right from the beginning.
Book a call: https://bit.ly/4rijMq4

03/27/2026

Letting a salesperson go is one of the hardest parts of sales leadership.

Most leaders don’t act too quickly. If anything, they give people more time than they probably should.
And there’s a reason for that.

It's because you remember the day you hired them. You saw potential. You imagined who they might become once they settled into the role.

So when the results take longer than expected, leaders often invest more time than they should.

I remember, I once worked with a CEO who kept a salesperson on the team for almost a year, hoping things would turn around, but the role required someone comfortable opening new doors and pushing difficult sales conversations forward.

That just wasn’t where this person was strongest.

Eventually, the company hired someone else for the role & within a few months, the pipeline started growing again.

But that experience taught the leadership team something important.

When the hiring process is clearer and more structured from the beginning, these situations become much easier to handle later.

If you're working on building a stronger sales team right now, I’d be happy to share a few ideas that have helped other companies.

You can connect here: https://bit.ly/4rijMq4