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March 24, 2026 · Louie Bernstein
Prospect: Send me a proposal.
fractional sales leadership
Prospect: Send me a proposal.
Me: Not yet.
Prospect: What? Why not?
I had just finished a discovery call with a tech founder who had grown her business to $2 million ARR. She had proven her solution was valuable to her market and had customers willing to pay for it.
Unfortunately, she was still spending 50% of her time in sales and her salespeople were running to her for everything. She desperately needs to set up processes and systems to grow her business.
Moreover, she needed to get her life back and work on other parts of her company. Working 20 hours a week in the sales department slowed her company’s growth.
So, she reviewed my background, answered my discovery questions, listened to how I helped other founders in similar positions and said, “Sounds good. Send me a proposal.”
I replied: “Not yet. We are going to be working together for at least 12 to 24 weeks. I need to know and understand a lot more about your company, sales growth, hiring, the sales team, etc. I cannot propose a solution until I understand what exists today.
What I can do is a Sales Audit. Then, I’ll know if I can help. If I can help, I will send you a detailed proposal and action plan.”
Founders and Sellers – Don’t be so quick to jump when asked for a proposal. Quick contracts and cash may look appealing, and you may really need both, but ask yourself this question:
Do I want a deal or a customer?
There’s a big difference.
P.S. What would you think of your doctor if you went to them for a pain in you side and, without any questions or tests, they said, “Why don’t we try replacing your liver and see if that helps?
Me: Not yet.
Prospect: What? Why not?
I had just finished a discovery call with a tech founder who had grown her business to $2 million ARR. She had proven her solution was valuable to her market and had customers willing to pay for it.
Unfortunately, she was still spending 50% of her time in sales and her salespeople were running to her for everything. She desperately needs to set up processes and systems to grow her business.
Moreover, she needed to get her life back and work on other parts of her company. Working 20 hours a week in the sales department slowed her company’s growth.
So, she reviewed my background, answered my discovery questions, listened to how I helped other founders in similar positions and said, “Sounds good. Send me a proposal.”
I replied: “Not yet. We are going to be working together for at least 12 to 24 weeks. I need to know and understand a lot more about your company, sales growth, hiring, the sales team, etc. I cannot propose a solution until I understand what exists today.
What I can do is a Sales Audit. Then, I’ll know if I can help. If I can help, I will send you a detailed proposal and action plan.”
Founders and Sellers – Don’t be so quick to jump when asked for a proposal. Quick contracts and cash may look appealing, and you may really need both, but ask yourself this question:
Do I want a deal or a customer?
There’s a big difference.
P.S. What would you think of your doctor if you went to them for a pain in you side and, without any questions or tests, they said, “Why don’t we try replacing your liver and see if that helps?