About Chris Murphy: Chris Murphy has been in sales leadership roles for SaaS companies for 25+ years, including several VC-backed start-ups and more recently, PE-owned portfolio companies. He has built and scaled sales teams across a variety of business applications as well as technical platform software vendors. Now as part of the Sales Xceleration network of Advisors, he helps small to mid-sized companies by building out a sales infrastructure which allows them to scale their sales operation and grow their revenue. In addition, he often takes over as their “fractional” VP of Sales to manage, guide and grow the sales team.

In this episode, Dan and Chris Murphy discuss:

• Managing and scaling sales teams effectively
• The role and impact of part-time leadership in sales growth
• The importance of foundational systems for scaling operations
• The role of qualification, negotiation, and consistency in driving success

Key Takeaways:

• Companies often lack essential sales infrastructure, such as scalable processes and systems, which prevents growth; implementing these basics can transform revenue trajectory, as seen with a tech company that grew from $1.2M to $4M in two years.
• Rushing to provide demos without first qualifying prospects is a critical mistake that erodes leverage, as buyers disengage once they've seen the product and price without committing to the process.
• Fractional sales leadership, even with just one day per week of involvement, is proven to deliver measurable results, with an average client sales increase of over 30% within a year, according to the Sales Acceleration Network.
• The most effective salespeople maintain consistent effort, focus on long-term success, and avoid getting overly emotional about short-term wins or losses, ensuring sustained high performance across sales cycles. 

"If you can do something positive for a company, and especially if it's something significant like helping them double their revenue in a short time, it impacts the entire company." — Chris Murphy

Connect with Chris Murphy: 

Website: https://salesxceleration.bullseyelocations.com/salesxceleration/advisors/Chris-Murphy/35576031

Email: [email protected]

LinkedIn: https://www.linkedin.com/in/chrismurphyma/

Connect with Dan Hollis: 

Website: www.themagicofselling.net

Email: [email protected]

Business Number: 973-862-8331

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