Most founders think the answer to cash crunches or stalled growth is simple: more sales. But more revenue without systems is just chaos with bigger numbers.

In this episode of The Scaling CFO, Mark Stiles sits down with Brett Fritz, seven-figure sales strategist, fractional VP of Sales, and founder of Two Ones, to unpack why founder-led sales often fail—and what to do differently.

Brett shares the biggest misconception about sales, why internal buy-in matters more than external tactics, and how to connect sales with finance so growth is sustainable, not self-destructive.

Whether you’re stuck in founder-led chaos, struggling with CAC, or wondering how to align your sales and operations, this episode will help you move from duct-tape tactics to clarity that scales.

Timestamps:

00:00 – Welcome + guest intro

02:00 – What “sales clarity” really means for founders

04:43 – The biggest misconception about sales

07:00 – Founder guilt, fear, and performance pressure

10:43 – Why human connection beats automation

14:48 – Why internal buy-in matters more than external tactics

18:45 – The founder’s time management crisis

23:00 – Breaking silos with the Box Method

25:44 – The “Two Ones” framework: treating clients as equals

29:47 – Sales vs. finance: the CAC reality check

33:43 – Why humility is a sales superpower

35:12 – What clarity in sales actually looks like

37:00 – Rapid-fire round: Brett’s sales lessons

39:00 – Where to find Brett + closing thoughts

Connect with Brett:
LinkedIn: https://www.linkedin.com/in/brettfritz/

Website: https://2ones.com/

Connect with Mark:

Mark A. Stiles, CPA Founder, MASCPA [markstilescpa.com]  | Host, The Scaling CFO [LinkedIn] 

📅 Book a free consult with Mark → https://calendly.com/mark-stiles-markstilescpa/new-meeting