How a High-Performing Fractional Leader Can Boost Your Win Rates and Drive Successful Outcomes

By Vince Beese

My journey into the world of fractional leadership began much like my entry into sales – by seizing opportunities.

My first major breakthrough came as the founding VP of Sales at LivePerson. Although I had never managed a sales team before, Scott Cohen saw potential in me and gave me a chance. Over the next 14 months, I built a sales organization from the ground up while aggressively closing deals as we prepared to go public. By April 2000, we had grown revenues to seven figures and achieved our IPO (LPSN).

This experience ignited a passion in me. I thrived on joining early-stage startups, driving their growth as a senior sales leader and eventually as a CRO, always aiming to create successful outcomes (see my successful exits below).

In 2013, after over a decade of intense, non-stop work, I found myself between roles and feeling burnt out. That's when my friends at Boldstart Ventures suggested I advise their early-stage tech founders on GTM execution. What began as advisory work quickly evolved into fractional CRO roles.

I discovered my new purpose: instead of helping one startup at a time, I could make a more significant impact by assisting multiple startups simultaneously. My mission is to help founders and sales leaders identify growth opportunities, execute effectively, and scale successfully. I act as their second set of eyes and ears to ensure sales success and maximize outcomes.

What I love most about being a fractional leader is working with entrepreneurs and sales leaders. It's incredibly inspiring and gratifying to help high-performing leaders achieve their goals by making incremental changes.

How I Help

There are three stages where my expertise can make a difference:

Early-stage companies: Transitioning from founder-led sales to a scalable, sales-led growth model is a critical phase. I provide guidance and support to navigate this transition smoothly.

Growth companies: If optimizing sales efficiency is your goal, I have proven strategies and methodologies to streamline processes and drive better results.

Mature companies: For those looking to supercharge revenue growth, I can help identify and overcome specific growth challenges within your GTM strategy.

Depending on the current resources and needs of your business, I can take on different roles:

• Advisor: Working with Founders/CEOs on Sales Strategy and Execution.
• Fractional CRO: Collaborating with your existing team to execute and accelerate revenue.
• Sales Coach/Trainer: Focusing on strategies to improve win rates and close deals in the funnel.

My Approach

All new engagements typically start with a Sales Audit using my 6Ps for a Winning GTM Strategy. This audit helps identify opportunities for growth and improvement that we can focus on over the next few months.

My engagements can be onsite or remote. I recently launched Sales HQ, a co-selling community for high-performing sellers and sales teams in the Raleigh area. It’s a flexible workspace where sellers work side by side in a high-energy environment specifically designed for sales. I can host your team at Sales HQ or use the space as a meeting place.

Expected Outcomes

Working with a high-performing fractional leader or advisor can bring significant benefits to an early-stage tech startup.

1) Accelerate Growth - quickly identify and assess opportunities to accelerate revenue growth, market expansion, upsell opportunities, vertical penetration, and sales segmentation efficiencies and process enhancements.

2) Building a High-Performing Team and Culture - mentor the founding team and other key employees, fostering leadership skills and preparing the team for future challenges.

3) Ensure Successful Outcomes - adjust and focus on the KPIs that matter most to raising capital or a successful exit, win rates, momentum activity, and pipeline. 

Vince’s Successful Exits

• LivePerson: Public offering in 2000 (LPSN)
• CheetahMail: Acquired by Experian in 2004
• Amadesa: Acquired by LivePerson in 2012
• Rebelmail: Acquired by Salesforce in 2018 (as an advisor)
• Kustomer: Acquired by Meta in 2022 for $1B

Vince’s Growth Wins

• LivePerson: $0 to $1.2M MRR in the first 12 months, and IPO
• CheetahMail: Grew from < $1M to > $150M in six years
• True Fit: Tripled revenue in the first two years
• Kustomer/Meta: Enterprise growth from $0 to $18M in net new revenue in the first 21 months

Helping tech startups thrive as a fractional leader is more than a job for me – it’s my passion. I’m dedicated to partnering with founders and sales leaders to unlock their full potential and achieve extraordinary results. Let's explore how we can work together to accelerate your growth. vince@salesatscale.com, 908-612-5397.