Should you scale revenue by hiring more salespeople? In this episode of The Leadership Podcast, Niels Brabandt EMBA MBA MSc speaks with Bart Fanelli, CEO and co-founder of Skillibrium and former Chief Revenue Officer of OutSystems, about sustainable success in go-to-market strategies.
Bart Fanelli explains why adding sales capacity before fixing the operating model fails, how his team reduced field capacity by almost 20 per cent and still met its board commitment, why emotional decisions slow founder-led companies down, and why mass AI outreach erodes customer trust in the enterprise.
You will also learn how to win over reluctant founders by selling internally, and why skip-level, forward-ready communication makes executives successful.
For executives, founders, sales leaders and revenue leaders who want growth that lasts.
Host: Niels Brabandt / NB@NB-Networks.com
Contact Niels Brabandt: https://www.linkedin.com/in/nielsbrabandt/
Niels Brabandt's Leadership Letter: https://expert.nb-networks.com/
Niels Brabandt's Website: https://www.nb-networks.biz/
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