Sales Traction
Claim This Podcastby Oliver Tuffney
Podcast Overview
<p>Talking with Founders, EOS Implementers & specialists about scaling sales in B2B SMEs by installing structure & systems.</p>
Language
🇺🇲
Publishing Since
3/13/2026
1 verified contact email on file for Sales Traction
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Recent Episodes
June 10, 2026
Adam Cooper: The Financial Blind Spot in Scaling Sales
<p>Adam Cooper: When Cash Flow Kills The Growth Plan</p><p>The conversation explores the intersection of finance and sales within businesses turning over between one and 20 million. It examines why founders relying on their bank balance as a financial plan are operating with a false sense of security, and how that gap between knowing what has happened and knowing what is going to happen creates the conditions for growth to stall or collapse. It delves into the role of a fractional CFO in providing forward visibility through cashflow forecasting and client profitability analysis, and the importance of building a collaborative relationship between finance and sales leadership. The conversation also covers compensation design for sales teams, the risks of designing pay structures for one hire rather than a future team, and why the CFO should be co-owning sales metrics rather than operating as a blocking function.<br /></p><p>Takeaways</p><ul><li>Your bank balance tells you what has happened, not what is going to happen</li><li>A 13-week cashflow forecast is the single highest-impact financial tool for scaling founders</li><li>Client profitability analysis often reveals surprises, particularly above the five million mark</li><li>Three months of operating cash is the recommended minimum runway before the red flag flies</li><li>Compensation plans should be designed for a future team of six, not for hire number one</li><li>The CFO and sales director should share KPIs to stay aligned rather than working in opposition</li><li>Financial guardrails need senior sponsorship and co-creation to actually get followed</li><li>Always plan your business as if you were preparing to sell it in three years</li></ul><p></p><p>Chapters</p><ul><li>00:00 Where Finance Breaks Past One Million</li><li>02:07 Bank Balance vs Cashflow Forecast</li><li>05:02 The Financial Health Check</li><li>06:04 Seeing Fire for the First Time</li><li>09:08 Investing Ahead of the Curve</li><li>13:05 The Three Month Cash Rule</li><li>14:47 Managing the Visionary Founder</li><li>16:55 What Great Looks Like from Sales</li><li>20:50 Before and After a CFO in the Sales Cycle</li><li>23:25 Rolling Out Financial Best Practices</li><li>27:20 CFO and Sales Director Collaboration</li><li>31:17 Shared KPIs Between Finance and Sales</li><li>35:12 Designing Compensation Without Creating a Rod</li><li>40:05 The One Lever That Makes the Biggest Difference</li></ul>
May 21, 2026
Simon Adcock: Navigating Early Sales Hires
<p>The conversation delves into the transition from business owner to EOS implementer, highlighting the challenges and insights gained from this shift. It explores the importance of accountability and structure in sales, the challenges of making early hires, and the impact of imposter syndrome on hiring decisions. Additionally, it discusses the connection between VTO and the sales function, as well as common pitfalls in hiring salespeople. The conversation delves into the design and management of the sales function, emphasizing the importance of clarity, structure, and strategic planning. It explores the challenges of first hires, budget constraints, onboarding, and the psychology of sales. The role of the accountability chart as a planning tool, understanding the sales process, and the decision-making process for letting go of a sales hire are also discussed.</p><p></p><p>Takeaways</p><ul><li>Transition from business owner to EOS implementer</li><li>Challenges with hiring and making early hires</li><li>Lack of clarity in business and sales</li><li>Accountability and structure in sales</li><li>Core values and expectations in hiring Designing the sales function</li><li>Clarity and structure in sales management</li></ul><p></p><p>Chapters</p><ul><li>00:00 Transition from Business Owner to EOS Implementer</li><li>07:11 Challenges with Early Hires</li><li>13:49 Connecting VTO with Sales Function</li><li>19:25 Hiring Salespeople and Common Pitfalls</li><li>26:45 De-skilling the Sales Function</li><li>31:55 The Accountability Chart as a Planning Tool</li><li>38:44 Setting Expectations and Clear Understanding of Sales Process</li><li>43:45 Marketing Support for Salespeople</li></ul>
May 7, 2026
Mark Bentley: How To Increase Your Exit Multiplier With Sales
<p>The conversation explores the topic of business exit strategies and the role of sales in the process. It delves into the challenges, risks, and opportunities associated with selling a business, providing valuable insights for founders and entrepreneurs. The conversation explores the strategic steps a business owner can take to maximize the saleability and value of their business over a three to five year period. It covers topics such as reducing owner dependence, managing customer concentration, and the value of recurring revenue.</p><p></p><p>Takeaways</p><ul><li>Exit strategy planning is essential for business owners, even if they are not currently looking to sell.</li><li>Reducing risk and demonstrating future growth potential can increase the value of a business in the eyes of potential buyers. Reducing owner dependence is crucial for maximizing the saleability of a business.</li><li>Customer concentration and recurring revenue play a significant role in determining the value of a business.</li></ul><p></p><p>Chapters</p><ul><li>00:00 The Role of Sales in Business Exit Strategies</li><li>09:03 Valuation and Perception of Business Worth</li><li>16:33 Risk Mitigation and Impact on Business Valuation</li><li>22:10 Strategic Planning for Saleability</li><li>28:21 Managing Customer Concentration</li><li>33:53 Value of Project vs. Recurring Revenue</li></ul>
5 total episodes available
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Frequently asked questions
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- What is Sales Traction?
<p>Talking with Founders, EOS Implementers & specialists about scaling sales in B2B SMEs by installing structure & systems.</p> - How often does this podcast release new episodes?
This podcast updates daily.
- Where can I listen to this podcast?
This podcast is available on 4 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
- Does this podcast accept guests?
Yes, this podcast regularly features guests.
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