Latest / The Influence Gap with Bernadette McClelland
22: Henning Schwinum: The Rise of Fractional Sales Leadership
Most CEOs looking for a sales leader ask for a rock star from their industry. Henning Schwinum says that brief is close to meaningless, because everyone's a rock star on their LinkedIn profile.
Henning has spent more than 25 years leading sales in Fortune 500 companies and startups. In 2019 he co-founded Vendux, which matches CEOs with fractional sales leaders, and he's the author of the new book Right-Sized, Right-Skilled.
Henning and Bernadette McClelland get into the player-coach trap that keeps small sales teams stuck, why fractional engagements go sideways (it's almost never the…
The skinny
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