Startups don’t win without intrapreneurs. These entrepreneurial-minded sales leaders thrive in resource-strapped environments and know how to turn chaos into clarity. I’ve been in those roles for 16 years, and now I dedicate my time to helping founders find the right intrapreneurial talent to scale. That’s why I created Making Revenue Tick: Masterclass Edition—to break down the mindset, stories, and systems of the people who make startups tick.In this episode, I’m joined by Shane Jamison, a sales coach and leader who’s helped companies scale from $1M to $250M. Shane is a master of building scalable sales systems and coaching teams to win consistently—even when the odds are stacked against them. If you’re a technical founder overwhelmed by the idea of building a sales team - or a leader wondering how to hire someone who’ll care as much as you do - this episode will give you the blueprint.Together, we dig into the BIG questions founders are asking:🧠 What is an intrapreneur, and why are they essential for early-stage startups?- What are the most common mistakes founders make when hiring their first sales leader?- What traits separate a game-changing sales leader from someone who’s just good on paper?- Why do 84% of sales reps miss their targets—and how can startups avoid this trap?- How can startups attract and retain entrepreneurial sales talent in a competitive market?Big Takeaways:- You don’t need all the shiny tools to succeed. Shane breaks down why going back to the basics—like knowing your ICP and crafting meaningful conversations—matters more than automation and tech stacks.- Hiring a "big name" can backfire. Founders often fall for resumes that look great but don’t translate to scrappy startup environments.- Good sales isn’t about closing deals; it’s about creating clarity. We unpack how intrapreneurs guide prospects to articulate their own challenges and co-create solutions.- Failing at discovery = failing at sales. Most closing problems? They’re really discovery problems. Shane shows how asking the right questions unlocks real results.Connect with Shane Jamison on LinkedIn: https://www.linkedin.com/in/shanejamison/Visit www.salesredemption.comConnect with Richard: https://www.linkedin.com/in/richwash/Read Growth Magnet: https://www.linkedin.com/newsletters/7083793079794556928/🎧 Listen to the full podcast on Spotify, Apple Podcasts, and more!📌 Don’t forget to like, subscribe, and hit the 🔔 to stay updated on more masterclass insights for scaling your startup.#Startups #SalesLeadership #Intrapreneurship #ScaleYourBusiness #PodcastInsights

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