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📞 Founders, CEOs & owners: book a free Revenue Strategy Call and let's get your sales team closing big deals without you 👉 https://venli.co/yt-desc-exec-podcast In this episode of The Revenue Vault, Marcus Chan sits down with Bart Fanelli, founder and CEO of Skillibrium, on how to build a sales team that stops running through you. Bart helped scale Splunk from $60M to over $1B, led orgs of 275+, and co-wrote The Success Cadence. Real systems and plays for building a sales team that runs without the founder in every deal. What you'll learn: - Why you do not need an A-player in every seat, and what to build in place of one - The weekly, monthly, and quarterly operating cadence Bart runs at Skillibrium - Why you will never outrun a bad sales plan, and who you have to negotiate it with - What one bad sales hire actually costs, in dollars and in months - How to hire for will and coachability ahead of resume - Why Bart raised debt instead of giving up equity - The forward-ready message that turns a contact into a champion **Chapters:** 00:00 Why hiring high-flyers backfires 01:05 Meet Bart Fanelli, founder of Skillibrium 02:18 From Splunk to founding Skillibrium 05:28 Why founders need counsel 07:20 Leaving corporate to go all in 08:53 The scar tissue behind the decision 11:15 The success tax and the sales plan 12:18 Why finance is your most important partner 13:21 The moment that forced the move 16:49 Family is the only grounding 20:18 Systems that let the team close without you 22:40 Why taking deals back backfires 23:30 The operating cadence 26:00 One consistent way to sell 26:45 Why AI can't write your playbook 28:35 Founder Grade vs lone wolf reps 29:21 The high-flyer trap 30:37 90-day ramp, Revenue Rhythms and Hire Ready 33:04 Hire for will, move out who won't 34:03 What a bad sales leader hire costs 36:26 Where AI fits in sales 40:49 Two skills that matter in the AI era 42:43 Debt over dilution 44:12 Don't over-innovate 46:56 Why customers change after the contract 47:54 Play the long game with prospects who go quiet 49:36 70,000 leads is not pipeline 50:31 Be useful: the Schwarzenegger lesson 52:48 The forward-ready message that creates champions 53:55 Where to find Bart 54:29 Key takeaways Connect with Bart: - LinkedIn: https://www.linkedin.com/in/bartfanelli/ - Skillibrium: https://skillibrium.com P.S. Prefer to listen? Listen on your favorite platform here: https://therevenuevault.transistor.fm/ We help founder-led B2B companies build a sales team that runs without them. Through the Revenue Engine OS, we install the strategy, the coaching cadence, and the playbook, so the number holds when you step out of the deals. No rah-rah training days. A real system your team runs. My story: I almost got fired 60 days into my first sales job. I was outworking everyone and closing nothing, until I learned the truth that changed everything: it was never me, it was the system I never had. Once I fixed that, I hit #1 in 12 roles, led a 110-rep, $195M org at a Fortune 500, and walked away from corporate by 35. Now I help founders and owners install the same systems, so their sales stops running through them and starts running without them. What you'll get here: - Real sales frameworks you can run this week - The systems that make a team hit the number without the founder in every deal - Hiring, onboarding, and coaching that turn average reps into consistent closers - Proven playbooks from $700M+ closed and leading 110-rep B2B teams The bottom line: rah-rah training fades in two weeks. Systems hold. I share the ones we install with real B2B teams every day, so you can finally build sales that runs without you. #sales #b2bsales #salesskills #salestraining #marcuschan #venliconsulting

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