The SalesHandicapper: Your Winning Edge

Welcome to SalesHandicapper: Your Winning Edge, where we help B2B tech founders and sales leaders build sales engines that actually work. I'm Skip Balch, with over 45 years in B2B sales and product development.When revenue stalls or close rates drop, most leaders start guessing. They blame the people, tweak the process, or chase a new ICP—without diagnosing what's actually broken. SalesHandicapper diagnoses first, then prescribes.Each episode features founders and sales leaders who've built sales engines in tech companies. We explore scaling sales—when early tactics stop working, lessons from failed hires, and how to build qualification frameworks teams can use.Whether you're a founder doing all the selling, a sales leader managing inconsistent performance, or unsure if you're targeting the right customers, this podcast helps you figure out what's wrong and what to do about it.This is SalesHandicapper: Your Winning Edge.