Jim Hefty is the founder of Lone Star Sales Consulting in Texas, a sales consultancy focusing on sales excellence. Lone Star utilizes the Sales Xceleration platform, helping clients exceed their growth and sales targets across a range of industries by building successful sales plans and aligned sales teams. Before founding Lone Star, Jim spent 33 years in the high technology networking, storage and security markets for hardware, software and services sales. Jim’s deep experience has helped both established and startup companies with both large and private equity backed positions.

The WIN-LOSS Paradox

In my role as an Outsourced VP of Sales, I work with clients and their sales teams on how to improve sales. Surprisingly, I find there seems to be a shortfall of sales teams who are asked and honestly answer these two key questions: When we WIN – Why do we Win? When we LOSE…