25 years in B2B sales: hunting, leading, coaching and always executing
I’ve carried quotas, led sales teams and, since founding RevenueBuilder in 2013, worked directly with founders, sales leaders and salespeople on the decisions, deals and execution shaping their results.
Today that work spans sales coaching and sales acceleration, working with you from live deals and individual performance through to the sales operating system beneath the team, so you can see where revenue is leaking, what needs fixing first, and what to leave alone.
1300+ projects
Across sales coaching, outbound sales and lead generation campaigns, fractional sales leadership, and sales hiring.
320
Sales acceleration programs delivered across SaaS, Emerging Technology, Industrial, Logistics, Agencies, Professional Services, and Media.
25+ years of proof
Accountability in sales execution across individual contributor, sales leadership, and advisory roles in the US, Australia, APAC, and Europe.
I learned sales excellence from inside the work
Before RevenueBuilder, I spent the first half of my career inside B2B sales organisations across technology, e-commerce and media. I moved into sales leadership early, and that meant being accountable for a lot more than my own performance. Territory coverage, doing deals, forecast accuracy, hiring decisions and whether the team could actually deliver the number all became my problem.
Coaching salespeople was part of that job for years. I had to work out why opportunities were being lost, where individual sellers were getting exposed, what needed to change in the way they qualified, presented, negotiated or managed an account, then see whether the numbers improved.
That foundation is a big part of why founders, sales leaders and senior salespeople like working with me today.
I understand the pressure behind the number because I’ve carried it, led the team responsible for it, made the hiring calls and had to explain myself when the forecast was off. Now I know how to get all of that right, but it took decades in the weeds.
Today, I bring clear judgement to the decisions in front of us, work directly with you on the deals and execution issues that matter, and stay close enough to the work to ensure our decisions are quickly improving performance.
The RevenueBuilder
The RevenueBuilder
Tight focus on new business
“Brad is the best sales coach I could have hoped for. We’ve been getting more wins thanks to his super practical guidance. He’s as sincere and knowledgeable as they come. Over the last few months, he helped us build out our outbound sales messaging and systems, and every engagement was a total joy. He’s thoughtful, sharp, and a deep thinker when it comes to understanding the nuances of a small business. I highly recommend Brad.”
JONAH NEUSS
CEO // WOW HOUSE STUDIO
The experience behind the advice
Starting out in tech media
I started my sales career in B2B media, selling advertising to technology companies and the IT channel through publications including PC Magazine, Computer Reseller News and ITnews.com.au. I did well, moved into management pretty quickly, and by my mid-twenties I was already responsible for a sales team.
That was my first real exposure to the numbers behind a sales operation, not just my own target. I was learning how much management, hiring and day-to-day sales discipline affected what eventually showed up in revenue.
It’s also where I first became interested in why some people could consistently outperform others, and how much difference a good sales leader could actually make.
Digital changed the equation
Then I moved to London and into Europe’s leading e-commerce engine, as Commercial Sales Director at Kelkoo, right in the thick of the dot-com boom and crash. I was leading merchant sales and account management while working closely with marketing and product, so I could see both sides of the growth engine at once. We combined outbound merchant acquisition with digital campaigns, my first exposure to orchestrating integrated lead generation.
By the end of my first year, UK merchant growth had increased from 11% per quarter to 24%. That was when I started seeing sales and marketing as one commercial system, where things quickly fall apart without a coherent strategy and disciplined execution.
Bigger teams, bigger deals
Back in Sydney, I joined Fairfax and started out leading advertising sales for its technology category.
Over time my remit widened into leadership across digital products, commercial partnerships and GTM strategy, and I became Director of Sales and Digital Integration. In that role, I was closing deals averaging $2.6M with Commonwealth Bank, E-TRADE, Charles Schwab, CoreLogic, and CommSec for the Financial Review’s subscription and financial-data products.
I went on to lead 22 salespeople, while also building a year-long coaching and development program across a wider group of 28. Four digital sales managers I recruited and led contributed $11M in new revenue in their first two quarters.
That was where my sales leadership decisions started intersecting more directly with finance and corporate strategy, and where I learned how costly sales initiatives can be when they aren’t grounded in evidence and logic.
Mastering sales performance
After years selling and leading teams, I started FutureGen Media, publishing trade magazines, websites and industry journals specifically for the B2B sales profession.
I built the revenue operation from scratch and assembled a team of fantastically driven SDRs and account executives. We grew advertising sales from zero to $890K annually by year two, and beat target for five consecutive quarters through a pretty unforgiving downturn.
Around the same period, I also took on sales strategy advisory work with Gartner, looking at sales effectiveness, GTM design and the commercial decisions behind performance.
That period pulled me much deeper into the business of sales itself, and set up what came next with RevenueBuilder.
Then came RevenueBuilder
RevenueBuilder pulled a lot of those threads together. Coaching, strategy, and advisory were always part of the work, but for much of the business’s history we were also running lead generation, new business and frontline sales programs for B2B clients.
I was still selling RevenueBuilder services myself, supported by my team, while also leading people selling for clients and getting directly involved in opportunities. During one growth period, I took agency revenue from $700K to $3.6M in 24 months.
On the client side, that included sourcing and closing a $300K+ industrial technology deal for Carbonix involving Hitachi and multiple enterprise stakeholders. For Yieldify, we generated 540 qualified opportunities and 2,310 qualified leads in six months, and for Perenso, a three-month sales execution program produced 137 qualified opportunities worth $1.14M in conversion value.
That kept me very close to the commercial reality of what I was advising other sales teams to do every day.
What I offer today
These days, most of my work is sales coaching and sales strategy development. I’ve completed more than 840 one-to-one coaching engagements and 320 sales acceleration programs, working with people and teams from companies including Siemens, AWS, Navan, Rockwell Automation, Dentsu and Coupa, as well as startups and smaller B2B businesses where every opportunity matters and every deal carries real weight.
The numbers matter because this work has to change commercial performance. Across my coaching clients, average win rates increase by 28% after eight sessions. Across sales acceleration engagements, the average increase in qualified pipeline is 3.3x.
What I’m selling today is the benefit of all those years spent carrying numbers, leading teams, building businesses, executing for clients and fixing hundreds of sales problems in the trenches. I can usually get to the real issue pretty quickly, then work alongside the people responsible for fixing it.
Bradley Pickett
Co-Founder & CEO, QuantPlus
“I have personally engaged Brad several times to help us grow our sales pipeline. He always delivers the highest quality of strategic thought and execution. If your business needs a genuine boost from high net worth clients, call Brad today.”
Dario Valenza
Founder, Carbonix
“Brad helped us build our sales operation at Carbonix from the ground up. We got the pipeline and the deals and we’re now in new markets with a well-known brand and signed partners the industry recognises.”
Michael Marthick
Founder, Valion Health
“We engaged Brad as our sales strategist and coach across sales team development, new business strategy and improving sales performance. It’s been a pleasure to work alongside Brad, he gets results fast, he’s a true sales professional, and all around good bloke.”
What all my experience means for you, in practical terms
Without going deep into your daily reality, it’s almost impossible to give you constructive advice, which is why I participate with you instead of telling you what to do, then walking away.
Real-time on deals
We work on the opportunities, conversations and decisions in front of you, so you qualify harder, read buyers better and keep more deals moving toward a win.
Identify blockages
We examine process, pipeline, data and management rhythm together, so you can see what’s hurting performance, how to stop it happening again, and how to execute more coherently.
Prioritise initiatives
I help you decide what needs fixing now and what it will take to improve, what can wait and what should be left alone, so your effort goes into activities that produce revenue.
My approach
The kind of thinking you can expect when we work together.
Sensible discernment
Sales performance improves through clear decisions made in context. I focus on understanding what’s actually happening in your current sales process before making robust recommendations.
Pragmatism over hype
I don’t sell silver bullets or give performative motivational speeches. The work is grounded, sometimes a little uncomfortable, and always tied to execution inside your day-to-day sales environment.
Test, learn, optimise
Every recommendation is pressure-tested against live deals, real behaviour, and measurable outcomes. If something does not work in practice, we adapt quickly and move on.
Execution over theory
Strategy matters, but only if it translates into behaviour. My role is to help turn sound sales logic into consistent execution through focused 1:1 sessions and disciplined follow-through.
Book a short session with me to see how to dial up your sales success
Together we'll pressure-test your current sales process, what needs fixing, what to amplify, what to fund, and what to prioritise.
