Why work with a fractional (i.e. contract-based) seller vs. a full-time employee?

If a few deals can move your revenue, you don’t need a full-time salesperson—you need the right one. A fractional strategic account executive delivers experienced, focused execution without the cost and risk of a full-time hire—so you can win and grow key accounts more efficiently.

What experience do you have in sales?

I am a consultative sales professional with a proven track record of driving strategic account and business development growth in the health and wellness sector, including scaling a nutraceutical territory (Designs for Health) from $220K to $2.8M (1,272%). Since then, I've sold dozens of sales training engagements ($25k to $100k) to C-Suite executives and VPs.

What methodology do you use as a Strategic Account Executive?

I am certified in the Gap Selling methodology, which shifts the focus of the sale from your product to the buyer’s measurable business problems. With this information, I work collaboratively with buyers to build a true business case for partnership. I also use MEDDPICC as a deal management framework, which helps identify blind spots in deals before they become problematic.

How do you integrate with our team if you’re not full-time?

I integrate directly into your existing workflow—joining key calls, collaborating with leadership, and aligning with your sales process. The difference is focus: I’m not spread across internal meetings or distractions. My time is concentrated on advancing strategic deals and driving outcomes.

Will prospects or clients know you’re fractional? Does it matter?

In most cases, it doesn’t come up—and it doesn’t matter. I represent your company professionally and build relationships as a trusted partner. What matters to prospects is the quality of the conversation and the value you bring, not employment status.

How are you different from a typical sales consultant?

Most consultants advise. I execute. I don’t just give recommendations—I step into deals, engage with prospects, and help drive outcomes. And when I train teams, it’s grounded in real opportunities, not theory.

Announcing a new Gap Selling Program for individual contributors!

B2B sellers, your struggles have been heard:

Commission checks are shrinking
Quotas are getting steeper and steeper
You dread the weekly pipeline meetings
Deals keep getting pushed out
Buyers are ghosting more than ever before

Meanwhile, you’re not getting the support you need:

You’re unsure of how to find your buyer’s problems in discovery
You’re not even sure what their “real problem” is
No one is coaching your calls, so you don’t know what to do differently
As the going gets tough, your confidence wobbles
It’s starting to feel like a vicious cycle

And because of this:

Your win rates aren’t what you want them to be
It’s taking too long to close deals
You’re discounting to win deals or taking a land-and-expand approach
You’re at risk of not meeting quota

In the second month of my training, I had already improved my close rate, but what is more remarkable is that the deal size I was closing was 3x bigger than what I used to close before my training.

- Sebastian Torres Ortiz

This is why I’m now offering a bespoke Gap Selling program for B2B sellers whose companies are not providing team training.

In this intimate cohort program, you will learn the fundamentals of Gap Selling and receive ongoing, instructor-led coaching (from me!) to help you start winning more deals in less time without discounting.

Here’s what the program entails:

Access to the Gap Selling Online Training (a self-paced, online program - about 8-9 hours in length)
12 instructor-led group sessions on Zoom (one 90-minute session per week for 12 weeks)
Sessions include customized instruction for each seller’s unique selling environment through role plays, Problem Identification Chart completion, and call coaching (each seller gets coaching for at least 1 of their own recorded discovery calls)
The cohort is limited to 10 participants total (of which no more than 3 from the same company) - in order to ensure that all participants get individualized attention (while also learning from each other)
Upon successfully completing the program, participants receive a Gap Selling program completion badge for their LinkedIn profile.

Program dates:

The first session is Friday, August 2, 2024
Sessions take place on Fridays at 8 am PT/11 am ET for 90 minutes

Program investment:

$2,997 total, due at the time of registration (installments are available through PayPal)
Register by July 16 to receive a bonus 1:1 strategy session with me to focus on your immediate goals or toughest deals.

REGISTRATION

Not sure if this program is for you? Let's talk.
Click "Schedule a Meeting" at the top of this page.

Some Frequently Asked Questions

Remember, the program is limited to 10 participants only, so grab your spot before it fills up! This intimate class size allows each participant to receive personalized attention and coaching while benefiting from being in a group environment and learning from peers.

REGISTRATION

Not sure if this program is for you? Let's talk.
Click "Schedule a Meeting" at the top of this page.

Here's what participants from my Gap Selling training programs have said:

Read what past participants of my Gap Selling training have said (anonymously):

Robin was excellent and I really appreciated the safe container she created. I felt a lot of discomfort with the new methodology. Her leadership made me feel safe being vulnerable.

Robin was fantastic and took in consideration our business model and mission, as well as had vast experience in our particular business space.

I'm usually bored several times during even one class of such training, but with Robin, that didn't happen even once. She interacted closely with the participants, and by highlighting our input and weaving it together with the curriculum, it truly brought the teaching to life for me.

[What I most enjoyed was] the way content was instantly relatable to my industry. In many years of sales training, I have never felt like the instructor knew what my role entailed.

Robin was an exceptional instructor. She created a comfortable learning environment even for someone new to sales surrounded by a lot of experienced sellers. She was able to explain complex and difficult ideas in a way that was simple and easy to understand. I enjoyed the interactive and collaborative approach to training because it wasn't just a long lecture that tends to be boring. The training was high energy and felt personal.

The wheels in my brain were constantly turning with every new drip of information Robin presented. The ratio of hands-on activities to lecturing was spot on creating a perfectly paced experience. Robin was so confident and professional throughout the course. My brain has been rewired and I find myself trying to find the gap in numerous interactions now! Killer class, killer instructor, and killer support!

I really enjoyed the way that Gap Selling teaches a more empathic approach to sales and a business solutions based framework. Robin is engaging, positive and fun!

Robin has a truly amazing way of presenting with empathy and preciseness. I immensely enjoyed learning the balance of the heart centred approach to sales, while also learning strategies that identify the GAP a prospect/customer has.