Pro Serv Podcast by Collective 54 Episode 228 - Escaping the Rainmaker Trap: How to Build a Scalable Sales Engine Without You
Aug 1, 2025
Robin Way, CEO and founder of Corios, shares insights on moving from being a 'hero' salesperson to building a scalable sales engine. He discusses the challenges faced by founders in developing sustainable go-to-market strategies. There's a focus on transforming skepticism into success by shifting from external agencies to a data-driven internal sales team. Way emphasizes the power of partnerships and data in driving growth, and highlights how referrals can enhance trust and scalability in the business landscape.
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Transcript
Founder Breaks From Sales Role
- Robin Way shared how he loved selling but realized he needed to step away from direct sales to scale.
- His company evolved from founder-led selling to empowering others and productizing expertise for growth.
Build Internal Sales Engine
- Invest in hiring a dedicated go-to-market team internally rather than relying on external agencies.
- Track marketing qualified leads (MQL) and sales qualified leads (SQL) to measure and believe in your sales engine.
Leverage Channel Partnerships
- Develop strong channel partnerships with sellers from cloud and analytics platform providers.
- Use social media to communicate focused, meaningful content to channel sellers rather than end clients.