If Sales Velocity Drops as Deal Size Increases
It's Not About Effort - It's Executive Scrutiny and Your Sellers Stumble
Executive conversations aren't harder - they're just different.
Yet most sales teams aren't built for that shift.
We serve SaaS companies seeking to raise the performance of their revenue teams.
Scroll down to learn more.
What CROs Know but Won’t Say Out Loud
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Your team loses deals because they’re outmatched in executive conversations, not product knowledge.
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Your team might be “trained”, but they’re still not confident and not consistent in discipline and execution where it matters.
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You need world-class sales skills development, but lack the budget flexibility or time for another “theoretical” program.
What Senior Sales Leaders in Growing SaaS Companies Need Right Now
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A proven, executive-caliber enablement partner who delivers measurable productivity gains—not workshops.
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Targeted enterprise sales skills training reinforced with authentic 1-on-1 coaching. Your reps will execute faster and smarter.
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A flexible, fractional model that delivers board-level impact without headcount, bureaucracy, or premium-priced consulting.
Welcome to Common Sense Strategy.
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Proven sales skills enablement delivered in a fractional, elastic, commonsense business model.
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Fractional: Engaged, experienced executive sales skills enablement, without a long-term commitment.
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Elastic: Our partnership scales with your business – hours, scope, and intensity adjust based on your priorities.
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Recordings of training sessions are provided to the client as part of our fee. Include in your future onboarding tracks.
Common Challenges Facing Growing
SaaS Sales Teams
The critical obstacles preventing SaaS teams from winning consistently.
70%
Insufficient Training
Nearly 70% of SaaS reps have little to no formal, structured, enterprise-level sales training. This means weak skills when engaging senior customer executives. (impactplus.com research)
70%
Missed Quota
As a result of the lack of formal training, nearly 70% of sales reps across all SaaS platforms miss their annual quota targets. (impactplus.com research)
35%
High Turnover
Across all SaaS platforms, sales roles see roughly 35% annual turnover. When turnover occurs, experience walks out the door - handicapping the success of new hires. (xactlycorp.com research)
Low and/or Slow Close Rates
Coaching gaps slow deals
Without consistent, high - quality coaching that goes beyond basic pipeline reviews, sales cycles slow down significantly, deals lose momentum, and overall close rates decline across the team.
Why Engage Common Sense Strategy?
Proven, external enablement that accelerates performance and executive access.
>75%
Managers Overworked
Over 75% of front-line managers say they’re overloaded with other duties (administration, pipeline hygiene, juggling forecasts, etc.) and have little time to coach reps. (LSAGlobal.com research)
93%
Denied C-Suite Access
Over 93% of C-level buyers deny a second meeting. Reps must speak strategic business language, understand financials, and know market conditions. (Gartner.com research)
66%
Objectivity & Trust
66% of reps prefer external coaches who are objective and outside company politics. (mysalescoach.com research)
>74%
No Personalized Coaching
Only 26% of reps report receiving weekly 1-on-1 coaching from any leader. (Salesforce.com research)
Why Enterprise Selling Is Different
It’s as different as chess is from checkers.
Multiple Stakeholders
Speaking “executive” is key
Selling on value, not features
Deals are more complex and fragile
Mutual action plans crucial in enterprise deals
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Double-digit increase in average deal size
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Higher close rates
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Increased confidence and effectiveness selling to executives
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More predictable pipelines
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Accelerated sales cycles
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Improved cross-sell/up - sell performance
Common Sense Enablement
A flexible, elastic model built to scale with your revenue demands.
In-House SaaS Revenue Enablement
Revenue team onboarding
(SDR, AE, SE, CSM, Renewals)
Revenue team product training and certification
$$$ Fixed, long-term payroll expense
Lacking in most growing SaaS enablement teams
Lacking in most growing SaaS enablement teams
Lacking in most growing SaaS enablement teams
$, no long-term commitment, flexible engagement model.
Our Enablement Approach
Revenue team onboarding
(SDR, AE, SE, CSM, Renewals)
Not our primary focus, but we can assist as an ad hoc consulting engagement.
Revenue team product training and certification
Revenue team executive selling skills
(explore “Training and Coaching" under Navigation).
Value engineering leadership and training
1-on-1 tailored coaching sessions
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Founder –
Jim Maholic
The Sales Whisperer
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25+ years coaching enterprise SaaS sellers
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Former global revenue enablement leader
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Best-selling author on value selling
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Former Deloitte audit manager
(learned to confidently engage senior executives)
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Former PwC consulting manager
(learned to identify, analyze, and solve enterprise challenges)
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Twice CIO in manufacturing
(learned to negotiate with vendors)
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Trusted advisor to revenue leaders worldwide
"I have worked with Jim for several years and honestly his ability to help put together value-based training for teams is just phenomenal. He really knows how to connect the dots in a way that actually makes sense, especially for sales teams.
Jim’s experience working with executives, and especially IT leaders, is a huge advantage. He knows how to build trainings and presentations that actually land with the audience instead of just sounding good on paper.
His sales training around different methodologies was extremely beneficial to our teams and you could see it show up in how people sold and how confident they were talking to customers.
On top of all that, Jim is just a great person to work with. Solid partner, easy to collaborate with, and someone I’d work with again in a heartbeat. I really can’t say enough good things about him. If you have the opportunity to engage with him, please do it."
Aaron A.
Sales VP
"Jim has worked for me as a sales enabler for several years, at two different companies where the focus was on transforming the sales organization from
transactional/product - focused sales to value - based sales.
He is an excellent sales enabler. He’s a passionate sales coach, helping our sales force expand deal sizes by positioning solutions and value to executives within the customer organizations.
At one company, he created a customized sales coaching curriculum. He was great at coaching our reps to transition from low - value transactional sellers to effective, high-dollar executive sellers.
And when asked to be customer - facing, he may be the best there is in communicating the value of technology proposals to executive buyers."
Sean K.
Chief Revenue Officer
"I have had the extreme pleasure of working with Jim for the past year and a half. As a seasoned Enterprise Sales Executive for over 30 years, I have seen my fair share of Enablement teams. Jim created and led, by far, the best enablement program I have ever seen. Not only did he get our new employees trained and armed with the knowledge to be successful; he also continued to add significant value each and every week with sales training.
In a world where if you are not learning or improving your craft you get passed by… Jim’s consistent message, his vast experience, and ability to explain even the most complex solution, gave me the tools that significantly impacted our organization. He goes well above and beyond just “enabling” us; he would provide incredible insights and ROI, affecting insights that helped me close large, complex deals at the highest level. He is an invaluable asset."
Chris R.
Enterprise Sales Rep
Choose How You Want to Get Started
Pick the Engagement Model That Fits Your Needs
Training Sessions
Live, virtual, 45 - 60 minute sessions covering core executive - selling skills. Ideal for teams that want practical, repeatable frameworks they can apply immediately.
1-on-1 Coaching
Focused 30 - 45 minute sessions tailored to individual sellers. Perfect for deal reviews, messaging refinement, and sharpening specific skills.
Custom Enablement and Value Consulting
A bespoke engagement designed around your goals. Great for teams needing tailored onboarding paths, KPI alignment, or custom value frameworks.
What is Common Sense Strategy?
We equip SaaS revenue teams with the skills, confidence, and executive fluency required to win enterprise deals—even in an unpredictable market.
Our elastic model provides on-demand access to senior enablement & value engineering expertise, without the cost of full-time headcount.
The Problem We Solve
Most SaaS sellers can secure a first meeting - but not a second.
Why? Because executives expect strategic business conversations, not product talk.
Communicate in Executive Terms
Communicate using strategic business language that resonates clearly with senior executive decision-makers.
Lead Strategic Value Conversations
Guide discussions toward measurable impact, financial outcomes, and long-term organizational business priorities.
Establish Senior Executive Credibility
Demonstrate strong industry understanding and financial awareness to instantly earn executive-level trust.
Navigate Complex Enterprise Deals
Manage multi-stakeholder buying groups effectively while maintaining momentum and strategic alignment throughout.
Advance to Enterprise Selling
Adopt enterprise-selling skills that position solutions as transformative, organization-wide strategic investments.
We Are the Goldilocks Zone
You know you need Value Engineering and Enablement expertise—but do you really need full-time talent for a growing business?
Why Engage Common Sense Strategy?
Proven, external enablement that accelerates performance and executive access.
>75%
Managers Overworked
Over 75% of front-line managers say they’re overloaded with other duties (administration, pipeline hygiene, juggling forecasts, etc.) and have little time to coach reps.
>74%
No Personalized Coaching
Only 26% of reps report receiving weekly 1-on-1 coaching from any leader.
66%
Objectivity & Trust
66% of reps prefer external coaches who are objective and outside company politics.
93%
Denied C-Suite Access
Over 93% of C-level buyers deny a second meeting. Reps must speak strategic business language, understand financials, and know market conditions.
40% increase in average deal size
Faster onboarding & certification
Higher close rates
Better executive engagement
More predictable pipelines
1-on-1 Coaching
Focused 30-minute sessions tailored to individual sellers. Perfect for deal reviews, messaging refinement, and sharpening specific skills.
Value Engineering & Consulting
We craft clear, ROI-driven value propositions and business cases that help SaaS teams win bigger, faster, and with confidence
Build value propositions & business cases
Align solutions to executive KPIs
Improve qualification & close rates
Run collaborative value workshops
Create ROI calculators & messaging frameworks
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Common Sense Strategy, LLC is an authorized reseller for Value Viewpoint.
Our Clients
We believe every client is a valuable, long-term partner.
How We Work
Flexible, elastic model with no long-term commitments.
Spin up or down based on demand and budget.
We support your full revenue org:
SDR
AE
SE
CSM
Renewals
AE
Founder – Jim Maholic
The Sales Whisperer
Founder – Jim Maholic
The Sales Whisperer
-
25+ years coaching enterprise SaaS sellers
-
Best-selling author on value selling
-
Former Deloitte audit manager
-
Twice CIO in manufacturing
-
Trusted advisor to revenue leaders worldwide