Build a sales engine that doesn't depend on you.
When sales still runs through the founder, growth eventually hits a ceiling. Rice Revenue provides experienced, embedded sales leadership to build the process, discipline, team capability and operating rhythm the business needs—before you make the full-time executive hire.
The company is growing. Sales still keeps coming back to you.
That is often the moment when a growing B2B company needs more than advice—but may not yet need a permanent VP of Sales.
An operator inside the business—not another deck of recommendations.
A fractional sales leader is an experienced commercial executive who joins the business part-time and takes active responsibility for improving how sales operates. The role sits between traditional consulting and a permanent executive hire.
Establish the sales process, pipeline architecture, qualification, messaging and operating discipline the business needs.
Run pipeline reviews, strengthen forecasting, establish expectations and bring experienced commercial judgment to leadership decisions.
Develop salespeople through real opportunities, deal strategy, role-play, feedback and consistent accountability.
Build the system and team maturity that make the eventual full-time sales leadership hire more likely to succeed.
Understand first. Then build what matters.
Mark starts by learning how the company actually sells rather than imposing a generic sales framework.
Understand the current motion.
Review how opportunities are created, qualified, advanced, forecasted and closed.
Identify the highest-leverage gaps.
Separate symptoms from the commercial issues actually limiting performance.
Decide what changes first.
Focus leadership and the team on the two or three moves most likely to improve how the revenue engine operates.
Start building inside the business.
Put the new practices into the actual pipeline, team cadence and sales process—not into a presentation that sits on a shelf.
The commercial infrastructure behind repeatable selling.
The exact priorities depend on the business, but fractional leadership commonly touches the areas below.
Sales Process
Clear stages tied to buyer behavior, defined advancement criteria and a process sellers can actually use.
Pipeline + Forecasting
Better pipeline hygiene, realistic next steps, stage discipline and a forecast leadership can use to make decisions.
ICP + Qualification
Sharper decisions about who deserves the team's time—and when an opportunity should not move forward.
Messaging + Discovery
Stronger conversations that uncover meaningful business problems and connect the offer to outcomes buyers actually care about.
Team Coaching
Consistent feedback, deal strategy, expectations and development built around the salespeople doing the work.
Commercial Operating Rhythm
Pipeline reviews, accountability, metrics, CRM governance and leadership cadence that make sales less dependent on improvisation.
Operator. Leader. Teacher.
Mark's approach is grounded in leading real teams, revenue and commercial systems—not simply advising them.
The right answer depends on what the business is ready for.
A consultant, fractional leader and full-time sales executive can all be useful. The difference is the level of ownership and the stage of the company.
Talk With MarkBuilt for B2B companies with real revenue and a sales motion that needs to mature.
Likely a good fit
Probably not the right fit
Enough time to build something that lasts.
Fractional leadership is not intended to be a permanent dependency. Engagements are structured around the commercial work the business needs and the point at which the company is ready for the next stage.
And when the business is ready for a full-time sales leader?
That can be the successful outcome of the engagement. Rice Revenue can help leadership clarify the role, define what the next sales executive needs to inherit and support the transition into a commercial system that has already been built.
Fractional Sales Leadership.
What does a fractional sales leader actually do?
A fractional sales leader is a part-time, embedded commercial leader. The role can include sales process design, pipeline management, forecasting, CRM discipline, seller coaching, deal strategy, messaging, qualification and broader commercial operating practices.
How is this different from a sales consultant?
A consultant may diagnose a problem and recommend a solution. Fractional leadership goes further by working inside the business to implement, lead, coach and establish the practices the team needs.
When should we hire a full-time VP of Sales instead?
A full-time executive becomes more compelling when the company has a sufficiently mature sales motion, enough management scope and the financial and organizational need for permanent executive leadership. Fractional leadership can help build toward that point.
How long does a Rice Revenue fractional engagement last?
Engagements commonly run several months. The exact duration and time commitment depend on the commercial work required and the company's stage.
What does fractional sales leadership cost?
Scope varies considerably based on the company, team and level of involvement required. Rice Revenue determines scope and pricing after understanding what the business actually needs.
What happens in the first conversation with Mark?
The purpose is to understand where the business is, what leadership is trying to accomplish and whether Rice Revenue is an appropriate fit. Deeper diagnosis and commercial work happen within the appropriate engagement.
Build before you hire.
If sales has outgrown founder-led improvisation but the business is not ready for the permanent executive hire, Fractional Sales Leadership may be the right next step.
Talk With Mark