Kevin Brown · Sales Performance Advisor
Become the competitor they didn't see coming.
I help ambitious B2B companies strengthen sales strategy, leadership, and execution so they can compete with bigger players.
Career experience
Over two decades in sales leadership
When Dark Horse Fits
Build. Rebuild. Modernize. Scale.
Build
You have demand, but no repeatable sales organization.
Rebuild
Performance is inconsistent, and the current model needs repair.
Modernize
Sales has outgrown its practices, systems, and ways of working.
Scale
Growth still depends on founders, star sellers, or fragile processes.
Services
Sales transformation, from strategy to execution.
Career record
The experience behind the work.
Over two decades, I've led sales organizations across multiple markets and industries, with responsibility for hundreds of millions in cumulative revenue. That leadership spans the Great Financial Crisis, repeated oil and gas cycles, and COVID.
Ran the sales business
P&L, strategy, hiring, compensation, and execution
Coached hundreds
salespeople and managers across my career
Software & AI
development and implementation for sales teams
How I work
Change the work. Leave the capability.
Scope follows the problem. I work with your team on live sales decisions and use technology where it helps.
01
Diagnose
Review the plan, pipeline, manager routines, and seller work to find what's limiting performance.
02
Build
Set priorities, owners, and measures. Build the plan, routines, or workflow the problem calls for.
03
Operate
Work with leaders, managers, and sellers to put the changes into practice on live sales work.
04
Transfer
Coach the team and hand over the tools and cadence they need to keep improving.
Common questions
Working with Dark Horse Sales Strategy.
Practical answers about fit, scope, and how an engagement begins.
Who do you typically work with?
B2B companies with a sales team, a meaningful growth goal, and a gap between the plan and day-to-day execution. That usually means a founder, CEO, CRO, VP of Sales, or commercial leader. Industrial, manufacturing, and distribution businesses are familiar ground, but they aren't a requirement.
Do I need every service?
No. An engagement can focus on strategy, leadership, coaching and training, or AI enablement. I scope the work around the problem we find; the capabilities serve the change the sales organization needs.
Is the AI work really a software sale?
No. It starts with the sales job and the current workflow, not a product. Recommendations follow what the work needs, and every workflow keeps people accountable for decisions and customer communication.
Do you guarantee a quota increase?
No, and you should be wary of anyone who does. Measures are agreed at the start of each engagement, covering whether new practices are adopted, the leading indicators they target, and results once there's enough time to read them.
Do you offer fractional sales leadership?
Yes, when you need someone to own sales priorities, lead managers or reps, and run the operating cadence for a period. It comes with explicit decision rights, time commitment, and terms. It isn't the label for every engagement.
How do I get started?
Send a short note through the contact page. I'll reply personally by email, and we can decide whether a conversation would be useful.
Work with Kevin
Tell me what needs to change in sales.
Share what you're building, rebuilding, or struggling to execute. I'll read your note personally and reply by email.