FAQ
Frequently Asked Questions
Short, direct answers about how Dark Horse Sales Strategy works. If your question isn't here, ask it on the contact page.
What does Dark Horse Sales Strategy do?
Dark Horse Sales Strategy helps B2B companies fix sales teams that are stuck and modernize the ones falling behind with practical AI. The work covers sales strategy, fractional sales leadership, coaching for managers and sellers, and practical AI enablement. It's led by Kevin Brown, who has over two decades of B2B sales leadership experience.
Who do you work with?
B2B companies with a sales team, a meaningful growth goal, and a gap between the plan and day-to-day execution. Industrial, manufacturing, and distribution companies are home ground. B2B tech companies are a good fit too. The person reaching out might be an owner, president, general manager, sales leader, or frontline sales manager.
How do I know what kind of help my sales team needs?
Start by naming your situation: Build, Rebuild, Modernize, or Scale. Ask four questions. Can we explain how we win and teach it to another seller? Does that approach still fit our customers and market? Can our people execute it without excessive manual work? Can we extend it without overwhelming managers and delivery? The first "no" usually shows where to start. The self-check on our approach page walks through it.
What is a fractional sales leader?
A fractional sales leader is an experienced sales leader who takes defined responsibility for a company's sales team on a part-time basis for a set period. They own priorities and make decisions alongside the team.
Do you offer fractional sales leadership?
Yes, when a company needs 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, terms, and a plan to hand ownership to a permanent leader.
Can you work with the sales leaders we already have?
Yes. Often the better path is strengthening current leaders and managers: clarifying roles, improving pipeline and coaching routines, and assigning clear accountability for the sales plan.
Do I need every service?
No. An engagement can focus on strategy, leadership, coaching and training, or practical AI enablement. Scope follows the problem we find.
What does "practical AI" mean for a sales team?
Practical AI means using AI for a specific, defined sales job and checking whether that job gets done better. Good candidates include account research, meeting preparation, coaching preparation for managers, and finding reliable product or process answers. People stay accountable for decisions and customer communication.
Is the AI work really a software sale?
No. It starts with the sales job and the current workflow. Recommendations follow what the work needs, and a workflow that doesn't help gets changed or retired.
How do you keep coaching and training from fading?
Coaching happens on real work: live 1:1s, deals, and customer conversations, with specific feedback afterward. The new practices are then built into weekly 1:1s, deal reviews, and onboarding so managers keep using them after the engagement.
Do you guarantee a quota increase?
No, and you should be wary of anyone who does. Measures are agreed at the start: whether new practices are adopted, the leading indicators they target, and results once enough time has passed to read them fairly.
How do I get started?
Send a short note through the contact page describing what you're building, rebuilding, or struggling to execute. Kevin reads every note personally and replies by email, and together you decide whether a conversation would be useful.
Related: Our approach, What is a fractional sales leader?, Contact.
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.