#316 Jacek Dukat – Why Hiring a Sales Director Won’t Fix Your Revenue Problem

Hiring more sales heads won’t fix your revenue problems and it might be your most expensive mistake.

In this episode, you’ll hear why building the right sales system first is key to scaling sustainably.

Janice B Gordon sits down with Jacek Dukat, unpacking why the traditional sales leadership playbook is broken and what works now.

What you’ll learn:
a) Why evidence-based, risk-shared commercial execution outperforms traditional hiring
b) The steps to build, test, and validate outbound sales models before scaling
c) How to win complex enterprise deals cold, even against bigger competitors

Jacek Dukat is a fractional sales director and new business specialist with over 25 years’ experience scaling B2B tech revenue across European markets, winning over €80 million in complex enterprise IT engagements, all without warm introductions or inherited relationships.

Timestamps:
05:09 Hiring challenges in scaling businesses
10:12 Customer experience and market testing
11:57 Interim sales director role dynamics
16:28 Working as a contractor
19:33 Discussing broken sales systems
24:03 Challenges in improving conversion rates
25:24 Measuring client engagement and sales
28:45 Understanding the client business environment
33:58 Starting a proof of concept
35:39 Winning a deal with a client

Connect with Jacek Dukat

LinkedIn: https://www.linkedin.com/in/jacekdukat/

Connect with Janice

Book Janice to speak at your next sales or leadership event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Instagram: https://www.instagram.com/janicebgordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

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