Scott Orbuck

Head of Sales, She Sells with Brooke. Also known as the sales guy.

[Scott Orbuck @scottorbuck92]

The room generates heat. The bench converts it. Optimize the 72-hour window nobody budgets for.

[Scott Orbuck @scottorbuck92]

The event isn't the event. The 72 hours after it is.

We followed up closed 14 deposits across 2 closers over the weekend after our last live event.

[Scott Orbuck @scottorbuck92]

A record week isn't a peak. It's the new floor, but only if it can repeat with your bench short and your leadership offline.

[Scott Orbuck @scottorbuck92]

If your engineer publicly asks you to stop doing something, that's the SOP. Add it to the ops doc immediately and let them author the rule.

[Scott Orbuck @scottorbuck92]

I renamed one Airtable column in 4 seconds. It killed our sales notification system for 2 hours.

The most expensive person on your team to break the system is the founder. Speed is a tax everyone else pays.

[Scott Orbuck @scottorbuck92]

Coaching = catching the question your closer didn't ask.

A rubric tells you what got said.

A coach tells you what didn't.

[Scott Orbuck @scottorbuck92]

Your slowest metric isn't a coaching problem. It's a coverage problem wearing a coaching problem's costume.

[Scott Orbuck @scottorbuck92]

568 minutes to 97 minutes in 24 hours. No new tool. No new hire. One coverage change.

Every time a metric regresses for a week, pull the coverage map before you pull the team into a meeting.

[Scott Orbuck @scottorbuck92]

Your real competitor isn't another offer.

It's the income your prospect settles for every single month

[Scott Orbuck @scottorbuck92]

Stop pitching your product. Pitch the gap between their current life and their stated goal.

63% of our live event audience earned under $100k.

88% wanted over $100K. That gap was the entire pitch.

[Scott Orbuck @scottorbuck92]

Your team's performance isn't what your training says it should be.

It's what you consistently accept from them.

[Scott Orbuck @scottorbuck92]

Your closers don't lose deals at the objection.

They lose them at what they do INSTEAD of the framework when the objection hits.

[Scott Orbuck @scottorbuck92]

She spent 75 minutes building trust. Then improvised the most important 3 minutes of the call.

That's where the deal died.

[Scott Orbuck @scottorbuck92]

We had a process compliance problem.

Tried reminders.
Tried meetings.
Tried accountability partners.

One thing fixed it:
tying every step to commission tracking.

[Scott Orbuck @scottorbuck92]

The real standard in your business isn't the one on the SOP.

It's the one you enforce when it's uncomfortable.

[Scott Orbuck @scottorbuck92]

My top closer hit 50% close rate last week.

Her QA scores ranged from 35% to 80%.

Same day. Same closer.

That's the coaching conversation.

[Scott Orbuck @scottorbuck92]

We had a process compliance problem.

Tried reminders.
Tried meetings.
Tried accountability partners.

One thing fixed it:
tying every step to commission tracking.

[Scott Orbuck @scottorbuck92]

Your team isn't skipping your process because they don't understand it.

They're skipping it because nothing happens when they do.

[Scott Orbuck @scottorbuck92]

My closer told me she was "flat."

Most managers would overhaul everything.

I changed two things.
She was back within a week.

The discipline of restraint is the hardest skill in sales management.

[Scott Orbuck @scottorbuck92]

If you disappeared from your business for a week, would the numbers go up or down?

That answer tells you everything about whether you built a team or a dependency.