The sixth episode of the Outfoxed podcast by Hunter.io features Kristie Jones, B2B sales consultant and author of "Selling Your Way In."
With over 20 years of experience helping small and mid-sized companies expand their teams and grow revenue, Kristie has built a specialized practice focused exclusively on B2B SaaS startups generating $1–5 million in revenue. After losing her VP of sales role in a 2016 reorganization, she discovered her true calling: helping founders transition from founder-led selling to building their first real sales teams — a challenge that requires equal parts strategy, psychology, and tough love.
Kristie shares why founders must "give the baby up for adoption" when hiring their first salesperson, how she creates cultures of accountability that focus on outcomes rather than call volume, and why getting small (specializing in a narrow niche) enabled her to go big in the consulting world. Her approach proves that sustainable sales growth comes from solid processes and realistic expectations, not fancy tech stacks or unrealistic quotas.
This episode delivers actionable frameworks for founders, sales leaders, and consultants — filled with honest insights, proven hiring processes, and practical advice from someone who's made the founder-to-sales-team transition work hundreds of times.
Podcast Episode Highlights:
- Why the founder advantage becomes a disadvantage when scaling sales
- Creating accountability cultures focused on outcomes, not just activities
- How to hire salesperson #1 without setting them up to fail
- Why good processes matter more than expensive tech stacks
- Her pragmatic take on VC funding and quota setting
About Kristie Jones:
Kristie Jones is a B2B sales consultant and author of "Selling Your Way In," specializing in helping startups transition from founder-led selling to building scalable sales teams. With over 20 years of experience in sales leadership and team development, she focuses on VC-backed B2B SaaS companies generating $1M–$5M in revenue.
A Kansas native, Kristie currently resides in St. Louis and regularly speaks at industry conferences about sales leadership and startup growth.
Learn more about Kristie Jones via:
Credits: Podcast theme music by Transistor.fm.