Enabling Buying · 2026-09-01 · 30 min
For the short video summary, please click here . Watch the full video here . In this episode of Enabling Buying: A B2B Sales and Revenue Podcast , host Paul Kirch speaks with Carla Watt , founder of WattNext Consultancy, about founder-led sales and the challenges of building a scalable sales organization. Carla works with founders who are ready to move beyond selling everything themselves. She helps them build stronger sales structures, leadership systems, and teams. She is also the author of the forthcoming book The Accidental Sales Leader . Carla shares how she unexpectedly found her way into sales. She started in telemarketing, where she learned resilience and how to handle rejection. Later, she moved into sales leadership, training, and coaching. Eventually, she became a founder herself. Along the way, Carla discovered a common problem. Many founders know how to sell through instinct and determination. However, they struggle to turn that approach into a repeatable process that someone else can follow. Paul and Carla also discuss why founders often hire salespeople before their business is ready. Instead, Carla explains why companies need the right foundations first.
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