Fixing the gap between knowing and doing.
1:1 private coaching, group workshops, and community sessions — for sales reps and leaders who want help turning what they know into what they consistently do.
Built in the trenches. Refined through coaching.
I'm Rich Smith — a sales practitioner, leader, and coach with over 15 years in B2B sales. I've carried a bag, built and scaled regional teams for a global Sales Enablement SaaS company, founded and exited a B2B SaaS business (Refract), and now lead growth at MySalesCoach.
Most salespeople think they need better skills. Usually it’s something else — a mindset, a belief, or an execution pattern that no amount of training will ever touch. That’s the gap I work in.
I work privately with founders, sales leaders, and individual contributors who are serious about change — not a programme they’ll forget in a week, but real, sustained improvement in how they think, sell, and lead.
- Sales leader — built & scaled a regional team for a global Sales Enablement SaaS company
- Founder — built & exited Refract, a B2B SaaS company
- Head of Growth — MySalesCoach, the Sales Coaching Operating System™
- Author — two #1 bestselling books on sales
- 36,000+ followers on LinkedIn
Most salespeople think they have a skills problem. They don’t. The real blocker is almost always a mindset, a belief, or an execution pattern — something no training programme will ever fix.
Skills can be taught in a day. Changing how someone thinks, what they believe, and how they actually behave under pressure? That takes coaching. Real coaching. Done consistently, over time, grounded in what’s actually happening — not what people think is happening.
That’s what I do. And it’s why I built everything around fixing the gap between knowing and doing.
Three ways to work together
Every engagement starts with a conversation. No programmes. No templates. Just the work that actually moves the needle for you.
1:1 Private Coaching
The highest-impact way to work together. Ongoing private coaching tailored entirely to you — whether you're a rep, manager, or leader. Weekly sessions, deal support, and real accountability between calls.
Most popular Learn more →Group Workshops
Focused, bespoke sessions built around your team’s specific challenges. Not off-the-shelf training — designed around your context, your gaps, and the behaviours that are costing you deals.
For sales teams Learn more →Tactical Programmes
Curriculum-based programmes built for tactical mastery. A structured series of modules designed to develop specific skills, knowledge, and behaviours over a number of weeks — with frameworks, tools, and live practice built into every session.
For reps & AEs Learn more →From the blog
Real coaching dilemmas. Honest thinking. Published on LinkedIn — no fluff, no playbook recycling.
What people say
"From our first meeting he gave me very actionable advice and feedback I could put to use immediately. In each of our meetings he was fully engaged and ensured I was getting the most of my time with him while also challenging me to explore my own process and creative ideas."
"I never left a session just knowing what I needed to focus on — I always left knowing HOW to focus on a certain area; what exactly I needed to do. I hit my goals and ended up the highest performer in my segment."
"Coaching with Rich is probably the best career decision I’ve made. His methods are never pushy — he focuses on creating real value. That perspective has completely changed the way I think about sales."
"Rich offers a vital sounding board backed by years of in-the-trenches sales experience. While Rich consistently challenged my thinking, he did so in a non-judgmental way that built trust and led to a more honest reckoning of the problems at hand."
"The best coaches don’t give you answers. They ask the right questions. Rich does that better than anyone I’ve worked with. When I moved into sales management at HubSpot, I had the experience of a top rep and none of the skills of a leader. Rich helped me close that gap."
"Rich has been an incredible mentor to me. He is hands-on, always available and someone who truly leads by example. I’ve had the privilege of working with him through two major career milestones — from stepping into leadership to growing into a director role."
"It’s rare to find someone who can impact both leadership effectiveness and frontline execution — Rich does both exceptionally well. He helped me operate at a higher level as a leader and became a trusted sounding board on high-stakes decisions."
"Working with Rich far surpassed my expectations. He helped me shift my focus toward strategic coaching and aligning with my team’s core purpose. He’s deeply empathetic to the challenges of the role but isn’t afraid to challenge your beliefs when needed. My team’s pipe cover jumped from 2x to over 3x, and we’re now one of the top-performing teams in ANZ for 2026."
The writing
Two #1 bestselling books written for salespeople serious about their craft — not looking for hacks or quick wins.
Problem Prospecting?!
Most salespeople were never taught how to prospect. They were just thrown in at the deep end and left to figure it out. This is the actionable pipeline generation playbook that fixes that — packed with practical frameworks, scripts, and how-to guides written by three sales leaders who still prospect every single day.
Get the book →
Deconstructing Discovery
The quality of your discovery calls makes or breaks your pipeline — yet most reps stumble through them. Built from thousands of hours of frontline coaching and real call transcripts, this is the tactical playbook for running high-impact conversations that actually convert. Less guesswork. More clarity. Better outcomes.
Get the book →Ready to close the gap?
Start with a 30-minute conversation. No pitch. No pressure. Just an honest chat about where you are and what’s possible.
Let's talkLimited spots available for 1:1 engagements.