Most sales teams track their close ratio and quota attainment. Jim Carlough's team went from 15% to 70% by measuring everything else first.

Jim Carlough is a transformational executive and leadership identity architect with 30 years of driving growth across healthcare and technology. As Chief Sales Officer at Impulse, he leads AI-powered engagement strategies delivering over one billion healthcare conversations annually while accelerating double-digit ARR growth. As former President of Health Trio (acquired by Impulse), he tripled revenue in three years, going from 1 deal a year to 10, selling a new deal every month for nine consecutive months in his best stretch.

In this episode, Jim breaks down exactly how he did it: the pipeline cleansing, the drip campaigns, the KPI structure, and the hiring philosophy he learned from Ross Perot.  ...