One Thursday drop, one account, every hand. Scout finds Harlow. Walk it through. The chain names the rest. The handover into success is usually the constraint.
James Harlow, MD named from the posting
First UK seller role posted. The JD names marketplace operations in the first ninety days.
linkedin.com/jobs · the page it came from
WhyThey have committed to a UK motion they do not yet have a person for.
01 / 08 · Scout
Thursday. Harlow Systems lands on the board — first UK seller posted, James named, the page attached.
Carrying a number, between us. Direct and channel, across the UK, EU, US and India.
UK services units run as the number: LiveArea, Greenlight, Advansys.
Enterprise deals, start to close. SAP, Adobe, Mirakl, ChannelAdvisor, Uberall.
of sellers missed quota last year. Headcount is not a motion.
That is why we exist. An engine that runs from day one beats a hire who tells you nothing for nine months.
Phil Boyle · Taha Zaheer
39 named moves, from the upfront contract to the last ten percent of price. The closer walks Open through Negotiate. The coach watches for the miss.
Diagnose · Finding the gap and its cause
Get their present situation in numbers and nouns, not adjectives. 'It's messy' is not a current state. 'Four people, two spreadsheets, six days a month' is.
The miss
Say this
A line written from this call. The catalogue names the kind of move, never the wording.
Thinking
Why that line, and what they have not actually said yet.
Follow up
The next question, while you can still use the answer.
Still a hole
The miss this mechanic is watching for, not a keyword.
Hear both sides, your microphone and the meeting, labelled. After the call the stage is derived from evidence, never dragged. Each rung has a killer the coach is already watching for.
Tell us what you sell and who signs it. Five companies in your market with a dated reason to talk to them land on a private board the same day, each with the evidence and the first line. No card, and nothing sends unless you send it.
