Frequently asked questions

Item Bedrock Sales Strategy is a Houston, TX-based B2B sales consulting firm that fixes underperforming sales organizations by building the strategy, infrastructure, and leadership behind predictable revenue. Unlike firms that only advise, Bedrock takes a hands-on approach — diagnosing the gaps hurting revenue, building a custom sales operating system, and leading execution as an embedded Fractional VP of Sales. It was founded by Mike Dowhan and serves executives, sales leaders, and founders across SaaS, technology, financial services, professional services, manufacturing, construction, transportation, and talent marketplaces.description

The Bedrock Sales Strategy Method is a five-stage process for turning an inconsistent sales team into a predictable growth engine: Discover (uncover the sales gaps hurting revenue), Design (translate vision into a sales strategy), Build (create the systems, tools, and structure to succeed), Execute (activate the plan, lead the team, and deliver results), and Sustain (scale the team, coach for greatness, and sustain success). Every engagement starts with a diagnostic and produces a custom roadmap.Item description

A Fractional VP of Sales is an experienced sales executive who leads your sales organization on a part-time, ongoing basis — providing both strategic direction and hands-on execution without the cost of a full-time hire. At Bedrock, the Fractional VP of Sales brings pipeline oversight, performance accountability, team coaching, and sales-process discipline to drive measurable revenue growth.

A traditional sales consultant advises and hands you a plan; a Fractional VP of Sales owns the outcome and leads the team to execute it. Bedrock blends both — strategy plus hands-on leadership — because most sales problems are solved by someone accountable for pipeline, forecasting, coaching, and daily execution, not by a slide deck.

Consider one when you see the symptoms of a broken sales foundation: missed goals, slow deal progression, unreliable forecasts, limited visibility into metrics, reactive selling, or reps operating off-script. Industry data shows most SMBs lack the fundamentals — roughly 97% have no sales playbook and 92% no documented sales process. If revenue has stalled and no one provides dedicated sales leadership, that's the signal.

Hire a Fractional VP of Sales when you need experienced sales leadership now but can't justify a full-time executive salary, or when your team is small enough that it doesn't require full-time oversight. A fractional leader delivers senior-level strategy and execution at a fraction of the cost and builds the structure a future full-time VP will inherit. Move to full-time once your team, pipeline, and revenue demand daily, dedicated leadership.

Sales training programs teach a selling methodology to individual reps; Bedrock builds the entire sales operating system around them. Training improves rep skills, but skills alone don't fix missing playbooks, undefined processes, weak forecasting, or the absence of sales leadership. Bedrock addresses strategy, infrastructure, organization, and leadership first, then layers in best-in-class training where it fits. We provide individualized sales coaching which may be supplemented by specialized training.

Bedrock prices each engagement to its scope rather than using a fixed rate card. Assessments and sales-infrastructure work are billed as scoped projects, while Fractional VP of Sales leadership is priced as a monthly retainer. This keeps senior sales leadership accessible to small and mid-sized companies — you pay for the level of leadership you need instead of a full-time executive salary plus benefits and equity.

All fees are disclosed up front in the Statement of Work for the services you approve. Third-party tools and services may carry separate licensing costs — talent assessments, CRM installation, software seat licenses, AI agents, recruiting, or ad placements. Additional fees may also apply for travel, conference attendance, onsite visits and workshops, added days of service, dedicated training and coaching, and board-advisory support. There are no hidden charges.

Engagements range from one month to twelve-plus months. A Sales Assessment and initial discovery is completed in about 30 days. Sales infrastructure is typically built within 2–3 months after the assessment. Fractional VP of Sales leadership is a longer-term engagement, usually 12 months or more.

We follow a five-stage arc — Discover, Design, Build, Execute, Sustain. It begins with a Sales Assessment and Gap Analysis across your sales strategy, methodology, analytics, and organization. From there Bedrock designs the strategy, builds the systems and tools, and embeds to lead execution and coach the team, then focuses on scaling and sustaining performance.

Bedrock Sales Strategy executes. The approach is deliberately hands-on: it doesn't just deliver recommendations, it builds the systems and embeds as sales leadership to activate the plan, lead the team, and deliver results — accountable for outcomes like pipeline health, forecast accuracy, conversion, and rep productivity.

Bedrock works across a wide range of B2B industries, including SaaS and IT services, technology, financial services, professional services, manufacturing, construction, transportation, and talent marketplaces, supported by a roster of senior sales leaders with specific experience in every industry.

Bedrock Sales Strategy primarily serves small and mid-sized B2B businesses (typically between $5 - $100M) that need experienced sales leadership but lack a formal sales-leadership structure — often companies where the founder still owns sales, or where a newly promoted manager hasn't had formal training. It drives outcomes for B2B organizations regardless of size or maturity.

For startups, we provide Executive Sales Coaching and Sales Advisory/Board services.

The 90-Day Sales Action Plan is Bedrock Sales Strategy's structured build for standing up scalable sales operations fast. In the first 90 days it establishes quotas, compensation plans, organizational structure, KPIs, CRM setup, and forecasting. It's designed for companies moving from ad-hoc selling to a documented, measurable system, and often becomes the foundation a Fractional VP of Sales then leads and scales.

Bedrock Sales Strategy works across the major B2B CRMs — including HubSpot, Salesforce, Pipedrive, GoHighLevel — optimizing them for accurate tracking, reporting, and productivity. We also integrate the broader sales tech stack, including AI tools and agents, talent assessments, and enablement platforms.

Bedrock Sales Strategy is based in Houston, TX, but works with B2B companies wherever they are, through a blend of on-site and remote engagement. Houston clients benefit from local presence and in-person workshops; companies elsewhere get the same systems and leadership delivered remotely. We have engaged clients throughout the United States and across Europe.

Bedrock Sales Strategy was founded by Mike Dowhan, its Founder and President, a Fractional VP of Sales, SalesXceleration Advisor, multiple year President’s Circle winner and sales coach based in Houston, TX. Mike brings more than 30 years of experience, including roles at Morningstar, Toptal, The Boston Consulting Group, and Goldman Sachs, and founded Bedrock Sales Strategy to fill a critical gap in foundational sales strategy and leadership.

The best first step is a Sales Assessment, which diagnoses the gaps in your sales strategy, infrastructure, organization, and leadership and produces a custom roadmap. Book a call with Mike Dowhan at calendly.com/mikedowhan/Discovery or email mike@bedrocksales.com.