Interested in starting your own entrepreneurial journey in personal and business development but unsure what to expect? Then read up on our interview with Walter Crosby, CEO of Helix Sales Development, located in Milford, MI, USA.

What's your business, and who are your customers?

Helix Sales Development. I will put the answer in the form I use to speak directly to my "dot." Are you likely an entrepreneur or CEO with a burning desire to grow your company? But for you, sales are no longer the best use of your time, and you feel constantly being sucked back into the weeds of your business.

Currently, your passion for the company is only exceeded by your desire to double revenue…$7M to $15M or $20 to $45 in the next three years. In other words, you want to scale the business! What if I told you it was possible to accelerate your revenue growth and build a sales organization that generates revenue without your constant involvement? It's not easy, and the journey will be challenging, but in the end, you'll be rewarded with your freedom.

What you need are the basic sales processes and systems optimized for your company and customer because without them, you cannot scale. You also need to build a sales culture that is high-performance. It should compliment your company culture, yet it is exciting, driven by positive accountability, and honest!

Change is required. If you're bold enough to take this path, you'll need to change your mindset and instill a discipline of accountability and establish a high-performance culture within the sales team. You won't find a one size fits all approach here. The process is simple, but the answers aren't always easy because the solutions to your challenges are not created by treating your symptoms but by fixing the root causes. If your revenue forecast is unreliable, this is a symptom; correcting the underlying cause is the key to your freedom.

Tell us about yourself

Athletes I work with within a sales organization say I remind them of their football coach. Others don't understand the dichotomy between my challenging them to be the best they can be and the level of protection I provide to them. Trust is critical to me. I am a blue-collar guy who has worked hard for everything I have. Oscar Wilde once said that "experience is the name I give to my mistakes." I am an experienced man. I don't care what you sell. There are principles in sales that are essential. Foremost is to help our prospects and clients. If what we have is not a good fit for the prospect, state such as quickly as possible. Detach from the outcome is often described as the transaction. Focus on making a difference.

What's your biggest accomplishment as a business owner?

Helping individuals see you believe they can do more and doing the work to earn it.

What's one of the hardest things that come with being a business owner?

People. They are the most important aspect of business, but harnessing their collective power is always the primary concern. Getting everyone to work as a team is difficult but essential.

What are the top tips you'd give to anyone looking to start, run and grow a business today?

  1. Don't start a business unless you have passion for what you are doing.
  2. Don't fall victim to creating something that fits the masses. Focus on your passion, and help the smallest viable group possible.
  3. Business is like an iceberg. You don't see the grit, hard work, and drive necessary to be successful.

Is there anything else you'd like to share?

Every manager needs to be a coach. Never stop learning.

Where can people find you and your business?


If you like what you've read here and have your own story as a solo or small business entrepreneur that you'd like to share, then please answer these interview questions. We'd love to feature your journey on these pages.

Turn your craft into recurring revenue with Subkit. Start your subscription offering in minutes and supercharge it with growth levers. Get early access here.