Jag Jassel
Most B2B companies don't have a sales problem. They have a structure problem. And there's a difference.
I've spent 25 years inside the most complex technology sales environments in ANZ — enterprise, government, cloud transformation, and managed services.
At IBM Consulting alone I closed $132M in 24 months.
That volume of complex deals teaches you one thing fast.
Structure wins. Every time.
The thinking lands here first
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About
I've spent most of my career inside large, complex technology deals.
IBM Consulting. Oracle. Federal and state government. ASX-listed enterprises. Energy, utilities, health, education, financial services, and FMCG.
Deals that took eighteen months, involved multiple partners, and required someone to own the commercial outcome end to end.
That someone was me.
Over 25 years I've closed deals including a $50M federal government transformation, a $38M SAP cloud migration, a $30M Queensland Government and Health portfolio, a $20M data centre exit, and a $12M competitive cloud RFP. Clients include Telstra, NAB, Rio Tinto, Bunnings, Department of Defence, Victoria Police, and Bega.
But enterprise is only half the picture.
In between I built and ran Jassel Media — a B2B marketing and advisory business that grew to $240K per month. 700+ clients across 65 industries. 300+ ad accounts. $20M in client ad spend managed and deployed. I exited the business in 2021. Then I packaged what I had learned and taught it. 1,300+ professionals went through my paid programs.
That's an unusual combination. Most enterprise sales directors have never run a business. Most people who teach sales have never closed at this level.
I've done both.
And doing both taught me something that applies everywhere — from an eight-figure government tender to a founder trying to close their first $50K retainer.
The problem is never the people. It's the structure underneath them.
What I do today:
I work with B2B companies as a fractional sales leader and advisor. I step in and run the sales function — pipeline discipline, forecast accuracy, deal stage clarity, team structure, and coaching Account Executives. The full operating system underneath the revenue engine. Built, installed, and running.
I also build infrastructure for the fractional executive space through FractionalPractice.com. Fractional work is not freelancing. Most people treat it like it is. I'm building the standards, methods, and formation systems to separate the two permanently.
I speak at events on enterprise sales, revenue structure, and executive leadership.
If you are building something serious and the revenue engine isn't keeping up — I'd like to hear about it.
Blog
25 years of pattern recognition — written down.
Thinking on enterprise sales, revenue structure, leadership mindset and what it actually takes to build a B2B business that doesn't run on chaos or hope.
Books
Some ideas need more than a post.
Scale or Stumble: The Founder's SOP for Predictable Growth
Most founders hit $3M and expect more revenue to bring more freedom.
It doesn't. It brings more complexity, more bottlenecks, and a business that still can't run without you.
This book is a 9-step operating system for founders ready to stop being the ceiling of their own company. Predictable sales. Structured growth. A business that scales without you in every conversation.
The Fast Growth Method: What the Top 1% of Coaches, Consultants and Service Providers Are Doing To Scale Their Business
Most coaches and service businesses grow through referrals and hustle. It works — until it doesn't.
This book installs a system underneath your growth. Tested across 35+ industries. Built for founders and service businesses done leaving revenue to chance.
Videos
Short, practical sessions on deals, pipelines, and the operating rhythm of a serious sales function.
Contact
If you're building something serious and the revenue engine isn't keeping up — let's talk.
Fractional engagements. Advisory. Speaking.
Jag (at) team.fractionalpractice.com
Sales. Structure. Mindset.