Glen and Kevin sit down with Charlie Phillips to unpack how building the right systems can make sales more scalable, consistent, and profitable. Charlie’s experience spans training, coaching and systemising performance for sales teams across industries, including helping one coaching business scale from $20K to $75K/month.
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From Personality to Process
Sales has always been seen as an art form — fuelled by charisma, intuition, and energy. But as Charlie explains, that alone isn’t enough anymore. “The best performers don’t rely on personality; they rely on systems,” he says. It’s the repeatable frameworks and feedback loops that separate top sellers from those who burn out chasing one-off wins.
Throughout the conversation, Kevin and Glen explore how this mindset translates to growth agencies, founders, and solo operators alike. Whether it’s mapping your sales funnel or auditing your LinkedIn strategy, the lesson is clear: consistency beats charm every time.
Building Predictable Sales Systems
Charlie breaks down how predictable revenue starts with structure. That means documenting every stage, from discovery to follow-up, and treating sales as a process, not a pitch. He explains:
“When you know what you’re measuring, you can fix what’s broken.”
His team focuses on designing systems that make performance measurable and scalable. From simple CRM workflows to personalised outreach sequences, every element is designed to reduce friction and build momentum. It’s a philosophy that mirrors how Growthack approaches SEO: data-led, repeatable and built for scale.
LinkedIn: The Modern Sales Channel
One of the most actionable parts of this episode is Charlie’s deep dive into LinkedIn as a sales engine. For him, the platform isn’t just about visibility; it’s a feedback system for building trust and proving expertise. He adds:
“LinkedIn is your digital reputation in motion. It’s where consistency compounds.”
From crafting thought-driven posts to building relationships through comments and DMs, Charlie outlines a structure that turns engagement into pipeline. Glen adds,
“The same way we build search systems to drive traffic, you can build LinkedIn systems to drive opportunity.”
The Salesperson as Consultant
Another major shift discussed is the evolving role of the salesperson. Charlie notes that modern buyers expect advisors, not closers.
“People can sense when you’re trying to sell to them. What they value now is someone who can diagnose problems and offer clarity.”
This consultative approach extends beyond messaging. It’s about how you position yourself — as a partner in solving problems, not a product pusher. That positioning creates authority, builds trust, and makes price less of a barrier.
Balancing Persistence with Empathy
The trio also talk about managing energy, persistence and empathy in a world where attention spans are shrinking. Charlie’s advice:
“Be human, but be structured.” A well-built system protects you from emotional fatigue and keeps your outreach consistent, even when motivation dips.
In short, systems create freedom. They turn sales from a guessing game into a data-backed process that fuels growth.
Key Takeaways
- Systems outperform personality in the long run.
- LinkedIn is the new B2B sales ecosystem — build trust, not noise.
- Sales is now consultative: solve before you sell.
- Track, measure and iterate — your CRM is your mirror.
- Empathy + structure = sustainable performance.
Listen to the Full Episode
You can listen to this conversation on Spotify or watch it on YouTube as part of the Beyond SEO series.
About Growthack.io
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Award-winning SEO that helps your brand stay discoverable, trusted, and ready for what’s next.
