Diagnose
Understand the people, processes, pipeline, management practices, and performance measures influencing growth.
ABOUT PaceScale
Proven sales leadership. A modern approach to predictable growth.
PaceScale helps B2B software leaders turn revenue ambition into repeatable performance through experienced leadership, operating discipline, and data-informed decisions.
Michael Pace
Meet the founder
Built by a revenue leader who has done the work.
Michael Pace brings more than 30 years of enterprise software sales leadership to PaceScale, with experience building and transforming revenue organizations across North America, Latin America, Europe, and Asia-Pacific.
His leadership experience includes doubling a software business's bookings run rate in 24 months, guiding a shift toward recurring revenue, improving forecast discipline, and scaling global sales development.
That experience shapes PaceScale's approach: identify the constraints to growth, create the operating discipline to address them, and measure progress against meaningful outcomes.
View Michael's LinkedIn Profile ↗
The evolution of a philosophy
From The Selling Machine to The Modern Selling Machine.
As a co-author of The Selling Machine, Michael helped articulate a core belief: strong sales performance comes from capable people, disciplined processes, and consistent execution—not isolated heroics.
Those fundamentals still matter. But the revenue environment has changed. Modern software companies must manage recurring-revenue economics, complex buying journeys, sales technology, and increasingly powerful analytics and AI.
The Modern Selling Machine is the evolution of that thinking: a connected, measurable, AI-enabled revenue operating system that combines timeless selling disciplines with today's data, technology, and leadership practices.
PaceScale puts this approach into practice through its Revenue Scale Diagnostic, evidence-supported PaceScale Index, and focused implementation and advisory engagements.
The Modern Selling Machine describes PaceScale's evolving approach; it is not presented here as a separately published book.
What this means for your business
Experience translated into a repeatable operating system.
Prioritize
Identify the most important constraints and build a practical, evidence-supported plan to address them.
Execute
Turn recommendations into measurable operating improvements, leadership routines, and revenue accountability.