I love business and I love sales.
My specialties are new business development and sales management, and my passion is creating high-performance sales teams and helping sales leaders, sales teams and salespeople acquire more new clients and net new business.
I consult senior executives, coach sales leaders, sales teams and individuals charged with acquiring new business, and I speak on a variety of sales topics.
I’m on a mission to simplify sales. The longer I do this the more convinced I am that those who tell us sales is complicated are either confused themselves or using complexity as a smokescreen to hide their lame efforts and poor results.
I’m blunt. I call it like I see it. I tell the truth – quickly. People say that I’m funny. I am emotional, take my clients’ business personally, and act like my own livelihood depends on their success.
My first book, New Sales. Simplified: The Essential Handbook for Prospecting and New Business Development, was published by AMACOM – a division of the American Management Association. It became a #1 Amazon Best-Seller and spent an entire year as the #1 Top-Rated book in its category.
UPDATE: My latest book, Sales Management. Simplified. – The Straight Truth About Getting Exceptional Results from Your Sales Team, also published by AMACOM) was just released (late September). One sales expert reviewer has called it “arguably the greatest book ever written on sales management,” and “an unequaled blueprint for leading salespeople and building high-performance sales teams.” Learn more more about the book, and get a free download of the Table of Contents, Introduction and sample chapters by clicking here.
Forbes named me a Top 30 Social Sales Influencer in 2014, and for three consecutive years OpenView Labs has listed me as a Top 25 B2B Sales Influencer.
I grew up in a successful sales executive’s home and have had some incredible mentors, including my dad, and the CEO of Slim-Fast who not only taught me a ton about sales, but also let me do crazy things like buy and manage our Gulfstream business jet and entrust the Walmart account to me at the age of 25.
I was the top-producing salesperson in three different companies and spent five years consulting and five years leading sales organizations before launching the New Sales Coach in late 2010.
Transplanted New Yorker who’s called St. Louis home for over 20 years. It was easy to convert to a Cardinals fan (this truly is Baseball Heaven), but not so easy to love the pizza here as I continually crave a slice of legit NY Pizza. Married to the incredible Katie who is still the best proof that I can sell, and our three kids, ages 19, 17 and 15 bring us more joy than I can express. My life is compelled by the amazing news of the Gospel, and every day I am thankful for grace and forgiveness. I love cars, the California coastline, the NFL, and am a long-time fan of the Porsche 911.