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 business.
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.
My business is split pretty evenly between speaking and consulting. I travel a ton, and the Southwest Airlines 737 feels like my personal Sales Force One. And if my friends at Southwest are reading this, we frequent travelers sure would love a first-class cabin and a business lounge 🙂
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. I’m still amused by the success of these two books, and am thrilled to know the impact they and I continue to make on sales organizations, large and small.
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. In January of 2017, HubSpot named it the #3 Most Highly-Rated Sales Book of All Time. And recently when sales podcaster Andy Paul asked 300 sales experts for the one book they’d recommend (excluding their own) that every sales professional should read, New Sales. Simplified. was named alongside books from Dale Carnegie, Napoleon Hill, Dan Pink, and Neil Rackham.
My latest book, Sales Management. Simplified. – The Straight Truth About Getting Exceptional Results from Your Sales Team (also published by AMACOM) was released in September, 2016. It has earned over 150 Amazon Reviews at an average rating of 4.9 stars. One sales expert reviewer has called it “arguably the best book that has ever been written on sales management,” and “an unequaled blueprint for leading salespeople and building high-performance sales teams.” It’s brutally honest. Part One is an exposé of the common leadership reasons that sales teams underperform where I hold up a giant mirror for senior executives and sales managers. Part Two offers a simple, practical framework for creating the high-performance sales team and sales culture that every sales leader craves. 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 my current practice in late 2010.
Transplanted New Yorker who’s called St. Louis home for 25 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 miss grabbing a slice of legit NY Pizza. I’m married to the incredible Katie who is still the best proof that I can sell. Our three kids (one studying finance at Butler University, one in the architecture program at Kansas State, and one high school junior leaning toward engineering) bring me more joy than I can express. My life is compelled by the amazing news of the Gospel, and every day I am thankful for Jesus’ grace and forgiveness. I’m a car guy who loves the California coastline, the NFL, college hoops (Go Butler Bulldogs!) and am a long-time Porsche fan.