About Mike

Passion:

I love business and I love sales.

My specialties are new business development and sales management, and my passion is helping sales leaders, sales teams and salespeople acquire new clients and net new business.

Present:

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. 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.

I am under contract for my next book and it’s “in the works.” More details to come soon.

Forbes and KiteDesk 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.

Past:

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.

Personal:

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 18, 16 and 14 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.