I help you understand
"What Good Looks Like Here,"
so it becomes visible,
teachable, and lasts.
For over 20 years, I’ve worked in and around B2B sales.
Not as a trainer who parachutes in with a binder; as someone who carried a bag, led teams, and learned what actually separates the people who win consistently from the people who try hard and wonder why they don’t.
I see the same patterns everywhere.
The top two or three reps carry the number, but nobody can really say what they do differently. It’s not documented, let alone teachable. It just works. Until they leave.
The training investment that felt productive for a quarter and changed nothing, because nobody addressed the environment that was making people struggle in the first place.
The company that can’t answer “why do your best customers buy from you?” in the specific words those customers would use.
These aren’t isolated issues. They share a root cause: no one ever did the work of naming what good looks like here.
I learned this lesson the hard way. Understanding what “good” looks like generically isn’t enough. You have to understand what good looks like here… in this company, with these customers, in this market. That lesson cost me a job. It’s also why my approach exists.
Your best paths to growth already exist.
They’re inside your best customers, your best reps, and the patterns you’ve never stopped to recognize or name.
My work, built around what I call The Seven Steps to Sell Like You®, is about surfacing those patterns, naming them, and making them transferable.
I work alongside leaders and reps. I don’t just talk at them.
I ask uncomfortable questions kindly. I create the conditions where people can tell the truth. I roll up my sleeves, earn credibility with the reps who usually tune out outside consultants, and help you see what you couldn't see before.
What Leaders Are Saying
“What I appreciate the most about Jeff is his ability to unpack, simplify, and articulate the complexities of selling… and he does it with both humility and assertiveness.”
— Vince Fowler
“He has an innate ability to put people at ease, which creates this safe environment for people to learn and collaborate.”
— Julia Simmons
Beyond The Work
I was born and raised in the Detroit area, where I still live today with my wife Laurah. We've been married 18 years. Between us we have three kids: Michael (28), Ally (16), and Ian (14).
When I'm not working, you'll find me on a golf course or in the kitchen cooking for friends and family. Both teach you the same lesson: process matters, but so does knowing when to improvise.
I share what I've learned through my books and ebooks (The Five Forgotten Fundamentals of Prospecting and When It Goes Sideways, among others), and my podcasts (The Why and The Buy and Rethink The Way You Sell).
I'm not hard to find. Between my two podcasts and the ones I've guested on, I've got more than 1,000 episodes under my belt.
