I help established B2B companies decode the sales success patterns they already have—and make them systematically repeatable.
But that's not why I do this work.
I do it because early in my career, working with a mentor showed me something I couldn't see on my own. He helped me connect dots I didn't know existed. That relationship changed the arc of my career, and my life.
When the best job I'd ever had suddenly wasn't the best job anymore, I knew it was time to move on. I'd outgrown the role and it was time to do something bigger.
When I couldn't find another role that felt right, I created one for myself.
Over twenty years after I got started in sales, I'm still chasing that feeling—the moment when someone makes a connection that changes everything for them.
That's what drives me. Not the revenue metrics or the optimization strategies, but the realization in someone's eyes when they finally see what's been in front of them the whole time.
My Background
I spent more than a decade in the field as a top performer, and went on six President’s Club trips before starting my consulting practice. Later, I took on a C-level sales executive role that helped me really understand the other side of the table; what it's like when everything is on fire and you're responsible for fixing it.
I've worked with over 60 companies across industries: from Fortune 500 organizations to companies you'll never even hear of. Manufacturing, technology, distribution, professional services. The size and sector vary, but the patterns are universal.
What I've learned:
Your top performers already know how to succeed in your environment, but most of them can't articulate why they're successful. That makes it hard to replicate.
Success patterns that develop organically are often invisible to the people executing them. It’s unconscious competence, and it’s a difficult problem to solve for.
My job is to make the invisible visible. To decode what's working, identify what's missing, and create a roadmap that honors your strengths while addressing the gaps.
That's how real change happens.
Want to see how this approach works in practice? Learn about how we work together.
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 and have two kids—Ally (16) and Ian (14)—plus my stepson Michael (28).
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 (The Five Forgotten Fundamentals of Prospecting and When It Goes Sideways), 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.
Let’s Work Together
If you're running a $50-150MM B2B sales org where your veterans consistently deliver but you're stuck trying to replicat that success across the team, let's talk.
I work with companies who know that just another sales training program probably isn't going to be the answer.
Every engagement starts with an assessment. No pitch. No pressure. Just a candid conversation about what's actually happening in your sales organization and whether I'm the right person to help.
“After watching him in action, I knew he’d be someone I could call on for advice. Professional but light-hearted, competitive but compassionate, he is the real deal.
He has helped me out tremendously with his insight and keen awareness of the intricacies of customer-vendor relationships.”
