I founded Solution Selling® in 1983 and co-founded CustomerCentric Selling® in 2001. Both of these frameworks were originally designed to help salespeople sell complex, enterprise systems over long sales cycles. Because I didn’t know of way to teach ‘the human connection’ at the time, I focused all my efforts on helping sellers get down to business and develop solutions. SS® & CCS® helped sellers take a buyer through a behaviorally correct needs development framework. 2008 was a turning point in the evolution of sales enablement for me. After 30 years of training salespeople, I learned that developing connections is actually teachable and have created a framework that enables sellers to connect with greater purpose, confidence and effectiveness. With most organizations having a sales methodology already in place, my focus now is applying my new lessons learned: teaching salespeople how to connect emotionally with their buyers.
When I graduated college in June 1993, I had no idea what was next. Sales seemed logical and I found a company that took a chance on me. In the beginning, selling was purely just a #’s game. After a couple of years, I got promoted into sales management and went from ‘hero to zero’ over night. I learned, first hand, how difficult it was to get the majority of salespeople to do what comes natural to the very ‘few’. In 1998, I had the good fortune of attending Mike’s Solution Selling® training, but it wasn’t until 2002 that we began our partnership together. For the next several years, we helped to enable thousands of salespeople, yet we knew we could do more; something was missing. Despite all the efforts of the entire sales training industry, there was still a large gap between the top sellers and the rest. My mission with Story Leaders™ is to enable salespeople to connect with their customers like the very best do intuitively.
After working with jet engines in the U.S. Marines for four years, I left and found myself immersed in the world of programming and technology startups. I managed the operational growth of Business Anywhere, implemented and managed 100+ simultaneous software projects for VoltDelta, earned a degree in business from Pepperdine University and was the manager of web development at Myspace. After our high growth period from 2005 to 2007, I was eager to return to my more entrepreneurial roots. I met Mike and Ben in early 2009 after being introduced by a colleague. Having spent 11 years in I.T., I had known of Mike Bosworth and his sales methodologies. In mid-2009, it was clear to me that StoryLeaders™ would allow me to contribute to the development of a great business. Today, with my knowledge in systems & frameworks, I am helping StoryLeaders™ continuously improve its framework, and developing web capabilities to help enhance the learning process.
StoryLeaders has certified Instructors delivering custom workshops throughout North America, Latin America, EMEA and Asia Pac.
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