Concepts

Explore key concepts, frameworks, and ideas that shape my approach to sales, go-to-market strategy, and business development.

SPICED Framework

A framework for building provocative sales cultures and achieving sales supremacy.

The Challenger sales methodology focused on teaching, tailoring, and taking control.

Strategies for acquiring new customers, expanding within accounts, and maintaining existing relationships.

The art of selling through understanding and solving customer problems rather than pushing products.

Building and maintaining high-performing sales cultures that drive revenue growth.

Strategies for identifying, recruiting, and retaining top enterprise sales talent.

Optimizing revenue systems, processes, and data to drive growth.

Designing and implementing effective sales processes and playbooks.