I help companies decode
“What Good Looks Like Here” and make it visible, teachable, and durable.
For 20+ years in sales, I’ve seen the same patterns again and again.
Companies that can't answer the question "why do your best customers buy from you?" Not in generalities, but in the specific words those customers would use.
Sales teams where the top two or three performers carry disproportionate revenue, and nobody can explain what they do differently. It's not documented. It's not teachable. It just works… until they leave.
Leaders who invest in training that feels productive for a week and changes nothing, because nobody addressed the environment that was making people struggle in the first place.
And everywhere, the same quiet erosion:
veteran knowledge walking out the door with every retirement
new reps taking way too long to figure out what the best people learned over decades
growth that's flat despite a team that's working hard.
The fix always seems obvious: more training, but you can’t train your way out of a clarity gap.
Most organizations skip the work of understanding:
What customers value most
How their best reps actually win
Which differentiators are real vs assumed
What needs to evolve from outdated habits
This is how companies end up sounding like everyone else
I learned the hard way that knowing 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 methodology exists.
Your best paths to growth already exist within your best customers.
When you understand why they buy, with specificity, you unlock the clarity to align your team, improve performance, and grow sustainably.
This belief shapes a framework I call The Seven Steps to Sell Like You®; a repeatable, practical, human approach to selling grounded in authenticity and customer truth.
The Seven Steps to Sell Like You®
Sell Like You® is my core framework. It’s built around seven simple, practical steps that help teams sell in a way that’s authentic, effective, and repeatable.
Know Yourself: Get clear on what you stand for, how you create value, and what makes you different.
Know Your Best Customers: Understand who they are, why they buy, and the words they use to describe working with you.
Know Your Process: Define the stages of your sales motion so everyone understands “what good looks like here” for your organization.
Know Your Methods: Clarify the specific actions, channels, and plays your team will use to create and advance opportunities.
Know Your Rules: Set the boundaries: who you pursue, who you don’t, and when you’re willing to walk away.
Be Held Accountable: Build the coaching, metrics, and rhythms that keep everyone aligned and moving.
Keep Your Swagger: Stay confident, prepared, and human. Your team can sell with conviction instead of scripts.
Hands-on. Collaborative. No ego. No theatrics.
I work alongside leaders and reps to:
Identify the best practices already existing in your company
Modernize success behaviors
Refine messaging
Strengthen accountability
Build scalable systems
Embed behaviors that drive consistent results
I roll up my sleeves. I ask uncomfortable questions kindly, and create the safe spaces for them to be answered.
I 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 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.
