Sell More Clearly.
Grow More Confidently.
Most sales organizations work hard.
Too few work clearly.
When your team can’t articulate your unique value — or explain why your best customers buy — everything becomes harder:
prospecting, onboarding, account growth, leadership alignment… all of it.
I help leadership teams eliminate those blind spots, sharpen their message, and modernize the systems and behaviors that drive sustainable revenue.
Who This Is For
You’ll get the most value from this work if you are:
A VP of Sales, CEO, COO, or revenue leader responsible for growth
Leading a company between $20M and $120M (or operating with similar complexity)
Managing outside sales reps, field teams, or territory-based sellers
Frustrated by inconsistent performance, unclear messaging, or reliance on instinct
Looking for a partner who works hands-on, not a trainer who drops in and disappears
If that describes you, you’re in the right place.
“Do you have something worth talking about? Are you someone worth talking to?
If you can’t answer these questions, you need to work with Jeff.
He will walk you through every step required to be successful, from determining what makes you different from your competition to various ways to get in front of referral sources and maintain their attention.
Every aspect of his programs help you better understand yourself and where you get stuck during the sales/marketing process.
Jeff is THE BEST in the business when it comes to helping grow YOUR business!”
My 3-Step Pathway
Every engagement begins with a Self-Assessment that surfaces your biggest opportunities for clarity and improvement.
From there, we move through a three-phase process that brings The Seven Steps to Sell Like You® framework to life inside your organization:
1. Self-Assessment
Reveal blind spots in value messaging, customer motives, rep behavior, and leadership alignment.
2. Clarity Work
Distill what makes your best customers buy — and sharpen the language and actions that consistently win.
3. Practical Integration
Embed those insights into your sales process, leadership rhythms, and day-to-day selling behaviors.
This is how we build a stronger, simpler, more effective sales engine; one that’s authentic to your company and repeatable for your team.
Clarity starts here.
The Self-Assessment highlights the blind spots and opportunities most leaders can’t see from inside the business. Complete it, and we’ll walk through your results together.
What Makes This Different
I’m not selling a training program — I’m helping you build a clearer, more repeatable way to sell.
Here’s what actually makes this different:
A proprietary framework, not random tactics.
The Seven Steps to Sell Like You® framework shapes how we think about your sales organization — from knowing yourself and your best customers to the way you coach, compensate, and hold people accountable.
We eliminate unconscious competence.
Your best reps already know how to win — they just can’t explain it. I help surface, modernize, and document those behaviors so the whole team can use them.
We connect differentiators to customer motives.
We don’t just decide internally what makes you “different.” We listen to your best customers, understand why they buy from you, and build your strategy and messaging around that reality.
Hands-on, sleeves-rolled-up work.
I don’t deliver a deck and disappear. I work alongside your leaders and reps to apply clarity in the field — where the selling actually happens.
Designed for companies without massive marketing machines.
A lot of this thinking lives in the marketing world. I bring it directly into field sales organizations where the same people are responsible for creating, shaping, and closing demand.
Experience that’s been tested in the real world.
I’ve carried the bag, led teams, and hit the number. More than 20 years in the field, multiple President’s Club awards, C-level sales leadership — this work is practical, not theoretical.
How We Work Together
Self-Assessment
Everything begins with a concise self-assessment designed to surface your team’s biggest opportunities for clarity and improvement.
It helps reveal what’s working, what’s unclear, and where your messaging, process, or leadership alignment may be holding you back.
Once you complete it, I’ll review your responses and prepare for a focused conversation about what your results actually mean for your revenue engine.
Clarity Review Call
After your assessment is complete, we meet for a Clarity Review Call. This is a working conversation, not a sales pitch.
Together, we unpack your assessment results, explore the dynamics of your sales organization, and begin identifying the patterns, misalignments, and blind spots shaping your team’s performance.
This call gives you immediate insight into:
What themes and issues are emerging from your assessment
Where clarity is missing in your value messaging or customer understanding
How leadership alignment, rep behavior, or process design may be affecting results
Whether deeper diagnostic work will meaningfully move the needle
By the end of this call, we’ll both know whether a Deep Dive Discovery project is the right next step, and if so, what we would be working toward.
Deep Dive Discovery
Your top performers have figured out something that works in your environment — but the patterns behind that success are often invisible, even to the people executing them.
This phase surfaces what’s working, what’s missing, and what’s possible.
This includes:
Interviews with your top performers
Interviews with select top customers
Conversations with sales and executive leadership
Review of comp plans, policies, procedures, and expectations
Identification of gaps, misalignments, and blind spots inside your system
This hands-on discovery reveals the insights most leaders are missing:
why your best customers buy
what your best reps do differently
which structural issues silently hold you back
Within 1–2 weeks, you’ll receive a detailed findings report with clear recommendations.
3-Month Implementation Sprint
Most organizations choose to continue into a structured 12-week sprint that translates your newfound clarity into behavior change and performance improvement.
This sprint begins with an onsite day where we:
Conduct deeper interviews
Validate differentiators and success patterns
Facilitate working sessions with leadership and top performers
Build or refine training curriculum tailored to your organization
Then we move into a 12-week cadence designed to strengthen consistency, modernize selling behaviors, sharpen messaging, and eliminate systemic blockers — all grounded in The Seven Steps to Sell Like You® framework.
This is where clarity becomes capability.
Ongoing Strategic Support
After the sprint, some organizations choose continued support to reinforce behaviors, refine processes, and maintain momentum.
This may include:
Leadership coaching
Training refreshers
Messaging refinement
Deal or pipeline reviews
Accountability rhythm development
Support addressing elements of the Dirty Half-Dozen
The level of support depends on your goals and the pace of your growth.
Additional Engagements
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Transform your next sales event with battle-tested frameworks from two decades in the field.
I deliver actionable insights on prospecting, process optimization, and sales leadership that audiences can implement immediately.
Topics include:
The 7 Steps to Sell Like You
The Five Forgotten Fundamentals of Prospecting
You Don’t Have A Closing Problem
Audiences leave with frameworks they can apply immediately—not just inspiration, but implementation.
Author of The Five Forgotten Fundamentals of Prospecting and When It Goes Sideways, and host of the Rethink the Way You Sell podcast, with 1,000+ episodes across multiple shows. -
Standalone workshops for conferences, sales kickoffs, or team development sessions.
These are tactical, framework-driven sessions built on my 7 Steps to Sell Like You® methodology, covering everything from value proposition clarity and prospecting fundamentals to process design and accountability structures.
Perfect for:
Conference breakout sessions
Sales kickoff tactical training
Add-ons to keynote engagements
Targeted skill development for specific teams
For comprehensive training programs, we start with an assessment to diagnose your specific needs, then build a customized program as part of an implementation sprint.
I don't deliver generic sales training. Every workshop—whether standalone or part of a larger engagement—is tailored to your industry, your process, and your actual challenges.
“There were some underlying and fundamental principles that we wanted to emphasize to our sales team at our all-hands meeting. The focus was prospecting and cold calling, the often-dreaded terms that sales teams fear. So, why Jeff?
First, he was willing, no, he wanted to dive in and get an understanding of our business even for a 1-day event.
Jeff brought a fresh set of eyes to our processes, how we did business and what we could do better. In all honesty, it was as if Jeff had been selling in our industry for years!
He treated our business as a unique case study in how we can improve upon where we are today, this speaks volumes to his dedication.
It wasn’t just a regurgitation of a presentation he’s given a thousand times; it was personalized.”
Frequently Asked Questions
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Sales training teaches skills and techniques—how to handle objections, close deals, or run discovery calls.
Sales consulting diagnoses why your team isn't performing and addresses the systemic issues that make training ineffective.
Most sales problems aren't actually skill problems—they're process problems, leadership gaps, territory issues, or organizational obstacles. Training can't fix those.
While I provide training programming for most of my consulting clients, it’s tailored and delivered within an ecosystem designed for it to be most effective.
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A fractional VP of Sales is an ongoing leadership role—they're running your sales organization day-to-day, managing pipeline, coaching reps, and making hiring decisions.
What I provide as a sales consultant is diagnosing specific problems, implementing solutions in focused sprints, and transferring ownership back to your team.
Consultants are intensive but temporary; fractional leaders are ongoing but spread across multiple companies.If you need strategic fixes with clear endpoints, consulting makes sense. If you need ongoing leadership capacity, fractional could be the answer.
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Most sales training fails because it assumes the problem is skill gaps when the real issues are systemic—unclear processes, misaligned comp plans, territory problems, or leadership gaps.
You can teach someone better discovery questions, but if your comp plan rewards the wrong behaviors or your CRM is too complicated for your team to use, the training won't stick.
That's why assessment comes first—to identify whether you need training, systemic fixes, or both.
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If your veterans consistently deliver but new reps struggle despite training and onboarding, that's likely systemic—your successful people have figured out workarounds or operate on unconscious mastery that hasn't been documented.
If everyone struggles with the same stage of your process (like discovery or closing), that might be a skill issue.
But often what looks like a skill gap is actually an environmental problem—unclear process, conflicting priorities, or organizational obstacles.
A proper assessment reveals the difference in 3-4 weeks.
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I call these “The Dirty Half-Dozen” - the systemic issues I consistently find that prevent training from working:
Poor accountability - insufficient leadership capacity to support and coach teams
Misaligned compensation - comp plans that reward the wrong behaviors
Wrong people in wrong roles - unclear role definitions between different sales positions
No strategic direction - unclear strategy that shifts quarterly or lacks focus
Reps misallocating time - too many accounts to manage strategically, or focusing on the wrong activities
Methods stuck in the past - not evolving with how buyers want to buy today
These aren't skill problems—they're organizational design problems that require systemic solutions, not training.
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No. Here's why: If I show up with a pre-packaged solution before understanding your specific situation, I'm guessing. And guessing wastes your time and money.
The assessment ensures we're solving the right problems.
Your top performers have figured something out that works in your specific environment, but success patterns that develop organically are often invisible to the people executing them.
The assessment surfaces what's working, identifies what's missing, and creates a roadmap that respects your existing strengths while addressing the gaps.
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A comprehensive sales assessment takes 3-4 weeks and includes:
interviews with 2-3 executive leaders
diagnostic conversations with 3-4 sales reps at different performance levels
a review of your systems (CRM, comp structure, territory assignments).
You'll receive a detailed diagnostic report with clear findings about what's actually preventing performance, a prioritized roadmap for what to fix first, and a 90-minute presentation where we walk through recommendations together.
The goal is clarity—you'll know exactly what needs to change and why.
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Sales consulting for mid-sized B2B companies ($50-150MM revenue) typically ranges from $60,000-$100,000 for a complete engagement.
This includes an initial assessment ($9,500-$12,000) to diagnose what's broken, a 3-month implementation sprint ($50,000-$75,000) to fix the identified issues, and optional ongoing support ($5,000-$10,000/month) to ensure changes stick.
The investment depends on company size, complexity of issues discovered, and whether you need just process work or also extensive training.
Most mid-sized companies invest $60,000-$85,000 for assessment + implementation sprint, then 3-6 months of ongoing support to ensure changes become permanent.
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Behavioral change takes time, but most clients see immediate clarity after the assessment.
Measurable improvements in pipeline activity typically show up within 60 days of starting the implementation sprint.
Closed revenue impact depends on your sales cycle length.
The assessment itself often creates quick wins by identifying obvious obstacles that can be removed immediately.
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Both.
The assessment typically includes one onsite day (recommended but optional).
Implementation sprints are a hybrid of remote sessions and strategic onsite workshops. We design the right mix based on your needs and geography.
Most clients find that a blend works best—remote for regular coaching and check-ins, onsite for intensive workshops and key milestones.
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I specialize in B2B companies with relatively complex sales processes—typically 60-180 day cycles.
I've worked across manufacturing, technology, professional services, and distribution.
The principles of sales success are universal; the application is always customized to your specific market, buying process, and organizational dynamics.
I have deep roots in Detroit and a particular affinity for blue-collar, tangible-product businesses; the companies that actually make and move things.
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PE portfolio companies often face sales challenges that contributed to why they were available for acquisition—stagnant growth, over-reliance on founder relationships, undocumented sales processes, or organizational obstacles limiting scale.
Post-acquisition, these companies need to professionalize their sales function quickly to hit value creation milestones.
A focused diagnostic assessment followed by a 3-month transformation sprint can accelerate improvements without the ongoing cost and commitment of fractional leadership.
This approach fits PE timelines and delivers measurable results within hold periods.
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Not usually. My focus is organizational sales performance for B2B companies with existing teams.
If you're an individual seller looking for coaching, I can recommend you to a few of my trusted colleagues that provide that service.
Ready to Get Started?
Every engagement begins with the Self-Assessment: a simple, targeted diagnostic that highlights your team’s biggest opportunities for clarity and improvement.
No pitch. No pressure. Just insight.
Once you complete it, we’ll schedule a Clarity Review Call to walk through your results together and discuss what’s really driving (or limiting) your sales performance.
If there’s a fit, we’ll outline next steps and get started within 1–2 weeks.
