Hi, I’m Jeff

When you have been in the business as long as I have, you accumulate several “backstories.” A few of mine are:

The Midwest work ethic - Putting myself through school

The career transition - computer programmer to sales professional

Selling transformative technology in its infancy - database management systems

Five startup software companies - lessons from giving it your best shot

Enterprise-scale - 76 quarters delivering a growth number in sales leadership with Oracle

Optimizing for the modern sales approach.

I am happy to share these backstories. I provide a glimpse of them in my weekly newsletter:

“Win More, Make More - Compete every minute and win in sales and life.”

But I have given the topic much thought, and this is what I’d like you to know about me.

I have an engineering background and began my professional career as a COBOL programmer. My first job was maintenance (versus new development) of an antiquated order entry system at Dr Pepper Company. I am familiar with how software is developed and how data is organized. I understand the technology behind enabling humans to communicate with computers.

But that is not what makes me valuable to you.

When I transitioned to sales, I applied this knowledge to learning the science behind how people make decisions. With time and practice, I learned how enterprises make purchasing decisions, especially regarding enterprise software. My employers eventually wanted to leverage my skills across as many individual contributors - as many sales cycles - as possible.

I turned my focus to learning leadership skills. My sales teams wanted me in front of their accounts. This is where I also wanted to be - leading from the front lines. I accelerated my learning with the increased repetitions I received from these sales teams. Over time, I have accumulated thousands of repetitions and developed increasingly specific knowledge. That knowledge is growing revenues through selling technology to enterprises. As a result, I possess better judgment, making me valuable to any sales team selling in this space. I make them better.

I am no longer a salaried employee. I am now in a position of maximum leverage and accountability. I advise tech companies that want to improve their sales performance.

I have been highly accountable for a very long time and delivered repeatedly in a highly visible arena.

There is no “About Me” without the people I have worked with. They are also my references. They represent a significant differentiator for me, for you.

I have worked side-by-side with the top 1% of sales professionals in the industry, and there is no better measure of me than speaking with them.

Learn more about me by reading my newsletter or reviewing my content on LinkedIn.

When you are ready, let’s chat about how I might help you.