Having been given the opportunity to speak at several colleges and Universities, I have really enjoyed helping this group of burgeoning professionals to get a head start as they enter the workforce. I have learned a lot the hard way, and I am hoping to help them shorten their learning curve to get ahead. Instead of wandering blindly int
Having been given the opportunity to speak at several colleges and Universities, I have really enjoyed helping this group of burgeoning professionals to get a head start as they enter the workforce. I have learned a lot the hard way, and I am hoping to help them shorten their learning curve to get ahead. Instead of wandering blindly into their future, I am hoping to help them understand some of the things that I had to learn the hard way.
Every person is different, comes from different personal circumstances, and has goals of their own, yet the approach that our school system arms us with is insufficient. I feel like I had made enough mistakes to be "qualified" to share some of the things that will help.
My sales philosophy is simple:
"You are not closing a sale, you are opening a relationship"
Sales is an artform, and a client-first approach is crucial to real success and long-lasting business relationships. Unfortunately there is a wide spectrum of approaches, and some are downright painful to listen to or observe. There are plenty of
My sales philosophy is simple:
"You are not closing a sale, you are opening a relationship"
Sales is an artform, and a client-first approach is crucial to real success and long-lasting business relationships. Unfortunately there is a wide spectrum of approaches, and some are downright painful to listen to or observe. There are plenty of sales people out there give the real professionals a bad name.
If I have done my job correctly, the prospective client never feels like they were sold a service, but rather educated on the process my company uses, and why we would best serve their needs. With the right approach, your entire client list should serve as your referral list for new clients.
Being a consultant means just that, you are sharing ideas and looking at ways to assist your customer. You are consulting with them as a professional in your industry, and sharing knowledge that will benefit them, whether or not they choose your company.
Every person has a different "WHY" as to what drives and motivates them. By starting with this in mind, you can best manage your team, help them reach their full potential, and exceed their sales goals.
Learning the best approach for your industry, which is different from your competitors, with a client-first approach, you and your team c
Every person has a different "WHY" as to what drives and motivates them. By starting with this in mind, you can best manage your team, help them reach their full potential, and exceed their sales goals.
Learning the best approach for your industry, which is different from your competitors, with a client-first approach, you and your team can truly maximize your sales potential as a group and as individuals. These talks will touch on the tenets of leadership and communication that I feel are essential to success.
Managing a group of people must begin with leading by example. You set the tone for your team, and therefore their ability to succeed. Once we have focused on you and your approach, then we can look at managing the team effectively. Dealing with different personalities and communication styles are only the beginning of the process.
I was fortunate to have accomplished a goal I set when I was 16 years old. I chose a very deliberate path and worked extremely hard to rise through the ranks as quickly as possible. I recruited help from lots of people; some teaching me what to do, others teaching me what NOT to do.
After a lot of effort, I made it to the International
I was fortunate to have accomplished a goal I set when I was 16 years old. I chose a very deliberate path and worked extremely hard to rise through the ranks as quickly as possible. I recruited help from lots of people; some teaching me what to do, others teaching me what NOT to do.
After a lot of effort, I made it to the International Racquetball Tour, and was in the Top 20 in the world for three of the six years I competed at that level. As a Professional Racquetball Player, I traveled the U.S., Mexico and Canada, playing competitive events, meeting other athletes and interesting people along the way. It was a great experience, and something I look back upon proudly. I learned a lot about myself and the world during these years.
Although I do not compete much anymore, I still am involved in the game as a coach, imparting my years of experience to the players I work with. I authored Percentage Racquetball as the ideal guide book for any competitive player to use for the fastest way to improve and succeed at any level of play. During the peak of my career, I amassed a record within Arizona of 145-9 (as best I can calculate), which overlapped my Pro Tour career, where I had a less glorious (losing) record. I can tell you I learned twice as much from the loses as I did the wins...
I have had the privilege of coaching both amateur and professional players over the past 20 years. I have spent the last 13 years as the Head Coach of the Men's and Women's Racquetball team at Arizona State University, and this is one of the most personally rewarding opportunities I have ever known. What started out as teaching forehand
I have had the privilege of coaching both amateur and professional players over the past 20 years. I have spent the last 13 years as the Head Coach of the Men's and Women's Racquetball team at Arizona State University, and this is one of the most personally rewarding opportunities I have ever known. What started out as teaching forehands and backhands morphed into a human development program on and off the court; I have had so many special moments with the team members over the years, I barely know where to start recounting them.
In my time so far at ASU, I was voted Collegiate Coach of the Year twice, produced over three dozen Collegiate All American players, won a Women's Collegiate National Championship, and fielded a nationally competitive team year after year without a scholarship program. In 2019, I was honored to be a part of history, as one of my team members set the record for the oldest collegiate All American in the history of ANY sport!
I authored Racquetball 101, which is the textbook at ASU for the PPE 240 Racquetball classes, and the go-to book for beginner and intermediate level players. Additionally I authored the Military Racquetball Federation Training Manual used by the MRF for clinics held as part of the Wounded Warriors program.
In my current role of VP of Sales, I have won the business of lots of companies, from small businesses to Fortune 500 companies. My client list includes companies such as Liberty Mutual, General Mills, Goodyear Tire, Flowers Foods, American Red Cross, Five Guys enterprises and dozens of other household name companies. My philosopy of "
In my current role of VP of Sales, I have won the business of lots of companies, from small businesses to Fortune 500 companies. My client list includes companies such as Liberty Mutual, General Mills, Goodyear Tire, Flowers Foods, American Red Cross, Five Guys enterprises and dozens of other household name companies. My philosopy of "You are not closing a sale, you are opening a relationship" has helped retain nearly every single client we have acquired since inception.
I am a Panel Speaker and Presenter for the work comp industry, specifically about telephonic triage services. Additionally I have the opportunity to be a guest lecturer at several local schools and Universities on general sales processes and other topics such as social media and its impact on the future business people leaving school.
My goal is to shorten the learning curve for the business world, sharing tactics and shortcuts that will help people be successful. I believe that by helping more people have success, they are likely to help others as well. My ultimate goal is to have a positive impact on as many people as possible, improving their results, and helping everyone discover their true potential.