James has a unique and frank approach developed over more than 28-years working with family businesses, mid-market companies, venture backed start-ups and divisions of large global enterprises. His keynotes, breakout sessions and facilitated workshops make James a valued partner in delivering new growth mindsets, leadership skillsets and predictive toolsets to executives and their most valued sales and customer-facing teams.
Contact us at firstname.lastname@example.org to learn how James can help you overdeliver the goals of your next event or strategic working session.
Global Inside Sales Association (AA-ISP)
Relā Leadership (CARE to Sell)
Innovation Tech Summit
Business First Speaker Series
Rev1 Ventures Workshop Series
CRM User Group Meeting
The Ohio Society of CPAs
American Negotiation Institute
Better Business Bureau
Corporate Sales Kickoffs
Corporate Lunch and Learns
Industry Trade Shows
Executive Breakfast Series
Non-Profit Development Teams
Minds On (Podcast)
SalesFuel/Manage Smarter (Podcast)
200+ Business Radio Shows
Sales is a game of probability, not a game of perfection. Are you doing everything you can to maximize your odds of collecting more WINS? Shadows in your sales process can hide the real reasons behind flat and unpredictable revenue growth, inconsistent margins, bloated pipelines, too many lost proposals or quotes, and the challenges preventing new sales team members from penetrating new markets and adding new customers. The good news? Most of these challenges are self-inflicted, which means they can also be prevented.
Everyone has something to sell, which means everyone in your organization can be a growth multiplier – whether you lead a sales team responsible for penetrating new markets and improving win rates; a marketing team responsible for aligning product-service, sales and customer experience strategies; or an IT team responsible for selling innovation initiatives to internal stakeholders. This session will deliver the clarity and confidence your people require to compete and win as growth multipliers.
You’ve upgraded your operations, strategic systems, physical plant, product-service offering, website and marketing strategy. What about your sales force? Are your sales leaders, people, systems and culture optimized for growth? Where are the gaps? What options do you have? How much capital should you invest? What kind of return can you expect year-one? Where should you start? In this frank and unapologetic session, we will identify the invisible barriers that hold sales forces back from greatness and learn what to do about them.
Every marginal salesperson added to your sales team makes your business weaker. Like an eagle plucking feathers from its own wings as it tries to gain altitude, when hiring managers throw marginal new hires against the wall to see if one sticks, growth becomes more difficult and success becomes less predictable. Learn how to source, select and retain sales and customer-facing team members who CAN and WILL exceed your expectations within their first 90-days on the job.
Customer experience initiatives are critical elements of a complete go-to-market strategy, and most are expected to have a direct impact on sales and margins. Success requires customer experience professionals to have sophisticated insights into sales’ priorities, as well as metrics that align CX investments with desired sales behaviors and outcomes. Participants will use this session to gain an intimate understanding of which sales metrics customer experience initiatives impact and the levers that maximize their impact.
Innovation is a team sport. For meaningful initiatives to succeed, innovation teams must be built around the right roles and staffed by people who are competent in the tasks specified by each role. Often, one of the last competencies to be cultivated by innovation team members is sales; that is the ability to lead internal stakeholders to making a formal commit to change. In this context, “sales” is also a team sport. When innovation team members learn to practice sales as a leadership competency, they learn to take control of growth and lead internal stakeholders through the uncertainty and fear that can block important initiatives from taking hold.