Stop selling.
Create demand.
- Create world-class reasons to buy
- Make the competition irrelevant
- Transform into a Category of One
Keynote stages · Kansas City
Authority
Proven, not claimed.
- C-Level Advisor
- Nationally Syndicated Columnist
- Author
- Keynote Speaker
Clean Slate
Why leadership should trash the current business model and operate like a startup. Find it on Amazon →
Pick a side
This is not for everyone.
It is for you if …
- You are tired of rejection
- Your revenue growth is stagnant or regressing
- You would rather be irreplaceable than liked
- You are willing to be disliked by the wrong prospects
- You want to bring your leadership a better argument
It is not for you if …
- You absolutely love cold calling
- You want scripts, hacks and cadence templates
- Your plan is to out-work a broken offer
- You are looking for motivation rather than mechanics
The belief system
Five things most salespeople are never told.
Most deals are closed upstream from the first sales call.
It’s what precedes you that converts opportunities at a higher rate.
Stop selling. Start helping people.
It’s not about you and your quota. It’s about them, the customer.
Quotas are bullshit.
It’s mostly guesswork, causing nothing but stress and bad habits.
Objections are a normal part of the sales process.
False. They can be eliminated from ever happening again.
Marketing is the new Selling.
However, the functional definition of marketing has changed in the 2020s.
Start here
The Morning Minute.
What the best sellers understand about demand before they ever pick up the phone.
One idea every weekday morning, 60 to 90 seconds, on whichever feed you already open. It’s free, and there’s nothing to unsubscribe from.
Where to find it
- TikTokLaunching soon
- YouTubeLaunching soon
- InstagramLaunching soon
Channels go live alongside the first Minute. Upstream, the newsletter, follows.
The path
How this works.
Follow.
The Morning MinuteOne daily idea, 60–90 seconds, free forever. Most people stop here and still get sharper.
Learn.
The Demand Creation SystemThe whole contrarian argument in order, written for the person carrying the number rather than the person setting it.
Apply.
The Master ClassBring your own accounts. Leave with a demand creation argument your leadership will be happy to fund.
Belong.
The CommunityFor sales professionals who want to evolve and win big with people who think this way.
Who is talking
He’s been in the room where your number gets set.
For thirty years Sean’s worked with the people who decide what you sell, who you sell it to, and what you’re sent out to compete against. He’s sat through the meeting where next year’s number gets set and watched nobody ask whether the offer could carry it.
So he takes your side of it. National brands, family-held firms, thirty years of both, and the pattern barely moved. The rep was rarely the problem. The business was built in a way that made selling harder than it had to be. He won’t be motivating you. He’d rather fix what you’re up against.
Proven at
Syndicated column
The Business Journals
American City Business Journals
Contributing writer
View the byline archive →
Where the thinking was pressure-tested
Seven years, in print, in front of the country.
A syndicated column for owners and executives, running across the American City Business Journals network. Edited, on deadline, with his name on it.
The result
From $61 million to $82 million.
One engagement, real numbers. What matters here is the shape of the line.
Figures are real. The line between the two endpoints is drawn for shape, not plotted month by month.