WHO I AM
I help sales teams and sales leaders get better — at selling, at preparing, at having the conversations that actually move deals forward. I work hands-on with reps, managers, and enablement teams to close the gap between knowing what to do and doing it when it matters.
I'm the founder and managing director of the Acelera Group and the creator of the Together We Win™ Sales Operating System — a framework built on a simple premise: the purpose of selling isn't selling. It's helping customers achieve their strategic goals. When your team operates from that mindset, with the right preparation, the right tools, and the right coaching, deals move forward instead of stalling.
WHY THIS WORK
My mission is to fix how the tech industry sells — so that customers can truly get the help they need to achieve their strategic goals.
I've spent my career at the intersection of sales, enablement, and leadership — and I've seen the same pattern everywhere. Talented sellers underperforming because the organization around them reinforces the wrong behaviors. Enablement teams working hard on programs that don't change how anyone sells. Pipeline reviews that inspect CRM fields instead of whether the rep understands the buyer's world.
The Together We Win™ system exists because I got tired of watching good people fail inside broken systems — and watching their customers suffer for it. The methodology addresses both sides — the outer game of preparation and deal mechanics, and the inner game of reducing the interference that keeps talented sellers from accessing their best work.
EXPERIENCE
Account Planning & Pipeline Development. 300+ facilitated account planning sessions at Oracle, Google, and in smaller tech and services firms, driving approximately $2B in strategic account revenues. Hundreds of pipeline development and deal review sessions across enterprise and emerging tech.
Sales Enablement. Built and led sales enablement at Google (global initiatives driving $500M+ in pipeline value) and Oracle. Designed the enablement methodology that shifted teams from product-focused training to value-focused behavior change. Created the Sales Enablement Charter framework used by enablement leaders worldwide. Launched the first industry research into sales enablement best practices at IDC, where I built and managed the Sales Advisory Practice working with HP, IBM, Microsoft, Oracle, Salesforce, and others.
Sales Leadership. As CSO of By Appointment Only, implemented a value selling methodology that grew revenues 75% over 18 months and closed strategic partnerships with IBM, CSC, and Oracle. Held fractional CRO, VP Sales, and VP GTM roles at multiple product and services firms. At Oracle, drove $750M in new pipeline development.
Sales Coaching. Certified Inner Game facilitator, coaching enterprise sellers for over 30 years. Coaching clients consistently exceed annual quota targets with 50-100% YoY revenue increases. The coaching integrates Inner Game methodology with the Together We Win™ system — reducing the interference that limits performance while building the daily habits and practices that drive results.
Value Selling. Co-developed the Oracle Value Selling Methodology. Have embedded value selling practices in organizations from Fortune 100 to early-stage tech companies and services firms.
CREDENTIALS
- Certified Inner Game (TGI) Facilitator
- Google Master Facilitator (Google Mastery Faculty)
- Co-developer, Oracle Value Selling Methodology
- Creator, Sales Enablement Charter Framework
- Founding member, Sales Enablement Society
- Executive member, Pavilion
- Active member, Strategic Account Management Association
- B.A. Economics, Colgate University
THE BOOK
I'm writing Together We Win — a book for sales leaders and enablement professionals that lays out the complete sales operating system built on a value selling foundation. It covers the mindset, the methodology, and the leadership practices that close the gap between what teams know and what they do.
Find more details on the book, draft chapters and follow its progress through to publication (mid-2026) here.
PERSONAL INTERESTS
When I'm not coaching enterprise sales people, facilitating key account planning sessions or value selling workshops, you're likely to find me out on a trail run or a gravel ride. Or, depending on the season, kayaking, cross-country skiing or skating.
Or woodworking.
Or maybe just hanging out with the family.
CONNECT
Thoughts on Selling Blog — ideas on sales productivity, enablement, and leadership
Thoughts on Selling Podcast — conversations with practitioners and leaders
LinkedIn — connect and follow
Contact Us — let's talk