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About
I bring a combination of real-world B2B sales experience, university-level sales education, and academic research to every speaking engagement and training session. I spent years working in professional sales before moving into academia, so my approach is grounded in what salespeople actually face—prospecting, understanding buyers, presenting value, handling objections, negotiating, closing, and building long-term customer relationships. Today, I teach sales at the UBC Sauder School of Business and the UFV School of Business, while researching trust and buyer decision making. That combination allows me to translate proven sales principles and research into practical ideas people can use. I inspire audiences to become better salespeople by giving them a clear framework, practical tools, and proven methods they can use immediately.
Seven Steps of Selling
Selling is easier to improve when you can see the entire process. The Seven Steps organize the work from identifying a prospective buyer to earning the next opportunity through follow-up.
Sales Training (Customizable)
Keynote, Workshop, Training
Practical, engaging sales training customized to your organization, industry, audience, and objectives. Sessions can focus on individual stages of the sales process or provide a complete approach based on the Seven Steps of Selling. Topics can include prospecting, needs discovery, sales presentations, communicating value, building buyer trust, handling objections, negotiation, closing, account management, and sales strategy. Training can be delivered as a focused one-hour session, interactive workshop, half-day or full-day program, or multi-session training series. Each program combines a clear sales framework with practical tools, examples, discussion, and exercises designed to help participants apply what they learn to real selling situations. Programs are suitable for B2B sales teams, sales managers, customer-facing professionals, and organizations looking to strengthen sales skills and create a more consistent approach to selling.
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