Aug 2021 – Present · 4 yrs 7 mos · Washington DC-Baltimore Area

Apr 2015 – Present · 10 yrs 11 mos · Washington D.C. Metro Area

• ExecVision is a conversation intelligence platform built on a simple, almost inarguable premise: Insights mined from customer interactions are exponentially more valuable when you can translate them into performance improvements in your marketing, support, sales, and product teams. We shine where other conversation intelligence software falls short: Improving performance by changing human behaviors.

Apr 2013 – Apr 2015 · 2 yrs · Arlington, Virginia

• Fifty years of empirical data and over 25 independent studies verify:
• Sales training models are almost all identical and almost never produce measurable results….only the acronyms are different
• Sales managers are seldom trained to on how to be sales managers and how to be effective sales coaches.
• Too often companies spend too much money without solving their key sales performance problem.
• What is this problem?
• Even if sales training could change sales behaviors, there aren’t enough REAL opportunities in the sales funnel to make a measurable difference.
• Less than 10% of sales managers ever receive any training on how to be a sales manager. Without sales managers properly reinforcing training, the new training quickly fades.
• The final failure point: very little sales training ever focuses on teaching sellers how to adequately uncover and influence what the customer needs to fix, accomplish or avoid.
• As a result, the likelihood of measurable improvement drops to zero.
• VorsightBP is a professional services, consulting, and training firm that focuses on:
• Turning sales people into enthusiastic efficient prospectors
• Improving every seller’s ability to help customers better understand themselves
• Converting sales managers into effective force multipliers
• Improving sales performance requires three things: trained sales managers, adequate qualified opportunities at the top of the sales funnel, and sellers who can develop/guide sales strategy by uncovering and influencing what the customer wants to achieve.
• EVERYTHING ELSE is a nice-to-have.
• After more than 50 years of failure, is it worth considering that the focus has been on the wrong problem?

Apr 2010 – Apr 2017 · 7 yrs

• Developed 60% of the content for the Certification of Inside Sales Professionals (CISP)

Jan 2005 – Present · 21 yrs 2 mos · Arlington, VA

• Vorsight is an award winning sales training firm focused on prospecting, qualification, and discovery. Vorsight actually gets on the phones and calls into your most wanted leads and accounts to identify decision makers, uncover needs, and source new opportunities. Clients see pipeline increases of 20-300%.
• Clients who prefer to outsourced appointment setting use us to get in the door with Director, VP, and C level executives. Our centrally located team of sales hunters in Arlington, VA schedules hundreds of qualified meetings every month with senior executives on behalf of our clients. The results is countless millions in new business for our clients.
• Our clients are B2B lead generation, field sales, teleprospecting, telesales, channel sales, and inside sales organizations that sell software, technology, telecom, research, consulting, media, IT services, healthcare technologies and other business products and services to senior executives. If you need to build your sales pipeline with qualified opportunities from prospecting or better qualifying leads, give us a call.

Jan 2002 – Jan 2004 · 2 yrs

• Sold subscription based research and networking service directly to CIOs and their immediate direct reports at companies with revenues of $1b+. Started in the inside sales organization and migrated to field sales with territory of IL and Canada. All sales meetings generated through cold calling activity - no leads provided.