Resources
Industry news
I have written for, and been featured in, prominent industry publications including Surgical Robotics Technology and DesignNews. Explore some of my articles and mentions below.
Preferred business methods
I specialize, practice, and recommend several sales approaches, realizing the unique value each brings to different business scenarios:
Proprietary Analysis:
AVRC Model
Jesse Dowd
AVRC stands for Attractiveness, Value Proposition, Right-to-Win, and Channel. It is a proprietary, highly practical methodology I developed to assess businesses and implement high ROI actions to capture new opportunities, manage risks, and defend against threats. By focusing on market and technology trends and applying critical lens on where and how a business can create and capture sustainable value, this model ensures that every proposal is a solution and a pragmatic strategic business growth catalyst.
Applied Sales Strategies:
SPIN Selling
Miller Heiman Group, A Korn Ferry Company
The Situation, Problem, Implication, Need (SPIN) Selling approach uses strategic, intelligent questions to uncover challenges and identify opportunities for growth. This approach lets me guide your team from insight to action, ensuring every initiative drives real impact.
Strategic Selling
Miller Heiman Group, A Korn Ferry Company
This approach helps sales teams win complex deals with a clear, repeatable framework to navigate multiple stakeholders, understand decisions, and reduce risk. It equips sales to identify gaps, build stronger strategies, and create value for diverse buyers. Results include improved forecast accuracy, stronger customer relationships, and an increase in wins.
Consultative Sales
FranklinCovey
This method helps sellers build deeper trust and close more meaningful business by focusing on understanding customer goals before proposing solutions. Through thoughtful questioning, active listening, and value alignment, it equips sales professionals to uncover real needs, identify differentiators, and create solutions that resonate with clients.
Additional Tools:
Negotiation
FranklinCovey
This program teaches professionals how to reach stronger agreements by creating mutual value. It focuses on successfully identifying interests, navigating difficult conversations, and building trust to help negotiators achieve better deals and long-term partnerships.
Organizational Health Workshop
The Table Group
This workshop helps organizations pinpoint causes of dysfunction and aims to promote better overall communication and decision-making. The end-goal is to build a healthier culture that delivers better results by strengthening alignment, focus, and trust.