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About Jim
Since 2002 I have been a sole proprietor providing passionate, challenging, interactive sales training and one-on-one coaching to hundreds of people in over 50 industries.
Learning and teaching selling knowledge, and developing selling skills, have been my passion for the past 30 years. Twenty-five percent of my time is devoted to cross-industry research of bestselling practices, the development of proficient selling skills and intelligent sales strategies. My sales resource library is as vast and diverse as you will find in most public libraries in a major city. It grows by 150 to 200 books per year that I have carefully selected out of thousands of choices.
My teaching philosophy has been significantly influenced by the reality that even when it’s a matter of life and death, the ability of humans to change habits is incredibly difficult.
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Research tells us that:
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When doctors tell heart patients they will die if they don’t change their habits, only one in seven will be able to follow through successfully
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Only 8% of us follow through on our goals or keep the promises and commitments we make to ourselves
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At least 73% of Canadian businesses still use traditional selling, most don’t even realize it
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People usually don’t want to face reality until it hurts them, reaches into their wallets, regulates them, or otherwise forces them to deal with it. This plays out in how we think about emergency medicine versus preventative medicine.
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This is exactly why I:
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Focus on making an impact
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Employ a Socratic style of teaching that comes at participants and keeps them constantly thinking
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Offer an “accountability and results” Customized Sales Performance Program
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Recommend my Sales Proficiency Assessment
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Whether I’m speaking at a sales conference or working a sales performance program for months at a time, you’ll likely find me to be a humbly confident, low-key man who is serious about what I do.
Knowledge is the key to selling.
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Sales professionals need to get better at understanding:
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Organizational knowledge
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Industry knowledge
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Customer knowledge
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Selling knowledge
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What I do is teach “best practice” selling knowledge that educates sales professionals on what to know, and how to professionally obtain and intelligently use organization, industry and customer knowledge to enhance their performance.
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