About Me

What I do may be all about you -
 
But here's some info to help you get to know me!
 
I grew up in Oxnard, CA and graduated from Oxnard High School then UC Santa Barbara. As an adult, I built a relatively successful sales career and purchased a house in my hometown. I take pride in my family and enjoy spending time with my wife & two awesome children.
  
Now I'm taking the next step to share what I've learned about sales, marketing & life with you. Drawing on my diverse background, I can help you with just about anything. If I can't, I can think of a few people who can!


How can I help you?



To keep my skills sharp, I've studied the following materials:
The first "business to business" sales book I read,  Getting to VITO (The Very Important Top Officer): 10 Steps to VITO's Office by  Anthony Parinello, sparked my sales career. My years of inside sales experience prepared me for the sales process, but outside sellers need to create the sales process. VITO showed me how valuable time is for top decisionmakers and laid out a step by step process to get together with them. It helped me implement my letter & follow-up call campaign, which I incorporated into a daily routine to make it a habit.

Later sales training followed Buyer-Approved Selling: Sales Secrets from the Buyer's Side of the Desk (The Approved Series) by Michael Schell. This book teaches people how to sell by sharing the buyer's point of view. It not only points out the negative aspects of "Cold Calling," it also shows how ineffective approaches further inconvenience the potential customer. I really enjoyed reading this book & made it cover to cover in only a few days. As an outsider to the industry, I needed this book to show me how buyers think and how they prefer to be approached. 

Business to business sales usually feature longer buying cycles, which Buyer Approved clearly demonstrates. While its telemarketing tips opened many doors for me, I continued to seek new ways to get more appointments. My company requires reps to spend entire days on the phones setting appointments, and I needed to increase my effectiveness. I next found Cold Calling Techniques That Really Work by Stephan Schiffman. This book simplified everything for me. After many calls, I ended my days with too few appointments on the board. I read Schiffman's book in one night, and it reminded me to ask for the appointment. Seems easy, but when you're on the phone, it's easy to forget.

Later training sessions encouraged me to read Gap Selling by Keenan. The audiobook motivated me to fill the "gap" between my clents' problems and my solution. Going against the "friends buy from friends" mantra I often heard repeated, Gap Selling says people don't buy from people they like. They buy from people who solve problems. Keenan's motivational voice makes this a quick read and an inspirational listen. 


Gap Selling assumes you are doing the prospecting work required to fill a successful pipeline of future sales. For salespeople who forgot about the power of prospecting, Keenan recommended the following books as refreshers: High Profit Prospecting by Mark Hunter and Fanatical Prospecting by Jeb Blount. The work I am doing now will reap rewards months in the future, so the lack of immediate results can sometimes peck away at motivation. Whenever I lose focus, I fire up one of these audiobooks to keep me going. Constant prospecting is the only way to keep sales flowing. If the pipeline ever dries up, it's usually the result of a break in prospecting.


I next needed to learn how to market myself on a budget. I explored the bookshelves of my local Barnes & Noble writing down title after title before deciding on the Guerrilla Series. Page after page of these books reveal some of the most clever guerrilla marketing strategies. Every day I try to use a new publicity technique, and these books keep the ideas flowing.


At times, self help and motivation will draw my attention away from those around me. We go through life making friends, not just making money. As a joke based on a comment I made about myself, some friends got me the book Don't Be A Dick. I feared others saw me as self centered. Don't Be A Dick can keep one from becoming a mean-spirited, self serving individual who thinks and acts as though everyone else can only be understood in terms of their relationship to himself or herself. It's funny and should be obvious, but sometimes I need a reminder that the world does not revolve around me.



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