ValueSelling has been the cornerstone of my sales success for over 20 years: generating leads, closing deals and retaining customers. I am most energized by coaching sales teams into even higher performance with measurably improved business results. Prior to joining ValueSelling Associates, I was a founding member of Gartner’s inside sales team where I leveraged ValueSelling over a 13-year sales career:• Earning the top spot in my division the first year • Achieving a 91% client retention rate when the average was below 50%• Sourcing and closing a $150K benchmarking deal solely over the phone• Taking over the bottom-performing sales team, instilling ValueSelling skills, and leading them to #2 in the first year and #1 the next year • Achieving Winners’ Circle 6 times, at least once in every sales role I was fortunate to learn ValueSelling from its founder, Lloyd Sappington. One particular piece of advice was central to my success: “You don’t know where the line is unless you cross it every once in a while.”In 2010 I, along with two colleagues, created the first Gartner Sales Academy model which rapidly became and remains the global standard for Gartner’s sales training. In its first year, Academy graduates wrote 2x more new business, had a 6% higher client retention rate, and achieved Winners’ Circle at a 10% higher rate than their predecessors. I was then tasked to create Gartner’s first Client Services New Hire Academy that spanned over 20 roles in seven business units. Due largely to the use of the ValueSelling Framework, new hire client retention rates rose by 32% compared to those who did not leverage ValueSelling. To date, I have certified over 1,500 people in the ValueSelling Framework. On a personal note, I am a certified Florida BBQ Judge who spends a lot of time on a paddle board to offset all the BBQ tasting.