In this wide-ranging and insightful conversation, Mike shares his journey from military service to becoming one of the most respected voices in value selling and enterprise sales strategy.
Drawing on experiences from IBM, BMC, Splunk, and his own consultancy, he unpacks the “science and character” of world-class selling—covering everything from the importance of rigorous preparation and value-based discovery to building business cases that enable champions and convince economic buyers. With practical examples and sharp commentary, Mike also explores how strategic sales principles can be scaled to smaller deals, how to enable champions in the age of CFO scrutiny, and how business cases are becoming essential tools for decision support, revenue expansion, and post-sale impact measurement.
Whether you're a rep, leader, or value consultant, this interview offers a masterclass in modern sales excellence.
