For CEOs building a revenue engine
I’ve built effective sales regimes and multiple elite sales teams from scratch, several of whose sellers have gone on to become top performers and leaders elsewhere. My framework — The Standard — is simple to state, but requires commitment to execute: high integrity, high agency, genuine curiosity about the client’s definition of success, and a repeatable process behind it. Some selling leaders believe the model is ‘Always Be Closing.’ Elite sellers recognize the model is ‘Always Be Curious.’ Over thirty years, I’ve proven that’s not a slogan.
For bank and credit union executives
I’m a technologist at heart. I love community banks and credit unions. I believe your institutions are the backbone of the American dream. My focus is alignment to your definition of success. Even if that means I need to recommend you go a different direction. Digital Banking gets a ton of attention today, and for good reason. Most digital banking platforms have hit feature parity. I’ll tell you that directly, even though I sell one of them. In the Era of Intelligence, the real question in any evaluation isn’t UX polish or API architecture — it’s whether the intelligence is built into the platform’s core or bolted on at the margins, and whether a provider has the capacity to keep its promises to you. I’ve sat through hundreds of these evaluations from this side of the table. I want you to make a selection you’ll be proud you made ten years from now. I stake my reputation on every project my team joins with you, just as you stake yours on your decision to partner.
Today
Thirty years in enterprise technology sales and leadership. The last twenty spent exclusively in fintech, most of it on the other side of the boardroom table from the CEOs, COOs, and boards making seven- and eight-figure decisions about the systems their banks and credit unions run on.
I currently lead a national sales team at Candescent, selling digital banking and account-opening platforms to financial institutions from $1 billion to $100 billion-plus in assets. Before that: card issuer processing, ATM and debit networks, payment controls — two decades working with hundreds of financial institutions across North America.
Selling is a noble profession. I’ve mentored many professionals who tell themselves ‘I could never be in Sales.’ I consider it my responsibility to remind them: “Well, tiger, whether you believe it or not, you’re in Sales!”