How We Sell is an Indicator of How We Serve.
Keynote speaker, revenue enablement leader, and author of Be the Donkey, Not the Jackass. (Coming 2027)
The Gap
Every year, billions are spent on new sales methodologies. On training. On AI that streamlines the administrative burden of selling. What nobody addresses, what every methodology leaves out, is the most important part of the job. People don't buy from processes. They buy from people they trust.
I help sales teams close the gap between activity and results by building the one thing no CRM can measure: trust.
My Story
I didn't learn about trust in a boardroom. I learned it from a herd.
A few years ago I started volunteering at Rancho St. Francis, a horse and dog rescue outside LA that had taken in two donkeys, Funny Face and Marla. Most rescue donkeys came from someone who ran out of resources, whether it’s money, time, or capacity. This lack of consistency taught them to protect themselves. Push a donkey, and she digs in. Rush her, and she shuts down. The only way forward is earning it, one small yes at a time.
Funny Face and Marla did not trust easily. They also did not care about your quarter, your quota, or your urgency. What I noticed watching them, though, wasn't just how each of them worked individually. It was how they worked together. Neither one moved first alone. One would test the ground, the other would watch, and trust built between them before it ever extended to me. Sales works the same way. It's not a solo sport. The herd mentality starts from moment one, long before a rep ever gets in front of a buyer.
Somewhere between the third and fortieth visit, I realized I'd spent over a decade watching the same pattern play out in sales organizations, just with better shoes. Reps trained to push. Buyers who dig in the moment they feel it. Deals that stall not because the product is wrong, but because trust, inside the team and with the buyer, was never built.
That's where the ADOPT framework came from, the diagnostic I teach sales teams to build trust deal by deal, and eventually the book, Be the Donkey, Not the Jackass. Not as a metaphor I picked because it was cute, but because I watched it play out, literally, in a pasture, over and over.
I've spent my career in sales enablement and change management, building the training, the frameworks, and the field programs that help teams sell the way people actually want to be sold to. I've done it inside fast-moving SaaS companies and I've done it standing in front of rooms at Gong, BlackLine, and ATD.
But the clearest lesson I ever got about earning trust didn't come from a stage. It came from two donkeys who wouldn't budge until I gave them a reason to, and who taught each other how, first.
Signature Talks
Describe important details like price, value, length of service, and why it’s unique. Or use these sections to showcase different key values of your products or services.
Finding the Right Yes
Between the millions spent on sales methodology and technology and the elusive recurring customer lies The Right Yes, a framework of genuine curiosity, herd mentality, and humanity that no method or technology can replace.
Finding the Right Yes draws on lessons from two rescue donkeys to teach sales teams how to build trust and close deals without pushing. Attendees leave with a practical framework and a concrete action to take Monday morning.
Perfect for sales kickoffs, revenue summits, and leadership conferences.
A Multimedia Approach to Learning
Sales teams are pulled in every direction: quota pressure, pipeline demands, and constant business change, while enablement is asked to get them up to speed without pulling them out of the field.
A Multimedia Approach to Learning gives enablement teams and sales leaders the tools to keep salespeople in a continuous learning mindset, so knowledge sticks — and shows up exactly when it matters most: selling.
Perfect for enablement summits, sales leadership offsites, and revenue team conferences.
Balancing Technology with Humanity
AI is reshaping how sales teams sell, prospect, and connect — and the pressure to adopt every new tool is relentless. But the teams that win aren't the ones with the most technology. They're the ones who know when to use the tool, and when to be the human.
Balancing Technology with Humanity gives sales leaders and enablement teams a framework for navigating AI adoption without losing what actually closes deals — trust, curiosity, and connection.
Perfect for organizations navigating digital transformation, sales kickoffs, and leadership conferences.