SPEAKING & TOPICS
Talks that move numbers.
Build top 1% sales teams. Develop extraordinary leaders. Deliver customer experiences that win. Keynotes, workshops, and corporate training built on 40+ years of carrying a number.
THE BOOK · #1 AMAZON & BARNES & NOBLE BESTSELLER
How to Master the Art of Being the Worst Salesperson.
From Funny Failings to Future Success.
Humor, true stories, and practical lessons that expose the sales behaviors holding people back — and the proven habits that separate top performers from the rest.
THE MATERIAL
Nine topics. One throughline: what the top 1% consistently do differently.
TOPICS
What Brian speaks on.
Every engagement is tailored — most talks blend two or three of these. Flip a card to see what your team walks away with.
Building Executive-Level Trust
Deals don't die on price. They die when the room decides you're a vendor, not a peer. How to earn a seat where the decisions actually get made.
Your team walks away with
- A repeatable way to open doors at the VP and C-level without a warm intro
- The credibility signals executives actually screen for in the first five minutes
- How to be treated as a peer in the room, not a presenter at the front of it
Developing “Killer” Questions
Brian's signature framework. The right question at the right moment does more than a perfect pitch — it stops a buyer mid-sentence and reframes the whole conversation.
Your team walks away with
- A framework for building the two or three questions that reframe a deal
- Questions that surface the real problem, not the one written on the RFP
- The discipline to go quiet and let a powerful question do the work
Emotional Intelligence
Reading the room is a skill, not a gift. How elite sellers manage their own reactions, hear what isn't being said, and adjust in real time.
Your team walks away with
- How to read a room's temperature and adjust mid-meeting
- Managing your own tells under pressure — pricing pushback, stalls, hard questions
- Listening for what the buyer means, not just what they say
Negotiation
Negotiation isn't the last step of a sale — it starts in the first meeting. How to protect margin without grinding the relationship.
Your team walks away with
- How to set the negotiation up in the first meeting, not the last one
- Trades, not concessions: protecting margin while giving the buyer real wins
- Knowing your walk-away floor before you're ever at the table
Prospecting
Top performers don't prospect harder; they prospect differently. Fewer, better-chosen targets — and outreach that sounds like a person, not a sequence.
Your team walks away with
- Targeting fewer, better-fit accounts — and how to actually pick them
- Outreach that gets replies because it sounds like a person, not a sequence
- Turning every closed deal — and every no — into the next two conversations
Closing With a Plan
Hope is not a closing strategy. Build a mutual plan the buyer helps write, so the close is a step everyone saw coming.
Your team walks away with
- A mutual close plan the buyer co-writes — and actually follows
- Spotting the difference between a forecast and a hope
- Pre-empting the late-stage stall before it costs you the quarter
Customer Retention
The most profitable deal is the one you never have to re-win. How delivery becomes the first move of the next sale.
Your team walks away with
- A handoff that keeps the promises sales made
- Early-warning signs an account is quietly leaving — and what to do that week
- Turning reviews from status meetings into expansion conversations
Personal Accountability
The habit that separates the top 1%: owning the number, the miss, and the fix. A no-excuses culture starts with one seller at a time.
Your team walks away with
- Owning the number: separating what happened from what you did about it
- The self-review habit elite performers keep every single week
- Building a no-excuses culture without building a fear culture
Creating Lifelong Clients
Customers buy again; clients never leave. The experience choices that turn a one-time win into a decade-long relationship.
Your team walks away with
- The moments that turn a satisfied customer into a reference and a repeat buyer
- Staying valuable between deals — presence without pestering
- Relationships that survive your champion changing jobs
CLOSE
"Every talk is built for your room, your team, your number. Tell me what you're trying to move."
Atlanta-based · Available worldwide
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