John has been instrumental in helping us develop our sales process. He is a master at facilitating a thought provoking and motivational discussion. His breadth of experience and no-nonsense approach allow him to ask pertinent questions that quickly get to the heart of the matter while allowing us to head in the direction best suited for us. John has taught us that a good sales process can create a predictable outcome from something as seemingly random as sales. He did this by asking us to describe our unique value proposition. I had HEARD the word “value proposition” before but had no idea how to define Applied Tech’s. When he asked me to “define what a good prospect looks like”, it hadn’t even occurred to me that I could define an ideal client for my company. It occurred to us that we had defined a target audience but not an ideal candidate. Our sales process is still not perfect but we are well on our way to creating a repeatable process that we can rely on for years to come.