Most everyone is grappling with the same paradox these days: Generating revenue should be a breeze given the avalanche of technology at everyone’s fingertips promising to make selling easier. However, most companies continue to struggle with their top line. The problem is that while technology is making companies more efficient at the motions of attempting to generate revenue, it’s not making them correspondingly more effective at causing customers to buy. The bottom line improves, while the top line continues to mystify…
Addressing this is why I founded Revenue Generation Strategies.
Over my 30+ years in military and F500 business leadership roles, carrying a bag as both an account executive and sales engineer, and leading, developing, and coaching sellers, I have a unique set of experiences that allow me to understand the age-old profession of generating revenue better than most.
I’m a polymath, meaning you’ll benefit from seeing, analyzing, and addressing issues from various perspectives to craft holistic and systemic, not narrow, solutions. I’m also a pragmatist, meaning I’ll help you bridge the gap between theory and dealing with problems in reasonable and logical ways.
If you’re ready to find and reduce the friction haunting you and your customers, break down silos, align your revenue teams, optimize your technology investments, and better understand your clients, then it’s time for us to have a conversation.
Integrity is what you do when no one is watching. It’s doing the right thing all the time, even when it may work to your disadvantage.
Courage is being scared to death, but saddling up anyway.
Wisdom is the right use of knowledge. To know is not to be wise.
Differentiating Revenue Generation Strategies (RGS) from other advisories and consultancies in the industry involves a multifaceted approach that leverages unique strengths, methodologies, and values. Here’s how this differentiation is achieved:
As a polymath, I look beyond single-department fixes to see the entire system, blending expertise in sales, marketing, customer experience, leadership, and many other disciplines.
Reflecting my traits of love of learning and creativity, RGS places a strong emphasis on continuous learning and development, both for myself and my clients. This commitment to staying at the forefront of industry trends and best practices ensures that the advice and strategies provided are always cutting-edge.
As a veteran of U.S. Naval Aviation, I’ve had multiple deployments to the Middle East and other regions, leading the avionics branch for a squadron of Sikorsky H-60 submarine-hunting helicopters. For those unfamiliar with avionics, my teams and I were accountable for the equipment and computers that processed all signals entering or departing the aircraft via the electromagnetic spectrum, including systems such as radar, IFF, SATCOM, VHF/UHF comms, GPS, FLIR, ESM/ECM, and sonobuoys.
My final tour with the Navy saw me manage the operations of three recruiting stations in Vermont, the civilian equivalent of a Sales Manager. I was accountable for training, coaching, and leading a team of recruiters in the attainment of the Navy’s recruiting goals.
Transitioning back to civilian life, I leveraged my Navy leadership, technical, and recruiting experience to become an Account Executive and pre-sales engineer with a commercial AV firm, designing, selling, and overseeing the installation of multimillion-dollar communications systems. I was then poached by a government contractor, where I led a global L&D and technical publications team supporting the Department of War and various three- and four-letter agencies worldwide in counterterrorism and anti-smuggling operations. This role also included converting engineers into sellers.
At Dell Services, which was later acquired by NTT Data, I directed the Sales Center of Excellence and led a global 12-person enablement team, transforming a 600-person sales team from a transactional to a consultative GTM approach. I introduced and implemented several innovative programs, including the Embedded Performance Consultant function, advanced communications and corporate storytelling, sales force assessments for baselining and benchmarking, and a dynamic coaching culture with a formalized coaching program.
While at Dell, I became a co-founder of the international Sales Enablement Society, now known as the Revenue Enablement Society. We set the standard and created the basis for what are now the sales/revenue enablement functions that exist in many companies around the globe.
After Dell/NTT, I joined a boutique cybersecurity MSSP as their Director of Enablement and founded RGS Consulting. Today, I’m dedicated to guiding companies in diagnosing their revenue generation and growth issues to create stable, predictable growth by creating alignment within their revenue engine.
I have a BS in Business Administration and an MBA. My family and I are based in the Dallas, Texas area. I’ve been happily married to the love of my life for 33 years, I’m a foodie, and I’m also a self-proclaimed poor but enthusiastic golfer.