Ready to drive sales revenue?

I’ve spent twenty-five years selling complex things to careful people, which is an unusual sentence to lead with but the most accurate one I have. Most of my career has been in industries where the buyers are technical, the deals take months, the procurement processes are unforgiving, and the wrong product specification can stop a production line — chemicals, additive manufacturing, and defence. I’ve led sales teams across Australia, Germany, South Africa, and China, built go-to-market strategies for products that didn’t yet exist, and recovered businesses where the sales function had quietly stopped working without anyone noticing.

The thread through all of it is a particular kind of pragmatism. Industrial B2B doesn’t reward charisma the way some sales jobs do; it rewards structure — clear ideal customer profiles, disciplined pipeline management, honest forecasting, and a sales process that the team actually follows because it makes their week easier rather than harder. When I work with owner-led businesses now as a Fractional Sales Director, that’s what I’m bringing: not a methodology binder and a fond farewell, but the structure embedded into how the business runs day to day.

I’m certified in Sales Xceleration’s Certified Sales Operating Management System™, which I use as the framework for every engagement. It gives my work a level of consistency and rigour that an unbranded consultant would have to invent from scratch — but the methodology is the toolkit, not the work. The real work is sitting with you in your boardroom, looking at your pipeline, listening in on a sales call, and helping you see what you’ve stopped being able to see because you’re too close to it.

I work with Australian SMEs that want to grow but can’t yet justify a full-time VP of Sales — typically $2M to $50M in turnover, owner-led, often manufacturing or industrial — and I stay involved long enough that the structure I build doesn’t leave when I do.