President | Author, A Culture of Predictable Sales | Coach | Trainer | Speaker

• 2015 - Present

Founded in 2015, Culture of Sales Solutions was formed to embody the core solutions that Michael has brought to hundreds of organizations through his experience in the technology industry and his time spent as a business and sales coach/consultant. The mission of CoSS is to make his solutions available to a broader set of potential customers. When Michael sat down to write Intentional Sales Management (ISM), his thought was to share the common issues and concerns that he has seen and… Show more Founded in 2015, Culture of Sales Solutions was formed to embody the core solutions that Michael has brought to hundreds of organizations through his experience in the technology industry and his time spent as a business and sales coach/consultant. The mission of CoSS is to make his solutions available to a broader set of potential customers. When Michael sat down to write Intentional Sales Management (ISM), his thought was to share the common issues and concerns that he has seen and experienced through his career. Then he wanted to provide a fully integrated system for overcoming those challenges. Michael’s approach is to establish an intentional process to management. He felt having a complete system that was integrated from top to bottom and covered all the necessary areas of sales management would be valuable to readers. “The key to having predictable sales is to start with a predictable system”, writes Michael in his newest book, A Culture of Predictable Sales. This is his fictional novel designed to apply his ISM concepts to relatable circumstances based on true experiences. The goal is for each reader to gain a foundation of best practices that can be adopted by any sales department. Looking for more beyond the books? Our Client Builder sales training system includes everything needed to help salespeople learn and adopt the ideal mindset and best practices for sales success. This tool offers a few different groups of modules depending on what areas you’d like to focus on improving. Not sure what your needs are? Objective Sales Analysis is a great place to start. OSA offers assessment tools to help you identify strengths / aptitudes and key development opportunities of your sales team and organization. Building on this thorough understanding, we can precisely identify and deliver the specific coaching and training needed to get all of your company’s engines firing in the right direction. Give Michael a call to see what’s right for you: (515) 344-4322. Show less Founded in 2015, Culture of Sales Solutions was formed to embody the core solutions that Michael has brought to hundreds of organizations through his experience in the technology industry and his time spent as a business and sales coach/consultant. The mission of CoSS is to make his solutions available to a broader set of potential customers. When Michael sat down to write Intentional Sales Management (ISM), his thought was to share the common issues and concerns that he has seen and… Show more Founded in 2015, Culture of Sales Solutions was formed to embody the core solutions that Michael has brought to hundreds of organizations through his experience in the technology industry and his time spent as a business and sales coach/consultant. The mission of CoSS is to make his solutions available to a broader set of potential customers. When Michael sat down to write Intentional Sales Management (ISM), his thought was to share the common issues and concerns that he has seen and experienced through his career. Then he wanted to provide a fully integrated system for overcoming those challenges. Michael’s approach is to establish an intentional process to management. He felt having a complete system that was integrated from top to bottom and covered all the necessary areas of sales management would be valuable to readers. “The key to having predictable sales is to start with a predictable system”, writes Michael in his newest book, A Culture of Predictable Sales. This is his fictional novel designed to apply his ISM concepts to relatable circumstances based on true experiences. The goal is for each reader to gain a foundation of best practices that can be adopted by any sales department. Looking for more beyond the books? Our Client Builder sales training system includes everything needed to help salespeople learn and adopt the ideal mindset and best practices for sales success. This tool offers a few different groups of modules depending on what areas you’d like to focus on improving. Not sure what your needs are? Objective Sales Analysis is a great place to start. OSA offers assessment tools to help you identify strengths / aptitudes and key development opportunities of your sales team and organization. Building on this thorough understanding, we can precisely identify and deliver the specific coaching and training needed to get all of your company’s engines firing in the right direction. Give Michael a call to see what’s right for you: (515) 344-4322. Show less

President and Owner | Business Advisor | Licensed Professional Business Coach | LPBC | Sales Trainer

• Jun 2007 - Present

Michael is a seasoned sales coach and strategist who focuses on revenue growth and entrepreneurial development opportunities. Over the last 25 years he has incubated, acquired and divested multiple companies, and as a senior executive and/or owner has overseen all aspects of business operations. As a consultant, his experience also includes leadership on projects with company executives in banking, telecommunications, agricultural equipment, pharmaceuticals, and investment banking among… Show more Michael is a seasoned sales coach and strategist who focuses on revenue growth and entrepreneurial development opportunities. Over the last 25 years he has incubated, acquired and divested multiple companies, and as a senior executive and/or owner has overseen all aspects of business operations. As a consultant, his experience also includes leadership on projects with company executives in banking, telecommunications, agricultural equipment, pharmaceuticals, and investment banking among others. Built on the foundation of his BBA from the Univ. of Iowa and his MBA from Drake Univ., Michael has added certifications in several disciplines including sales, project management, technology, and human resources. He also keeps up with current trends and research through his work as an adjunct professor for Simpson College. Known for his ability to explain “the why behind the what” and then “now what, so what”, he has, through his passion for training developed over 3000 business professionals. He currently provides numerous businesses with sales/sales leadership coaching, delivers sales training, and performs a role as interim Sales VP for several companies. Recently, he authored a book Culture of Sales Solutions that is intended for each reader to gain a foundation of best practices that can be adopted by any sales department – based on the concepts he coaches. These best practices, when properly implemented, can have an immense impact on a company. For more information about Essentia Business Advisors or to take our Strategic Business Growth Cycle Evaluation, visit: www.essentiaba.com Specialties: Intentional Sales Management | Predictable Sales Through Predictable Systems | Sales Support & Development | Motivation | Hiring | Onboarding & Delegation | Project Management | Account Management | Sales Best Practices & Process | CRM | Technology Management | DISC Assessments | Leadership & Mentoring | Business Coaching | Strategic Planning | Corporate Change Management Show less Michael is a seasoned sales coach and strategist who focuses on revenue growth and entrepreneurial development opportunities. Over the last 25 years he has incubated, acquired and divested multiple companies, and as a senior executive and/or owner has overseen all aspects of business operations. As a consultant, his experience also includes leadership on projects with company executives in banking, telecommunications, agricultural equipment, pharmaceuticals, and investment banking among… Show more Michael is a seasoned sales coach and strategist who focuses on revenue growth and entrepreneurial development opportunities. Over the last 25 years he has incubated, acquired and divested multiple companies, and as a senior executive and/or owner has overseen all aspects of business operations. As a consultant, his experience also includes leadership on projects with company executives in banking, telecommunications, agricultural equipment, pharmaceuticals, and investment banking among others. Built on the foundation of his BBA from the Univ. of Iowa and his MBA from Drake Univ., Michael has added certifications in several disciplines including sales, project management, technology, and human resources. He also keeps up with current trends and research through his work as an adjunct professor for Simpson College. Known for his ability to explain “the why behind the what” and then “now what, so what”, he has, through his passion for training developed over 3000 business professionals. He currently provides numerous businesses with sales/sales leadership coaching, delivers sales training, and performs a role as interim Sales VP for several companies. Recently, he authored a book Culture of Sales Solutions that is intended for each reader to gain a foundation of best practices that can be adopted by any sales department – based on the concepts he coaches. These best practices, when properly implemented, can have an immense impact on a company. For more information about Essentia Business Advisors or to take our Strategic Business Growth Cycle Evaluation, visit: www.essentiaba.com Specialties: Intentional Sales Management | Predictable Sales Through Predictable Systems | Sales Support & Development | Motivation | Hiring | Onboarding & Delegation | Project Management | Account Management | Sales Best Practices & Process | CRM | Technology Management | DISC Assessments | Leadership & Mentoring | Business Coaching | Strategic Planning | Corporate Change Management Show less

Adjunct Professor

• May 2000 - Present

Teaching in the Technology (CIS/CS) and Management departments with course focuses in Project Management, Business Intelligence, and Solution Development. Teaching in the Technology (CIS/CS) and Management departments with course focuses in Project Management, Business Intelligence, and Solution Development.

Certified Professional Business MasterCoach

• Feb 2010 - Present

Certified Professional Coach

• Oct 2021 - Present

AQai is a pioneer in the field of organizational adaptability to support the development of highly adaptable employees, safeguarding careers, unleashing potential, and protecting the future of their organisations. Adaptability and resilience is rated the No.1 most important skill by L&D professionals according to 2021 Linkedin Workplace Survey. Highlighting one of the most pressing problems in supporting people through change, transformation, disruption, and re-skilling. … Show more AQai is a pioneer in the field of organizational adaptability to support the development of highly adaptable employees, safeguarding careers, unleashing potential, and protecting the future of their organisations. Adaptability and resilience is rated the No.1 most important skill by L&D professionals according to 2021 Linkedin Workplace Survey. Highlighting one of the most pressing problems in supporting people through change, transformation, disruption, and re-skilling. Together we empower people, teams, and organizations to assess, understand, and change the behaviors needed to successfully adapt to our ever changing environments. Let’s talk about how we can develop highly adaptable employees, to help them safeguard careers, unleash potential, and protect the future of their organisations. Lack of adaptability costs businesses $19.8b per year in HR, according to PWC. Protect your organisation from disruption. Upgrade your organisation’s adaptability performance with detailed metrics, benchmarking and coaching support. Show less AQai is a pioneer in the field of organizational adaptability to support the development of highly adaptable employees, safeguarding careers, unleashing potential, and protecting the future of their organisations. Adaptability and resilience is rated the No.1 most important skill by L&D professionals according to 2021 Linkedin Workplace Survey. Highlighting one of the most pressing problems in supporting people through change, transformation, disruption, and re-skilling. … Show more AQai is a pioneer in the field of organizational adaptability to support the development of highly adaptable employees, safeguarding careers, unleashing potential, and protecting the future of their organisations. Adaptability and resilience is rated the No.1 most important skill by L&D professionals according to 2021 Linkedin Workplace Survey. Highlighting one of the most pressing problems in supporting people through change, transformation, disruption, and re-skilling. Together we empower people, teams, and organizations to assess, understand, and change the behaviors needed to successfully adapt to our ever changing environments. Let’s talk about how we can develop highly adaptable employees, to help them safeguard careers, unleash potential, and protect the future of their organisations. Lack of adaptability costs businesses $19.8b per year in HR, according to PWC. Protect your organisation from disruption. Upgrade your organisation’s adaptability performance with detailed metrics, benchmarking and coaching support. Show less

Vice President

• Jun 2007 - May 2011

Co-Founder / EVP and COO

• Jun 2004 - Jun 2007

Founder and President

• May 1992 - Jun 2004