Past SKOs were fun. They didn't change behavior.
I run sales kickoff sessions that change what reps do Monday.
People I Help
B2B sales teams doing complex deals with midmarket and enterprise companies. Think >$50K deal size and >3 months sales cycle with multiple buyers.
Problems I Solve
CROs and VPs of Sales don’t have time to organize, develop, and deliver every SKO session themselves. They want a structured, tailored, energizing approach to improving seller and manager behavior. Some of the reasons why people engage me:
Past SKOs were fun, but didn’t change behavior
Win rate is low or declining
Deals are dying in no-decision
Reps can’t hold their own with execs
Deal sizes are too small
Sales forecast is fiction
New sales leader needs to set expectations…fast
Services I Offer
Introducing B2B Exceed, my offer for Sales Kickoffs:
Keynotes
Any Team Size
Big Idea
1 Target Behavior
Framework reps remember
1/2 Day Workshop
Max 75 in-person / 50 virtual
Keynote
1-2 Target Behaviors
Breakout Workshop
Tailored to your deals
Full Day Workshop
Max 125 in-person / 75 virtual
Keynote
1-3 Target Behaviors
Multiple Breakouts
Group Debrief
Final Exec Role Play
Skills I Teach
6 skills that separate elite enterprise sellers from the rest
Disciplined Discovery
Gather reliable info to advance or disqualify deals faster
Bulletproof Business Cases
Build concise, exec-ready business cases that get funded
C-Level Conversations
Go toe-to-toe with and influence CEOs, CFOs, GMs, and VPs
Creating Champions
Build reliable internal selling when you’re not in the room
Masterful Multithreading
Build consensus across multi-stakeholder deals
Quality Qualification
Forecast accurately and save time with buyer evidence (MEDDPICC)
What Participants Accomplish
Increase confidence and performance through skill development
Identify the 1-3 behaviors that have to change in the next 30 days
Walk away with techniques they use on their very next call
Share a common vocabulary and rubric for the target skill
Managers know what “good” looks like to start reinforcing it day one
What They Say
"DMo's kickoffs were legendary — energizing, effective, and so well run. Each year topped the last."
Ted Gramer
CEO, TrueMotion
"DMo is a master trainer who can model and teach any enterprise sales skill. Our whole team leveled up under his leadership and instruction."
Sean Burns
SVP Sales, CMT
"DMo is an incredible motivator, teacher, and leader. The skills he teaches helped me close more enterprise deals for more money."
Russ Mandelik
VP Strategic Accounts, CMT
Answers to FAQs
Q: How’s this different from a big-name motivational speaker?
A: Celebrity speakers move morale, not pipeline. If you want behavior change, my approach is better.
Q: Can’t we do this ourselves?
A: Maybe. Building engaging training that changes behavior is a lot of work, and the devil is in the details. I bring proven frameworks and $2B worth of enterprise sales experience, but collaborate with you and tailor it to your business. I relieve you of developing curriculum and workshop logistics on top of an already stressful job.
Q: Can one day really change behavior?
A: No, not fully. Exceed activates 1-3 specific behaviors reps use in their very next call and arms managers to start reinforcing immediately. Full behavior change over months is what B2B Elite is for. Exceed gives you an easy way to start, with a clear path to go deeper if the gap’s bigger than a day.
Q: Will this fit our specific deals and industry?
A: Yes. Generic content is exactly why a lot of training fails. Every tier starts with a discovery call and artifact review. Content is built on your actual deals and language. I’ve built training from zero for multiple new industries fast enough to tailor it effectively.