Mike is a managing principal at ZS in the sales business area and founded ZS’s B-to-B commercial strategy and transformation practice.
Mike is a leading expert in B-to-B sales strategy, sales force effectiveness and sales organization transformation. Since joining ZS in 1993, Mike has led engagements with more than 50 companies in the life sciences, high-tech, financial services, travel and transportation, agriculture, industrial products, energy, business services, consumer products, and media and advertising industries. Mike's experience spans a diverse range of sales models including global, strategic and key account management, generalist and specialist field sales, indirect channels and inside sales. Mike has worked with executive teams and sales organizations throughout the Americas, Europe and Asia. In 2007, Mike was named one of the top 25 consultants by Consulting magazine for his thought leadership and success in transforming sales organizations for greater organic growth.
Mike lectures on sales strategy and sales force effectiveness topics at Northwestern University’s Kellogg School of Management executive program. He is a frequent guest speaker at sales and marketing conferences and corporate events, and has authored more than 20 white papers and articles. Mike has been cited in leading publications including Harvard Business Review, Financial Times, Wall Street Journal, Industry Week and USA Today, and he currently serves on the board of directors for the Strategic Account Management Association.
Previously, Mike was an aerospace engineer at NASA and Rockwell International. He also served as the interim vice president of customer experience for a Fortune 200 client.
Mike has an MBA from the Kellogg School of Management at Northwestern University and a B.S. in aeronautical engineering from Wichita State University.