Speaker - I help leaders create clarity and make fearless decisions | Demystifying Sales and Organization Enablement 📈 | Featured in Find My Catalyst, Autoklose, The Learning Guild | Speaker (NSA) | Golfer ⛳

I help business leaders and their teams FIND Clarity, STOP Second-Guessing the Work They Do, and identify the Next Logical Step so they can take it.

I have been fortunate to work a combination of F100 and high growth tech companies over the past 30+ years as an individual contributor and leader. A combination of coach, enabler, and a leader who knows that legacy is built through developing better leaders. My work is built on a combination of processes, frameworks, methods, tools, & applied thinking.

I understand and appreciate the importance of defining strategy (the How), and turning that into tactics (the What): it's one thing to know what to do, it's another thing to do it, and know what to do next.

Mike has worked at UPS, SmartForce (acquired by SkillSoft), O'Reilly Media, and with clients such as Intel, Microsoft, MIT, the Walt Disney Company, Full Sail University, and a number of early stage startups & entrepreneurs.

At Catalyst, I've developed a methods based on clarity, culture, integrity, and caring. My approach to sales and leadership prioritizes problem-solving and client needs over aggressive tactics.

As an advisor and coach, I cultivate strong organizational cultures and develop effective leaders using proven processes, frameworks, and innovative thinking. My background spans success in tech companies, transition to advisory roles, and implementation of visual strategies (#WhiteboardWednesday).

Known for straightforward (sometimes colorful) communication, I connect deeply with clients to drive meaningful change. My goal-oriented approach, tempered with empathy, empowers business leaders and entrepreneurs to excel professionally and personally.

Outside work, I am a family man, avid golfer, and a NY Jets and Islanders fan.

Let's connect to elevate your business leadership and organizational effectiveness.

Mike Simmons

Stop using the wrong tool for the wrong purpose.
Start communicating better.
See your team execute.

Meetings can be an effective tool, when applied with skill.

Want to help your team get better at communication and ultimately execution. 

Let's talk.

Thanks to Mike Rizzo & Audrey Harze ✨ for letting me share some tools with the Marketing Ops Community.

I help YOU simplify execution through internal and external customer communication.

Tech Sales Mastery

Tech Sales Mastery was formed as a merger of two esteemed brands – Tech Sales Advisors and Presales Mastery, forming a cutting-edge presales training and coaching venture. Led by industry veterans Chris White and Kerry Sokalsky, our offerings harness the collective strengths and expertise of both entities.

Tech Sales Mastery stands at the forefront, offering software sales teams and individual sales engineers an unparalleled suite of tailored presales training and skills coaching services. Our comprehensive portfolio is the result of merging two renowned brands and industry thought leaders, ensuring that our clients receive nothing short of excellence.

At the heart of our offerings lies the newly launched Six Habits Certification, a meticulously crafted professional certification tailored for technical sales professionals, built upon the innovative Six Habits framework, which is delivered through both live in-person and remote training workshops for technical sales teams and leaders.

Co-Founder

TechSalesAdvisors

Founder & CEO

PreSales Buyers Guide

Co-Author

ASLAN Training and Development

Certified ASLAN Instructor

PreSales Collective

We are on a mission to elevate the role of PreSales in organizations worldwide.  We aim to provide PreSales professionals with the resources, knowledge, network, and mentorship to develop long, impactful careers in PreSales.

Our vision is to create a global community of professionals who have a passion for PreSales.  A place where individuals in a PreSales role, or anyone who aspires to be, will be supported in their professional development.

The Washington DC chapter invites all PreSales professionals in the DMV to join us for networking and collaboration.  The DMV is home to countless industry-leading companies and some of the world’s largest and most influential technology companies.  Many of us sell to and serve government agencies and global enterprises.  There is so much we can learn from one another and do to help promote one another.  Join us and become part of the mission.

Founding Member PreSales Collective - Washington DC Chapter

DemoDoctor

Founder and Managing Director of www.DemoDoctor.com - the online training resource for sales engineers.

Owner

ETI Software Solutions

At ETI we believe that Tier 2/3 Telcos, local government municipalities bringing broadband services to their residents, and smaller market cable companies play an incredibly important role in helping our country grow and thrive.  We are committed to providing the software solutions necessary to mitigate the cost and complexity of delivering those broadband services and provide the customer care their constituents deserve.  As VP of Sales Engineering, it is my responsibility to ensure that we present and demonstrate our software solutions in such a way that our customers see clearly how we can help them better serve their customers, minimize costs and grow their business.

VP Sales Engineering

CAST

In this role with CAST I am responsible for the effectiveness of our sellers and their ability to align with prospects through the buyer journey.  I accomplish this through promoting the four pillars of sales enablement - knowledge, skills, process and content.   To that end I run a global, bi-weekly sales enablement webinar series that focuses on the knowledge sales teams, pre-sales engineers and consultants need to be successful.  I oversee sales new hire onboarding and run sales enablement workshops to address skills and processes.  I manage our sales content portal and develop artifacts such as playbooks, sales decks, whiteboard pitches, content videos, etc.  Ultimately, my charter is to drive revenue by improving the conversations we have with prospects, changing the way we position and sell, and increase our close rates and speeds.

VP Sales Enablement

erwin, Inc.

Casewise was acquired by Erwin in Dec 2016.  As such my role changed to Dir of Product Marketing.  In this role, I developed sales material and software demonstration content and scripts for direct sales teams after company acquisition.  Developed and delivered sales training material for annual sales kickoff in Europe and North America.  Produced and delivered product evangelism content for seminars in 8 cities internationally and 3 national conferences.  Delivered multiple sales enablement webinars and recorded videos for channel partners.  Mapped out new sales process and used to help with the integration of sales teams from the two different companies.  Ran internal sales training for technical pre-sales teams.  Ran sales/pre-sales collaboration workshops to improve processes, workflows and communication.

Director Product Marketing

Casewise

Developed go-to-market messaging and strategy, market positioning and sales strategy.  Oversaw development of new corporate brochure and website.  Designed and implemented new sales/pre-sales process for North America.  Provided strategic sales overlay and helped close multiple $1MM deals. 
Managed team of 10 pre- and post-sales consultants averaging $10MM in software and service revenue per year.  Developed and rolled out pre-sales engineer training curriculum globally, training sales teams from US, Canada, France, UK.  Developed and rolled out sales and technical pre-sales material – sales slides, demo scripts, etc.  Developed and rolled out internal sales and pre-sales enablement.  Delivered product demo for annual Gartner Magic Quadrant, putting company back in leadership quadrant 4 years in a row.  Served as account manager for one large, key account.  Oversaw all delivery implementation for the account, which generated $18MM in 5 years.  As a billable consultant I ran numerous business architecture and technical architecture workshops. Served as part-time product manager for a product that generated $4MM in revenue over a five-year span.  Served as interim, acting product manager for another product that generated $2MM in revenue in its first year.

VP Strategy and Solutions

If you’re in enterprise software, you know that the best product doesn’t always win - but often times, the best demo does. You likely realize that all software platforms have their flaws. It takes knowledge, skill and finesse to emphasize the strengths and position them so they best align with the prospects’ needs.

Simply put, with the competition in the market and the access to information that customers have, there is SO MUCH riding on the sales demonstration. They quite literally can make or break the deal.

The ability to succeed in technical sales involves 4 factors:
1.	Effective collaboration between sales and sales engineering
2.	Clearly understanding the customers’ objectives, requirements and expectations
3.	Minimizing time necessary to prepare for sales demonstrations
4.	Presenting the solution in as clear and compelling a manner as possible

How well you navigate through the maze of your prospects’ current state to pinpoint what they’re trying to accomplish is critical. What your sales engineers SAY, SHOW and DO during the sales demonstration is the difference between win and lose.

What if you could:
-	Create and maintain alignment between sales and SEs?
-	Count on your SEs to say just the right thing at precisely the right moment?
-	Avoid deal delays because of failed demos and misunderstood requirements?
-	Increase win rates and deal speed by improving demo quality and time to prepare?

You can by partnering with DemoDoctor.

With a 30+ year career in technical sales and consulting, I know what it takes to elevate sales engineer performance.  My IP is built on the framework I published in the Amazon best-seller The Six Habits of Highly Effective Sales Engineers.  It is based on decades in the field, having delivered and observed literally thousands of sales demos – both successful and failed.

Your SEs will walk away from my workshops with the mastery of a new skill: a systematic approach to preparing for and delivering winning sales demonstrations, proven to close more deals – faster, based on the foundation of building a solid partnership with their sales counterparts.  

If you need to improve SE and/or demo performance, let’s talk. Connect here or chris.white@demodoctor.com to schedule a call.

https://www.amazon.com/dp/0578521903


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