For over 35 years, I’ve been on a mission to help people grow. Today, I do that by coaching and training small business owners and sales professionals who want to sell with more confidence, clarity, and consistency—without ever feeling pushy or “salesy.”

As the creator of the B.U.D. Sales System, I break sales down into a simple, repeatable process that’s focused on results and rooted in relationships. Whether you're struggling to convert leads, nervous about pricing conversations, or just tired of winging it—there’s a better way.

✅ Build trust and credibility quickly
✅ Have discovery conversations that uncover real needs
✅ Create natural-sounding scripts that actually convert
✅ Turn more meetings into paying clients
✅ Use LinkedIn as a lead magnet, not a résumé
✅ Handle pricing and objections with ease
✅ Build a sales system that doesn’t stress you out

I’ve helped everyone from startup founders to Fortune 500 teams, Chambers of Commerce, Credit Unions, and solo entrepreneurs. My training is practical, relatable, and always real-world focused.

📞 Ready to stop guessing and start winning? Let’s talk: 301-343-0001
📧 Email: tellis@ewcconsultants.com

📘 Author of B.U.D. - Better, Unique, and Desirable: The Sales Process That Gets Results

What My 10-Year-Old Granddaughter Taught Me About Sales

Not long ago, my 10-year-old granddaughter had a craving for ice cream—before dinner.
She didn’t beg.
 She didn’t plead.
 She didn’t say, “Please, Grandad, just this once!”
Nope. She got strategic.

She came up to me with her eyes wide and said:
“Grandad, remember last summer when we went to the park and got those huge waffle cones with sprinkles? 
That was the best day ever. We laughed so much and you said it was the perfect day.”

Then she paused, gave me that look, and said:
“If we had ice cream now, it’d feel just like that again. You and me, making a memory. 
Plus, it’s hot outside—we need it, right?”
I couldn’t argue with that logic.

And that’s when it hit me:
 She wasn’t just asking for ice cream—she was selling the experience.
✅ She connected it to an emotion (joy, nostalgia)
 ✅ She painted a vision of what could be
 ✅ She positioned it as something we’d do together
 ✅ And she tied it to my own words—brilliant move!

That, my friends, is storytelling.
 That is sales.
People don’t move because you give them facts.
 They move because you give them meaning.

So the next time you’re trying to close a deal, don’t just pitch the product—paint the memory.

You might just make someone say “yes” with a smile… like Grandad did.

#SalesTraining #StorySelling #EmotionalSelling #BUDSystem #ThomasEllis #SalesWisdom #LifeLessonsFromKids

Thomas Ellis

Hi! I’m Thomas Ellis. I have a passion for helping sales professionals and small business owners truly understand how to obtain success in sales. Helping you master the fundamentals of sales is my goal.

I currently work at EWC Consultants as the Chief Sales Coach. Here, we provide customized sales training to help sales teams, business owners, and sales professionals master the basic sales skills, processes, and activities that help close big deals. Our sales methodology is repeatable, easy to learn, and will get you the results you’re aiming for!

I’ve published a book titled “B.U.D. Better, Unique, & Desirable: The Sales Process That Gets Results” It’s my personal philosophy for sales success, and l based the content on my decades of experience working with clients. Now, I can pass the knowledge to aspiring salespeople and small business owners

Aside from my book, I also offer sales training programs. I break down and simplify the sales process during these sessions, allowing my audience to master the fundamentals of the industry. 

My most requested training topics are:
How to Have an Awesome First Appointment
It’s Sales, Not Rocket Science: Simple Sales Tactics to Close More Sales
Developing a Pleasantly Persistent Follow-Up Strategy
How To Be B.U.D.: Better, Unique, & Desirable
Social Selling Techniques and Strategies
How To Propel Your Business Using LinkedIn 30 Minutes per Day

If you’re:
-Part of a Sales team
-A Small Business Owner (Commercial and Federal)
-A Solo/Individual Sales Professional

 Let me help you increase sales NOW ! With my guidance, you’ll quickly learn the basics and achieve the results you want.

When you’re ready to make every sales day count, please reach out to me. And whether or not we decide to do business together, I am confident that our talk will be full of insight and actionable steps that can help you make more sales!

Contact me at 301-343-0001 or send an email to tellissalescoach@outlook.com.

You can also visit my website https://tellissalescoach.com/ or book a free, 20-minute consultation at https://calendly.com/closesales/salessession30min.

Helping Sales Teams💼 & Small Business Owners 🏢 Close More Deals 🤝 with Simple, Proven Strategies ✅ | Sales Coach & Trainer 🧑‍🏫 | Creator of the B.U.D. Sales System 📊 | LinkedIn Trainer 🌐 | Board Member 🪑 | Golfer

🚨 NETWORKING ISN’T ABOUT BUSINESS CARDS. IT’S ABOUT BUSINESS APPOINTMENTS. 🚨

Most people walk into networking events with no strategy…
❌ They collect stacks of business cards.
❌ They hover near the food table.
❌ They become the person who talks too much and follows up too little.
❌ And let’s be honest… some are just there for the drinks.

Let me tell you what winners do 👉 They walk out with 3 CONFIRMED APPOINTMENTS to continue the conversation.

That’s what I’m teaching at the “Networking for Success” Seminar hosted by the Maryland Small Business Development Center.

🗓 Monday, January 26th
🕐 1:00 PM EST
📍 Live & Free
💥 Learn the strategy that transforms casual chit-chat into real business connections.
💥 Master the art of following up like a pro (not a pest).
💥 Stop wasting time and start building a powerful, opportunity-rich network.

🎯 I GUARANTEE you’ll leave with a game plan that works.

👉 Register now: https://lnkd.in/eaP29wHW

#NetworkingSuccess #SalesTraining #SmallBusinessGrowth #SBDC #ThomasEllis #NetworkingTips #AppointmentsNotCards #BUDSalesSystem

The B.U.D. System Wasn’t Born in a Boardroom.
 It Was Born in Frustration.

I spent years watching talented salespeople struggle—not because they lacked skills, but because they lacked structure.

They had hustle. They had charm. But they didn’t have a system.

Every training program I attended was either:
Too complicated for real-world application,
Too theoretical to help with quota,
Or designed for corporate robots, not human sellers with heart.
And then it clicked.

I needed to create a simple, repeatable process that ANYONE could use—whether you were new to sales , a 20-year vet who just lost your fire,or a small business owner who needs to acquire new customers.

That’s when B.U.D. was born in 2017.
🔹 B – Better
      U – Unique
      D – Desirable

It’s not flashy. It’s not filled with fluff. But it works—because it’s built on connection, curiosity, and clarity.

Now, every time I teach it in a training, I see that same lightbulb go off.
Not “just another sales technique,” but a way to finally sell like a human, not a pitch deck.

If you’ve ever felt overwhelmed by sales “formulas” that don’t stick, maybe it’s time you met B.U.D.

👇 Curious to learn more or want a refresher on your fundamentals? Drop me a DM or let’s talk in the comments.

#SalesTraining #SalesLeadership #BUDSystem #SalesCoach

Why Pipeline Strength Determines Sales Success

Too many sales pros obsess over the close — but overlook what creates the close.

Here’s the truth: if your pipeline is weak, every opportunity becomes a high-stakes gamble.
 You chase deals, stress over outcomes, and risk discounting just to get something across the finish line.

But when your pipeline is strong? You gain control.
✔️ You qualify prospects more effectively
 ✔️ You maintain momentum year-round
 ✔️ You stop discounting out of fear
 ✔️ You focus on the right opportunities — not every opportunity

If you want sales success, you can count on — not just hope for — your pipeline needs to be your #1 priority.

Strengthen your pipeline. Predict your success.


 
 #BUDSalesSystem #SalesSuccess #Entrepreneurship #SalesTraining #PipelineManagement #SmallBusinessGrowth

Great way to end the day!

I just received an email from a client who closed her first deal after working with me for just 2 months. 🎉

Here’s the message she received:
“I’ve had the opportunity to connect with xxxx, and we’d like to move forward with bringing you on board to help prepare the firm for AI initiatives. Please share your availability so we can connect and discuss next steps.”
This win didn’t happen by chance.


It happened because she embraced the B.U.D. Sales System—a proven approach that helps you Build relationships, Understand client needs, and Deliver solutions that resonate.

That’s the power of having a strategic sales approach.

If you’re ready to start closing more deals, let’s talk.

 Connect with me to find out how I can help make 2026 your best year ever.

I love what I do. ❤️ 

#SalesTraining #CloseMoreDeals #BUDSystem #ThomasEllis #SalesCoach #StrategicSelling #2026Success

🌊 Help Others—Even When They Can't Help You Back 🐠

In business—and in life—it's easy to focus on transactions. "What’s in it for me?" becomes the unspoken rule of engagement.

But real leadership, real impact, and real success come when we flip that script.

Like the fish in this image, lifting the weight of a bowl to pour life into another’s world, we must remember:
✅ Help others,
 ✅ Add value,
 ✅ Share knowledge,
 ✅ Make introductions,
 ✅ Show up for someone who may never be able to return the favor.

Because leadership isn’t just about being ahead—
 It’s about lifting others while you're climbing. 🙌

I challenge you today: Who can you help with no strings attached?

#Leadership #SalesTraining #HelpingOthers #ServeFirst #BUDSystem #Th #GiveToGrow

🚀 Want to Turn Your LinkedIn Profile into a Lead-Generating Powerhouse?

Most people treat LinkedIn like an online résumé — but that’s a missed opportunity.

Join me on Tuesday, February 3rd at 10:00 AM for a FREE webinar:

"Your LinkedIn Business Card" – a powerful session to help you:
✅ Position your profile to attract your ideal client
✅ Build instant credibility and trust
✅ Generate more leads — without cold calling
✅ Stand out in a crowded market

This event is sponsored by FSC First and the Bowie Business Innovation Center — two organizations dedicated to helping entrepreneurs and professionals grow their businesses.

If you're a business owner, sales pro, or consultant ready to make LinkedIn 
Work for you in 2026? Don’t miss this!

📅 Reserve your spot now 👉 https://lnkd.in/eATR2_h9

🔗 Let’s turn your LinkedIn profile into your #1 sales tool.

#LinkedInMarketing #SalesTraining #LeadGeneration #LinkedInTips #ThomasEllis #SalesCoaching #BusinessDevelopment #FSCFirst #BowieBIC

🌅 Join Us for the New/Prospective Member Breakfast! 🥐

As a proud board member of the Central Maryland Chamber, I’m excited to invite you to our upcoming New Member Breakfast — a fantastic opportunity to connect, collaborate, and kick off the year with momentum!

📅 Date: January 21, 2026
⏰ Time: 8:30 AM – 10:00 AM
📍 Location: Chael The Transformation Space
8379 Piney Orchard Pkwy, Odenton, MD

Whether you're new to the Chamber or looking to deepen your connections, this breakfast is a welcoming space to meet fellow business leaders, share your story, and discover how the Chamber can support your growth.

👉 Reserve your spot here:
https://lnkd.in/eu3YhC4g

Let’s grow stronger — together. See you there!

#CentralMarylandChamber #Networking #BusinessBreakfast #OdentonMD #NewMembers #CommunityLeadership

🔁 New Year Reset Tip #3 D – Be Desirable
Desirable professionals aren’t just liked—they’re trusted.
They’re the ones clients count on because they show up authentically, solve problems consistently, and always follow through.

Here are 3 powerful questions to ask yourself as you reset for success:
✅ Am I seen as a trusted advisor or just another vendor?
 ✅ Do I add unexpected value?
 ✅ Do my clients genuinely enjoy working with me?

Being desirable isn't about charm—it's about trust, credibility, and results.

✨ When you’re desirable, loyalty and referrals follow.
Let’s raise the bar in 2026—be the kind of professional people want to work with and trust to deliver.

#SalesTips #NewYearReset 
#BUDSystem #TrustedAdvisor #SalesCoaching #ThomasEllis #SalesLeadership

🚀 Kickstart Your 2026 with the Power of Strategic Networking! 🔗

The way you network can be the difference between waiting for leads and booking new appointments with the right prospects.

Join me on Monday, January 26, from 1:00 PM to 2:00 PM (EST) for a powerful and interactive webinar session that will sharpen your networking skills and teach you how to turn connections into conversations that convert.

👉 You will walk away with an easy and simple plan that will help you get 3 new appointments from every networking event you attend.

Whether you're a business owner, sales pro, or entrepreneur, this is your chance to level up your appointment-setting game right out of the gate this year.

🗓️ Event: "Networking That Books Appointments."
📍 Hosted by: Maryland SBDC
🔗 Register Here: https://lnkd.in/eaP29wHW

Let’s make 2026 the year you turn contacts into clients. See you there!

#Sales #Networking #B2BSales  #BUDSystem #AppointmentSetting #SmallBusinessGrowth #SBDC #NetworkingTips

🧊 What if I told you the key to closing more deals isn’t about pushing harder... but listening deeper?

Most people think empathy in sales is just feeling sorry for the prospect. That’s only the tip of the iceberg
.
🔍 Real empathy—the kind that builds trust and opens wallets—goes much deeper:
 ✅ Sensing what your buyer isn’t saying
 ✅ Imagining yourself in their situation
 ✅ Respecting their fears without trying to fix them
 ✅ Listening with zero judgment
 ✅ Offering support without conditions

That’s the foundation of my B.U.D. Sales System—it’s not about slick scripts or clever closes. It’s about connecting.

When buyers feel seen and heard, they trust. When they trust, they act.
If you’re in sales and still focused only on objections, you’re missing the real leverage: empathy with precision.

🧠💼 Want to explore how empathy can help your team build pipeline and close faster? Let’s talk.

#SalesTraining #EmpathyInSales #BUDSystem #SalesLeadership #SalesTips #ClosingDeals #SalesCoaching

🚫 Stop sounding like a salesperson.

 ✅ Start sounding like yourself.
This was a game-changer in my sales journey.
The moment I stopped trying to pitch perfectly and started speaking with authenticity, my conversations shifted—and so did my results.

Small business owners and entrepreneurs: Your secret weapon isn't the slickest pitch.

 It's YOU.
✅ Your voice.
 ✅ Your story.
 ✅ Your passion.

People buy from people they trust. And trust is built through real, human conversations, not rehearsed sales scripts.

So, the next time you're on a call or meeting a prospect, ditch the jargon. Ditch the pressure to “sell.”
Be curious. Be helpful. Be real.
You don’t need to be polished.
 You don’t need to be perfect.
 You just need to be present.

Let me help you lean into your authentic sales voice.

 Let’s connect and get you on the path to having a great 2026.

#SalesTips #SmallBusiness #EntrepreneurMindset #AuthenticSelling #SalesTraining #BUDSystem #BusinessDevelopment #HumanToHuman

Small Business Success Starts with a Reliable Sales Pipeline

As a small business owner, you don’t always have a block of time each day to focus on setting appointments—but you still need a pipeline that keeps your business moving forward.

That’s why I teach the B.U.D. system—a simple, powerful method to help business owners create a consistent sales flow without burning out:
🔹 Better Prepared – Know your value, your offer, and your ideal customer.
 🔹 Uniquely Positioned – Stand out in your market, even if it’s crowded.
 🔹 Desirable – Stay top-of-mind so prospects come to you ready to talk.

Here’s the truth: your calendar may be packed, but you must keep showing up.
✅ Attend networking events
 ✅ Use LinkedIn to engage and educate your ideal customers
 ✅ Create the conversations that lead to those 30-minute offline calls that drive revenue

And above all—make sure your calendar is filled with activities that drive revenue.

Ask yourself: Is what I’m doing right now helping me generate revenue?

 If the answer is no… find an activity that will.

When you apply B.U.D., your pipeline starts to work for you—not the other way around.
I break it all down in my book, with practical strategies you can apply at every stage of your sales journey.

#SmallBusinessSales #SalesGrowth #BUDsystem #SalesTraining #NetworkingTips #RevenueGrowth

Public Sector Technology Sales Executive & NGO Board Member | Facilitating Mission Requirements with Technology

Yesterday was the federal holiday celebrating a great US leader, Dr. Martin Luther King, Jr....here is a great article on the leadership lessons that we can all incorporate in our leadership practices. MLK was not only a civil rights leader, but a genuine leader who inspired others to pursue goals that seemed unachievable at the time.

https://lnkd.in/eVJXGWju

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