Ambition transforms sales when you can see the full potential of every account and build a process to capture it.

In this episode of the Supercharge Your Sales Velocity podcast, Fergal is joined by Dennis Deal Sorenson, CEO of Cove Group and co-founder of Horizons West. Dennis has built a reputation for turning sales teams into high-performing growth engines through his focus on ambition, strategy, and execution.

Dennis explains how to look beyond quotas and short-term targets to uncover the total potential of an account.

He shares his philosophy on ambition as the precursor to strategy, teaching sales leaders how to build multi-year account plans that expand thinking and unlock bigger deals.

Together, they discuss the practical frameworks of strategic account planning, the GOST execution model, and the four Ps of sales: plan, prepare, practice, play.

Timestamps

00:00 Introduction to Dennis Sorenson

01:20 The origins of ambition in sales

10:25 Building plans to unlock total potential

12:02 Overcoming objections and pushing past limitations

15:00 The four Ps of sales: plan, prepare, practice, play

17:57 Strategic account planning

23:12 Execution and the GOST framework

26:40 Using strategic planning for both accounts and prospects

28:07 The role of AI in sales strategy and execution

31:20 Talent, hiring, and building high-performing teams

If you enjoyed this episode, make sure to subscribe to the podcast, share it with your network, and leave a review to help us reach more sales leaders!

Connect with Fergal:

Website: www.sysvelocity.com

Contact: Get In Touch

LinkedIn: Fergal O’Carroll

Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops

Connect with Dennis Sorenson

LinkedIn: Dennis Deal Sorenson

Enterprise sales isn’t about pushing products. You need trust, strategy, and innovation to win multi-million-dollar deals.

Fergal is joined by Eamonn Hughes, VP of Corporate Financial Affairs at Johnson Controls.

With over 30 years’ experience leading global sales teams and driving adoption of technologies from enterprise analytics to IoT and smart building solutions, Eamonn shares a career’s worth of insights into the art and craft of selling.

He goes deep into methodologies such as challenger selling and insight-based selling, showing how to transform complex technology into compelling stories that win senior-level buy-in.

The conversation also covers the transition from sales rep to sales leader, the vital role of coaching and mentoring, and how account planning can unlock growth in large enterprise accounts.

Fergal and Eamonn finish the episode by exploring the impact of generative AI on enterprise sales.

Timestamps

00:00 – Introducing guest Eamonn Hughes

01:35 – Lessons from the early days of sales

07:50 – Breaking into IoT and smart building innovation

14:09 – Coaching and mentoring in sales

20:50 – Account planning and strategies for enterprise growth

25:15 – Generative AI and the future of selling

30:17 – Get in touch with Eamonn

If you enjoyed this conversation, don’t forget to subscribe to the podcast, leave a review on Apple Podcasts or Spotify, and share this episode with your network!

Connect with Fergal:

Website: www.sysvelocity.com

Contact: Get In Touch

LinkedIn: Fergal O’Carroll

Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops

Connect with Eamonn:

LinkedIn: Eamonn Hughes

Confidence is not just something you are born with, it is a skill you can build and use to change the way you show up in your career and relationships.

Fergal is joined by Vanessa to explore the power of confidence in business, sales, and leadership.

Vanessa shares her journey of moving from a technical role into becoming a trusted advisor, showing how confidence shaped the way she connected with others and built influence in her industry.

Vanessa discusses the challenges facing the tech world, the opportunities and risks of AI and automation, and the importance of adapting to constant change.

They also explore the role of sales coaching, cultural differences in communication, and the way human connection drives long term results.

Toward the end of the conversation, Vanessa introduces mindfulness and breath work as practical tools for managing stress and staying focused.

Timestamps

00:00 Introduction to Vanessa

01:17 The biggest challenges facing the tech industry today

02:05 Why confidence and human connection are essential for success

03:10 How sales coaching helps professionals become trusted advisors

05:20 Vanessa’s shift from technical expert to trusted advisor

07:50 Adapting to AI and rapid changes in technology

08:34 Vanessa’s approach to training and coaching teams

15:09 Understanding cultural differences in communication

20:14 Career advice, networking tips, and building strong relationships

28:32 The value of mindfulness and breath work in business

31:24 Closing reflections and how to connect with Vanessa

If you found value in this episode, please subscribe, share it with your network, and rate/review the show!

Connect with Fergal:

Website: www.sysvelocity.com

Contact: Get In Touch

LinkedIn: Fergal O’Carroll

Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops

Connect with Vanessa:

LinkedIn: Vanessa Porter

Website: https://www.beelinecommunications.com/