Welcome to the WinPlan blog!
Welcome to the WinPlan blog!
Over the past 20 years, as a sales professional, I have helped guide high-profile clients make over $2.5 billion in strategic purchase decisions. My expertise is mainly focused in the areas of technology and financial services sales, ranging from supporting banks' fixed income investment strategies to helping Fortune 50 healthcare companies make some of their largest and most transformational technology buying decisions in data analytics, machine learning, and artificial intelligence.
My most recent achievement (2024), was leading my AWS team to close a $1.125 billion multi-year cloud commitment with a Fortune 25 healthcare customer. While my knowledge of technology sales is a major factor in my success, equally important (and maybe more so) is my relentless passion for researching, understanding, and embracing the human elements driving individual and corporate technology buying decisions.
Before my sales career started (2005), my dream was to be an on-ice official in the National Hockey League. I spent a decade as a professional official, skating games across multiple leagues including the American Hockey League and NCAA Division 1. This unique background taught me invaluable lessons about teamwork and judgement under pressure and how people react in high-stakes situations—insights I bring to every customer engagement.
My blog is about sharing my evolving professional journey and sharing my viewpoints relating to effective technology sales. A key lesson I learned at Amazon, was Jeff's focus on understanding fundamental principles that 'don't' change, as a key driver of success. While technology and business environments constantly change, the fundamentals of human decision-making remain remarkably consistent i.e., humans are not rational actors and don't make rational decisions. Why would how they buy things as individuals or a group be any different? Hint - it's not!
Through my blog, I will continue to examine these fundamentals, share my learnings, and hopefully help my readers bring a new perspective to their day-to-day sales execution.
If this line of mental exploration is interesting to you and you feel it will help you develop skills you can leverage in your sales career, please subscribe to my WinPlan blog.
God's Speed!
Matt