People. Processes. Systems. Aligned. The methodology that decodes what good looks like — now delivered by AI.
Your best people win complex, political sales instinctively — but you can’t see how, and you can’t replicate it. Forecasts miss. Time pours into deals that were never going to close.
The difference between your top performers and everyone else isn’t talent. It’s method — and method can be taught.
Leadership needed visibility. Sellers needed help winning. The system served neither — it asked sellers to feed a database and gave them nothing back. Activity in, reports out. No method, no coaching, no edge.
“CRMs track what sellers do. SCOTSMAN tracks what customers commit to. That’s the missing link.”
Mike led sales transformation at Xerox — building high-performing teams through the rigorous application of methodology, coaching and inspection. He acquired the SCOTSMAN® methodology in 2010 and has codified four decades of decoded top-seller behaviour into a published, trademarked discipline.
“Selling is not a problem — it’s a process. It’s only a problem when it’s not a process.”
A coherent system — Learn, Plan, Execute — not a drawer of disconnected features.
The work of top performers, captured and made teachable. Not theory — observed practice.
From the classroom, to apps, to an AI coach available 24/7, in any language.
Sellers complete four units. Leaders complete the BLIC programme — the six areas of Sales Process Management.
CEO and co-author of the SCOTSMAN® methodology. Four decades of decoded top-seller behaviour, now being built into SCOTSMAN® AI.
Runs North America — operations, revenue and channels. The face of SCOTSMAN® AI in the US and Canada. Anchors the platform in enterprise sales teams.
Leads the build of Coach AI and the platform. Architect of the engine that delivers the SCOTSMAN methodology at scale. Every deal, every hour, every language.
Runs onboarding, delivery, infrastructure and operations. Owns every customer rollout end to end. The quiet operational engine behind the company.
“If Carlsberg did methodology courses…”
— Mike Carter, Netpremacy
“A real game changer for qualifying pipeline.”
— John Dye, Servest
The platform is the product — it qualifies, plans and runs every deal alongside you. Two companion books show how to use it: one to win the deal, one to win the account — on the foundation of a published, proven method.
How to use the platform’s Opportunity Coach to win a single major opportunity — qualify it, plan it, and run it through to close.
How to use the platform’s Account Coach to win the whole account — climb the supplier ladder and run a multi-year strategy.
Forty years of decoded top-seller behaviour, published and trademarked — the method the platform runs. The proof it’s real, not a black box. Will they ACT? Will they act WITH YOU? Will they act NOW?
Paperback · Kindle
Win More. Lose Less. Know Why.
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The methodology is written down and published — proof it’s real and decoded, not a black box of opinion.
Used by enterprise sales teams across more than 20 countries, over four decades of practice.
The methodology is the proof. The platform is how you put it to work.
Become a founding customer
Be one of the first sales teams to put SCOTSMAN® AI to work — with locked-in early-adopter pricing and a direct line to our team as the platform grows.
Tell us a little about your team and we’ll set up a quick call to get you started.
