Think Big. Win Bigger. is built on Process Driven Sales and the pillars of Ambition, Strategy, and Execution. Each episode breaks down the systems and operating rhythms that drive predictable performance, giving leaders and sellers practical insights they can use immediately.
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What would happen if your sales organization became the competitor that keeps everyone else up at night?
Dennis Sorenson shares his sales journey from NCR and Teradata to founding Cove Group and building Horizons West. His philosophy was shaped by Mike Weinberg's books and NCR's rigorous sales school. What transformed his approach? Two game-changers: ambition and execution. Dennis learned that "whoever has the strongest process wins" and that "greatness isn't random greatness—that's something that's built through repeatable excellence." Today, through Horizons West, he helps sales teams escape the commodity trap.
This episode breaks down the pillars of process-driven sales: ambition, strategy, and execution. Dennis explores why strategic account plans end up collecting dust and how to build them for sellers, not just management reviews. He tackles the survival mode trap where teams compete only on price. What does it take to build a winning sales culture? Dennis reveals the importance of writing down your vision, establishing a growth mindset, and creating systems that are predictable, repeatable, and scalable. The four Ps—plan, prepare, practice, play—frame the path forward.
In This Episode:
(00:00) The origin story and forming Horizons West
(05:28) Ambition and execution: the two game changers
(08:36) The commodity trap: when price is your only differentiator
(11:27) Building a process-driven sales culture
(16:23) Building sales muscle and staying on offense
(21:06) Growth mindset and the process-driven advantage
Share with a sales leader or seller who's ready to build something that lasts. Subscribe to hear all future episodes!
About the Show
Think Big. Win Bigger is hosted by Dennis Sorenson, CEO of Cove Group, a strategic partner for companies seeking to optimize sales performance and achieve sustainable growth. With deep expertise in enterprise sales and fractional CRO leadership, Dennis specializes in addressing challenges at the point of friction—where inefficiencies, misalignment, or resistance occur within the sales process.
The podcast is built on Process-Driven Sales and the three pillars of Ambition, Strategy, and Execution. Each episode breaks down the systems and operating rhythms that drive predictable performance, giving leaders and sellers practical insights they can use immediately. This is for professionals who are ready to stop improvising, start operating with intention, and build repeatable success over time.
(00:01:04) - Think Big Win Bigger: New Sales Simplified
(00:05:42) - A Taste of Horizons West
(00:06:22) - The 3 pillars of a process-
(00:16:36) - The Secret to Elite Sales Plans
(00:17:43) - How to Build a Winning Sales Culture
EP 1 - The Beginning: Building a Process Driven Sales Life with Mike Weinberg
mercredi 28 janvier 2026 • Durée 45:44
Why are your best salespeople only competing for 10% of the available market—and what would change if they went after all of it?
Dennis Sorenson launches Think Big, Win Bigger with longtime mentor and sales thought leader Mike Weinberg, bestselling author of "Sales Management. Simplified." and "New Sales. Simplified." Weinberg brings decades of frontline selling and sales management expertise to this raw conversation about building real businesses before building brands. The two dissect Dennis's unconventional path—from enterprise sales leader to building Cove Group without a website or marketing presence—and why that sequence matters. Mike's core belief? Sales is noble when your motivation is pure, and you're fighting for client outcomes, not commissions.
This episode unpacks the frameworks that separate average performers from dominant players: the 4 Ps of execution, GOST planning discipline, and what it really means to be process-driven. Why do most salespeople chase quota instead of total market potential? How do you build sales muscle that scales across continents? The conversation moves from philosophical—sales as a noble profession—to tactical, covering everything from micromanagement myths to why your top producers should be demanding time with you. Dennis and Mike dig into what's working in 2025 and the hard strategic calls leaders need to make now.
In This Episode:
(00:00) Sales is noble when your motivation is pure
(03:06) Building the business before building the brand
(12:40) The problem with quota versus total potential
(18:25) The 4 Ps framework plan prepare practice play
(28:15) GOST planning discipline and written execution plans
(38:10) Building sales muscle that actually scales
Share with a sales leader or seller who's ready to build something that lasts. Subscribe to hear all future episodes!
About the Show
Think Big. Win Bigger is hosted by Dennis Sorenson, CEO of Cove Group, a strategic partner for companies seeking to optimize sales performance and achieve sustainable growth. With deep expertise in enterprise sales and fractional CRO leadership, Dennis specializes in addressing challenges at the point of friction—where inefficiencies, misalignment, or resistance occur within the sales process.
Chapters
Think Big. Win Bigger Podcast - Trailer
mardi 27 janvier 2026 • Durée 01:47
Why do some sales teams consistently outperform while others struggle despite having talented people who work hard? The answer isn't luck—it's the operating system.
Welcome to the Think Big. Win Bigger podcast with host Dennis Sorenson, CEO of Cove Group. This isn't another sales podcast full of motivational speeches and theoretical frameworks. This is about the practical, repeatable systems that separate consistently high-performing sales teams from everyone else.
Most sales teams lose because they're reacting—operating deal to deal, quarter to quarter, without a reliable system. They're improvising their way through growth. The difference comes down to three core pillars: Ambition, Strategy, and Execution. When these elements work together within a process-driven framework, they transform how teams identify opportunities, compete for strategic deals, and deliver predictable results.
Dennis brings years of enterprise sales leadership and his work as a Fractional CRO to this podcast, sharing real lessons from the field. Each episode will break down how real performance is built—covering sales leadership, operating rhythms, value pricing, strategic account planning, and what it takes to perform when the pressure's on. You'll hear what works, what breaks, and how strong teams build repeatable success over time. No fluff, no shortcuts—just practical insights you can apply immediately.
If you're a sales leader or seller who knows you're capable of more but tired of inconsistent results and unclear direction, this podcast is for you. It's time to stop reacting and start operating with intention.
In This Episode:
(0:00) What Separates High-Performing Sales Teams from Average Teams
(0:30) Why Most Teams Lose (It's Not About Talent)
(0:45) The Three Pillars: Ambition, Strategy, and Execution
(1:00) Introducing Dennis Sorenson and Think Big, Win Bigger
(1:15) What This Podcast Is (And What It's Not)
(1:25) Topics Covered: Real Lessons from the Field
(1:35) Who This Podcast Is For
Share with a sales leader or seller who's ready to build something that lasts. Subscribe to hear all future episodes!
About the Show
Resources:
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EP 3 - The Process-Driven Sales Framework: The Power of Plan & Prepare
mardi 24 février 2026 • Durée 19:03
If your sales team is only spending 30% of their time inside the sales process, what exactly are they doing with the other 70%?
Dennis Deal Sorenson is the CEO of Cove Group and the host of Think Big, Win Bigger — a podcast for leaders and sellers who know they're capable of more but are tired of improvising their way through growth. In Episode 3, Dennis dives into the first two pillars of a process-driven sales system: Plan and Prepare. His core conviction? The best sellers don't wing it. They build ambition, define total account potential, and anchor their strategy in a clear, disciplined plan — because winning starts long before you play the game.
Dennis breaks down how intentional preparation — research, messaging, and sales assets — creates confidence and control before you ever step onto the field. He reveals why so many teams are spending as little as 30% of their time inside the process, what it means to be "productively selfish" with your calendar, and why leaders themselves are often the first to abandon discipline when the pressure hits. If you want predictable, scalable sales results, this episode shows exactly where to start.
In This Episode:
(00:00) Building a championship mindset and refusing to limit yourself
(03:05) The four P framework: how process-driven sales actually works
(08:20) Building your ambition plan and strategic account plan
(11:30) Time allocation and being productively selfish with your calendar
(13:24) Why leaders are the first ones to abandon the process
(16:12) Building your ambition plan and defining total account potential
(17:09) Preparation: research, personas, competitive intel, and sharpening your sales story
Share with a sales leader or seller who's ready to build something that lasts. Subscribe to hear all future episodes!
About the Show
Think Big. Win Bigger is hosted by Dennis Sorenson, CEO of Cove Group, a strategic partner for companies seeking to optimize sales performance and achieve sustainable growth. With deep expertise in enterprise sales and fractional CRO leadership, Dennis specializes in addressing challenges at the point of friction—where inefficiencies, misalignment, or resistance occur within the sales process.
Chapters
Ep 5 - The Ambition Mindset: Competing for What’s Real, Not What’s Realistic
mardi 24 mars 2026 • Durée 20:16
Are you building a pipeline strong enough to survive when one or two deals go sideways — or are you one bad quarter away from desperation mode?
In Episode 5 of Think Big, Win Bigger, Dennis Sorenson — CEO of Cove Group and architect of the Process-Driven Sales framework — takes the mic solo to unpack Ambition: the first and most game-changing of the three core pillars that drive predictable sales performance. A seasoned sales leader and fractional CRO, Dennis has spent his career helping organizations stop playing small and start competing for what they're actually capable of winning. His central conviction? "Ambition thinking is truly a paradigm. It's a different way of thinking." And that shift, he argues, changes everything that comes after it.
This episode covers the Roger Enrico principle — beware of the tyranny of making small changes to small things — and why sellers who play incrementally trap themselves in fragile pipelines and desperation mode. Dennis introduces his mountain metaphor for understanding total account potential, explains the difference between what's real and what's merely realistic, and walks through the critical discovery question: "What would have to be true?" He closes with a concrete time investment model — 80% of effort to your top accounts, 15% to the middle tier, 5% to the rest — and a clear challenge to every seller: divorce your ambition from your quota, and compete for what's real.
In This Episode:
(00:00) Introducing the process-driven framework and the four Ps of sales
(02:22) Make big changes to big things — the Roger Enrico principle
(04:21) Ambition is a choice, not a circumstance
(08:39) The mountain metaphor — real potential vs what feels realistic
(13:36) What would have to be true — the question that changes discovery
(15:27) Stop chasing the squirrel — slowing down to win bigger in discovery
(16:31) Stack ranking accounts and the 80/15/5 time investment model
(19:21) Building the ambition plan annually and what comes next
Share with a sales leader or seller who's ready to build something that lasts. Subscribe to hear all future episodes!
About the Show
is hosted by Dennis Sorenson, CEO of Cove Group, a strategic partner for companies seeking to optimize sales performance and achieve sustainable growth. With deep expertise in enterprise sales and fractional CRO leadership, Dennis specializes in addressing challenges at the point of friction—where inefficiencies, misalignment, or resistance occur within the sales process.
Chapters
EP 4 - The Process-Driven Sales Framework: Mastering Practice & Play
mardi 10 mars 2026 • Durée 12:48
Elite athletes don't walk onto the field and improvise. Why are so many sellers doing exactly that every single day?
In Episode 4 of Think Big, Win Bigger, host Dennis Deal Sorenson — CEO of Cove Group and fractional CRO — picks up exactly where Episode 3 left off. Dennis has built a career around the belief that great sales performance isn't accidental; it's a system. His firm, Cove Group, partners with companies to eliminate friction inside the sales process and install repeatable, scalable solutions built on Ambition, Strategy, and Execution. This episode zeroes in on the final two pillars of the Four P's framework: Practice and Play. What actually separates elite sellers from everyone else — is it talent, or is it the preparation that looks almost obsessive from the outside?
Dennis breaks down what genuine practice looks like for sellers: rehearsing the plan until it's second nature, building a sales story flexible enough to adapt to any persona, and attacking every weakness in a presentation before the customer gets the chance. He shifts to Play — knowing your next right shot, maintaining two-thirds focus on offense, and executing the OODA Loop (Observe, Orient, Decide, Act), a framework borrowed from the U.S. Air Force. The closing message is direct: trust the preparation, execute the plan, and compete with purpose. "From planning preparation and practice it becomes stronger it becomes more natural it becomes easier and it's more fun."
In This Episode:
(00:00) Four P's framework recap
(03:00) Practicing for every customer interaction before you're in the room
(04:30) Mastering your sales story for every persona and situation
(06:41) Moving to play: discipline, the next right shot, and staying on offense
(08:06) Disciplined but adaptable: how to read the room without losing the plan
(09:35) The OODA loop: observe, orient, decide, and act like a fighter pilot
(10:30) Trust your preparation and execute with purpose when it's time to play
(11:27) How planning and practice train the subconscious to perform
Share with a sales leader or seller who's ready to build something that lasts. Subscribe to hear all future episodes!
About the Show
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Ep 13 - The Point of Friction with Blaine Sibby (Part 1)
mardi 14 juillet 2026 • Durée 29:57
Is sales really about relationships, or is it just math in disguise? Host Dennis Sorenson sits down with Blaine Sibby, Chief Revenue Officer at Zenith Roofing, for part one of a two-part conversation on friction — the invisible force that stalls deals before they start. A former Marine Corps lieutenant, Blaine traces the concept back to MCDP Tac1, a Marine Corps warfighting publication, and applies it directly to sales: "friction is anything that makes the seemingly easy very difficult." What's really slowing your pipeline down? Blaine's answer: it's rarely the market. It's the self-imposed friction sellers create for themselves.
The two dig into where friction actually hides — in weak qualification, in white space on a calendar, in comp plans that reward the wrong activity. Dennis introduces his "sales is just math" framework, and Blaine counters with his own CRM dilemma: how do you actually quantify relationship-building? They close on the deepest friction point of all — trust — with Blaine's take that "people do business with those that they like," but the real work starts once you have to earn something deeper.
In This Episode:
(00:00) Welcome guest Blaine Sibby
(01:08) Where the concept of the point of friction comes from
(05:49) Removing friction as an individual seller versus a sales leader
(12:07) Sales is just math: pipeline coverage and relationships
(18:25) Inspect what you expect: the power of quality activity
(22:23) Maintaining initiative and earning trust in the sales process
Share with a sales leader or seller who's ready to build something that lasts. Subscribe to hear all future episodes!
About the Show
Think Big. Win Bigger is hosted by Dennis Sorenson, CEO of Cove Group, a strategic partner for companies seeking to optimize sales performance and achieve sustainable growth. With deep expertise in enterprise sales and fractional CRO leadership, Dennis specializes in addressing challenges at the point of friction—where inefficiencies, misalignment, or resistance occur within the sales process.
Chapters
Ep 12 - Making Strategy Real with Lee Paries
mardi 30 juin 2026 • Durée 30:41
Are you still being seen as the vendor, or have you earned trusted partner status?
Host Dennis Sorenson welcomes back longtime friend and business partner Lee Paries, co-founder of Horizons West, for part two of this strategy deep dive. Paries built his career scaling enterprise accounts at NCR and Teradata, pushing teams past quota into 10 to 20x territory. His core belief? Sellers cap their growth the moment a customer sees them as a vendor instead of a partner. "You always get capped a little bit," he warns, arguing ambition only happens once it's paired with disciplined planning and the courage to execute without shortcuts.
What does it take to grow an account 10 to 20x? Dennis and Lee break down "high, wide, and deep" account mapping, the discipline of earning trusted-advisor status instead of vendor status, and why monopolizing top talent for a client pays off. They discuss prioritizing opportunities with an 80-15-5 effort split, proving value through customer references, and applying strategy across an entire territory, not just one account. The episode closes with the origin story of Horizons West and Lee's challenge: stop, find your moment of inflection, and execute.
In This Episode:
(00:00) Welcome back for Part II with Lee Paries
(01:49) The 10 to 20x ambition mindset across industries
(03:38) The high, wide, and deep account mapping strategy
(08:07) Earning the right to expand beyond a single use case
(14:00) Repositioning as a fifteen million dollar strategic partner
(18:38) Applying strategy across an entire sales territory
(21:13) The top third, middle third, bottom third prioritization method
(22:41) Why Dennis and Lee built Horizons West
(24:43) The system, method, and motion framework
(27:18) The key takeaway for sellers and sales leaders
Share with a sales leader or seller who's ready to build something that lasts. Subscribe to hear all future episodes!
About the Show
Think Big. Win Bigger is hosted by Dennis Sorenson, CEO of Cove Group, a strategic partner for companies seeking to optimize sales performance and achieve sustainable growth. With deep expertise in enterprise sales and fractional CRO leadership, Dennis specializes in addressing challenges at the point of friction—where inefficiencies, misalignment, or resistance occur within the sales process.
Chapters
Ep 11 - The Moment Selling Became Strategy with Lee Paries (Part 1)
mardi 16 juin 2026 • Durée 44:23
"It's only your limitation if you impose it on yourself." — Lee Paries
Dennis Sorenson, CEO of Cove Group and host of Think Big, Win Bigger, welcomes co-founder of Horizons West and longtime sales leader Lee Paries for Part 1 of a two-part conversation. Lee built his career from a $19,000-a-year first job in healthcare, earning early mentorship from sales leader Hugh McBride, who saw in him an intensity and drive to eliminate the competition entirely — not just win some of it. Lee went on to lead national sales teams, close a $350 million contract representing 50% company growth, and build multi-million dollar enterprise books at Teradata with accounts including eBay, PayPal, and T-Mobile. His conviction? "That doesn't mean that's your limitation. It's only your limitation if you impose it on yourself.
This episode covers the full arc of strategic selling — from the dangers of transactional thinking to the discipline of narrowing your focus to win bigger. Dennis and Lee discuss how they moved their teams beyond chasing transactions toward building long-term enterprise relationships at accounts like Wells Fargo, MGM Casinos, and Visa. What does it take to shift from a 12-month sales mindset to a three-to-five-year strategic account plan? How did a two-word email subject line — "coffee" — generate an 85–90% executive meeting acceptance rate? And how did the Lunch VITO and Coffee VITO strategies evolve into the frameworks Lee and Dennis now deploy through Horizons West? All of that, and more, in this episode.
In This Episode:
(00:00) From hustle to strategy — Dennis introduces Lee Paries and their 28-year partnership
(07:06) A $19,000 salary and a $350 million contract — Lee's early career and Hugh McBride's mentorship
(12:22) Do more with less — redirecting teams from transactions to strategic opportunities
(17:20) Removing self-imposed limits — how to help sellers think beyond their quota
(22:23) The personal lesson — how narrowing focus at Teradata turned into a $35–50 million business
(28:54) Building a business, not just making sales — the shift to a three-to-five-year strategic plan
(34:01) The Lunch VITO, the Coffee VITO, and a meeting with the CIO of MGM Studios
(40:31) No shortcuts — why preparation, planning, and practice are the price of the executive meeting
Chapters
Ep 10 - Strategy Changes the Game
mardi 2 juin 2026 • Durée 32:56
Are your sellers busy — or are they actually executing a strategy?
In Episode 10 of Think Big, Win Bigger, host Dennis Sorenson — CEO of Cove Group and architect of the process-driven sales system — makes the case that strategy is the pillar that changes everything. Drawing on his own evolution as a seller, from door-to-door beauty supplies in college to strategic account selling at NCR Corporation and Teradata, Dennis delivers a framework that is direct, personal, and immediately applicable. His central question is sharp: "If they're busy, but are they busy operating from a strategy or are they just busy simply reacting to what's in front of them?"
This episode breaks down what strategy actually is — and what it is not. Dennis draws a clear line between transactional sellers and strategic sellers, covering how strategy transforms prospecting, discovery, and relationship building. He unpacks the danger of becoming single-threaded in accounts, the power of relationships built high, wide, and deep, and why writing your strategy down is the moment it becomes real. He also references the foundational selling disciplines of his good friend Mike Weinberg — New Sales Simplified and Sales Management Simplified — and explains how Horizons West layers intentional growth strategy on top of those fundamentals. Whether you sell paper rolls or enterprise infrastructure, the principles, as Dennis puts it, are all the same.
In This Episode:
(00:00) Strategy is the second pillar of the process-driven sales system
(03:00) Ambition discovers the opportunity — strategy creates the path
(05:30) What strategy actually is and what it is not
(07:00) From hustle to strategy — lessons from NCR Corporation and Teradata
(11:30) How strategic sellers think differently than transactional sellers
(15:00) How strategy changes prospecting and discovery at every level
(19:00) Building relationships high, wide, and deep inside customer accounts
(23:01) How strategy gets built — writing it down makes it real
(28:00) Strategy forces prioritization and creates leverage
(29:54) Stop sounding like a vendor and start competing as a partner
Chapters
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The podcast is built on Process-Driven Sales and the three pillars of Ambition, Strategy, and Execution. Each episode breaks down the systems and operating rhythms that drive predictable performance, giving leaders and sellers practical insights they can use immediately. This is for professionals who are ready to stop improvising, start operating with intention, and build repeatable success over time.
(00:08:32) - How Much of Your Work Is Direct with Sales Leaders?
(00:11:02) - Get Your Hands Dirty
(00:14:58) - Exploring the Enterprise of Sales
(00:20:07) - Ambition and the Total Potential
(00:23:54) - How much of the breakthrough success that you've achieved as a seller
(00:27:16) - How to Play Big at Large
(00:29:22) - Bradley on Spending Too Much Money
(00:30:22) - Enterprise Selling: How to Make Sales More Noble
(00:33:48) - 4 Ps of Process Driven Execution
(00:40:03) - Bill Gates on Accountability Meeting
(00:43:17) - Mike Bass on How to Scale the Business
(00:44:44) - Think Big, Win Bigger
Think Big. Win Bigger is hosted by Dennis Sorenson, CEO of Cove Group, a strategic partner for companies seeking to optimize sales performance and achieve sustainable growth. With deep expertise in enterprise sales and fractional CRO leadership, Dennis specializes in addressing challenges at the point of friction—where inefficiencies, misalignment, or resistance occur within the sales process.
The podcast is built on Process-Driven Sales and the three pillars of Ambition, Strategy, and Execution. Each episode breaks down the systems and operating rhythms that drive predictable performance, giving leaders and sellers practical insights they can use immediately. This is for professionals who are ready to stop improvising, start operating with intention, and build repeatable success over time.
Subscribe: Available on all major podcast platforms
Ready to turn friction into forward momentum? Subscribe to Think Big. Win Bigger and transform how your team operates.
(00:00:00) - What is it that separates consistently high performing sales teams from average teams
The podcast is built on Process-Driven Sales and the three pillars of Ambition, Strategy, and Execution. Each episode breaks down the systems and operating rhythms that drive predictable performance, giving leaders and sellers practical insights they can use immediately. This is for professionals who are ready to stop improvising, start operating with intention, and build repeatable success over time.
(00:13:13) - Living in Play: Planning, Preparation and Practice
Think Big. Win Bigger
The podcast is built on Process-Driven Sales and the three pillars of Ambition, Strategy, and Execution. Each episode breaks down the systems and operating rhythms that drive predictable performance, giving leaders and sellers practical insights they can use immediately. This is for professionals who are ready to stop improvising, start operating with intention, and build repeatable success over time.
(00:12:48) - What would have to be true to double the business in the next
Think Big. Win Bigger is hosted by Dennis Sorenson, CEO of Cove Group, a strategic partner for companies seeking to optimize sales performance and achieve sustainable growth. With deep expertise in enterprise sales and fractional CRO leadership, Dennis specializes in addressing challenges at the point of friction—where inefficiencies, misalignment, or resistance occur within the sales process.
The podcast is built on Process-Driven Sales and the three pillars of Ambition, Strategy, and Execution. Each episode breaks down the systems and operating rhythms that drive predictable performance, giving leaders and sellers practical insights they can use immediately. This is for professionals who are ready to stop improvising, start operating with intention, and build repeatable success over time.
The podcast is built on Process-Driven Sales and the three pillars of Ambition, Strategy, and Execution. Each episode breaks down the systems and operating rhythms that drive predictable performance, giving leaders and sellers practical insights they can use immediately. This is for professionals who are ready to stop improvising, start operating with intention, and build repeatable success over time.
(00:06:09) - Multiple Points of Friction in the Sales Organization
(00:09:28) - Points of Friction in the Sales Process
(00:13:02) - Pipeline and Sales: Just Math
(00:14:18) - The Process of Sales Math
(00:16:35) - Inspecting the Process of the Sale
(00:20:59) - Compensation Plan
(00:23:42) - Exercising Trust: The First Meeting
The podcast is built on Process-Driven Sales and the three pillars of Ambition, Strategy, and Execution. Each episode breaks down the systems and operating rhythms that drive predictable performance, giving leaders and sellers practical insights they can use immediately. This is for professionals who are ready to stop improvising, start operating with intention, and build repeatable success over time.
(00:22:41) - Horizons West: Why We Built It, Why We're Doing
(00:26:16) - Horizons West: Matching the Business to the Industry
(00:27:18) - The Importance of Strategy
Share with a sales leader or seller who's ready to build something that lasts. Subscribe to hear all future episodes!
About the Show
Think Big. Win Bigger is hosted by Dennis Sorenson, CEO of Cove Group, a strategic partner for companies seeking to optimize sales performance and achieve sustainable growth. With deep expertise in enterprise sales and fractional CRO leadership, Dennis specializes in addressing challenges at the point of friction—where inefficiencies, misalignment, or resistance occur within the sales process.
The podcast is built on Process-Driven Sales and the three pillars of Ambition, Strategy, and Execution. Each episode breaks down the systems and operating rhythms that drive predictable performance, giving leaders and sellers practical insights they can use immediately. This is for professionals who are ready to stop improvising, start operating with intention, and build repeatable success over time.
(00:06:13) - NCR President: Hugh McBride and Dennis Sorensen
(00:09:35) - Bridge from NCR to iCRM
(00:11:37) - Importance of Process Driven Sales at Ncr
(00:20:37) - Sales Cycle: The Need to Spread Out
(00:27:54) - How to Build a Business with Sales Leaders
(00:30:43) - The 4 Ps of Strategic Plan
(00:32:36) - Coffee veto and strategy
(00:41:20) - Building a Bridge Statement
(00:43:45) - Think Big, Win Bigger
Share with a sales leader or seller who's ready to build something that lasts. Subscribe to hear all future episodes!
About the Show
Think Big. Win Bigger is hosted by Dennis Sorenson, CEO of Cove Group, a strategic partner for companies seeking to optimize sales performance and achieve sustainable growth. With deep expertise in enterprise sales and fractional CRO leadership, Dennis specializes in addressing challenges at the point of friction—where inefficiencies, misalignment, or resistance occur within the sales process.
The podcast is built on Process-Driven Sales and the three pillars of Ambition, Strategy, and Execution. Each episode breaks down the systems and operating rhythms that drive predictable performance, giving leaders and sellers practical insights they can use immediately. This is for professionals who are ready to stop improvising, start operating with intention, and build repeatable success over time.
