Explorez tous les épisodes du podcast Think Big. Win Bigger.
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| EP2 - Creating a Winning Sales Culture | 10 Feb 2026 | 00:21:57 | |
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:
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. Resources:Dennis Sorenson: LinkedInCove Group Horizons West Chapters
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| EP 1 - The Beginning: Building a Process Driven Sales Life with Mike Weinberg | 28 Jan 2026 | 00:45:44 | |
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:
Share with a sales leader or seller who's ready to build something that lasts. Subscribe to hear all future episodes! About the ShowThink 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. Resources:Mike Weinberg:
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| Think Big. Win Bigger Podcast - Trailer | 27 Jan 2026 | 00:01:47 | |
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:
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. Resources:Dennis Sorenson: LinkedIn 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. Chapters
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| EP 3 - The Process-Driven Sales Framework: The Power of Plan & Prepare | 24 Feb 2026 | 00:19:03 | |
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:
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. Resources: Chapters
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| Ep 5 - The Ambition Mindset: Competing for What’s Real, Not What’s Realistic | 24 Mar 2026 | 00:20:16 | |
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:
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. Resources:Books Referenced: How Champions Think — Dr. Bob Rotella Golf Is Not A Game of Perfect — Dr. Bob Rotella Chapters
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| EP 4 - The Process-Driven Sales Framework: Mastering Practice & Play | 10 Mar 2026 | 00:12:48 | |
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:
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. Resources: Chapters
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| Ep 13 - The Point of Friction with Blaine Sibby (Part 1) | 14 Jul 2026 | 00:29:57 | |
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:
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. Resources:Blaine Sibby LinkedIn — https://www.linkedin.com/in/blaine-sibby-mba-b5ba3935/ Dennis Sorenson: LinkedIn Chapters
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| Ep 12 - Making Strategy Real with Lee Paries | 30 Jun 2026 | 00:30:41 | |
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:
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. Resources:Lee Paries on LinkedIn: https://www.linkedin.com/in/leeparies/ Horizons West (co-founded by Lee Paries and Dennis Sorenson): https://horizonswest.com/ Dennis Sorenson: LinkedIn Chapters
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| Ep 11 - The Moment Selling Became Strategy with Lee Paries (Part 1) | 16 Jun 2026 | 00:44:23 | |
"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:
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. Resources:Lee Paries on LinkedIn: https://www.linkedin.com/in/leeparies/ Horizons West (co-founded by Lee Paries and Dennis Sorenson): https://horizonswest.com/ Chapters
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| Ep 10 - Strategy Changes the Game | 02 Jun 2026 | 00:32:56 | |
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:
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. Resources:Dennis Sorenson: LinkedIn Cove Group Horizons West Chapters
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| Ep 9 - Discovery Reveals the Path | 19 May 2026 | 00:26:13 | |
“If we move too quickly from discovery to selling, the true discovery stops." - Dennis Sorenson Dennis Sorenson, CEO of Cove Group and host of Think Big, Win Bigger, brings decades of enterprise sales experience — from his years at Teradata to founding his own strategic sales consultancy — to Episode 9, dedicated entirely to one of the most underestimated disciplines in the profession: discovery. His framework is built on process-driven sales and three core pillars: ambition, strategy, and execution. In this solo episode, Dennis makes the case that discovery "is not a stage in what we do in sales" — it is a continuous muscle that runs through everything, and the difference between sounding like a vendor and becoming a true strategic partner. Dennis breaks down how discovery shapes ambition planning, sharpens sales strategy, and accelerates execution. Drawing on Dr. Bob Rotella's How Champions Think and John McMahon's The Qualified Sales Leader, he explores the discipline of arriving with perspective instead of a pitch, the value of going high, wide, and deep inside customer organizations, and why slowing down in discovery actually speeds the entire sales motion. He also introduces the GHOST framework as a tool for aligning discovery to customer goals and strategy — setting the stage for upcoming episodes on strategic account planning. In This Episode:
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. Resources:Dennis Sorenson: LinkedIn Cove Group Horizons West Chapters
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| Ep 8 - The Difference Between Big Ideas and Real Results with John Giese (Part II) | 05 May 2026 | 00:25:46 | |
What would it mean for your business if your sellers stopped selling and started making an impact? Dennis Sorenson, CEO of Cove Group and host of Think Big, Win Bigger, brings back serial entrepreneur and Horizons West co-founder John Giese for Part 2 of their two-part Ambition series. In Part 1, John and Dennis broke down how leaders see opportunity that others miss and why structure and accountability are what separate ambition from results. Part 2 goes deeper. John's conviction here is simple: winning never sleeps, most people are afraid to tap into the frequency, and intent—real intent—is what separates the sellers who leave opportunity on the table from the ones who change the size of their companies entirely. From an unforgettable airplane story that proves ambition is a frequency you can live at, to the sales math that makes even 50% wrong still wildly successful, to what a martial arts master in Jacksonville, Florida taught John about discipline, etiquette, and building something that lasts—this episode ends with a direct challenge. What would you tell every seller to do differently starting tomorrow? And what does John say to the CEOs who still haven't formalized their revenue function? "Can you afford not to do this?" The answers are here. In This Episode: (00:00) Why companies and sellers keep missing the biggest opportunities right in front of them (01:53) Ambition as a frequency and the airplane story that proves it works (09:27) When preparation meets opportunity and why intent changes everything (11:51) Seeing total potential and why once you see it you cannot unsee it (13:44) The sales math that makes even 50% wrong wildly successful (14:52) What a martial arts master in Jacksonville taught about discipline and impact (20:46) Think bigger: direct advice for sellers and a challenge for CEOs 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. Resources: John Giese LinkedIn: https://www.linkedin.com/in/john-giese/ Dennis Sorenson: LinkedIn: https://www.linkedin.com/in/dennisdealsorenson/ Cove Group: https://www.linkedin.com/company/covegroup/posts/?feedView=all Horizons West: http://horizonswest.com Chapters
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| Ep 7 - What Becomes Possible When You Think Bigger with John Giese (Part I) | 21 Apr 2026 | 00:27:04 | |
"I was the typical sales guy. Yeah, I'll just go get it. I know everything. And I was successful, but I would have been deadly had I had this operational framework." - John Giese Dennis Sorenson, CEO of Cove Group and host of Think Big, Win Bigger, sits down with serial entrepreneur and business partner John Giese in this first part of a two-part Ambition series. John has built and led multiple businesses as CEO from the ground up, served on several boards, and co-founded Horizons West alongside Dennis. His perspective is forged through decades of real enterprise sales and leadership—not theory. John's core conviction? Ambition without structure is potential left on the table. "I was the typical sales guy," he says. "I was successful, but I would have been deadly had I had this operational framework." What happens when an $8.5 million company decides to pursue a $900 million contract—and wins half of it in 24 months? That's where this conversation starts. John and Dennis break down why most companies operate off of hope instead of opportunity, why the companies John advises can't see what's possible in front of them, and how slowing down—really slowing down—is exactly what unlocks bigger outcomes. From guerrilla-warfare CEO instincts to the discipline of trusting the process, this is what ambition looks like when it has a plan behind it. In This Episode:
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. Resources:John Giese LinkedIn: https://www.linkedin.com/in/john-giese/ Dennis Sorenson: LinkedIn Chapters
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| Ep 6 - Seeing Total Potential: Whitespace, Initiatives & Strategic Alignment | 07 Apr 2026 | 00:20:14 | |
When was the last time your sellers stepped back far enough to actually see the full potential of their territory — or have they been too busy fighting uphill toward a number to ever look? Dennis Deal Sorenson, CEO of Cove Group and host of Think Big, Win Bigger, returns for Episode 6 with a practitioner's breakdown of one of the most underused tools in sales planning: white space mapping. A veteran sales strategist and fractional CRO who has coached sellers and teams through ambition planning work for years, Dennis knows what it costs when reps spread themselves thin. How do you stop chasing everything and start competing for what actually moves the needle? This episode is his answer. Building directly on the ambition thinking framework from Episode 5, Dennis moves from mindset into mechanics — walking through the exact white space exercise he uses with clients, the simple spreadsheet structure behind it, and why "writing things down makes them real." He covers the 80/15/5 account prioritization rule, how to identify hidden revenue across buying centers, and how the law of large numbers creates confidence in your ROI story. He also connects white space directly to the "go high, wide, and deep" relationship strategy that drives executive engagement and positions sellers as strategic partners — not vendors. In This Episode:
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. Resources:Dennis Sorenson: LinkedInCove Group Horizons West Chapters
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