The Man Behind the Framework
His career started in retail PC sales and progressed through increasingly complex solution selling at Flexity Solutions and Compugen, and public-sector sales at Microsoft. For over 15 years, he sold direct and led teams of channel partners, solution architects, and presales resources, focusing on government, Crown corporations, nonprofits, and healthcare.
After detecting a shift in buyer behavior that most organizations were too slow to address, Neil moved into sales enablement. He was hired to build enablement departments at Onetrust, Applyboard, and Intuit. At each company, he saw the same pattern: good enablement work undermined by organizational dysfunction. Marketing created content that sales never used. Onboarding checked boxes but didn't change behavior. Coaching programs were diluted before they reached the field. Departments optimized for their own metrics while customers fell through the cracks.
He started writing about it. That writing became a book.
Neil believes mentoring and coaching deliver the highest return for individuals, but only a coaching culture delivers double-digit returns for the organization. Revenue enablement is how you build that culture.
He lives in Canada and is available for speaking engagements, consulting, and workshops.