Blue SalesFly LLC

I help CEOS and Sales Leaders untangle the knots stopping growth. Most recently helped grow a healthcare consultancy from $6M to $47M. If you want growth, you need a GUIDE with a Map that knows the terrain. I’ve been turning around territories or product lines my whole career.

“Knots” cause all the sales problems. Not winning, not finding, not opening enough, and not at the right price. I’ll help you untangle the “knots” holding you back. You will gain a selling system customized to your business with the right people doing the right activities in the right sequence to accelerate your growth.

Founder / CEO

Membrain.com

Partner

SpendMend 

Joined to revitalize sales and marketing. I helped grow the company from a low seven-figure to nine-figure validation. I led the development and launch of a new brand, go-to-market strategy, sales process, CRM, and two new websites. I was instrumental in elevating the national accounts strategy that landed nationwide contracts with the two largest group purchasing organizations.

In 2022, after the second Private Equity event, I chose an exit and launched a company to share what I have learned.

Sr. Vice President Growth & Development

Sodexo

Senior Director Business Development

Steelcase Health

Area Healthcare Manager

Johnson Controls

Solutions Sales Executive - Healthcare

Hill-Rom

Area Vice President

Most CEOs I work with have a capable team—but still feel like sales is tangled, random, and not creating margin-rich growth.

After 25+ years fixing broken sales across industries, I’ve built and installed custom growth systems that get teams aligned, qualified, and closing with confidence. One client scaled from $6M to $47M by untangling their “sales knots.”

I help small to mid-market B2B CEOs and Founders:

- Map their Route to Revenue
- Uncover their Strategic Value
- Install the GUIDE Selling System™
- And build a sales process that earns margin, trust, and market share

The problem isn’t your product. It’s how your team sells it—and what your buyers believe when they hear from you.

👉 Ready to fix your broken sales system? Let’s map your Route to Revenue. DM me or visit www.bluesalesfly.com

Michael Koory

Jeep Thought  - How to show up 

Be prepared: 
   Do some research!
   Have questions to gain understanding!
   Show your value by how you engage. 

Demonstrate:
   Your questions and research speak louder   
    than what you claim. 

Presentation:
     If you are going to wear a t- shirt. At least 
     choose a clean one.

LinkedIn

li_at

JSESSIONID

(11) Messaging | LinkedIn

Talks about #sales, #saleshiring, #salesprocess, #salescoaching, and #salestraining

CEO Growth Advisor | Fixing Broken Sales & Untangling Revenue Knots | Creator of the GUIDE Selling System™

I spent the weekend untangling fishing line with my son. 

Every time I thought I had it, another knot showed up. 

He laughed, I grumbled, but we kept at it. 

Funny thing is, it reminded me of every sales process I've ever fixed. 

You pull on one thread, and three more pop up. 

Messaging misaligned. 

Hand-offs dropped. 

Nobody sure who's actually in charge of the deal. 

It's never just one knot. 

But here's the secret: you don't fix it by yanking harder. 

You slow down. 

You look for the pattern. 

You get curious, not frustrated. 

And eventually, the line comes free. 

Same goes for sales. 

If your team is stuck, don't just push harder. 

Step back. 

Find the real knot. 

Untangle it, and watch what happens. 

What knot are you wrestling with right now?

Growth isn't a mystery. It's a system.

Most companies stall because they try to fix sales with tactics. 

I fix sales with alignment.

That's why I built the Growth Flywheel - a system that starts with culture and ends with momentum. 

Here's how it works:

Culture sets the tone.

Strategy sets the direction.

Methodology is how you engage.

Process makes it repeatable.

CRM drives execution.

Coaching sharpens performance.

Accountability keeps it honest.

Talent keeps it strong.

Each turn fuels the next.

Each turn adds lift.

Each turn compounds.

This is how you shift "random wins" to predictable revenue.

Not with tactic hacks.

Not with pressure.

But with Your flywheel built to scale.

If you want growth that doesn't stall, build a system that can't stop.

#growthflywheel #salesleadership #ceo

𝙎𝙖𝙡𝙚𝙨 𝙆𝙣𝙤𝙩

Your sales team (or you) is stuck and underperforming....Why?

Lately, I've noticed a misalignment between the message and the value.

The approach is off.

When things get tight, like being behind in Q4, the pressure increases.

The team starts really "selling."

Customers can feel it and are repelled. They go silent - ghosts.

Often, when there is no formal sales process, reps chase.

No cohesive plan, no focus on providing value, just pressure to "sell."

Prospect hide, deal push, and the stress rises.

I know, I've been there.

Sleepless nights, excuses, and stories about the moving deals....

It doesn't have to be that way.

What if you focused on helping your prospects and customers?

Do you know their goals? Where do they want to go?

Are they behind and feeling stressed?

Can you help them uncover what's holding them back?

Can you help them remove threats, problems, and obstacles?

Can you help them realize an opportunity?

Instead of pushing your product, help them remove their challenges.

Be a resource. Be a guide.

Check your MAP:

M = Method - How can you help, instead of sell?
A = Attitude - How can you be a server, instead of a seller?
P = Process - Are you following a process?

When you or your team are stuck, this simple check can change trajectory.

Untangle the Knot!

#salesknot - Confusion

Business Development and Sales are about helping customers move from where they are to where they want to be. 

It's about navigation.

If you're dealing with complex B2B sales, navigation is highly fluid. 

Change is hard. Even moving away from pain is challenging.

Are you giving your customer clear direction?

Or, are you adding to the confusion?

When making a change, there is always fear of the unknown.

And fear shuts down progress. 

It shuts down creativity.

It kills deals. 

Before every call or meeting, ask yourself, "Where is the customer at and where do they need to go?"

Does your meeting agenda get them there?

What threats, obstacles, problems, or opportunities might be in their way?

What milestones do we need to pass to keep them on track?

Eliminate anything in your questioning or presentation that might confuse.

And, if the customer is confused.

Or, you are...

Deal with it immediately.

If things get off track - stop. Redirect, and get everyone moving again.

Complex deals require a competent guide. 

Your customer must be confident in where you are trying to take them.

They must know you are prioritizing their safety and their journey. 

#guide #businessdevelopment #salesleadership #growth

No alternative text description for this image

Insight Selling - Are you leading with Insights?

A #CEO recently told me,

"Most 𝘐𝘯𝘴𝘪𝘨𝘩𝘵𝘴 are about as fresh as a three-week-old, all-you-can-eat buffet."

Ugh, are you serving up stale and nasty insights? (see the image)

Insight selling took off in 2011, thanks to the success of the groundbreaking book, "The Challenger Sale," by Matt Dixon and Brent Adamson.

It got another boost from the 2014 book, "Insight Selling," by Mike Schultz and John Doerr.

Both are excellent books. 

The premise is spot on. So, why did this CEO pan insights?

Well, first, what is an insight?

𝘈 𝘴𝘢𝘭𝘦𝘴 𝘪𝘯𝘴𝘪𝘨𝘩𝘵 𝘵𝘶𝘳𝘯𝘴 𝘥𝘢𝘵𝘢 𝘪𝘯𝘵𝘰 𝘤𝘭𝘦𝘢𝘳 𝘢𝘤𝘵𝘪𝘰𝘯𝘴—𝘳𝘦𝘷𝘦𝘢𝘭𝘪𝘯𝘨 𝘰𝘱𝘱𝘰𝘳𝘵𝘶𝘯𝘪𝘵𝘪𝘦𝘴, 𝘣𝘦𝘩𝘢𝘷𝘪𝘰𝘳𝘴, 𝘢𝘯𝘥 𝘵𝘳𝘦𝘯𝘥𝘴 𝘵𝘩𝘢𝘵 𝘨𝘶𝘪𝘥𝘦 𝘴𝘮𝘢𝘳𝘵𝘦𝘳 𝘴𝘢𝘭𝘦𝘴 𝘥𝘦𝘤𝘪𝘴𝘪𝘰𝘯𝘴.

So, why did this CEO pan insights? Shouldn't he want his people working with sales teams delivering insights?

Of course he does. Unfortunately, he's not seeing it. 

So, back to the earlier question, "What are you serving your customers?"

Here's 3 simples steps to go from "Slop House to Chop House" with insights:

1. Your Insights must be focused on your customers' success.
 Ask yourself these questions:
 Do you know their top 3 goals for the year? For 3 years?
 Are they off-track?

2. Uncover potential pitfalls in making purchases and implementation. 
 Then, show how you help them avoid the trouble.
 
3. What potential trouble is likely to rock their business plan?
 Are you future-casting scenarios to help them plan?
 How are you and your company thinking about challenges?

Too often, companies are serving features and benefits as if they were insights.

True insights are surprising. They cause course correction.

They get attention.

Insights are robust connectors. They make decisions move faster. 

They make you and your team indispensable.

What are you serving?

I used to think the hardest part of fixing a broken sales process was the technical stuff. The CRM, the scripts, the playbooks. 

But honestly, that's the easy part. 

The real challenge? Getting a team to admit something's actually broken. 

Nobody wants to say it out loud. Everyone's got a story about why the numbers are off, or why that big deal slipped through the cracks. 

But here's the thing. If you can't name the knot, you can't untangle it. 

I've sat in rooms where the tension is so thick you could cut it with a butter knife. People fidgeting, glancing at each other, hoping someone else will speak up first. 

And then, finally, someone does. Usually it's not the loudest voice. It's the one who's tired of pretending. 

That's when the real work starts. 

Because once you admit there's a knot, you can start pulling the right threads. 

You can stop blaming the market, or the product, or the competition. 

You can start asking better questions. 

What are we actually trying to solve here? 

Who needs to be in the room? 

What would "fixed" even look like? 

It's not comfortable. But it's the only way forward. 

So if your sales process feels stuck, ask yourself: are you willing to say what's really broken? Or are you still hoping someone else will do it for you?

I was in a planning session with a manufacturing sales leadership team last month.

Whiteboard. Coffee. Q4 pressure.

They had the usual list:
 - We need to close deals.
 - Pricing is getting squeezed.
- The sales cycle is too long.
- We need better reps.

All true. Also....not the root.

So I asked a simple question:
"𝗕𝗲𝗳𝗼𝗿𝗲 𝘄𝗲 𝗰𝗵𝗮𝗻𝗴𝗲 𝘁𝗮𝗰𝘁𝗶𝗰𝘀, 𝗵𝗮𝘃𝗲 𝘆𝗼𝘂 𝗺𝗮𝗽𝗽𝗲𝗱 𝘄𝗵𝗮𝘁 𝘆𝗼𝘂𝗿 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿𝘀 𝗮𝗿𝗲 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝗳𝗶𝗴𝗵𝘁𝗶𝗻𝗴?"

We pulled up the TOPO Map and ran the exercise as a team. 

Within 20 minutes, the room got quiet. 

Because they stopped talking about what they sell...and started naming what their customers are trying to survive. 

𝙏𝙝𝙧𝙚𝙖𝙩𝙨 weren't "competitors."

They were the silent killers:
 - late shipments that trigger line shutdowns
 - supplier risk that turns into customer penalties
 - quality escapes that become "we don't trust you anymore."

𝙊𝙗𝙨𝙩𝙖𝙘𝙡𝙚𝙨 weren't "budget."

They were internal friction at the customer:
 - Engineering, Purchasing, Ops all optimizing for different outcomes
 - change requests stuck in approvals
 - fear of supplier changes, because the last one almost broke them.

𝙋𝙧𝙤𝙗𝙡𝙚𝙢𝙨 weren't "they need parts."
 
They were downstream issues and pain:
 - rework, scrap, expediting, missed production windows
 - quoting complexity and requests
 - tribal knowledge living in one person's head.

𝙊𝙥𝙥𝙤𝙧𝙩𝙪𝙣𝙞𝙩𝙞𝙚𝙨 weren't "grow revenue."

They were transformations:
 - simplify SKUs, reduce variability, stabilize production
 - redesign for manufacturability
 - turn the supply chain into an advantage instead of a stress headache

Then the sales leader said the line that changed everything:

"𝗪𝗲'𝘃𝗲 𝗯𝗲𝗲𝗻 𝗯𝗲𝗵𝗮𝘃𝗶𝗻𝗴 𝗮𝗻𝗱 𝗽𝗼𝘀𝗶𝘁𝗶𝗼𝗻𝗶𝗻𝗴 𝗼𝘂𝗿𝘀𝗲𝗹𝘃𝗲𝘀 𝗮𝘀 𝗮 𝘃𝗲𝗻𝗱𝗼𝗿.... 𝘄𝗵𝗲𝗻 𝘄𝗲'𝗿𝗲 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝗮 𝗿𝗶𝘀𝗸-𝗿𝗲𝗱𝘂𝗰𝘁𝗶𝗼𝗻 𝗽𝗮𝗿𝘁𝗻𝗲𝗿."

That one insight rewired their strategy.

They stopped building a plan around:

 - product categories
 - capacity
 - "here's what we can do:

...and started building around 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗰 𝘃𝗮𝗹𝘂𝗲:

 - how they offer uptime protection
 - where they reduce complexity
 - where they prevent quality and delivery surprises
 - how they help teams execute change without chaos.

TOPO didn't just refine their messaging. 

It changed what they pursued, how they qualified, and how they coached. 

Because when you can name the customer's unseen TOPO... you stop selling parts and start guiding outcomes. 

If you're in manufacturing and your sales strategy still starts with your capabilities... run a 𝗧𝗢𝗣𝗢 𝗠𝗮𝗽 𝗲𝘅𝗲𝗿𝗰𝗶𝘀𝗲.

It'll change the conversation you have with your customers and the market.

𝗔 𝗥𝗘𝗩𝗢𝗟𝗨𝗧𝗜𝗢𝗡𝗔𝗥𝗬 𝗔𝗣𝗣𝗥𝗢𝗔𝗖𝗛 𝗧𝗢 𝗦𝗮𝗹𝗲𝘀
“Sales is at a breaking point—not because customers have changed.
 
But because sales haven’t. 

Traditional methods still chase qualification and discovery like it’s 2005. 

The GUIDE Selling System flips the lens. 

It doesn’t start with what we sell, but with why customers struggle to grow. 

In a world saturated with solutions, the real revolution is understanding. 

Not pitching. 
Not probing. 

But understanding what’s in the customer’s way—and walking with them through it.”

Recently, I was a guest on the Michigan Business Network podcast. https://lnkd.in/eUP-zREa

Jeffrey Mosher and I talked about the struggle sales teams face to gain traction with their customers. 

Please give it a listen, link in the comments.

How do you untangle #salesknots?

I'm skilled at untangling #salesknots.

Uncovering what's preventing your growth.

However, Christmas lights? Not so much. 

Fortunately, my wife's skills are next level.

The Journey and Progress

When seeking change or transformation, there are two fundamental decisions to make.

Where are we now and where do we want to go?

Advancement lies not just in setting a destination but also clarity of our current position.

Clarity is the compass.

And clarity forces the next question, “Where do we begin?”

Enter the Guide with a Map. They’ve been there before and know what it takes.

Basecamp – What resources to we have (tools, provisions, team) and where are we lacking? Can we get to the destination with our current resources? (probably not)

The Guide askes: Are you genuinely ready to move forward? Are you committed to the change that will and must take place? Have you identified your "why"?

This introspection is critical. It's easy to get lost if we aren't honest about what holds us back.

In essence, progress is about meaningful movement.

It's about understanding the terrain you're navigating and having the right support to guide you.

Whether you're on a solo expedition or leading a team, embrace the journey with a clear purpose, and ensure everyone is equipped for the path ahead.

Only then will the map transform from a piece of paper into a powerful tool for success.

How do you untangle a #salesknot?

Let me tell you about one. 

A B2B team with a killer product, but their pipeline looked like a bowl of spaghetti. 

Deals everywhere, but nothing is moving. 

The CEO was frustrated. The team was as well.

So we mapped it out, old-school style. Whiteboard, markers, sticky notes. 

Turns out, there wasn't a real sales process.

No one knew who the real decision maker was. 

There was no focus on value, only price. 

No wonder things stalled. 

We changed one thing. 

Every rep had to ask, early and often: "How does your organization make decisions?" 

Simple, right? 

But it broke the logjam. 

Deals started closing. 

The team got their confidence back. 

Sometimes the biggest knots are hiding in plain sight. 

You just have to look for them. 

What knot is slowing your team down right now? 

And what would happen if you just asked the obvious question?

How do you create growth?

I was frustrated and filled with questions.

Why did some engagements work when others didn't?

How can I help CEOs and sales leaders eliminate obstacles to growth?

The Growth Flywheel is the result of that frustration.

Hours spent questioning the wins and losses.

Painful self and project examination.

After the examination and journaling, I found the eight (8) factors.

1. Culture - If culture is bad, you can't grow. Fix this first, or don't start.

2. Strategy - Is the strategy infused with good culture and aligned to the goals?

3. Methodology - Does your method align with your culture? Is it yours?

4. Process - "If you can't describe what you are doing as a process, you don't know what you are doing - W. Edwards Deming.

5. CRM - Your system for making it a habit. It should make your team's job easier.

6. Coaching - How you make your team better.

7. Accountability - How you keep everyone honest. 

8. Talent - How you build the team that wins. 

This is the framework. Each section is vital if you want to build a revenue system and team. 

How's your system?

Take the simple assessment.

How did you do?

Growth Flywheel

Let me tell you about a knot I untangled this month. 

A B2B team with a killer product, but their pipeline looked like a bowl of spaghetti. 

Deals everywhere, but nothing moving. 

The CEO was frustrated. The team was burned out. 

So we mapped it out, old-school style. Whiteboard, markers, sticky notes. 

Turns out, every deal was stuck at the same spot: nobody knew who the real decision maker was. 

They were pitching to champions, but not guiding the process. 

No wonder things stalled. 

We changed one thing. 

Every rep had to ask, early and often: "Who else needs to be involved for this to move forward?" 

Simple, right? 

But it broke the logjam. 

Deals started closing. 

The team got their confidence back. 

Sometimes the biggest knots are hiding in plain sight. 

You just have to look for them. 

What knot is slowing your team down right now? 

And what would happen if you just asked the obvious question?

Public Speaking is Fun

Ever since my first speech class in High School, I've enjoyed public speaking. 

It's a great way to learn and share ideas.

Here's a short bit about a Leadership Lesson I learned while working in a factory. 

Sometimes, your team teaches you how to lead.

If you are willing to listen. 

This is from a DisruptHR Talk.

https://lnkd.in/gS2KeiyM

#leadership

Open article: LIGHT: Leadership Lessons at 2 AM | Michael Koory | DisruptHR Talks - DisruptHR by disrupthr.co

LIGHT: Leadership Lessons at 2 AM | Michael Koory | DisruptHR Talks - DisruptHR

#SalesKnot - How do you get through a slump?

Sometimes, everything you try misses the mark.

Nothing seems to work, and you feel like you're falling behind.

And, maybe you are falling behind.

"It's not what happens to you, but how you react to it that matters."
 - Epictetus

So what do you do?

I've been there many times. 

One bad call derails the day.

One bad week turns into a month.

What helped me was to depersonalize everything. 

Step outside yourself and view your activity and attitude.

What are you saying to yourself?

What are you believing?

Is your activity on point?

Activity begets more activity. Not just for motion's sake...

Sometimes, to get through a slump, you have to keep moving. 

Getting outside your head can give you a new perspective.

Stop and look at everything from the outside.

You'll see it, then start moving again.

Movement gives you a new perspective.

If you are doing the right things, movement gets you through. 

If you're not doing the right things, move to what works. 

Ask for help. 

Getting outside yourself and your ego gives you clarity.

Find someone who's been there, and if you're in business long enough...

Everyone has been there. 

Ask for help. Find a Guide.

#navigation #growthmindset #guide

In Grand Rapids, the wind is howling and cold.

Lake Effect snow is predicted up to 5" - 8" over the weekend. 

What does this have to do with growth?

Storms are a constant in life.

They cause noise, pain, and distraction.

You can be knocked off course from your desired destination.

It happens to all of us.

Leaders focus on what they can control and on the goal.

Leaders navigate threats, obstacles, and problems.

Leaders grab opportunities. 

So, when the noise level rises, and, the winds howl.

Focus on what is in your control. 

What you can do next. 

Smile and press on. We're on an amazing journey.


A

#salesknot - The "Update your CRM!"

You know the drill, you get the call - "Update your CRM!"

Your sales leader is presenting to leadership or the board.

They want an updated forecast.

So, you schedule the time to update all your deals.

Usually, you see the opportunities you missed, or forgot about...

"How long has it been since I was in here?"

It doesn't have to be that way.

CRMs don't have to suck even though most do.

The right ones can help you sell better. 

"𝗪𝗶𝗽𝗲 𝘁𝗵𝗲 𝘀𝗹𝗮𝘁𝗲 𝗰𝗹𝗲𝗮𝗻 𝗶𝗻 𝘆𝗼𝘂𝗿 𝗺𝗶𝗻𝗱 𝗼𝗳 𝘄𝗵𝗮𝘁 𝘆𝗼𝘂𝗿 𝗶𝗺𝗽𝗿𝗲𝘀𝘀𝗶𝗼𝗻 𝗼𝗳 𝗮 𝗖𝗥𝗠 𝗶𝘀."

Check out this case study. 

https://lnkd.in/ezt6d3Da

#crm #ceo #revenuegrowth

Open article: Worksighted Case Study by membrain.com

𝗪𝗵𝘆 𝘀𝗵𝗼𝘂𝗹𝗱 𝗜 𝘄𝗼𝗿𝗿𝘆 𝗮𝗯𝗼𝘂𝘁 𝗰𝘂𝗹𝘁𝘂𝗿𝗲? 𝗜 𝗻𝗲𝗲𝗱 𝗴𝗿𝗼𝘄𝘁𝗵.

The quarterly meeting was coming up, and no one was happy. 

The redesigned territories brought in new team members, and there was friction.

New people and new leaders. A perfect recipe for a meeting to jump the tracks. 

Unfortunately, the leader didn't address the issues. 

Question: If you have a high producer who is toxic to the team, what do you do?

Do you separate them from the team and let them do their thing?
Do you coach them about the importance of teamwork?
Or do you really have a team, or is it just a bunch of independents going after their own numbers?

Culture takes work. As a leader, you need to alternate between holding your ground on an issue and being confident enough to be challenged.

Not all your ideas are good ones - your team can help.

Over the years, I've been on all manner of teams, from excellent to exhausting. 

One thing I learned is that if the people who have to work together don't want to, they won't. 

And if they won't, you won't succeed.

And, toxicity? Deal with it immediately.

Route it out.

In the story above, a toxic team member was derailing every meeting. It was painful, expensive, and a waste of time. 

She had won a huge deal, so her leader didn't want to call her out.

She was a "performer." The approach was "She hit her number, so leave her alone."

But the cost of leaving her alone and ignoring her behavior was huge. 

Fortunately, she left. And guess what happened?

Not just in her territory, but across the team. 

Culture drives engagement and engagement drives performance. 

That's why Culture is the first thing on my Growth Flywheel. 

If the culture is bad, transformation will be challenging, if not impossible.

If you need growth, check your culture.

Is the team engaged?

Are they sharing or competing?

Are they leaning in and believing?

Are they being listened to?

Just like the line in the movie, Field of Dreams,

"If you build it, they will come."

Once you build a strong culture, recruitment and performance are much easier. it,

Intuit

Account Executive

ZipRecruiter

Per Scholas

Sales Director, Enterprise Solutions

Raydiant - Experience Platform

Umbo Computer Vision

Corporate Account Executive Manager

Turnitin

Elluminate

LoopNet

Territory Sales Representative/ Advertising Sales

I have over 10 years of experience in B2B SaaS sales, working for private, public, and startup technology companies in various sectors, such as artificial intelligence, cybersecurity, IT, cloud computing, commercial real estate, computer vision, ed tech, and video.

 My core competencies include  GTM strategy, direct sales, enterprise sales, inside sales, salesforce.com, account management, contract negotiation, and closing strategies. I am passionate about leveraging my sales expertise to drive company growth.

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