Michael Norton

Pioneer
DISC Type : DIS

Partner at Sales Community

Fort Worth, Texas, United States

Overview

Michael Norton is a sales and leadership performance expert with over 30 years of experience in executive roles. As the founder of GoToNorton and author of "The Ifications of Selling, " he specializes in developing top-producing sales leaders and teams. Colleagues consistently describe him as wise, compassionate, patient, and kind.

Beyond his professional endeavors, Michael is passionate about personal and professional development. He draws inspiration from motivational figures like Zig Ziglar and often shares reflections on foundational principles such as hope, peace, and joy in leadership and life.

He authored the book "The Ifications of Selling" to share his framework for accelerating success.

Personality Overview

Friendly But Fast

Decisive But Friendly

Driven But Considerate

If they are convinced, they can become very strong champions for your product  They have the unique ability to win both love and respect from their team (or outsiders) They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed

Topics They Care About

Sales Leadership
His career is dedicated to building and developing high-performance sales managers and leaders, a core theme in his professional history and current company, GoToNorton.
Performance Development
Across his roles at Sandler, XINNIX, and GoToNorton, his focus has been on creating performance development solutions for sales, management, and leadership teams.
Motivational Storytelling
He has publicly expressed admiration for Zig Ziglar's ability to tell a story and connect it to a core principle, indicating an interest in this communication style.

Media Appearances

E164 - First Line Sales Managers Really Run the Company ... featuring Michael Norton. Featured in Sales Community (TSI)

See Now

Work History

3-2023
Partner at Sales Community
1-2023
Executive Vice President at Sandler
8-2022 - 1-2023
SVP Enterprise Sales at Sandler
7-2021 - 8-2022
Executive Vice President/President at XINNIX
11-2019 - 8-2021
CEO and Founder at Tramazing

Education

2019 - 2023
Education details unavailable from School

More Information

Social Presence :

Prographics :

Exp : 37 Location : Fort Worth, Texas, United States Job Level : Leadership Designation : Partner at Sales Community
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Mostly stick to your standard pitch and qualifying script, but add some stories or anecdotes to it
  • Ask them for a lunch or coffee once some rapport has been established
  • Use phrases like ‘your decision will’, ‘you will impact’ etc.

DONT's

  • Don't lean very heavily into providing too much information, sharing whitepapers etc.
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t be too verbose or overly friendly; a little bit, however, is fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Michael

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They are generally fast movers and can take quick decisions
  • Can Michael take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Michael

Personality Compatibility


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