Michael Fabian refined how I approach the early stages of a deal. The coaching was hands-on, detailed, and practical—not a framework dumped into a slide deck. He worked with me directly on Discovery: how to ask the right questions, how to listen for what matters, and how to shape conversations that give both sides clarity. The impact was concrete. My win rate moved from 37% to 41%—a meaningful step when you're already operating at a high level. That kind of consistency is hard to coach, and Michael brought it. What distinguishes him most is his ability to lead human conversation in an AI-dominated business environment. Selling AI-native tools means prospects are sophisticated and skeptical. Michael coached me to cut through the noise with genuine dialogue rather than demos and decks. On pipeline management, he raised the bar significantly—structured reviews, systematic identification of deal risks, and practical mitigation rather than just flagging problems. He finds the cracks before they become losses.

It's not just a framework thrown at you that you'll eventually forget. Instead, it's a weekly process taking you through your improvements but also focusing on current weaknesses. This make it very tangible to work on and get better.

The hands-on coaching from Matt stood out, and I really appreciated that they were genuinely integrated into our company for the full duration of the project.