Who we are
MEET THE FOUNDER
You're probably here because you lead a team of wealth managers, bankers, portfolio managers, or consultants. They may not be producing the growth you want or need, and you can't find the right resource. Because I was in your shoes not long ago, I decided to build DRIVE for you.
A firm that has the experience, skills, and talent to get you there. That understands that most or even all of your people are accomplished experts in what they do, not salespeople. And that they source new work through their clients and centers of influence, not by cold calling door-to-door or off lead lists. And that winning against your very capable competitors requires your people to work as a team across functions, business lines, and regions — not by counting up their accumulated degrees and certifications.
Founder Story
Michael Dalis
Founder, DRIVE Sales Consulting
25+
Years of industry experience
10k+
Advisors trained
33%+
CAGR growth delivered
15+
Years consulting, training, & coaching
BS · MBA · MS
Including Industrial-Organizational Psychology
Author
Sell Like a Team · McGraw-Hill, 2017
I wanted our approach to resonate with high caliber advisors, specialists, and new business experts — and the leaders who support them — given the kinds of new business they pursued. With advanced degrees in business and organizational psychology, I built a set of processes that were easy to learn and apply with current clients, potential clients, and centers of influence. These processes are based on my experience in banking and asset management — as an account manager, a new business specialist, and ultimately as a Managing Director building out and managing a team that grew the assets it managed on behalf of clients from $8 billion to over $100 billion. A business built on relationships with clients who were sophisticated, made decisions as groups, used structured buying processes, and had lifetime values of $1–10 million.
And I started teaching because I love helping advisors get better. And because I know winning feels a hell of a lot better than losing.
SELECTED CLIENT RESULTS
Client Results
PROFESSIONAL SERVICES
A mid-sized consulting firm slow to grow new business, facing internal belief that "consultants will never sell." After a scope covering sales process, talent assessment, and coaching: 61% year-over-year revenue growth in the firm's primary region, with the leader becoming the top-ranked rainmaker, deal generator, and revenue producer nationally.
“Michael is an elite coach, providing practical frameworks that our people can remember and follow to achieve better outcomes. Michael is the real deal.”
— Karen H., Managing Partner
INSURANCE
One of the largest privately held insurance companies in the U.S., facing slow growth and the belief that "underwriters are not salespeople." Results: revenue doubled over five years, a combined loss ratio in the top 1% of the industry, and 13% year-over-year improvement driven largely by that growth.
“DRIVE changed how our managers and underwriters think and act when developing business. They now prepare for every interaction, are crisp and clear in how they convey value, and invest more time in discovery. This has been a game-changer for our organization.”
— Brett B., VP Sales & Marketing
WEALTH MANAGEMENT
An integrated wealth management firm serving ultra high net worth (UHNW) families and endowments, with strong client satisfaction but a low volume of client referrals despite earlier efforts. Results: a 289% year-over-year increase in referral requests, six new client relationships, and over $1.5 million in new fees.
“This program was so immediately valuable that we are doing it again this year... combined with the team-selling program, this may be the single most effective thing our business development officers and relationship managers have ever done together.”
— Laura L., Executive Director
Additional Client Feedback
CLIENT PERSPECTIVES
“I have worked with many partners over the years on improving team effectiveness. Michael is simply the best teacher out there. He gets to know the personality of the company and the drivers of success. He builds on embedded strengths rather than having his clients re-engineer their entire process.”
—Thom M.,
Executive Vice President, Multi-family office / wealth management division of a top-10 U.S. bank
“Incredible job with the training. DRIVE did a fabulous job engaging my institutional team — even my quiet ones participated. This is the most well put together and valuable training I have ever received.”
—Jennifer V.,
Chief Investment Officer, institutional and corporate trust division of a top-10 U.S. bank
“Michael gets the business, connects easily with any audience, and is one of the most skilled facilitators I have had the chance to work with in my 20+ years in the business.”
—Susan P.,
VP Professional Development, wealth management division of a top-10 U.S. bank
THE BOOK
Sell Like a Team.
Sell Like a Team — Michael Dalis (McGraw-Hill, 2017).
Praises for the book
Endorser titles and affiliations are shown as printed when the book was published in 2017.