Michigan Business Beat | Michael Koory, GUIDE Selling System – Fixing Broken Sales & Trust Gaps
Update: 2025-10-11
Description
Originally uploaded September 25th, reloaded October 11th.
Jefrey Mosher welcomed Michael Koory, Founder | CEO Growth Advisor | Fly Fishing Buff, Fixing Broken Sales & Untangling Revenue Knots | Creator of the GUIDE Selling System™, Grand Rapids metro.
Jeffrey had several questions for Michael in this conversation:
“Why do you think salespeople need to change their approach?
“How do I know if my team is truly understanding customers’ growth barriers versus just qualifying them?”
“Where in my sales process are we unintentionally teaching our customers that we’re just another vendor?”
“If I gave you one of our pipeline reviews, what would it reveal about whether we’re chasing deals — or actually guiding customers?”
“What would break first if we tried to scale our current sales approach 10X?”
“If you stripped away our CRM reports and sales scripts, how would you evaluate whether our team is building the trust required to win complex deals?”
A REVOLUTIONARY APPROACH TO Sales
“Sales is at a breaking point—not because customers have changed, but because sales hasn’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.”
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Jefrey Mosher welcomed Michael Koory, Founder | CEO Growth Advisor | Fly Fishing Buff, Fixing Broken Sales & Untangling Revenue Knots | Creator of the GUIDE Selling System™, Grand Rapids metro.
Jeffrey had several questions for Michael in this conversation:
“Why do you think salespeople need to change their approach?
“How do I know if my team is truly understanding customers’ growth barriers versus just qualifying them?”
“Where in my sales process are we unintentionally teaching our customers that we’re just another vendor?”
“If I gave you one of our pipeline reviews, what would it reveal about whether we’re chasing deals — or actually guiding customers?”
“What would break first if we tried to scale our current sales approach 10X?”
“If you stripped away our CRM reports and sales scripts, how would you evaluate whether our team is building the trust required to win complex deals?”
A REVOLUTIONARY APPROACH TO Sales
“Sales is at a breaking point—not because customers have changed, but because sales hasn’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.”
» Visit MBN website: www.michiganbusinessnetwork.com/
» Subscribe to MBN’s YouTube: www.youtube.com/@MichiganbusinessnetworkMBN
» Like MBN: www.facebook.com/mibiznetwork
» Follow MBN: twitter.com/MIBizNetwork/
» MBN Instagram: www.instagram.com/mibiznetwork/
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