Account strategy
See the full opportunity, focus effort where it matters, and build a clear plan for profitable growth.
Practical sales growth
Prepare well.
Create value.
Earn the business.
Field-tested sales guidance for leaders and sellers who want to grow accounts through sharper preparation, better questions, and disciplined follow-through.
A practical system for account growth.
Preparation is not a script. It gives you the context and confidence to listen well, ask better questions, and serve the customer in front of you.
Pre-call discipline
Walk into every conversation with a purpose, useful context, and questions worth answering.
White Space insight
Find the gaps between what a customer buys today and where your team can create more value.
Sales leadership
Turn strong habits into a repeatable operating rhythm for coaching, execution, and accountability.
Sales Growth AI
Use AI to do the homework—not the relationship.
Sales Growth AI translates powerful tools into practical field use. The goal is simple: reduce busywork, improve preparation, and keep the seller’s judgment and customer relationship at the center.
Research and prioritize
Turn public information, account notes, and purchase patterns into a focused call plan.
Question and uncover
Develop sharper discovery questions, test assumptions, and identify meaningful White Space.
Follow through clearly
Capture next steps, strengthen communication, and prepare for the next customer conversation.
Videos coming soon
Practical sales lessons are on the way.
The Earn the Business YouTube channel will feature practical ideas on sales growth, account development, preparation, leadership, and better ways to put AI to work.
youtube.com/@earnthebusiness
Scan to open the YouTube channel
The Cockroft Sales Growth System
Turn disciplined preparation into account growth.
A practical, modular sales-development system built to help sellers understand the account, uncover opportunity, create customer value, and execute the next right step.
Built for the work sellers actually do.
The system connects account strategy with day-to-day execution. Core disciplines create a common operating rhythm, while customer-specific modules make the work relevant to each team, market, and growth objective.
- 01Account strategy and territory focus
- 02Customer discovery and better questions
- 03White Space and purchasing-trend analysis
- 04Pre-call planning and purposeful follow-through
- 05Coaching, accountability, and repeatable execution
Training & Consulting
Practical development for sales teams and leaders.
Programs built around real accounts, real customer conversations, and the operating habits that create sustainable growth.
Training that moves into the field.
Engagements can combine workshops, leadership alignment, account-planning sessions, coaching, and field-ready tools. The emphasis is not theory for theory’s sake—it is better preparation, stronger customer conversations, and consistent follow-through.
Designed to support
- 01Sales and account-development workshops
- 02Key-account and territory planning
- 03Sales-leader coaching and team operating rhythm
- 04Role-play, facilitator guides, and participant tools
- 05Customer-specific modules and applications
Sales Growth AI
Put AI to work without taking people out of selling.
Practical ways to use AI for research, planning, analysis, coaching, and follow-through—while keeping judgment and customer relationships where they belong.
Use the tool. Keep the responsibility.
Sales Growth AI focuses on useful field applications: turning scattered information into a focused call plan, testing assumptions, improving discovery questions, finding White Space, and making the next action clear.
- 01Pre-call research and account summaries
- 02White Space and purchasing-pattern analysis
- 03Discovery questions and role-play practice
- 04Follow-up communication and next-step planning
- 05Territory prioritization and coaching support
About Mike
Experience shaped in the field—and built to be shared.
Mike Cockroft brings decades of automotive and heavy-duty aftermarket B2B sales experience to the work of developing sellers, leaders, and accounts.
A practical point of view.
Mike’s background spans sales management, national and regional responsibility, territory development, customer acquisition, and strategic account growth. He has worked with fleets, dealerships, distributors, key accounts, and customer-facing teams across the aftermarket.
Earn the Business brings those lessons into a clear philosophy: prepare well, create real value, and earn the next step. The goal is to turn field experience into methods and tools that salespeople can understand, teach, repeat, and use.
Areas of experience
- 01Automotive and heavy-duty aftermarket sales
- 02Emissions and aftertreatment products
- 03Distributor, dealer, fleet, and key-account growth
- 04Sales management, coaching, and team development
Contact
Start with the sales challenge in front of you.
Whether the need is account growth, stronger preparation, team development, or practical AI adoption, a useful conversation begins with the real situation.
Connect with Earn the Business.
Email [email protected] to start a conversation about sales growth, team development, or practical AI adoption.