Revenue leader · Go-to-market strategist
I build sales teams that work.
Go-to-market strategy, sales teams built from nothing, and broken teams put right. Twenty years, from startups to Fortune 500.
- 20+ years in sales
- Founder, Imoye Academy
- 2025 commencement speaker
Three companies, one pattern.
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Oracle
Build and repair
105% of quota, quarter after quarter.
I lead the cloud sales team for Retail and Hospitality, with a $30M consumption quota and $10M in product revenue. The team more than doubled and kept delivering.
Recent wins: a $60M-a-year renewal, 10% larger than the five-year contract before it, and a $26.8M healthcare deal, both in fiscal 2027.
-
ProServ
Start
$0 to $100K+ a month in recurring revenue in 13 months.
I started a managed services business from nothing and ran all of it: sales, marketing, engineering and finance, 25 people in total.
-
Vicom
Build
From 2 reps to a division earning $8M in profit.
I grew the sales team from 2 reps to 8, and built the prospecting engine and the partner channel with Pure Storage, VMware and EMC.
How I sell
I run MEDDPICC. Then I run T.I.M.
MEDDPICC gives a deal its structure. T.I.M is my own method, built from twenty years of selling, and it is how I work every stage. The stage names are public. How I run them is the part I teach in person.
MEDDPICC
- MMetrics
- EEconomic buyer
- DDecision criteria
- DDecision process
- PPaper process
- IIdentify pain
- CChampion
- CCompetition
T.I.M, my method
- 1Attune
- 2Probe
- 3Target
- 4Translate
- 5Commit
Books I have written.
- Published 2011Get it on Amazon
The Effect of Offshoring on the Information Technology Sector
Is it really affecting us?
- Published 2026Get it on Amazon
The Invisible Path: Learning in Silence
From Expert Execution to Executive Stewardship. Written with my ITSMF Executive Academy cohort.
- Coming 2027Get notified
The Thinking Seller
My next book. Tell me where to send the news when it is ready.
Mo's ability to coach and mentor each person on our team, tailoring his approach to our unique strengths, created an atmosphere of trust and growth.
Renee Fulco, Senior Manager, Sales Development. Reported to Mo at Oracle.
Mo has made an incredible impact on both my career at Oracle and my everyday life. Alex Hughes, SDR Manager, SLED, Rubrik
He treats those who work for him with compassion and respect to the highest degree. Cory Bittel, Oracle Cloud and Platform Sales
Where I have done it.
- Retail
- Hospitality
- Manufacturing
- Telecommunications
- Media
- Healthcare
- Higher education
- Oil and gas
Startups, small and mid-sized businesses, and Fortune 500 companies. The industry changes. What it takes to build a sales team that performs does not.
I teach it, too.
Imoye Academy is my passion project and my way of giving back to the continent that helped make me. I founded it, a team runs it day to day, and I guest lecture to kick off new cohorts, training African professionals to sell in Nigeria, with Rwanda launching in February 2027. 20 of 40 students I trained were working in sales roles three months after graduating. In May 2025 I gave the commencement address at my alma mater.
Featured
Featured in the premiere edition of Global Entrepreneurs Review. Read the feature
Hiring a revenue leader? Let’s talk.
Tell me where revenue is stuck. I will tell you what I would do first.