“I was the typical sales guy. Yeah, I’ll just go get it. I know everything. And I was successful, but I would have been deadly had I had this operational framework.” – John Giese
Dennis Sorenson, CEO of Cove Group and host of Think Big, Win Bigger, sits down with serial entrepreneur and business partner John Giese in this first part of a two-part Ambition series. John has built and led multiple businesses as CEO from the ground up, served on several boards, and co-founded Horizons West alongside Dennis. His perspective is forged through decades of real enterprise sales and leadership—not theory. John’s core conviction? Ambition without structure is potential left on the table. “I was the typical sales guy,” he says. “I was successful, but I would have been deadly had I had this operational framework.”
What happens when an $8.5 million company decides to pursue a $900 million contract—and wins half of it in 24 months? That’s where this conversation starts. John and Dennis break down why most companies operate off of hope instead of opportunity, why the companies John advises can’t see what’s possible in front of them, and how slowing down—really slowing down—is exactly what unlocks bigger outcomes. From guerrilla-warfare CEO instincts to the discipline of trusting the process, this is what ambition looks like when it has a plan behind it.
In This Episode:
- (00:00) John Giese and the ambition series
- (03:50) John’s consulting world in 2023 and the one problem every client shared
- (08:17) How companies fail to see the opportunity sitting right in front of them
- (15:32) The $900 million pursuit and the 24 months that changed everything
- (20:27) Why slowing down is the competitive advantage most sellers never develop
- (25:47) Why seeing the bigger picture gives you patience in any deal
- Share with a sales leader or seller who’s ready to build something that lasts. Subscribe to hear all future episodes!
About the Show
Think Big. Win Bigger is hosted by Dennis Sorenson, CEO of Cove Group, a strategic partner for companies seeking to optimize sales performance and achieve sustainable growth. With deep expertise in enterprise sales and fractional CRO leadership, Dennis specializes in addressing challenges at the point of friction—where inefficiencies, misalignment, or resistance occur within the sales process.
The podcast is built on Process-Driven Sales and the three pillars of Ambition, Strategy, and Execution. Each episode breaks down the systems and operating rhythms that drive predictable performance, giving leaders and sellers practical insights they can use immediately. This is for professionals who are ready to stop improvising, start operating with intention, and build repeatable success over time.
Resources:
John Giese LinkedIn: https://www.linkedin.com/in/john-giese/
Dennis Sorenson: LinkedIn
