Think Big. Win Bigger. is built on Process Driven Sales and the 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.
Think Big. Win Bigger.
Claim This Podcastby Dennis Sorenson
5.0(9 reviews)
14 episodes
Updated Daily
Accepts GuestsHas SponsorsLocation 🇺🇸
Podcast Overview
Think Big. Win Bigger. is built on Process Driven Sales and the 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.
Language
🇺🇲
Publishing Since
1/27/2026
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Recent Episodes
July 14, 2026
Ep 13 - The Point of Friction with Blaine Sibby (Part 1)
Is sales really about relationships, or is it just math in disguise? Host Dennis Sorenson sits down with Blaine Sibby, Chief Revenue Officer at Zenith Roofing, for part one of a two-part conversation on friction — the invisible force that stalls deals before they start. A former Marine Corps lieutenant, Blaine traces the concept back to MCDP Tac1, a Marine Corps warfighting publication, and applies it directly to sales: "friction is anything that makes the seemingly easy very difficult." What's really slowing your pipeline down? Blaine's answer: it's rarely the market. It's the self-imposed friction sellers create for themselves. The two dig into where friction actually hides — in weak qualification, in white space on a calendar, in comp plans that reward the wrong activity. Dennis introduces his "sales is just math" framework, and Blaine counters with his own CRM dilemma: how do you actually quantify relationship-building? They close on the deepest friction point of all — trust — with Blaine's take that "people do business with those that they like," but the real work starts once you have to earn something deeper. In This Episode: (00:00) Welcome guest Blaine Sibby (01:08) Where the concept of the point of friction comes from (05:49) Removing friction as an individual seller versus a sales leader (12:07) Sales is just math: pipeline coverage and relationships (18:25) Inspect what you expect: the power of quality activity (22:23) Maintaining initiative and earning trust in the sales process 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: Blaine Sibby LinkedIn — https://www.linkedin.com/in/blaine-sibby-mba-b5ba3935/ Dennis Sorenson: LinkedIn Cove Group Horizons West
June 30, 2026
Ep 12 - Making Strategy Real with Lee Paries
Are you still being seen as the vendor, or have you earned trusted partner status? Host Dennis Sorenson welcomes back longtime friend and business partner Lee Paries, co-founder of Horizons West, for part two of this strategy deep dive. Paries built his career scaling enterprise accounts at NCR and Teradata, pushing teams past quota into 10 to 20x territory. His core belief? Sellers cap their growth the moment a customer sees them as a vendor instead of a partner. "You always get capped a little bit," he warns, arguing ambition only happens once it's paired with disciplined planning and the courage to execute without shortcuts. What does it take to grow an account 10 to 20x? Dennis and Lee break down "high, wide, and deep" account mapping, the discipline of earning trusted-advisor status instead of vendor status, and why monopolizing top talent for a client pays off. They discuss prioritizing opportunities with an 80-15-5 effort split, proving value through customer references, and applying strategy across an entire territory, not just one account. The episode closes with the origin story of Horizons West and Lee's challenge: stop, find your moment of inflection, and execute. In This Episode: (00:00) Welcome back for Part II with Lee Paries (01:49) The 10 to 20x ambition mindset across industries (03:38) The high, wide, and deep account mapping strategy (08:07) Earning the right to expand beyond a single use case (14:00) Repositioning as a fifteen million dollar strategic partner (18:38) Applying strategy across an entire sales territory (21:13) The top third, middle third, bottom third prioritization method (22:41) Why Dennis and Lee built Horizons West (24:43) The system, method, and motion framework (27:18) The key takeaway for sellers and sales leaders 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: Lee Paries on LinkedIn: https://www.linkedin.com/in/leeparies/ Horizons West (co-founded by Lee Paries and Dennis Sorenson): https://horizonswest.com/ Dennis Sorenson: LinkedIn Cove Group Horizons West
June 16, 2026
Ep 11 - The Moment Selling Became Strategy with Lee Paries (Part 1)
"It's only your limitation if you impose it on yourself." — Lee Paries Dennis Sorenson, CEO of Cove Group and host of Think Big, Win Bigger, welcomes co-founder of Horizons West and longtime sales leader Lee Paries for Part 1 of a two-part conversation. Lee built his career from a $19,000-a-year first job in healthcare, earning early mentorship from sales leader Hugh McBride, who saw in him an intensity and drive to eliminate the competition entirely — not just win some of it. Lee went on to lead national sales teams, close a $350 million contract representing 50% company growth, and build multi-million dollar enterprise books at Teradata with accounts including eBay, PayPal, and T-Mobile. His conviction? "That doesn't mean that's your limitation. It's only your limitation if you impose it on yourself. This episode covers the full arc of strategic selling — from the dangers of transactional thinking to the discipline of narrowing your focus to win bigger. Dennis and Lee discuss how they moved their teams beyond chasing transactions toward building long-term enterprise relationships at accounts like Wells Fargo, MGM Casinos, and Visa. What does it take to shift from a 12-month sales mindset to a three-to-five-year strategic account plan? How did a two-word email subject line — "coffee" — generate an 85–90% executive meeting acceptance rate? And how did the Lunch VITO and Coffee VITO strategies evolve into the frameworks Lee and Dennis now deploy through Horizons West? All of that, and more, in this episode. In This Episode: (00:00) From hustle to strategy — Dennis introduces Lee Paries and their 28-year partnership (07:06) A $19,000 salary and a $350 million contract — Lee's early career and Hugh McBride's mentorship (12:22) Do more with less — redirecting teams from transactions to strategic opportunities (17:20) Removing self-imposed limits — how to help sellers think beyond their quota (22:23) The personal lesson — how narrowing focus at Teradata turned into a $35–50 million business (28:54) Building a business, not just making sales — the shift to a three-to-five-year strategic plan (34:01) The Lunch VITO, the Coffee VITO, and a meeting with the CIO of MGM Studios (40:31) No shortcuts — why preparation, planning, and practice are the price of the executive meeting 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: Lee Paries on LinkedIn: https://www.linkedin.com/in/leeparies/ Horizons West (co-founded by Lee Paries and Dennis Sorenson): https://horizonswest.com/
14 total episodes available
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- What is Think Big. Win Bigger.?
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This podcast updates daily.
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This podcast is available on 4 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
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