Andy Gole

TEC Canada Speaker | Owner – Bombadil LLC | Vistage Speaker

Andy Gole, M.B.A., developed the Urgency Based Selling® System to address business development challenges he faced during thousands of sales calls. As the founder of Bombadil LLC, he has helped companies across diverse industries boost sales by 10-20%. With over 25 years of experience in sales consulting and training, Andy has taught sales theory at Fairleigh Dickinson University and written three books, including *Innovate Now*, which outlines his selling system. He has also designed and conducted over 90 boot camps for business owners looking to sell, teaching more than 300 ownership groups.

Ridgely Goldsborough

TEC Canada Speaker | Owner – Bombadil LLC | Vistage Speaker

Andy Gole, M.B.A., developed the Urgency Based Selling® System to address business development challenges he faced during thousands of sales calls. As the founder of Bombadil LLC, he has helped companies across diverse industries boost sales by 10-20%. With over 25 years of experience in sales consulting and training, Andy has taught sales theory at Fairleigh Dickinson University and written three books, including *Innovate Now*, which outlines his selling system. He has also designed and conducted over 90 boot camps for business owners looking to sell, teaching more than 300 ownership groups.

Andy’s Topics

In this interactive presentation, Andy Gole introduces his Urgency Based Selling® System to Vistage members, emphasizing the importance of bold vision and behavior in creating profitable business relationships and preparing organizations for both opportunities and unforeseen events. The program, available in a 30-60 minute “burst” version, includes recent selling insights and exercises for members to apply directly to their businesses. Key topics include presenting a bold vision, overcoming the Three Fatal Flaws in the selling process, building urgency, and differentiating business and social values. Andy uses case histories from Vistage clients to illustrate his points, making the seminar uniquely relevant and practical.

In this interactive presentation, Andy Gole demonstrates to Vistage members how failing to address prospects’ risk aversion can undermine business development, often reducing sales to mere pricing exercises. He introduces his Urgency Based Selling® System, explaining the impact of skepticism on risk aversion and how to overcome the 3 Fatal Flaws of selling. Key topics include understanding risk, using a consultative sale to address moral hazard, balancing sales presentations, and tailoring approaches to different decision-makers, including C-suite executives. Andy uses case histories, many from Vistage clients, to illustrate his points, providing practical tools like a 4-step sequence to reduce perceived risk.

CEOs, presidents, and business owners often struggle with sales performance despite creating a strong company culture. The key question is: Are they properly supporting their sales teams? Selling involves challenges like uncertainty, rejection, and tough emotional contexts, requiring entrepreneurial skills. Leaders focus on corporate culture but often neglect the crucial aspect of a supportive selling culture, which leads to unsatisfactory sales results.

In a provocative and interactive presentation, Andy Gole addresses critical sales challenges such as lack of urgency, self-inflicted wounds by salespeople, and struggles with finding good salespeople. He discusses issues like the Fatal Flaws in the Selling Process, overcoming skepticism, the truth about relationship selling, and how to tap into prospect urgency. Key topics include how to get buyer commitment, the importance of a do-or-die attitude, and the value paradigm shift needed for effective selling. Gole combines practical insights from his 28 years of experience with theoretical knowledge from teaching sales theory for 8 years at FDU.

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