Whether you lead a sales organization, manage an HR function, or develop talent at the leadership level — Strategic Dynamics has a solution built for your challenge.
“The sales rep who should be closing. The team that should be clicking. The new hire that should be performing. The leader who should be developing their people. Every organization has a gap. Most just haven’t found a firm that knows how to close it.”
We combine Buyer-Centered Selling®, a methodology we created, with Everything DiSC® behavioral science and PXT Select® hiring assessments — giving organizations a complete system to win more, lead better, and hire smarter.
Most training firms teach one thing. We integrate multiple disciplines rarely combined — a buyer-centered sales methodology we created, DiSC® behavioral science, and data-driven hiring assessments — inside a single engagement model. The result is not a workshop. It is a complete operating system for sales execution, team performance, and talent selection.
It is rarely just one thing. It is a pattern — missed forecasts, high turnover, teams not aligning, buying committees that stall, and new hires who looked great on paper. We diagnose the root cause and close the gap.
Have you ever asked yourself any of the following questions?
For over 40 years, the sales training industry focused on one question: how do we help sellers sell more effectively? We asked a different question: how do we help buyers make confident business decisions? That shift changes everything.
For decades, sales training focused on improving seller performance. Win rates still hover between 20–40%. Why? Because the problem was never the seller’s skills. It was that no one was helping buyers navigate their internal environment and make a confident decision. Buyer-Centered Selling® begins with a different question: how do we help buyers decide?
It includes the frameworks, worksheets, performance support tools, and management system that sellers and managers need to guide complex buying decisions from first conversation through implementation.
Two of your best people clash constantly. Meetings go sideways. A high performer quietly disengages. Sales reps pitch the same way to every buyer regardless of who is in the room. Poor communication doesn’t just cost you deals — it costs you people. Everything DiSC® gives your team a shared behavioral language that changes how they work together and how they show up in front of buyers and leaders.
They crushed the interview. Strong resume, great references, checked every box. Six months later you’re managing a performance issue you didn’t see coming. Resumes show history. Interviews show presentation. Neither reveals the three things that actually predict on-the-job performance: cognitive ability, behavioral traits, and job fit.
Healthcare sales is a different discipline. It requires understanding clinical workflows, supply chain dynamics, value analysis processes, and board-level financial decision-making. Buying committees in hospital systems include supply chain, clinical champions, CFOs, CMOs, and board members — all with different agendas and risk tolerances. Very few training firms operate at this depth. Strategic Dynamics does — because our team has lived it.
Every engagement starts with a conversation, not a proposal. We take the time to understand your organization, your buyers, and your specific gaps before recommending a single solution. Then we build something that fits — and we stay accountable until it works.
Quality guarantee: if the work is not delivering measurable results, we are not finished.
We have trained professionals across a wide range of industries. Every program is customized to reflect the specific buyer dynamics, decision cycles, and competitive pressures of your market.
Our leadership team and associates bring decades of frontline experience across B2B sales, behavioral science, healthcare operations, and talent development. Every client engagement is led — not handed off.
Heather Williams is a seasoned sales consultant and leadership expert with over 18 years of experience helping organizations improve leadership, strengthen team performance, and drive measurable sales success. Since joining Strategic Dynamics in 2009 and assuming full ownership in 2019, she has partnered with clients across semiconductors, medical devices, medical capital equipment, construction, financial services, hospitality, higher education, government, agriculture, pharmaceuticals, franchises, and business services.
A sought-after facilitator, Heather delivers workshops based on The Seller’s Challenge and Buyer Centered Selling, covering buyer-centered conversations, cross-selling, price objections, and selling to multiple stakeholders and buying committees.
Tom Williams founded Strategic Dynamics in 1999 and brings more than 35 years of experience in sales, marketing, and operations with medical device manufacturers and medical service organizations. He co-authored Buyer Centered Selling and The Seller’s Challenge — the frameworks at the foundation of the Buyer-Centered Selling® operating system.
His career spans senior management roles with organizations now operating as Apria Healthcare, Vyiare, and Kindred Healthcare, along with founding and selling a successful medical services business.
Jim Dover brings a 37-year background in the development and operation of healthcare facilities, including experience as a hospital CEO for both for-profit and not-for-profit facilities. He works with Strategic Dynamics on the Selling Within Hospitals™: Business Acumen program, bringing inside knowledge of how hospital systems make financial, operational, and supply decisions.
José Portuondo has over 30 years of experience working with clients in the United States, Europe, and Latin America, focused on marketing and strategy development, business process redesign, sales force management, and organizational effectiveness across medical equipment, hospitals, pharmaceutical, and hi-tech sectors.
Previous roles include Vice President of Strategy at Glasrock Home Health Care, Engagement Manager at McKinsey & Company, interim CFO for a Tertiary Care Children’s Hospital, and Director at Arthur D. Little.
Schedule a strategy call. We’ll talk about your team, your goals, and whether we’re the right fit.
Schedule a Strategy Call(602) 920-8093 · info@strategicdynamicsfirm.com · Phoenix, Arizona
