I've spent 30 years doing the work.
I started in frontline sales at Flight Centre and finished nine years later as National Sales Leader for its corporate brands. I was named Top Business Development Manager in North America five times and globally twice.
Since then, I've worked on both sides of the table: building businesses and advising them. I co-founded Mason Horvath, a luxury travel company. At Comensoli Foods, I led the sales work that took a new gluten-free manufacturer to $3 million in its first 17 months and placed 13 products with major Canadian retailers.
At BDC, I worked with senior leaders of Canadian companies doing between $5 million and $100 million in sales. The work covered business development, customer acquisition and retention across manufacturing, food and beverage, and technology.
Today, I build sales playbooks and practical AI workflows for B2B sales teams. We look at how the team actually sells, document what works, and build a system that reps can use and managers can coach. I'm also a certified trainer and Senior Sales Consultant with the Professional Sales Academy.
I don't teach theory. I teach what I've done, what worked, and what I would do differently.
The work
Flight Centre
Started in frontline sales and worked my way up to National Sales Leader for all corporate brands.
Mason Horvath
Co-founded and served as President of a luxury travel company.
Comensoli Foods
Built retail and food-service sales for a new manufacturer, including major retailer listings and the hiring and training of brokers.
BDC
Advised senior business leaders on business development, acquisition and retention.
Claudia Mason Sales Consulting
I build sales playbooks, train sales teams and integrate AI into real sales workflows.
Companies that do the work, implement the systems, and train their people see results like these:
What I Believe About Sales
A system beats talent.
Your most talented rep will leave. A system stays. Build repeatable plays, clear stages, and consistent coaching. That's how you scale.
Sales teams don't need motivation. They need a map.
Motivational speeches fade in 90 days. A clear process doesn't. Show your team exactly how to win, and they will.
AI is a tool. Execution is everything.
ChatGPT won't close your deals. But a system that uses AI to free your team from admin work so they can sell. That will.
Coaching wins. Telling doesn't.
You can't grow people by telling them what to do. You grow them by asking the right questions, watching them execute, and reinforcing what works.
Credentials & Recognition
- Certified through Professional Sales Academy
- BDC Sales Impact Program Leadership
- Flight Centre Dealer Network Management and Scaling
- Host, AI at the Table Podcast (Sales + AI)
- Speaker at sales conferences and team summits across North America
- Trained 500+ sales professionals in direct and channel sales
Ready to Build Your System?
Let's talk about your challenges. Your pipeline. Your team. In 30 minutes, we'll have a clear recommendation for how to move forward.
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