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:   / leeparies   Horizons West (co-founded by Lee Paries and Dennis Sorenson): https://horizonswest.com/ Dennis Sorenson: LinkedIn   / dennisdealsorenson   Cove Group https://www.linkedin.com/company/cove... Horizons West http://horizonswest.com