Podcast 13: Steve Gadsby–From Start-Up to Sold!

Steve Gadsby is a “unicorn” in the trades.  He founded a company, evolved from a technician to business person, built a strong culture, and then sold his company.  His opinions are provocative, sometimes challenging, but certainly rooted in hard-won experiences.  This is a terrific podcast and I hope you enjoy it.  My thanks to SteveContinue reading “Podcast 13: Steve Gadsby–From Start-Up to Sold!”

Podcast #10: Felicia Simmons is one of the best Territory Managers in her company (and probably the country).

For this week’s podcast I interviewed Felicia Simmons.  Felicia is a Territory Manager and a recent recipient of her company’s “Top 10” award–an award given to the top 10% of salespeople nationwide.  In other words, she’s very, very good at her job.  In this podcast we talk about empathy, new business, and the best practicesContinue reading “Podcast #10: Felicia Simmons is one of the best Territory Managers in her company (and probably the country).”

Selling is Storytelling

“Storytelling reveals meaning without committing the error of defining it.” — Hannah Arendt The first 30 seconds of Star Wars Episode IV.  The first ten minutes of Raiders of the Lost Ark.  The music in Jaws.  Unforgettable ways to tell incredible stories (which may be both dating myself as well as admitting that I’m aContinue reading “Selling is Storytelling”

Editorial Update/Correction: E-Commerce for contractors is happening right now. My interview with Justin Riley.

CORRECTION: My original blog post had an incorrect URL for Mr. Riley’s e-commerce website.  I have included the correct address here: http://www.diycomfortdepot.com Thank you and apologies to Mr. Riley. I’m very excited to share this interview with you.  The guest is Justin Riley.  Justin is at the forefront of contractor-driven e-commerce sales.  In the podcastContinue reading “Editorial Update/Correction: E-Commerce for contractors is happening right now. My interview with Justin Riley.”

Empathy, Listening, and the Small Business Roller Coaster.

Very few B2B professionals that I’ve worked with have owned a business.  It matters in that this inexperience may truncate an understanding of the volatility inherent in small business.  As Phil Knight wrote, “For an entrepreneur every day is a crisis.”  That’s an important thing to keep in mind.  It should change the way youContinue reading “Empathy, Listening, and the Small Business Roller Coaster.”

In-N-Out Burger Beats Google (and nearly everyone else)

The apotheosis of burger meals.  The double double with fries and a medium drink.  Costs you about seven bucks.  Simple ingredients, simple philosophy: Great food + great people = Great results (total sales in 2016 estimated between 640mm and 700mm).  This year In-n-Out Burger was rated the 4th best place to work in 2018.  OnlyContinue reading “In-N-Out Burger Beats Google (and nearly everyone else)”

Podcast #8: Pat Minegar, The Obi Wan Kenobi of the HVAC industry.

Pat Minegar is the owner of A-1 Heating in Boise, Idaho.  Pat is a thoughtful and wise business owner.  In this podcast Pat shares his experience developing high-performing teams, leadership, and mentoring sales managers.  It’s a great interview and I hope you enjoy it!