Salesology?

In this episode of Salesology?: Conversations with Sales Leaders, I had the pleasure of speaking with Tony Stillinger, MBA, SE Regional Sales Manager for Engineered Seal Products. Tony’s journey from production and quality at Southern Rubber to leading sales at ESP is a powerful story of persistence and growth. Here are some key take aways: 1) Starting at Southern Rubber, Tony gained valuable product knowledge before transitioning into sales, despite being an introvert. By focusing on listening and solving problems, he found success. 2) Cold calling has been key to growing ESP’s presence in the Southeast, and Tony views the current rarity of cold calls as an advantage for reaching decision-makers. 3) Building a sales team from scratch has taught Tony the importance of coaching, patience, and persistence. Even a 30-40% success rate is considered good in sales! 4) When hiring, Tony looks for candidates with a "hunter mentality" and a strong technical understanding of the industry, emphasizing the long-term nature of sales. 5) A valuable hiring lesson: personal hobbies can reveal a lot about a candidate’s fit for the role. 6) Tony believes in supporting his team’s growth and being tough when necessary for the company’s success. Tony’s story is a reminder that success in sales and leadership is about relationships, adaptability, and perseverance. ??https://bit.ly/422omhJ?#SalesLeadership #ColdCalling #TeamBuilding #BusinessGrowth

In this episode of Salesology?: Conversations with Sales Leaders, I had the pleasure of speaking with Zach Kosturos, President of , Prime Locations, Inc. & Upsyde Ventures. As a real estate entrepreneur Zach has made a remarkable transition from baseball to business ownership and investing. His journey is an inspiring story of perseverance and adaptability. His interest in investing was sparked by reading about Warren Buffett, which led him to dive deep into value investing. Zach entered the real estate world in 2008 during the economic downturn, taking a risk by pursuing a commission-only career as a commercial real estate broker. Over time, he bought out partners to grow Prime Locations, and later launched Upside Ventures, a real estate private equity firm. Under Zach's leadership, Prime Locations has grown five times its revenue, and Upside Ventures currently owns $75 million worth of commercial property. He credits much of his success to ownership, as it gives him a unique perspective that allows him to better understand both investors and clients. In his advice to aspiring entrepreneurs, Zach emphasizes the importance of working within your circle of competence, believing in yourself, and having the courage to take risks. He also stresses the importance of preparation and practice, drawing on his baseball experience to illustrate that success in business, like in sports, requires hard work and a commitment to growth. Zach sees salesmanship as more than just closing deals – it’s about building relationships and being a trusted advisor to clients. He trains his team with a similar focus on mentorship, recognizing that successful brokers often have mentors guiding them. One of the ways Zach’s team adds value is through direct mail campaigns, which have generated impressive results, including one campaign that brought in $400,000 in commissions from an $8,000 investment. His approach to direct mail is unique, using high-quality newsletters filled with exclusive, useful information to stand out in a cluttered marketing space and position his team as trusted advisors. Tune in to hear more about Zach’s insights into business, real estate, and salesmanship! ?? https://bit.ly/4bVGQou #Salesology #RealEstate #Entrepreneurship #BusinessGrowth #Mentorship #DirectMail #Investing

In this episode of Salesology?: Conversations with Sales Leaders, I had the pleasure of speaking with Cole Strauss, MBA Strauss, the new National Sales Manager for Igus, Inc.! Cole recently took on this exciting role, bringing with him a wealth of experience. During our conversation, Cole shared insights into Igus’s mission of being “the easiest company to deal with,” which revolves around providing responsive, reliable support and acting as trusted advisors—not just salespeople. Some key takeaways from our discussion: ? Sales Philosophy: Selling on value over price, focusing on long-term savings and return on investment through product durability. ? Team Management: Attitude over experience when hiring—fostering a culture of teamwork, communication, and ownership. ? Challenges in Sales Leadership: Balancing a large sales team, troubleshooting efficiently, and finding solutions without panic. ? Work-Life Balance: The constant challenge of “turning off” the problem-solving mindset—even at home! Check out the full conversation for more insights! ??https://apple.co/4iCc4Df? #SalesLeadership #StrategicPartnerships #SalesManagement #BusinessGrowth #ValueBasedSelling #Teamwork #Leadership

In this episode of Salesology?: Conversations with Sales Leaders, I had the pleasure of speaking with Jeff Peterson, a seasoned Sales Manager at Liberty Diversified. Jeff shared his incredible journey from having a journalism degree to finding his way into sales – a transition that, at first, felt uncertain but ultimately became the foundation for a successful 15-year career. Jeff shared his thoughts on the importance of continuous learning and mentorship in sales. The support from his mentor ignited a passion for sales and helped shape his management philosophy. We also discussed the challenges of prospecting, building a team from scratch, and the vital importance of training. Jeff’s approach to managing his team focuses on adaptability, growth, and ensuring that every member is motivated to improve their skills. Tune into this episode for invaluable insights on leadership, sales strategy, and how to stay motivated and adaptable in a constantly evolving industry. Listen to the full episode! ??https://bit.ly/3F079hb??#SalesLeadership #SalesStrategy #SalesManagement #SalesTraining #Prospecting #SalesGrowth #Leadership

In this episode of Salesology?: Conversations with Sales Leaders, I had the pleasure of speaking with Trent Halasek, Sales Manager at Akers Packaging Service Group. In this insightful episode we dive deep into the key strategies and philosophies that drive successful sales teams and talent development. We discuss how continuous education and training are vital for honing sales skills, emphasizing that sales abilities like lead generation, cold calling, and communication are all learnable and improve over time. The importance of hiring individuals with a growth mindset and high energy is highlighted—passion and a willingness to learn often outweigh years of experience. We also talk about the hands-on approach to coaching new salespeople, helping them build confidence by aligning their strengths with the company’s core values and business goals. Protecting your company’s business model is another crucial theme, stressing the need to stay focused on your core products and value proposition, even when tempted to diversify. We dive into the significance of strategic decision-making at the leadership level, ensuring decisions are made based on the company’s strengths rather than individual requests. Lastly, we touch on how to address customer needs through a tailored, needs-based sales approach, while maintaining a focus on speed and reliability—especially when serving smaller to mid-sized businesses. This episode is packed with actionable advice for anyone in sales leadership, sales development, or talent acquisition! Whether you're a seasoned pro or just starting out, there's something here for you. Listen now to learn how to align your sales team with success and drive results that matter! ?? https://apple.co/4hNdr1W #SalesLeadership #SalesStrategy #SalesTraining #BusinessModel #SalesTips #Leadership #SalesSuccess

In this episode of Salesology?: Conversations with Sales Leaders, I had the pleasure of speaking with Mitch Lewandowski, Founder of Cymbionic. Mitch discusses the concept of Healthy Organizations and shares insights on how Healthy organizations thrive on collaboration and shared beliefs, prioritizing collective growth over individual gain. Engaging teams in vision creation is crucial; when team members feel involved, their commitment strengthens. Mitch emphasizes the importance of coachability and a client-centered approach, fostering an environment where mistakes are viewed as learning opportunities. By encouraging community engagement and raising our antennae to client needs, we can build stronger relationships and drive collective success. Listen to the full episode here: ??https://apple.co/41aTRqJ #Leadership #Teamwork #OrganizationalHealth

In this episode of Salesology?: Conversations with Sales Leaders, Todd Bermont, VP of Sales for Solarcraft,?shares insights and key lessons he learned along the way in his career. 1. Hire the Right People - Building a strong team is the foundation of success. If it’s not working, cut your losses quickly. 2. Leverage Big Opportunities - Focus on decision-makers buying in bulk—same effort, bigger rewards. 3. Grow Within Existing Accounts - It’s easier to sell more to current customers than constantly chasing new ones. 4. Custom Compensation Plans - Tailored plans that align with individual motivators drive performance. 5. The Mental Game of Sales - Believing in what you sell is crucial for success. Listen to the full episode: ?? https://bit.ly/4axphdE? #SalesSuccess #Leadership #SalesStrategy #Teamwork #SalesGrowth #BusinessDevelopment

In this episode of Salesology?: Conversations with Sales Leaders, Brian Feenie, President of Shift Logic LLC, shares his journey. After 30 years in sales leadership and product management, I took a leap of faith and launched Shift Logic - a business aimed at serving the HVAC community with cutting-edge technology and software. Brian shares insights on asking for help, embracing change, sales leadership, the power of LinkedIn and lessons learned. Listen here for the full episode! ?? https://bit.ly/4gUp1rQ? #Entrepreneurship #Leadership #SalesLeadership #Networking #LinkedInCommunity #GrowthMindset #AskForHelp ?

In this episode of Salesology?: Conversations with Sales Leaders, Tina Pappas, President of NAI Puget Sound Properties, shares her inspiring journey in commercial real estate. From founding Egis to leading diverse teams and overcoming challenges in a traditionally male-dominated industry, Tina reflects on how every experience has shaped her path to success. At NAI Puget Sound, we thrive on a culture of collaboration, mentorship, and support. Our success is driven by the talented brokers on our team, and Tina is passionate about continuing to empower others—especially women— in real estate. Listen to Tina's powerful story now! ??https://bit.ly/422ihmV?#Leadership #RealEstate #WomenInRealEstate #NAIPugetSound #Mentorship #Collaboration? ?

In this episode of Salesology?: Conversations with Sales Leaders, Sales Leadership Expert, Richard Cogswell, shares insights and tips on what he has learned regarding great sales leadership. Great salespeople don’t automatically make great sales leaders – leadership is a skill that must be learned. Sales leadership requires strategic thinking, clear communication, and continuous investment in your development. Training and buy-in from your team early on are key to building a cohesive, high-performing sales environment. Leadership is learned, not just earned, and it’s essential to nurture both ambition and culture to drive long-term success. So, whether you’re a new sales leader or a seasoned one, never forget that leadership is learned. The investment you make in your growth will pay dividends – not only for you but for your team and your business. Click the link in the comments and listen to this very informative episode. #SalesLeadership #Culture #Teamwork #Growth #LeadershipDevelopment Click here and listen to the full episode now! ??https://bit.ly/4fzcSac