The companies that are succeeding today are the ones that are looking at themselves from their customers’ perspective. How do your customers see your business? Do they understand your products and services? How do they want to buy from you? Whether you have been in business for five years or 100, your customers’ perspective will always play a pivotal role in the success (or failure) of your business. So, are you listening to their valuable feedback?
No matter how old your business is, you must constantly change and adapt to what your customers are telling you. That’s the subject of my latest Sales Talk for CEOs podcast, where Erik Frank - CEO and President of Tristate Amature and Electrical Works - shares the details on the major overhauls that are happening in his 101-year-old business. Erik is completely rebuilding his marketing and sales strategy from the ground up – all based on what they are learning from their customers.
Erik’s strategy includes gathering extra insight into the customer experience through conversations with customers, a newly launched customer survey, and continued customer outreach. The strategy also involves changing up the sales team, including better training for customer service representatives, hiring more sales staff, and finding that crucial new hire for VP of sales.
This episode is a must-listen if you feel that your sales strategy isn’t quite hitting the mark with your customers. Whether you’re just starting your business or have been at it for decades, there is ALWAYS room to make your marketing and sales more customer-centric.
Highlights
3:10 Bringing sales experience into the role of CEO
8:35 Customer-focused rebranding
11:25 Why train your customer service team in sales
15:18 Using customer surveys to gather data
17:31 The importance of sales leadership
21:00 The CEO’s role in sales: selling the vision of the company
23:00 Growing your sales team to accommodate customers’ needs in the future
Quote
“Today, the companies that are succeeding are looking at themselves from their customer’s perspective and the way their customer wants to buy from them versus the way they have been selling to them for sometimes 30 or 100 years.”
Connect with Erik Frank in the links below:
Website: https://tristatearmature.com/
LinkedIn: https://www.linkedin.com/in/ebfrank/
You can learn more about and connect with Alice Heiman in the links below:
Website: https://AliceHeiman.com
LinkedIn: https://www.linkedin.com/in/aliceheiman/
From Sales Rep to CEO: Navigating the Journey to Funded Startup
Leading with Empathy: How Cory Munchbach’s Journey from Analyst to CEO Shapes her Leadership Today
How CEOs Can Harness the Power of Revenue Operations: Insights from Eddie Reynolds
From Law to Leadership: Clate Mask’s Journey to CEO of Keap
From NASA to CEO: Lessons in Leadership, Storytelling and Curiosity
Adapt, Innovate, Scale: Key Strategies from Recapped's Sales Success Story
The Power of Exceptional Experience
Scaling to $22 Million ARR: Sales Insights from Retention.com's CEO
CEOs on Social Media: A Direct Correlation to Increased Revenue
From Sustainability Advocate to Tech Entrepreneur: Malin Schmidt's Journey to the Top
Unlocking the Power of Authentic Influence in Leadership with Matthew Brown
The Transformative Power of Appreciation
Innovating from the Top: How a Former CMO Revitalized a Company as CEO
From Reluctant Entrepreneur to Successful CEO with Justin Rende
The Importance of Sales Leadership in a Changing Economy with Gretchen Gordon
Relationships Over Sales Pitches with Eduardo Coll
Using My Time: Drink Your Coffee While it's Hot!
From the White House to Wonderhell: Laura Gassner Otting's Journey of Resilient Leadership
Bootstrapping to $20 Million ARR in Just 5 Years with Guillaume Moubeche
Turning Startup Challenges into Triumphs: William Gilchrist's CEO Journey
Create your
podcast in
minutes
It is Free
The Commercial Edge: Unleash the Power of People
The emPOWERed Half Hour
Organic Marketing Simplified: Master podcast marketing, fuel podcast growth, and make money podcasting!
THE GO BIZ GUY
The Sigma Femme Podcast
The Prof G Pod with Scott Galloway
The Tim Ferriss Show