In this episode of Capital Hacking, we had the pleasure of interviewing Mike Kenefic, an experienced sales professional in the roofing industry. Mike shared valuable insights into the world of sales, emphasizing the importance of communication, value creation, and relationship-building in sales. He discussed the traits of successful salespeople, the difference between inside and outside sales, and the sales process in his industry.
Mike highlighted the significance of likability, trustworthiness, and the desire to make money in sales. He also stressed the importance of providing value upfront, building relationships, and following up diligently with clients. Additionally, he shared his approach to compensating salespeople, focusing on leading indicators and long-term success.
Ultimate Shownotes:
[00:00:42] Introduction of Mike Kenefic and Discussion on Communication and Sales
[00:05:21] Discussion on Sales Techniques and Value Creation
[00:09:34] Traits of a Great Salesperson
[00:13:52] Importance of Follow-Up and Thank You Notes
[00:17:37] Difference Between Inside and Outside Sales
[00:22:47] Sales Process and Timeframes
[00:26:20] Creating Value in Sales
[00:29:44] Recruiting Salespeople and Compensation Structure
[00:33:19] Winning Over Business in Sales
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