Time for another Sales Manager Spotlight. We're talking to successful sales managers across the country to find out how they lead, what challenges they face and their sales philosophies.
Today we're spotlighting Rich Burghraef, Sales Manager, Author, Speaker, Randolph Sterling, Inc. in Morrisville, NC. Randolph Sterling, Inc. is a sales solutions company with the main goal of assisting growth-oriented client and improving their overall sales and sales process. They do this by providing techniques for better management services, process development/improvement, inside sales, and peer advisory groups. In this episode, Rich covers everything from his assessment tools, sales process, occupation transitions, and how he generates leads.
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On today's spotlight…
01:33 - Rich’s background and his first book
03:06 - What is Randolph Sterling, Inc.?
05:17 - Rich’s assessment tools
06:21 - What does Rich look for when hiring?
07:16 - Rich’s sales process
09:00 - Where did Rich get his sales start?
11:19 - Going from salesperson to sales consultant
12:28 - How does Rich generate leads?
13:16 - Rich’s top lesson for his salespeople
15:23 - When does Rich uncover urgency?
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