Rilla’s Post

Back to the top 20 books that have had a big impact on me. Tied at #11 The Challenger Sale and Jack Daly ‘s Hyper Sales Growth. At Leed’s (now PCNA) we grew from $115M to $400M in five years. Product development, marketing and innovation in production and decorating played a part for sure, but what we really leaned into was a much more strategic “challenger” sales approach. These books shaped the strategy I created and implemented during our hyper sales growth years. Both of these books have been incredibly influential in how I’ve approached creating value as a sales person and how I’ve built sales teams as a manager. Both of these books are as relevant today as when I first read them and applied my learnings.

How Practice Can Increase Sales and Commissions by 33% - Dave Kurlan https://lnkd.in/du6A48Aw #salesoutsourcingagency #salesoutsourcingcompanies #salesoutsourcing #outsourcesales #salesoutsource #softwaresales #saassales #robotsales #businessdevelopment #salesagency #salesconsultancy #appointmentsetting #vparagon #leadgeneration #b2bleadgeneration #marketresearch

😩Tired of the Monday BLUES? 😩 What if you could leverage your BD/Sales & Leadership experience to live the dream...OWNERSHIP? Now is a great time to reflect on your future. Is your career taking you where you really want to be? Are you being rewarded appropriately for all your effort and contributions to the success of the organization? Imaging using your hard-earned insights and skills to help local SMBs overcome their business challenges and grow. Do it on your terms running your own business while freeing yourself to spend more time with the people you love. Here’s what owning a Sales Geek franchise offers YOU... ✔ Franchise Ownership: Build a valuable asset with an exclusive territory. ✔ Comprehensive Support: Onboarding, marketing help, proven strategies, and minimal admin. ✔ Geek Community: No competition—just collaboration and shared success. ✔ Scalable Model: Ramp up revenue fast and transition to working on your business. ✔ Proven Success: 7+ years helping hundreds of clients grow. ✔ Sales Geek is on a roll globally! ✉️Contact me by email at: karl@salesgeekcsg.com 📞Or set up a call via my calendar (https://lnkd.in/et5pZEc4) #salesgeek #sales

The Sam Tell Companies, a FEDA distributor member based in New York, has expanded its national sales team with the additions of industry veterans PJ Patton and Michael Scheiman as director and managing director of its newly established Northern California office. With more than 50 years of combined industry experience, Patton and Scheiman will spearhead Sam Tell’s sales expansion, focusing on driving growth in the Northern California market while also enhancing the company’s national and global reach. With offices across the U.S. including New York, Philadelphia, Sarasota, and San Francisco, the 60-year-old company is poised for continued expansion, with these strategic hires expected to play a key role in driving future growth. “We are thrilled to welcome PJ and Michael to Sam Tell, both of whom bring unmatched industry expertise and a proven track record in driving growth,” Chief Commercial Officer Heather Kogan said. “Their leadership will be pivotal as we continue to expand into new markets and elevate the value we provide to our customers.” Patton brings a wealth of experience in design, construction and operations to the dealer, having worked across both the hospitality and residential sectors. A former vice president of construction for a national distributor, Patton will focus on driving Sam Tell’s growth into new markets by leveraging her ability to build strong teams, streamline operations and deliver exceptional results for clients across the region, the company said. Scheiman comes from a rich culinary background, having spent 15 years as a chef in Michelin star establishments before transitioning to the design/build sector. As vice president of business development and design at a leading national distributor, Scheiman helped expand operations significantly. He will now lead Sam Tell’s efforts to further strengthen its presence in the design/build market and expand its robust practice. https://ow.ly/kjGc50UEjon

The Texaco Takeover Drama - Lessons in Sales Strategy for CEOs. In the world of business, sometimes even the giants fall prey to unexpected challenges. Imagine this: Texaco, once a giant in the oil industry, faced a daunting problem back in 1984. They set their eyes on Getty Oil, but what seemed like a strategic move turned into a legal nightmare. Texaco's attempt to acquire Getty Oil triggered a three-year legal drama that resulted in them owing billions to their rival, Pennzoil. It was a classic case of a well-intentioned plan gone awry. Now, let's dive into the juicy details. Getty Oil and Pennzoil had plans to merge, but Texaco disrupted the deal with a larger offer, leaving Pennzoil with empty hands. The legal battle that ensued was not just about business; it was a clash of titans filled with intrigue and duplicity, making it reminiscent of the Machiavellian tactics of the Medicis. The interesting fact? Texaco's move forced them into Chapter 11 bankruptcy protection, a dire situation that held lessons for CEOs facing their own struggles. So, how did Texaco eventually escape this predicament? After a long and tumultuous legal battle, they found a solution. Texaco emerged from bankruptcy in December 1987, reaching a settlement of $3 billion with Pennzoil. This resolution teaches us an invaluable lesson in the world of sales: adaptability and resilience are crucial. Just like Texaco, businesses must be agile, willing to navigate challenges, and find creative solutions to emerge stronger. In the realm of sales, unpredictability is a constant. A robust sales strategy, leadership, and a well-defined sales system are essential components to weather storms and come out on top. Texaco's story serves as a reminder for CEOs to reassess and adapt their sales approach, ensuring they have the tools to navigate complex negotiations and unforeseen conflicts. My Big Takeaway: Reflecting on Texaco's turbulent journey, the big takeaway for CEOs is crystal clear. Whether it's a sales system, a sales strategy, or strong sales leadership, having a well-defined approach is the linchpin for sustained growth, profitability, and the ability to positively impact lives. A structured sales system ensures that even in the face of unexpected challenges, businesses can pivot, adapt, and continue to thrive. Join the www.CEOSalesHuddle.com for sales growth and business strategies. Stay Hungry. Stay Humble. Che Brown www.CEOSalesHuddle.com Connect with me: @IamCheBrown #CEOSalesHuddle #CEOSalesDashboard #CEOMasteryNetwork

From Small Store to Sales Giant - The Lowe's Story. Imagine starting a small business with just a handful of items to sell. That's exactly what happened when L.S. Lowe opened his little hardware store in North Carolina back in 1921. The problem he faced was how to grow his small store into something bigger, something that could serve more people and maybe one day be a giant in the market. How do you go from selling a little bit of everything to becoming a household name? Lowe's story took an interesting turn during World War II. A man named Carl Buchan came into the picture with new ideas. He saw that after the war, soldiers would come home, start families, and need houses. Isn't it interesting to think that a simple idea could change everything for a business? But there was a struggle. Buchan had to convince others that focusing only on home improvement products was the right way to go. His vision meant changing the way things had always been done. Buchan's big idea was to specialize in home improvement. This focused approach allowed Lowe's to become a leader in the market. In sales, having a clear focus or specialization is a powerful strategy. It helps you understand your customers better and meet their needs for real growth. CEOs can learn from this story—having a detailed sales strategy or system can guide a company to expand and touch more lives. My Big Takeaway from Lowe's story is the importance of having a strong sales system and strategy. Just like Buchan's focus on home improvement, having a clear plan in sales can lead to remarkable success and long-lasting impact. An example to consider - a tree grows taller and stronger when its roots hold firm; similarly, a business thrives with a solid sales foundation. Remember, great sales leadership doesn't just grow businesses, it transforms them. Stay Hungry. Stay Humble. Che Brown www.CEOSalesHuddle.com Connect with me: @IamCheBrown #CEOSalesHuddle #CEOSalesDashboard #CEOMasteryNetwork

I recently had a conversation with a new rep who was feeling discouraged after losing a significant deal. The rep was frustrated, even questioning if she had what it takes to succeed in this space. I empathized with her—I’ve been there. In fact, I told her about some of the big deals I’ve lost this year. Her reaction? Genuine surprise. That’s when it hit me: we only see the wins in sales. We celebrate the big numbers, the leaderboard climbs, the “closed-won” announcements. What we rarely talk about are the losses—the deals that slip through our fingers after weeks, months, even years of effort. But here’s the thing: losses are part of the game. As we approach the end of the year, deals will be won, and deals will be lost. That’s just the nature of sales. Even the top sellers—the ones whose names you see on every leaderboard—are losing deals behind the scenes. The difference is, they keep moving. They focus on the next opportunity, the next conversation, the next “yes.” So to anyone feeling defeated right now: remember, you’re not alone. Losing deals doesn’t define you—it’s proof that you’re in the game, putting in the effort, and staying in the fight. And who knows...a loss may turn into a win down the road. Celebrate your wins, learn from your losses, and keep going. The game isn’t over yet. #Sales #GrowthMindset #EndOfYear #CelebrateTheWins

We're excited to introduce our new team member, KC White! KC joins Meridio as an Account Executive with over 12 years of sales experience and a Bachelor's degree from the University of Colorado Boulder. He’s worked with companies like SafetyChain, specializing in SaaS services and business development. Outside of work, KC enjoys spending time with his wife and kids at local parks in Boise, ID, rock climbing at the gym, and relaxing with friends and family. Join us in welcoming KC to the team! Want to learn more about KC? Here’s what he had to say in a recent Q&A session: Q: What led you to Meridio? "I worked with the co-chair in a previous venture and didn't hesitate at the chance to work with the great people he surrounds himself with. I knew I could learn a lot. Plus, I love the impact we have in helping small businesses, especially with benefits, which is often a trade-off. I'm happy to help." Q: What are you excited about right now? "The growth. I have a passion for problem solving, and I love the team I work with. I'm excited to see where the future takes us." Q: What question do you get most often from business owners? "People usually ask, 'What's the catch?' I tell them, there's so much money at the top, no one has bridged that gap—until now. Meridio is here to help, it's that simple."

From Ties to Billions: The Sales Secrets of Ralph Lauren. Picture this: You've got a great idea, a fantastic product, but turning it into a booming business seems like an uphill battle. It's like having a puzzle with missing pieces—how do you make it all come together and succeed like the pros? Now, let's step into the shoes of a high school graduate named Ralph Lauren. He dropped out of college, joined the Army, and found himself as a sales assistant at Brooks Brothers. Here's the twist: he realized men were ready for something more colorful in their ties. But wait, why ties? Interesting Fact: Ties were the canvas for Ralph Lauren's entrepreneurial journey. They became the foundation for something much grander. Fast forward to 1967, Ralph took the plunge into running his own business, starting with ties. In just one year, he turned $500,000 worth of merchandise into a reality. The lesson here? Creating something from nothing and reinventing yourself every day. How does this relate to sales? Just like Ralph, sales leaders need to recognize what the market is ready for. You must innovate, understand your audience, and offer something they didn't even know they needed. Sales isn't just about selling a product; it's about selling a vision, a solution, and making people believe they need what you've got. My Big Takeaway: So, what's the secret sauce to Ralph Lauren's billions and his advice for entrepreneurs? It's about creating something from nothing and reinventing ourselves every day. The big takeaway here is the importance of having a solid sales system, strategy, or leadership in place. These are the tools that turn dreams into reality, $500,000 into a multibillion-dollar empire. A successful sales approach isn't just about making money; it's about growing revenue, being profitable, and impacting lives. It's about understanding the market, meeting needs, and leaving a lasting impression. Join the www.CEOSalesHuddle.com for sales growth and business strategies. Stay Hungry. Stay Humble. Che Brown www.CEOSalesHuddle.com Connect with me: @IamCheBrown #CEOSalesHuddle #CEOSalesDashboard #CEOMasteryNetwork