In Episode 3 of Merchants of Change, host JR Butler sits down with Chris Davis, a former hockey player who has transitioned into a successful sales career. Chris shares his journey from playing hockey at Avon Old Farms and UMass to working in sales, offering valuable insights for athletes and veterans considering a similar path.

From the Ice to the Office

Chris Davis grew up in Simsbury, Connecticut, a town with a rich hockey culture, where he developed his passion for the sport. He played at Avon Old Farms under the legendary coach John Gardner, and later at UMass, where he played alongside notable players like Jonathan Quick. After college, Chris played professionally in the East Coast Hockey League and then in Sweden, where he embraced not only the sport but also the cultural experiences.

The Challenge of Transition

Transitioning from professional hockey to the business world was challenging for Chris. He felt a loss of identity and faced the daunting task of starting a new career with no formal experience. His first job outside of hockey came through networking within the hockey community. A parent of one of the players he coached offered him a job at a pump manufacturing company, even though Chris had no prior knowledge of the industry.

Learning and Adapting

In his initial role, Chris found himself in a cubicle, quickly realizing that he needed to be in a more dynamic, people-oriented environment. He advocated for a sales position, and his company wisely placed him in the service department first. This role taught him the technical aspects of the products and honed his troubleshooting skills, preparing him for a future in sales.

Sales Success and Industry Insights

Chris eventually moved into a sales role, where his preparation, confidence, and ability to connect with people became crucial. He now works as the Director of Sales for a company specializing in industrial process equipment, particularly pumps used in various industries from municipal wastewater treatment to food processing plants like Chobani.

Chris emphasizes the importance of preparation and understanding your audience, skills he developed as an athlete and now applies in his sales career. He also values the diversity of his work, which allows him to travel and learn about different industries and processes.

Advice for Aspiring Sales Professionals

Chris advises new graduates interested in sales to get their foot in the door with any sales role to gain experience. He stresses the importance of finding a mentor and preparing thoroughly for each opportunity. For him, sales offers a way to channel his competitive nature and desire to win, similar to his hockey days.

Being Dialed In

For Chris, being “dialed in” means being thoroughly prepared for presentations, knowing your audience, and delivering with confidence and engagement. It’s about leaving a lasting impression and demonstrating professionalism.

Chris’s journey from the ice rink to the sales field illustrates the transferable skills athletes bring to the business world. His story serves as an inspiration for those looking to transition into sales, showing that hard work, preparation, and a willingness to learn can lead to success.

From the Gridiron to the Boardroom: Insights from Kyle York on Transitioning to Sales Careers

On today’s episode, we had the pleasure of speaking with Kyle York from York IE. Kyle’s journey from high school football under the Friday night lights to becoming a successful entrepreneur offers invaluable lessons for former athletes and military veterans transitioning into sales careers.

Kyle reminisces about his days playing football at Bentley University and the profound impact sports had on his career trajectory. Growing up in a family where football was a given, with his father being an Allstate player and the family owning a sporting goods store, Kyle was destined for the gridiron. His athletic career, especially the intense, adrenaline-pumping Friday night games at Manchester West High School, shaped his tenacity and competitive spirit.

Transitioning from athletics to business was not without its challenges. Kyle shares how his experience at Bentley, both academically and athletically, prepared him for the corporate world. Despite initially resisting a sales career, viewing it as akin to “snake oil salesmanship,” he soon realized his natural affinity for it. His early roles at Whipple Hill, a small tech startup, taught him the value of hard work, self-reliance, and adaptability—traits honed on the football field.

Kyle’s journey underscores the importance of leveraging one’s background in sports or the military when entering the sales profession. The discipline, teamwork, and resilience required in these fields translate seamlessly into the fast-paced, goal-oriented world of sales. Kyle’s stint at Whipple Hill, followed by a pivotal role at Dyn, which eventually led to a successful acquisition by Oracle, illustrates the potential for growth and achievement in sales.

York IE, Kyle’s latest venture, exemplifies his commitment to supporting startups with comprehensive advisory services. He emphasizes the significance of a solid go-to-market strategy and the crucial role sales play in a company’s success. His advice to aspiring sales professionals is clear: be the CEO of your own career. Set long-term goals, work backward to identify necessary milestones, and execute with precision.

For athletes and veterans contemplating a sales career, Kyle’s insights are invaluable. The key is to harness the skills developed through sports or military service—discipline, resilience, and strategic thinking—and apply them to the sales landscape. Whether you’re starting as an SDR or aiming to lead a sales team, the principles remain the same: stay focused, be adaptable, and always strive for excellence.

In closing, Kyle’s story is a testament to the power of determination and the seamless transferability of skills from the athletic field to the corporate world. His journey offers a roadmap for anyone looking to transition successfully into a sales career, proving that with the right mindset and work ethic, success is within reach.

From the Field to the Sales Floor: Shane Peterson’s Journey

In today’s episode, we welcomed Shane Peterson, a former professional baseball player turned successful sales professional. Our conversation with Shane offers a wealth of insights for athletes and military veterans transitioning into sales careers, a primary focus of our podcast.

Shane’s journey began in the world of professional baseball, where his favorite memory was the day he was drafted. Surrounded by his family, the moment his name was called was not just a personal triumph but a shared celebration of collective effort and support. He also recounted an on-field highlight, playing against his old team, the Oakland A’s. In a dramatic game, Shane delivered a game-winning hit, only to face the humbling experience of striking out four times in a subsequent game. This rollercoaster of highs and lows is a microcosm of the resilience required both in sports and sales.

Reflecting on his baseball career, Shane described himself as a “clubhouse guy” who got along with everyone and led by example. This trait of being a supportive team player and mentor, especially to younger teammates, is something he has carried into his sales career. His approach underscores the importance of teamwork and leadership in both fields.

Transitioning from baseball to sales was not straightforward for Shane. Like many athletes, he had no concrete plan for life after sports. The realization that he was responsible for his career’s trajectory came from a piece of advice from a coach: “I’ll help you as much as you care about your career.” This mindset propelled Shane to take ownership of his post-baseball career, eventually leading him into sales.

Shane’s entry into sales was serendipitous. A recruiter reached out with a sales opportunity specifically seeking former athletes. The hiring manager, a former NFL linebacker, valued the discipline, resilience, and goal-oriented mindset that athletes bring. Shane emphasizes that while the mindset and resilience from sports are directly transferable to sales, the actual skills and daily activities differ significantly. Athletes used to rigorous physical training must now apply the same dedication to learning sales techniques, such as account research and objection handling.

One of the standout lessons Shane shared is the importance of maximizing time and being self-driven, a skill honed during off-seasons in baseball. This ability to structure his own time and stay focused without constant oversight translated well into the sales environment, where success often depends on personal initiative and effective time management.

Shane’s advice to aspiring sales professionals is to have a clear “why.” Whether motivated by financial goals or the desire to excel, understanding and committing to this reason is crucial. He also highlights the importance of being prepared for the challenging early stages of a sales career, likening the experience of being an SDR (Sales Development Representative) to the tough early days in sports.

For Shane, the appeal of sales lies in the ability to stay engaged with the tech community, the continual learning of new products, and the social aspect of building relationships and teams. He finds that the high-energy, high-rep nature of sales, combined with the satisfaction of helping others and achieving goals, makes it a fulfilling career.

In closing, Shane emphasized the concept of being “dialed in” – putting on blinders to focus solely on the task at hand, a skill crucial in both sports and sales. His journey from baseball to sales exemplifies how the traits developed in athletics can lead to success in new arenas. For those considering this transition, Shane’s story is a testament to the power of resilience, focus, and the willingness to embrace new challenges.

From the Gridiron to the Sales Floor: Connor Gallo’s Journey

In our latest podcast episode, we had the pleasure of talking with Connor Gallo, a former college athlete turned sales professional. Connor’s story offers valuable insights for athletes and military veterans transitioning into sales careers, a primary focus of our podcast.

Connor, hailing from Troy, New York, reminisced about his early days in sports. His favorite memories include playing youth football and basketball with a close-knit group of friends, and being honored in his hometown’s Hall of Fame for an undefeated CYO basketball team and a youth football team. One particularly poignant memory was losing 30 to 35 pounds as a young teen to play at a higher level with his friends, showcasing his early dedication and work ethic. Another highlight was throwing a touchdown pass to his brother during his college football career at Union College.

Connor’s transition from athletics to a sales career was influenced significantly by his older brother, a former VP of Sales at HubSpot. Despite having no concrete plan after graduation, Connor leaned on Union College’s strong alumni network and his brother’s guidance. He realized the importance of understanding what he didn’t want to do early on, which helped him navigate his career path.

The toughest part of his transition was losing his identity as an athlete. For 17 years, Connor’s primary identity was as a football player, and suddenly, it was gone. This void made it challenging to find the same level of passion and purpose in a new career. However, he found excitement in discovering a new purpose and starting fresh in a new city and career.

Connor emphasized the importance of foundational skills from sports, such as discipline, preparation, and hard work. These skills translate well into sales, where success often hinges on doing the hard work that others avoid. He encourages young athletes entering sales to apply the same dedication they had in sports to their new careers. This includes putting in extra effort, such as working on messaging, account research, and objection handling.

When asked about his advice to Union alumni interested in sales, Connor stresses the importance of understanding their “why.” He challenges them to think deeply about why they want to pursue sales and educates them on what to expect in the profession. He also values persistence, appreciating those who follow up diligently to show their commitment.

Connor’s perspective on sales is that it’s far from the outdated notion of being a “used car salesman.” Instead, it involves being a consultant who helps customers solve business problems. With the advent of information and technology, buyers are more educated than ever, making the role of a sales professional more about diagnosing needs and collaborating on solutions.

In conclusion, being “dialed in” as a sales professional means combining purpose, commitment, and hard work. Connor emphasizes the importance of being a great teammate, working hard, and having the discipline to continually improve. His journey from football to sales highlights how the skills and mindset developed in athletics can lead to a successful and fulfilling career in sales.

From Tennis Courts to Sales Wins: Katie Tynan’s Journey

In our latest podcast episode, we had the pleasure of talking with Katie Tynan, a former college tennis player who transitioned successfully into a sales career. Katie’s story provides valuable insights for athletes and veterans considering a similar path.

Katie’s athletic career at Bentley University left her with lasting memories, not of specific wins, but of the camaraderie and the bonds formed with her teammates. She cherishes the time spent with her team, the shared experiences, and the mutual support during both highs and lows. Katie’s teammates likely remember her as reliable and consistently positive, traits that have undoubtedly contributed to her professional success.

Transitioning from sports to sales was not part of Katie’s initial plan. Graduating during the chaotic job market of COVID-19, she realized that marketing wasn’t her calling despite majoring in it. Encouraged by close contacts who recognized her potential in sales, Katie decided to give it a try. She landed a position at PTC, a move she’s grateful for, as it provided her with a challenging yet rewarding career path.

Katie highlighted the importance of being coachable and having grit, two qualities she developed through tennis. These traits helped her navigate the tough early days as a Business Development Representative (BDR). Starting remotely was challenging, but once she transitioned back to the office, everything clicked. She thrived in the collaborative environment and quickly learned the importance of asking for help and building strong relationships with her teammates.

When advising current students or recent graduates, Katie emphasizes understanding how success in sports can translate into success in sales. The dedication, hard work, and desire to win in sports can directly apply to a sales career. Additionally, Katie underscores the importance of financial motivation, noting that sales is an excellent career for those who are driven to achieve high earnings.

Katie also spoke about the critical role of mental toughness, especially in a profession like sales where rejection and setbacks are common. Drawing parallels to her tennis experience, she noted that learning from losses and maintaining a positive attitude are crucial.

One of Katie’s key pieces of advice for new sales professionals is to build strong relationships and be genuinely curious about their colleagues’ experiences. She stresses the importance of always seeking feedback and being open to learning, as this mindset can significantly enhance one’s growth and success.

Reflecting on what makes a great first sales job, Katie pointed to two main factors: people and product. She advises choosing a company with a product you’re excited to sell and leaders who invest in their team’s growth. For Katie, PTC provided both, making her feel supported and motivated to excel.

For those starting as BDRs, Katie recommends getting to know your team, being curious, and not being afraid to ask questions. She also highlights the importance of having a routine to stay dialed in and perform at your best, both professionally and personally.

Katie Tynan’s journey from college tennis player to successful sales professional demonstrates the powerful transferability of skills developed through sports. Her story is a testament to the value of hard work, resilience, and continuous learning in achieving career success.

From the Rink to the Sales Floor: Eddie Caron’s Journey

In the latest episode of Merchants of Change, we had the pleasure of hosting Eddie Caron, a former UNH Wildcat who transitioned from a successful hockey career to thriving in sales. Eddie’s story is a testament to the resilience, adaptability, and work ethic that athletes and veterans bring to the business world.

Eddie’s journey began on the ice, where he cultivated a reputation as a grinder—a hardworking, relentless player who never shied away from tough situations. He fondly recalls his days playing youth hockey, high school hockey at Bishop Guertin and Phillips Exeter, and eventually at the University of New Hampshire. These experiences not only honed his athletic skills but also shaped his character and approach to life.

Transitioning from sports to sales wasn’t a straightforward path for Eddie. After his college hockey career, he initially ventured into building products distribution. Starting from the ground up, Eddie learned the trade by working hands-on, installing insulation and other building materials. This gritty introduction to sales taught him the importance of perseverance and adaptability. Eddie’s approach was simple: learn the basics, build relationships, and always be willing to put in the hard work.

Eddie’s sales career took a significant turn when he entered the tech industry. Despite knowing little about technology, he leveraged his strong work ethic and willingness to learn. With mentorship from experienced colleagues and a relentless drive to understand the products he was selling, Eddie quickly adapted. His story highlights the importance of finding good mentors and being humble enough to seek help and learn from others.

A key element of Eddie’s success has been his ability to communicate effectively. He emphasized that strong communication skills, both verbal and written, are crucial for any salesperson. In an era where many rely heavily on digital communication, Eddie stresses the importance of picking up the phone and having meaningful conversations. He encourages new sales professionals to hone their communication skills and use available tools like Grammarly to ensure their messages are clear and professional.

For those considering a transition into sales, Eddie offers valuable advice. He underscores the importance of finding a leader or mentor you admire and can learn from, as this can significantly impact your growth and success. He also highlights the necessity of effort and accountability. Being dialed in, according to Eddie, means putting in the hard work, continuously assessing your progress, and making necessary adjustments to stay on track.

Eddie’s journey from the rink to the sales floor is a powerful example of how the skills and mindset developed through sports can lead to success in sales. His story serves as an inspiration for athletes and veterans considering a similar transition, showing that with resilience, adaptability, and the right support, they too can achieve great things in the business world.

From Military to Sales: David’s Journey and Insights

In the latest episode of Merchants of Change, we had the pleasure of speaking with David, a former Marine who has transitioned successfully into a sales leadership role. David shared his experiences, from his military career to his transition into the corporate world, providing valuable insights for veterans and athletes considering a similar path.

David’s journey began in the Marine Corps, where he was driven by the challenge and the promise of self-determination. The military instilled in him a strong sense of team and camaraderie, which he values deeply. This experience, he reflects, is hard to replicate in the corporate world but remains a cherished part of his past.

After leaving the military in the early 90s, David faced a challenging transition. At that time, structured transition programs were virtually non-existent. His initial foray into the civilian workforce involved working in manufacturing, where he gained valuable technical skills and business acumen. These experiences laid the foundation for his future in sales.

David emphasizes the importance of self-motivation and patience as key traits that have helped him succeed in sales. He notes that the discipline and process-oriented mindset developed in the military are directly transferable to sales. For David, sales is less about talking and more about listening, understanding customer needs, and providing tailored solutions.

One of the most significant challenges David faced during his transition was adjusting to the different expectations and culture in the corporate world. He points out that high-performing teams in the military operate differently compared to many corporate environments. The key to success in sales, he believes, lies in effective communication, understanding the customer’s perspective, and aligning with their buying process.

David’s advice to veterans considering a career in sales is to prepare thoroughly. He recommends researching the sales industry, understanding different market segments, and developing a solid grasp of psychology, body language, and communication. He also stresses the importance of storytelling in interviews, leveraging past experiences to demonstrate value and capability.

In his current role, David places a high value on preparation and process. He runs a structured sales process within his organization, emphasizing the importance of being prepared for every customer interaction. This preparation includes having internal playbooks, setting agendas, and ensuring alignment with the customer’s buying process.

David’s mantra of “Listen, Learn, Lead” encapsulates his approach to sales. Listening to customers, learning continuously, and leading by example are fundamental to his philosophy. He believes that being dialed in means being prepared and ready to seize opportunities when they arise.

David’s insights offer a valuable perspective for veterans and athletes transitioning into sales. His journey underscores the importance of preparation, continuous learning, and effective communication. As he aptly puts it, sales is about helping customers achieve their desired state, and success in sales comes from a commitment to understanding and meeting customer needs.

From Baseball to Business: Tyler Hunte’s Journey and Insights

In the latest episode of Merchants of Change, we had the pleasure of speaking with Tyler Hunte, a former Division I baseball player from Central Michigan University who successfully transitioned into the business world. Tyler shared his journey from sports to sales and entrepreneurship, offering valuable insights for former athletes and military veterans considering similar paths.

Tyler’s favorite memories from his sports career revolve around camaraderie and winning a championship at Central Michigan. He emphasized the importance of being part of a team and the lasting impact of those relationships. “The best part of playing sports, especially at that level, is the camaraderie,” Tyler shared.

After his baseball career ended, Tyler faced a challenging transition. He worked the third shift at a cereal bar factory to pay off student loans, describing it as a humbling and formative experience. “It was a unique bunch of people,” he said, reflecting on the lessons learned from working with individuals from various backgrounds. However, it wasn’t long before Tyler realized this wasn’t a long-term career path. He eventually moved back home, took on substitute teaching, and grappled with the loss of purpose that often accompanies the end of an athletic career.

A pivotal moment came when a family friend invited him to a wine party, leading to his first sales job. He started with no formal training, a list of old customers, and a phone. “I figured it out,” Tyler said, highlighting the resilience and adaptability that sports had ingrained in him.

Tyler’s entrepreneurial journey began when he took over his family’s childcare business, Hunties Clubhouse, which now operates six locations, serves 750 children daily, and employs 165 people. The transition from sales to running a business was driven by his newfound purpose after becoming a father.

Tyler attributes much of his success to the skills he developed as an athlete. “Getting up every day and going,” he said, emphasizing the grind and dedication required in both sports and sales. The ability to take feedback and be coachable also played a crucial role. “Athletes are really good at taking feedback and not taking it too personally,” he noted.

For athletes considering a career in sales, Tyler offers valuable advice. He stresses the importance of finding a mentor who will invest time and effort into their development. “Pick your leader, not your company,” he advised, underscoring the impact a good mentor can have on early career success.

When asked about essential skills for new salespeople, Tyler recommended reading “How to Win Friends and Influence People” by Dale Carnegie. The book, he said, teaches foundational principles of interpersonal communication and empathy, which are crucial in sales.

Tyler’s passion for sales stems from the direct correlation between effort and reward. “You get out of it what you put into it,” he said, appreciating the control and potential for financial success that sales offers.

To be dialed in, Tyler emphasized clarity and preparation. “Dialed in is clarity of your mission, clarity of your expectations, and preparation,” he said. Being dialed in means being ready to perform at your best without distractions, having laid the groundwork for success.

Tyler’s journey from baseball to business illustrates the transferable skills and mindset that athletes bring to the corporate world. His story is a testament to the resilience, adaptability, and drive that sports instills, making athletes well-suited for careers in sales and entrepreneurship.

Unlocking Success: Insights from Former Military Officer Pat on Transitioning to Sales

In a recent episode of our podcast, we had the privilege of speaking with Pat, a former military officer who transitioned into a successful career in sales and learning development. Pat shared his journey, insights, and advice for veterans and athletes looking to make a similar transition.

Starting with Military Service

Pat enlisted in the military at the age of 17, beginning his journey at Fort Knox. His military career included deployments to Panama, Saudi Arabia, Iraq, and Guantanamo Bay, providing him with diverse and challenging experiences. These deployments, particularly during significant conflicts like Desert Shield and Desert Storm, helped shape his resilience and adaptability—qualities that would later prove invaluable in his corporate career.

Transitioning to Civilian Life

After eight years of service, Pat faced the daunting task of transitioning to civilian life. Without a clear plan, he utilized recruiting agencies that connected junior military officers with corporate roles. This led him to a sales position with Johnson & Johnson (J&J) in Jackson, Tennessee. Despite the challenges of adjusting to a small Southern town as a New Yorker, Pat saw this as an entry point into the corporate world.

From Sales to Learning and Development

Pat’s journey from sales to learning and development was driven by a desire to continuously grow and take on new challenges. After participating in J&J’s leadership development program, he helped start the sales recruiting department and later created a sales operations department. His ability to build and lead new departments earned him a reputation as a reliable innovator within the company.

His transition to a startup as VP of Commercial Operations, which was later acquired by Medtronic, marked a significant shift in his career. At Medtronic, Pat found his passion for learning and development, particularly in leadership and management development.

Founding About Face Development

Turning 50 and experiencing personal loss, Pat decided to shift his focus and founded About Face Development, named in honor of his mentor and hero, David Hackworth. His company, inspired by Hackworth’s impactful book “About Face,” focuses on sales training, leadership development, and executive coaching, primarily in the medical device sector.

Key Insights on Sales Training

Pat emphasized the importance of mastering the basics of selling and continuously refining them. He noted that while many organizations seek advanced sales training, true success comes from strengthening foundational skills and adapting them to different contexts and audiences.

He also highlighted the importance of understanding the science of decision-making in sales. Recognizing that sales fundamentally involve persuading customers to change, Pat stressed the need to understand the personal motivations and challenges of each decision-maker. This approach, rooted in neuroscience, helps salespeople effectively address the underlying needs and concerns of their clients.

Peer-to-Peer Learning

One of Pat’s core beliefs is the value of peer-to-peer learning. He argued that salespeople learn best from their peers, sharing successes and failures to collectively improve. This approach is particularly crucial in smaller organizations or startups, where formal training programs may be limited. Encouraging regular knowledge sharing can significantly enhance team performance and innovation.

Final Thoughts: Being Dialed In

Pat concluded with his definition of being dialed in: always working on your game. For him, being a professional means continuously striving for excellence, learning, and improving. This mindset, he believes, is essential for success in any field, especially in sales.

Pat’s journey from the military to a successful corporate career offers valuable lessons for veterans and athletes transitioning into sales. His emphasis on continuous learning, understanding customer motivations, and leveraging peer support provides a roadmap for achieving excellence in sales and beyond.