John Kaplan Joins Shift Group as Strategic Advisor

John Kaplan Joins Shift Group as Strategic Advisor

John Kaplan Joins Shift Group as Strategic Advisor

Shift Group is proud to welcome John Kaplan to our team as a Strategic Advisor and Consultant. His background includes over 20 years of executive experience in sales leadership and execution, specializing in performance management and sales training & development. Prior to co-founding Force Management, John served as Senior VP of International Operations at PTC and spent 9 years at Xerox in sales management and development.

“I met John when I was a VP of Sales at Turbonomic and we invested in Force Management.  I had always been a MEDDICC focused seller, but sitting through those sessions, ran by John, injected new life into my sales and leadership career.  He’s been a mentor and a friend ever since, and I couldn’t think of a better person to name as  our first official strategic advisor.  Accountability, Coachability, and Authenticity – our core values – directly align with John as a leader and a person” – JR Butler, CEO & Founder | Shift Group

I have known JR since his days in technology sales and have always respected his leadership and performance. When he started Shift Group, I knew it would be an instant success. I believe in the mission of focusing on athletes and military veterans and have seen Shift Group create incredible results for both candidates and companies.” John Kaplan, President & Co-Founder | Force Management

Enhancing Candidate Experience and Customer Value 

John’s proven track record of driving results through the development of elite sellers and teams will play a pivotal role in taking our program to new heights. With his strategic approach and expertise in coaching, Shift Group’s already rich curriculum and partnership with Ascender and Force Management will be further optimized to produce elite candidates who make immediate impacts on the teams and organizations they join.

John’s commitment to excellence and proven ability to build winning teams align perfectly with our mission to deliver unparalleled value to our clients. We look forward to leveraging his experience to further develop the talented candidates our hiring partners have grown to expect from Shift Group.

“I am incredibly excited to work with the team at Shift Group and bring my years of experience in sales development and training to the table.” said Kaplan “I look forward to collaborating with individuals who are passionate about achieving excellence. Together, we will elevate our coaching and development strategies to drive growth and success for both the candidate and hiring partner.” – Said Kaplan

Be sure to check out last week’s announcement of RJ Irving as SVP of Product & Technology and stay tuned for more updates as Shift Group continues to push the boundaries on becoming the de facto platform for transitioning athletes & military veterans!

About Shift Group:

Shift Group bridges the gap between military veterans, former athletes, and the business world through coaching and career upskilling.  Our mission is to help these individuals unlock their unique skills and experiences and match them with top-tier companies in need of resilient, coachable, and team-oriented professionals. 

The Shift Connect platform, accelerates learning and streamlines the hiring process by connecting employers with pre-vetted candidates who are ready to excel. Customers reduce hiring time, lower costs, increase growth rates and improve retention. Shift Group is committed to helping businesses build high-performing teams and supporting veterans and athletes in their career development.

Discover how Shift Group can transform your hiring process and unlock the potential of exceptional talent by booking a demo through the contact us page today!

Post Tags :

Share :

Episode 4: Samantha Schlicht | Cancel Out The Noise

Episode 4: Samantha Schlicht | Cancel out the noise

In Episode 4 of Merchants of Change, host JR Butler interviews Samantha Schlicht, a former Big Ten cheerleader who successfully transitioned into a thriving sales career. This episode offers valuable insights for athletes and veterans considering a shift into sales, emphasizing the importance of adaptability, resilience, and leveraging unique skills.

From Cheerleading to Sales

Samantha’s athletic background began with cheerleading for the University of Minnesota, a journey that provided her with unforgettable experiences and a strong team camaraderie. She fondly recalls the camaraderie and the thrill of cheering for a Big Ten team, noting how these experiences taught her the value of teamwork and perseverance.

Early Career Challenges

Transitioning from college to a professional career in sales presented its challenges. Samantha started with a major in business marketing and management, initially exploring both marketing and sales through internships. Her first sales internship was a door-to-door sales role, a challenging experience that taught her resilience and adaptability. Despite initial hesitation, she recognized the value in the role and stuck with it, gaining valuable skills that would later benefit her in a B2B sales environment.

Finding Her Path in Sales

Samantha’s first full-time sales role was with Honeywell, where she joined a sales rotational program. This role brought her to Massachusetts, where she managed the New England territory. Samantha appreciated the variability and people-oriented nature of sales, which contrasted with the monotony she found in marketing.

Advice for Aspiring Sales Professionals

Samantha offers several pieces of advice for those considering a career in sales:

Embrace Uncomfortable Situations: Samantha emphasizes the importance of putting oneself in challenging and unfamiliar situations to foster growth and learning.

Network Extensively: She encourages aspiring sales professionals to network and learn from others in the field to better understand the industry and identify potential opportunities.

Evaluate Training and Career Progression: Samantha highlights the importance of joining a company that values training and offers clear paths for career progression.

Leverage Unique Skills: She advises women in sales to use their unique perspectives and skills to their advantage, viewing gender diversity as a strength rather than a disadvantage.

The Importance of Adaptability

Throughout the episode, Samantha underscores the significance of adaptability in sales. She notes that her ability to cancel out distractions and focus on the most important tasks has been crucial to her success. This mindset, coupled with her willingness to embrace new challenges, has enabled her to thrive in her sales career.

Closing Thoughts

Samantha’s journey from cheerleading to sales serves as an inspiring example for athletes and veterans considering a transition into the business world. Her story highlights the importance of resilience, continuous learning, and leveraging unique skills to achieve success in sales.

Integer posuere nibh nec ullamcorper consectetur. Sed a urna vitae metus aliquam suscipit a nec augue. Praesent ac sagittis massa. Sed ut finibus libero. Aenean aliquet eu arcu sit amet dapibus. Ut ut nisi et eros vehicula pellentesque. Phasellus sed leo diam. Sed sit amet eros quis diam ultricies aliquam sed ut ligula.

Post Tags :

Share :

Shift Group Welcomes RJ Irving as New SVP of Product & Technology

Shift Group Welcomes RJ Irving as SVP of Product & Technology

RJ Irving Joins as SVP of Product & Technology

In an exciting move to strengthen our leadership team, we are thrilled to announce the addition of RJ Irving as SVP of Product & Technology at Shift Group. With over 14 years of experience in product development & management at Mass Mutual and Melius, RJ brings a wealth of experience that will allow us to drive Shift Group’s mission to become the de facto platform for all transitioning athletes and military veterans.

“I’ve sold Software my whole career but have never been in the room during the build process. It’s too important for the mission and purpose of our company to not have an expert at the helm leading the platform strategy. RJ exemplifies our core values of accountability, coachability, and authenticity and brings the expertise needed to build a disruptive SaaS company.” JR Butler, CEO & Founder | Shift Group

“JR and his team have begun addressing one of the biggest, yet seldom discussed issues in sports and service: the transition through identity loss. What initially drew me to JR was his remarkable ability to illuminate and articulate this problem and assist individuals at every stage of the journey. From self-discovery to skill set and industry exploration, and finally, to effectively communicating how past successes can lead to future wins.” RJ Irving, SVP of Product & Technology | Shift Group

Taking Our Product to the Next Level

With the addition of RJ to the Shift Group team and the recent addition of Dana Sharry as Chief Operating Officer we are poised to further enhance our platform capabilities and deliver more value to our athletes, veterans, and hiring partners.

“When JR brought on a highly skilled operator like Dana, joining Shift Group became an obvious choice. The desire to win is palpable when speaking with any Shift Group team member.” Said Irving “I am beyond excited to join this team.” 

RJ will spearhead the growth and improvement of our platform Shift Connect, with a deep understanding of the strategic approach necessary to enhance our platform features, capabilities, and performance. Combined with Dana’s operational efficiency, we will be equipped to bring a superior product to market that meets the demands of our candidates and companies.

Leadership & Strategic Growth

At Shift Group, we believe that strong leadership is the cornerstone of our success. The addition of RJ to our executive team represents our commitment to our candidates and hiring partners to become the service every athlete or servicemember relies on to successfully transition into their next career.

Stay tuned for more updates as we continue to innovate and push the boundaries of career transition. For more information about our latest developments and product launches, visit our website or follow us on social @shiftgroup_hq on all platforms! 

About Shift Group:

Shift Group bridges the gap between military veterans, former athletes, and the business world through coaching and career upskilling.  Our mission is to help these individuals unlock their unique skills and experiences and match them with top-tier companies in need of resilient, coachable, and team-oriented professionals. 

 The Shift Connect platform, accelerates learning and streamlines the hiring process by connecting employers with pre-vetted candidates who are ready to excel. Customers reduce hiring time, lower costs, increase growth rates and improve retention. Shift Group is committed to helping businesses build high-performing teams and supporting veterans and athletes in their career transitions.

Discover how Shift Group can transform your hiring process and unlock the potential of exceptional talent by booking a demo through the contact us page today!

Post Tags :

Share :

Episode 3: Chris Davis | Sales Is A Numbers Game

Episode 3: Chris Davis | Sales is a numbers game

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.

Integer posuere nibh nec ullamcorper consectetur. Sed a urna vitae metus aliquam suscipit a nec augue. Praesent ac sagittis massa. Sed ut finibus libero. Aenean aliquet eu arcu sit amet dapibus. Ut ut nisi et eros vehicula pellentesque. Phasellus sed leo diam. Sed sit amet eros quis diam ultricies aliquam sed ut ligula.

Post Tags :

Share :

Episode 2: Kyle York | Be the CEO of Your Career

Episode 2: Kyle York | Be the CEO of Your Career

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.

Integer posuere nibh nec ullamcorper consectetur. Sed a urna vitae metus aliquam suscipit a nec augue. Praesent ac sagittis massa. Sed ut finibus libero. Aenean aliquet eu arcu sit amet dapibus. Ut ut nisi et eros vehicula pellentesque. Phasellus sed leo diam. Sed sit amet eros quis diam ultricies aliquam sed ut ligula.

Post Tags :

Share :

Episode 1: Shane Peterson | The Foundation of Sales Success

Episode 1: Shane Peterson | The Foundation of Sales Success

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.

Integer posuere nibh nec ullamcorper consectetur. Sed a urna vitae metus aliquam suscipit a nec augue. Praesent ac sagittis massa. Sed ut finibus libero. Aenean aliquet eu arcu sit amet dapibus. Ut ut nisi et eros vehicula pellentesque. Phasellus sed leo diam. Sed sit amet eros quis diam ultricies aliquam sed ut ligula.

Post Tags :

Share :

Episode 10: Connor Gallo | The Disciplined Sales Pro

Episode 10: Connor Gallo | The Disciplined Sales Pro

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.

Integer posuere nibh nec ullamcorper consectetur. Sed a urna vitae metus aliquam suscipit a nec augue. Praesent ac sagittis massa. Sed ut finibus libero. Aenean aliquet eu arcu sit amet dapibus. Ut ut nisi et eros vehicula pellentesque. Phasellus sed leo diam. Sed sit amet eros quis diam ultricies aliquam sed ut ligula.

Post Tags :

Share :

Episode 9: Katie Tynan | Embrace the Rookie Mindset

Episode 9: Katie Tynan | Embrace the rookie mindset

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.

Integer posuere nibh nec ullamcorper consectetur. Sed a urna vitae metus aliquam suscipit a nec augue. Praesent ac sagittis massa. Sed ut finibus libero. Aenean aliquet eu arcu sit amet dapibus. Ut ut nisi et eros vehicula pellentesque. Phasellus sed leo diam. Sed sit amet eros quis diam ultricies aliquam sed ut ligula.

Post Tags :

Share :

Episode 8: Eddie Caron | Humble & Hungry

Episode 8: Eddie Caron | Humble & Hungry

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.

Integer posuere nibh nec ullamcorper consectetur. Sed a urna vitae metus aliquam suscipit a nec augue. Praesent ac sagittis massa. Sed ut finibus libero. Aenean aliquet eu arcu sit amet dapibus. Ut ut nisi et eros vehicula pellentesque. Phasellus sed leo diam. Sed sit amet eros quis diam ultricies aliquam sed ut ligula.

Post Tags :

Share :

Episode 7: David Guarino | Listen, Learn, Lead

Episode 7: David Guarino | Listen. Learn, Lead

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.

Integer posuere nibh nec ullamcorper consectetur. Sed a urna vitae metus aliquam suscipit a nec augue. Praesent ac sagittis massa. Sed ut finibus libero. Aenean aliquet eu arcu sit amet dapibus. Ut ut nisi et eros vehicula pellentesque. Phasellus sed leo diam. Sed sit amet eros quis diam ultricies aliquam sed ut ligula.

Post Tags :

Share :