Episode 10: Reliability = Revenue | Alexa Gilbert

bhavinishah on September 28, 2023

Episode 10: Reliability = Revenue | Alexa Gilbert

September 28, 2023

As we navigate through life, certain experiences shape us in ways we never imagined. Whether it’s the camaraderie of a sports team or the guidance of a mentor, each chapter offers valuable lessons and insights that mold our character and career paths. In a recent conversation between two individuals, Lexi and her interviewer delved into memories of swimming and the nuances of mentorship in the world of sales.

Lexi, reminiscing about her favorite swimming memories, paints a vivid picture of camaraderie and teamwork. From intense practices to shared meals with her teammates, she recalls the bond formed with her fellow swimmers—a bond akin to that of sisters. These memories highlight the importance of support and unity in achieving common goals, a lesson that transcends the pool and resonates in professional endeavors.

Transitioning from the pool to the realm of sales, Lexi shares insights gained from her career journey. Drawing parallels between the discipline instilled by her swimming coach and the challenges of sales, Lexi emphasizes the value of continuous improvement and perseverance. Just as in swimming, where striving for perfection drives progress, the same ethos applies to the sales profession, where each interaction presents an opportunity for growth.

Throughout her career, Lexi identifies mentors who have played pivotal roles in her development. From her college swimming coach to her colleague Dan in the sales team, these mentors have provided guidance, support, and a safe space for learning. Dan, in particular, stands out for his tailored approach to mentorship, understanding Lexi’s learning style and offering personalized coaching to facilitate her growth.

Lexi’s journey serves as a testament to the importance of mentorship in professional development. Just as a skilled coach can refine an athlete’s technique and mindset, a mentor in the sales world can offer invaluable guidance and insights to navigate challenges and achieve success.

In reflecting on her experiences, Lexi underscores the significance of embracing discomfort and pushing boundaries—a philosophy ingrained in both her swimming career and sales profession. With a supportive network and a commitment to continuous improvement, Lexi exemplifies the resilience and determination essential for success in any endeavor.

As we journey through life, let us cherish the memories that shape us and the mentors who guide us, recognizing that each experience offers lessons to propel us forward on our path to growth and fulfillment.

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Episode 9: Focus on What Makes a Difference – Casey Cavell

bhavinishah on September 21, 2023

Episode 9: Focus on What Makes a Difference – Casey Cavell

September 21, 2023

Former athletes and military veterans possess a unique set of skills and qualities that can translate well into the world of sales and entrepreneurship. This intriguing crossover was explored in a recent podcast featuring Casey, a former college baseball player turned professional poker player turned entrepreneur. Casey shared his journey from the baseball field to the poker table and eventually to the world of business, highlighting the parallels he discovered along the way.

One of the key themes that emerged from the conversation was the importance of teamwork and camaraderie in both sports and business. Casey emphasized how the team environment in baseball fostered a sense of unity and collaboration that he found invaluable. Similarly, in his entrepreneurial endeavors, Casey recognized the significance of surrounding himself with the right people and building a strong team to support his vision.

Casey’s transition from college baseball to professional poker shed light on the transferable skills between sports and entrepreneurship. He highlighted the role of hard work, dedication, and continuous learning in achieving success in both domains. Casey’s experience as the youngest player ever to participate in the World Series of Poker Main Event underscored the importance of skill development and strategic thinking in competitive environments.

Moreover, Casey emphasized the critical role of mindset and emotional resilience in navigating the ups and downs of both poker and business. He discussed the concept of “tilt” in poker, referring to the need to control one’s emotions and maintain focus during challenging situations. This ability to stay composed under pressure is equally essential in the world of sales and entrepreneurship, where rejection and setbacks are inevitable.

As the conversation delved deeper into the intricacies of entrepreneurship, Casey shared valuable insights into building a successful business. He stressed the importance of having a compelling vision, understanding the needs of your target market, and surrounding yourself with a supportive network of mentors and advisors.

Casey’s journey serves as a testament to the potential for athletes and military veterans to excel in sales and entrepreneurship. By leveraging their unique experiences, skills, and mindset, individuals from these backgrounds can make a significant impact in the business world. As Casey’s story illustrates, success in entrepreneurship is not just about making money; it’s about pursuing a passion, overcoming challenges, and creating lasting value for others.

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Episode 8: Selfless, Tough and Disciplined | Eric Kapitulik

bhavinishah on September 14, 2023

Episode 8: Selfless, Tough and Disciplined | Eric Kapitulik

September 14, 2023

Transitioning from Military and Sports to Sales: Eric Kapitulik’s Journey

In a recent episode of Merchants of Change, we had the pleasure of hosting Eric Kapitulik, a former U.S. Naval Academy lacrosse player and Marine, now a successful entrepreneur. His insights are invaluable for anyone considering a career shift into sales, particularly athletes and military veterans.

From the Lacrosse Field to the Battlefield

Eric’s journey began as a walk-on lacrosse player at the U.S. Naval Academy. Despite starting lacrosse in his junior year of high school, Eric’s basketball background provided him with a strategic edge. His hard work and dedication led him to become a key player on the team. Reflecting on his time at the Naval Academy, Eric emphasized the importance of hard work and the lifelong friendships formed through sports.

Following his collegiate athletic career, Eric served in the Marines for eight and a half years. The camaraderie and team spirit he experienced in the military were similar to those in sports, making the transition from the field to the battlefield seamless. However, Eric noted that both athletes and veterans face significant challenges when transitioning to civilian life, primarily due to the loss of that tight-knit team environment.

Transitioning to Civilian Life

Eric highlighted the difficulty of transitioning from a passion-driven career in sports and military to a more traditional corporate environment. He shared his experience of working at Goldman Sachs after leaving the Marines. Despite the prestige and financial benefits, he found it challenging to stay passionate about a job that didn’t resonate with him on a deeper level. This led him to start his own company, The Program, which focuses on leadership development and team building for athletes and corporations.

Key Lessons for Business Leaders

Eric offered valuable advice for business leaders on how to support veterans and athletes transitioning into the corporate world:

Emphasize Challenges: Veterans and athletes thrive on challenges. Rather than making the transition easier, provide opportunities that challenge their skills and push them to excel.

Build on Core Values: In both sports and military, core values play a crucial role. Eric stresses the importance of defining and upholding these values within an organization. At The Program, they emphasize being selfless, tough, and disciplined. Hiring individuals who embody these values ensures a cohesive and motivated team.

Founding The Program

The idea for The Program came about when Eric noticed a gap in leadership development among college athletes. Initially starting with strength and conditioning coaching for high schools, Eric shifted his focus to leadership training for collegiate teams. The Program now works with over 160 college and professional athletic teams and various corporations across North America, emphasizing the importance of leadership and team dynamics.

The Role of Sales in Leadership

As the CEO of The Program, Eric underscores that a significant part of his role involves sales. His training at Goldman Sachs equipped him with essential sales skills, such as persistence, long-term thinking, and maintaining integrity. He advises that being honest, reliable, and making every interaction valuable for clients are crucial elements of successful sales.

Conclusion

Eric Kapitulik’s journey from a collegiate athlete and Marine to a successful entrepreneur provides valuable insights into the importance of core values, teamwork, and the relentless pursuit of excellence. For those transitioning from sports or military careers into sales, his story is a testament to the power of hard work, dedication, and maintaining a passion for what you do. Eric’s experience and advice offer a roadmap for achieving success in any field.

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Episode 7: The Power of Listening | Trent Staley

bhavinishah on September 7, 2023

Episode 7: The Power of Listening | Trent Staley

September 7, 2023

From Pool to Pitch: Trent Staley’s Transition to Sales

In a recent episode of Merchants of Change, Trent Staley shared his inspiring journey from an elite swimmer at USC to a successful career in sales. The show, which focuses on helping elite athletes and military veterans transition into sales, provided a perfect platform for Trent to discuss his unique experiences and offer valuable insights for those considering a career shift.

Swimming: A Foundation for Hard Work and Dedication

Trent’s journey began in the pool. As a child, he gravitated towards swimming because he struggled with other sports. His dedication and hard work paid off, eventually leading him to swim for USC. Reflecting on his swimming career, Trent emphasized the importance of loving the work, especially in individual sports like swimming. His commitment to relentless training and his ability to push past self-imposed limitations were crucial to his success.

Transitioning to Civilian Life

Like many athletes, Trent faced a challenging transition after his athletic career ended. He experienced the common struggle of finding purpose and direction post-sports. During this period, a pivotal figure in his life was Brad Ball, a mentor who took an interest in Trent and provided him with invaluable opportunities in the business world. Brad’s example of relentless creativity and dedication, even after achieving significant success, left a lasting impression on Trent.

Applying Athletic Skills to Sales

Trent’s work ethic, honed through years of rigorous training, translated seamlessly into his sales career. He stressed the importance of preparation and listening—two skills that are critical for success in sales. Preparation allows sales professionals to respond dynamically in meetings, while active listening ensures they understand and meet their clients’ needs effectively.

Trent’s experience at NASCAR further highlighted the importance of understanding clients’ businesses and aligning sales strategies with their goals. This approach, combined with a strong work ethic, is crucial for building long-term, successful relationships with clients.

Advice for Aspiring Sales Professionals

For those looking to transition into sales, Trent’s advice is clear:

Embrace Hard Work: Success in sales, like in sports, requires dedication and a willingness to push through challenging times.
Be Prepared: Thorough preparation is essential for making impactful presentations and responding effectively to clients’ needs.
Listen Actively: Understanding clients’ needs and tailoring solutions to meet those needs is key to building trust and achieving success in sales.

Conclusion

Trent Staley’s journey from an elite swimmer to a successful sales professional exemplifies how the skills and discipline developed in sports can be effectively transferred to a business career. His story serves as an inspiration for athletes and veterans transitioning into sales, emphasizing the importance of hard work, preparation, and active listening. Through his experiences, Trent demonstrates that with the right mindset and dedication, anyone can achieve success in sales.

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Episode 6: All Gas No Brakes | JR Butler

bhavinishah on August 31, 2023

Episode 6: All Gas No Brakes | JR Butler

August 31, 2023

Shift Group’s Journey: A State of the Union with JR Butler

In a special episode of Merchants of Change, JR Butler, the CEO of Shift Group, gave an insightful update on the company’s progress and shared his vision for the future. Hosted by Tom, this episode flipped the usual format to provide listeners with a “State of the Union” on Shift Group, a company dedicated to helping elite athletes and military veterans transition into successful sales careers.

The Birth and Growth of Shift Group

Shift Group, which launched on February 15, 2022, is a little over a year old. JR expressed his surprise and satisfaction with the company’s rapid growth. He noted that the sheer number of athletes, veterans, and companies they’ve engaged with and helped exceeded his initial expectations. Despite facing challenges and learning hard lessons, JR emphasized the importance of failing fast and adapting quickly, a philosophy that has been crucial for their bootstrap company.

The Importance of Operations and Hiring

As a first-time CEO, JR highlighted the critical role of operations and process optimization. He admitted that, while he understood the importance of these aspects, he didn’t anticipate needing them so soon. This realization has shaped his approach, and he now prioritizes finding the right operational partners to streamline Shift Group’s processes. Additionally, JR stressed the significance of hiring the right people, which has been a cornerstone of their success.

Expanding the Veteran Program

The veteran program at Shift Group was always part of JR’s vision. The involvement of Sean, a veteran with an impressive military background, has been instrumental in this area. Sean’s authentic voice and public presence have attracted the right veterans and companies to Shift Group, significantly accelerating the growth of this program.

Navigating the Changing Job Market

The job market’s shift in 2022, marked by rising interest rates and tech industry layoffs, forced Shift Group to pivot. Initially, their focus was on large, publicly traded companies with consistent hiring needs. However, the changing landscape led them to target venture capital firms and their portfolios. This strategic shift has opened new opportunities and allowed Shift Group to thrive in a challenging market.

Transformative Placements

JR shared a particularly impactful placement story about a football player from an ACC school. This individual, from a challenging background, found a career through Shift Group that not only changed his life but also the trajectory of his family’s future. Stories like these highlight the profound generational impact Shift Group aims to achieve.

Advice for Aspiring Sales Professionals

JR emphasized the importance of choosing the right first job. He advised focusing on the quality of the people you’ll work with and the growth opportunities available. The right mentorship can shape your entire career, making it crucial to select a workplace with leaders you admire and can learn from.

The Debate on Remote vs. In-Office Work

JR strongly advocated for in-office work, especially for those early in their careers. He believes that the learning and growth opportunities from being physically present in an office, surrounded by peers and mentors, are invaluable. The social connections and professional development that occur in an office environment can’t be replicated remotely.

The Skills That Matter

For those entering sales, JR highlighted account research as the most critical skill. Understanding a prospect’s business, their challenges, and strategic goals is essential for effective selling. This deep understanding sets excellent salespeople apart from the mediocre ones.

Final Thoughts: All Gas, No Brakes

JR’s motto, “All gas, no brakes,” encapsulates his philosophy of giving 100% effort and relentlessly pursuing goals. He believes that being a professional means caring deeply about your work and doing whatever it takes to achieve success. This mindset has driven JR’s career and underpins the culture at Shift Group.

Shift Group’s journey is a testament to the power of hard work, adaptability, and a clear mission. As they continue to grow and impact more lives, the lessons learned and the dedication to their cause remain at the forefront of their success.

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Episode 5: Best of Being a Sales Pro

bhavinishah on August 24, 2023

Episode 5: Best of Being a Sales Pro

August 24, 2023

The Essence of Being a Pro in Sales: Insights from Industry Experts

In the world of sales, the term “professional” carries weight. It signifies more than just proficiency; it embodies a commitment to excellence, consistency, and a unique approach to the craft. Several industry experts recently shared their perspectives on what it means to be a pro in sales, offering valuable insights into the attributes and mindset required to excel.

Uncommon Commitment

John’s view on being a pro in sales centers around the concept of being uncommon. According to John, being uncommon involves mastering the fundamental skills of sales and committing to exceptional performance in those areas. He believes that this dedication to excellence, similar to the discipline seen in elite athletes, is what sets true professionals apart. His creation, Ascender, aims to provide a platform for salespeople to refine these skills and become pros in their field.

Mental Resilience

For Serena Williams and Tiger Woods, mental resilience is key. Elite sales professionals, like top athletes, must maintain a consistent mindset through the ups and downs. The ability to stay focused and balanced, regardless of success or failure, is a hallmark of a true pro. This mental fortitude enables them to navigate the inherent challenges of the sales industry.

Ownership and Self-Improvement

Another critical aspect of being a pro in sales is taking ownership of one’s development. This involves recognizing areas for improvement and actively working on them without relying solely on external guidance. As one expert noted, a true pro is proactive in seeking out opportunities to learn and grow, demonstrating a high level of self-awareness and dedication to personal and professional development.

Process Mastery and Customer Focus

The best sales professionals excel in understanding both their product and their customer’s business. Mastery of account research is crucial, allowing them to empathize with their clients’ needs and challenges. This customer-centric approach, combined with a deep knowledge of the product, creates a powerful dynamic that drives successful sales outcomes.

Grit and Hard Work

A recurring theme among the experts is the importance of hard work and grit. Being a pro means putting in the effort, even in the face of adversity. It’s about knowing what needs to be done and having the determination to do it, regardless of the obstacles. This relentless pursuit of excellence and the willingness to tackle the hard tasks head-on distinguishes top performers in the sales field.

Building and Maintaining Relationships

A significant part of being a professional in sales is the ability to build and maintain strong relationships. This involves not only securing a sale but also ensuring ongoing customer satisfaction. Professionals prioritize long-term relationships, understanding that trust and reliability are key to sustained success. This relationship-building often extends beyond business transactions, creating a network of trust and mutual respect.

Extreme Ownership

Extreme ownership is another trait that defines sales professionals. This means being accountable for all aspects of their role, from preparation and performance to continuous learning and customer engagement. Professionals don’t wait for others to guide them; they take the initiative to improve and excel on their own.

The Pursuit of Excellence

Finally, the constant pursuit of excellence is a defining characteristic of a sales professional. This involves striving for consistency, repeatability, and continuous improvement. Elite salespeople are always looking for ways to fine-tune their skills and elevate their performance, much like athletes who push for perfection in their sport.

Conclusion

Being a pro in sales is about more than just hitting targets. It’s about committing to excellence, demonstrating mental resilience, taking ownership of one’s growth, mastering the sales process, working hard, building lasting relationships, and continuously pursuing improvement. These attributes, shared by industry experts, provide a roadmap for aspiring sales professionals aiming to reach the pinnacle of their careers.

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Episode 4: Be Resourceful, Not Reliant | Tyler Warden

bhavinishah on August 17, 2023

Episode 4: Be Resourceful, Not Reliant | Tyler Warden

August 17, 2023

Navigating Sales with Tyler Wharton: From Sports to Sales Success

On the latest episode of the “Merchants of Change” podcast, host JR Butler chats with Tyler Wharton about his journey from college sports to a thriving career in sales. Tyler, who played football at Robert Morris University, shares insights on the transition from athletics to sales, the importance of adaptability, and what it truly means to be a professional in the sales industry.

Cherishing the Off-Field Moments

When reminiscing about his college sports days, Tyler highlights that the most cherished memories aren’t the victories or losses but the camaraderie off the field. He fondly recalls bus rides, locker room banter, and the shared experiences that built strong bonds with teammates. This camaraderie, he believes, is what he misses the most and what creates lasting memories.

Key Traits of a Great Teammate

Tyler identifies two essential traits of a great teammate: humor and reliability. Humor brings levity during tough times, such as grueling summer camps, while reliability ensures that teammates can depend on each other during crucial moments. These traits, according to Tyler, are just as valuable in the business world as they are in sports.

Building a Foundation at Robert Morris

Tyler takes pride in being part of the inaugural football program at Robert Morris University. Starting from scratch, he and his teammates faced numerous challenges but laid a strong foundation for future teams. This experience taught him the importance of resilience and adaptability, qualities that have served him well in his professional life.

Transitioning to a Career in Sales

Tyler’s entry into the insurance industry was serendipitous. Initially working part-time at an independent insurance agency while finishing school, he had no intention of pursuing a career in insurance. However, the opportunity to be part of a startup, Kin Insurance, that aimed to disrupt the traditional insurance model, convinced him to stay. This decision led to a rewarding career where he now plays a pivotal role.

Embracing Change and Adaptability

One of the standout lessons from Tyler’s early days in sales was the importance of embracing change. Working in the insurance industry, especially within a disruptive InsurTech company, meant constant changes in regulations, products, and internal processes. Tyler emphasizes that the most successful salespeople are those who can adapt quickly and view these changes as opportunities for growth rather than obstacles.

The Value of Resourcefulness

Tyler believes that resourcefulness is a crucial skill for success in sales. He encourages young professionals to leverage available resources, such as Google, to learn and solve problems independently. By doing so, they can develop a deep understanding of their industry and become self-reliant, which ultimately leads to greater success.

Becoming a Pro in Sales

For Tyler, being a professional in sales means maintaining emotional stability and consistency. He advises against riding the emotional roller coaster of highs and lows that often accompany sales roles. Instead, he advocates for a steady, level-headed approach that focuses on long-term success rather than short-term victories.

Tyler Wharton’s journey from college athlete to sales leader offers valuable lessons on the importance of teamwork, adaptability, and resourcefulness. His insights serve as a guide for aspiring sales professionals looking to navigate the challenges and opportunities within the industry.

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Episode 3: Trust The Process | Jeff Bull

bhavinishah on August 10, 2023

Episode 3: Trust The Process | Jeff Bull

August 10, 2023

Transitioning from Navy SEALs to Sales: Insights from Jeff Bull

In the latest episode of “Merchants of Change,” host JR Butler sits down with Jeff Bull, a former Navy SEAL, to discuss his journey from military service to a successful career in sales. The conversation delves into Bull’s military experiences, his transition to civilian life, and valuable insights for veterans and aspiring sales professionals.

Choosing the Navy and Early Inspirations

Jeff Bull shares that his decision to join the Navy was inspired by the movie “Navy SEALs” starring Charlie Sheen. Seeking the toughest challenge he could find, Bull was drawn to the Navy SEAL training’s renowned difficulty and elite status. This quest for challenge set the foundation for his distinguished military career.

Memorable Milestones and Leadership Lessons

Reflecting on his military service, Bull emphasizes the importance of breaking down goals into manageable chunks, a habit he developed in the Navy. He fondly recalls the camaraderie and the calm demeanor of effective leaders, who managed to stay composed under pressure, both on missions and in their personal lives.

One standout leader Bull mentions is Adam LaRue, who exemplified continuous learning and leadership. LaRue’s approach to leadership, which included applying business concepts like SWOT analysis to military operations, left a lasting impression on Bull.

Transitioning to Civilian Life and Challenges

Bull explains that transitioning from the military to civilian life can be challenging due to the lack of structured milestones and constant feedback. The absence of a clear path for progress can be disorienting. Additionally, unresolved issues from years of service often resurface, adding to the complexity of the transition.

For business leaders, Bull suggests creating supportive environments for veterans, such as employee resource groups (ERGs), and understanding that the transition is a process that may involve multiple job changes before veterans find their fit.

Discovering a Career in Sales

Initially, Bull was hesitant about a career in sales, fearing the instability associated with variable income. However, his experience at McChrystal Group, where he applied military operational processes to business consulting, helped him realize the potential of sales. He learned that effective sales involve understanding customer needs and offering appropriate solutions, rather than the pushy tactics often stereotypically associated with the profession.

Advice for Veterans and Aspiring Sales Professionals

Bull advises veterans to prioritize what matters most to them—location, income, or job role—when transitioning to civilian careers. He emphasizes the importance of getting a foot in the door, demonstrating value, and being open to discovering new opportunities. He also highlights the need for veterans to frame their military experiences in a way that translates to civilian roles, focusing on skills like adaptability and leadership.

Building Effective Sales Teams and Continuous Learning

In his current role, Bull stresses the importance of daily stand-ups and structured communication within sales teams. This approach ensures accountability and efficient collaboration. He also values learning from experienced colleagues, continuously refining his skills by adopting proven methods.

Mental Health and Supporting Fellow Veterans

Bull and his wife founded a nonprofit, Epazilist.org, to support veterans struggling with mental health issues. He shares his personal journey with PTSD and depression, advocating for continuous maintenance and proactive treatment to stay ahead of symptoms.

Professionalism in Sales

To Bull, being a pro in sales means maintaining long-term relationships and not just focusing on immediate results. He admires sales professionals who invest time and effort in building sustainable success, demonstrating a balance between meeting quarterly targets and cultivating long-term opportunities.

Jeff Bull’s story is a testament to the resilience and adaptability of veterans. His insights provide valuable guidance for those transitioning to civilian careers and those looking to excel in sales.

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Episode 2: Control Your Controlables | Marcus Taylor

bhavinishah on August 3, 2023

Episode 2: Control Your Controlables | Marcus Taylor

August 3, 2023

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Episode 1: Know Your Why | Joelle Graham

bhavinishah on July 27, 2023

Episode 1: Know Your Why | Joelle Graham

July 27, 2023

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