This is 'Entrepreneur's Edge' -  a Norhart podcast. In these episodes, we aim to help budding entrepreneurs on their journey to success, with tips, advice and fun along the way.

Summary

In this conversation, Roy Osing shares his secrets to building a billion-dollar sales force. He emphasizes the importance of creating a just-about-right strategy that focuses on execution rather than theoretical perfection. Osing discusses the three key questions to ask when defining a strategy: determining growth objectives, identifying customer segments, and understanding how to compete and win. He also highlights the significance of leadership by serving around and translating strategy for every function in the organization. Osing explains the need to shift from a product-focused approach to problem-solving and building long-term customer relationships. In this conversation, Roy Osing shares insights on differentiating a business through behavioral factors and building authentic relationships with customers. He emphasizes the importance of hiring employees who genuinely love people and creating a recruitment process that identifies this trait. Roy also discusses the role of marketing in creating personalized experiences and driving customer cravings. He shares his experience transitioning from voice to data services and the importance of releasing latent power in employees to drive execution and excitement.

Takeaways

• Building a successful sales force requires a just-about-right strategy that prioritizes execution over theoretical perfection.
• To define a strategy, ask three key questions: determine growth objectives, identify customer segments, and understand how to compete and win.
• Leadership by serving around and translating strategy for every function in the organization is crucial for success.
• Shifting from a product-focused approach to problem-solving and building long-term customer relationships is essential for sustainable growth. Differentiate your business through behavioral factors and authentic relationships.
• Hire employees who genuinely love people and create a recruitment process that identifies this trait.
• Marketing should focus on creating personalized experiences and driving customer cravings.
• Transitioning from one service to another requires a focus on retaining and growing existing customers.

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