Field Sales Unscripted

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Thank you for tuning into my podcast, “Snack Sized Sales,” where I focus on sharing three actionable tips on one topic that you can use to transform your sales. Today, my guest is Dan Bigger, the Director of Sales and Marketing for Chenango Valley Technologies (CVT), a full-service custom injection molding company. Dan was gracious enough to share how he has been incredibly successful in technical sales, networking, and building the company’s brand worldwide through social media. 

He is also the Founder, Co-Host, Promoter, and Organizer of the USA Manufacturing Hour on Twitter (#USAMfgHour Twitter Chat). Dan has spent the last 25 years in the manufacturing industry and has been with CVT since 2018. He’s so pleased to have worked with so many companies to assist them with the process of plastic injection moulding and tooling manufacturing. He enjoys being part of a project as it goes from start to completion. Tune in as Dan shares his incredible wisdom with us.

On Today’s Episode of Snack Sized Sales:

• The driving force behind everything that he does (02:04)
• How CVT helps companies achieve their manufacturing goals (02:41)
• Going to market when the sales is more technical-oriented (04:12)
• Sales tips for anyone who wants to get their foot in the door with the more established companies (05:49)
• Bringing manufacturing business back from overseas (06:28)
• What USA Manufacturing Hour is all about (06:52)
• Networking with businesses in the same industry to share projects instead of focusing on who their competitors might are (07:53)
• Making sales easier by being more authentic and telling the story of who you are and what you do (09:18)
• Utilizing social media to build your brand and increase your sales (10:32)

Connect with Dan Bigger:

• Chenango Valley Technologies
• Dan on LinkedIn
• Dan on Twitter

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Thanks for tuning into the Snack Sized Sales podcast! If you enjoyed this episode and want to learn even more about what it takes to simplify and transform your company’s back-office and online customer journey. Don’t forget to tune into our other shows and share your favorite episodes on social media!

Join the community of Snack Sized Sales fans on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources about leveraging the media.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

Thank you for tuning into my podcast, “Snack Sized Sales,” where I focus on sharing three actionable tips on one topic that you can use to transform your sales.

Today, my guest is Jeff Sangalli, board member and CEO at Monty’s Plant Food Company. Jeff comes on to teach us how we can really humanize our sales culture and exponentially grow a business even when it’s in a flat industry.

Jeff is an experienced executive with over 25 years of conceiving and executing strategic business plans, steering organizational decisions as a change agent, and launching new ventures while bridging the gap between technology and commercialization. While at Lexmark International, Jeff progressed through the organization, developing practical experience in virtually every aspect of business, manufacturing, supply chain, logistics and R&D.

He took a bold leap from a Fortune 500 company to become the general manager of a startup, Organocat, in 2019. In 2018, he became the CEO and board member of Marty's Plant Food Company, an international developer, marketer and seller of specialized soil amendment and plant fertility products. Under his leadership, Monty’s has tripled its revenue and profit in a very flat agricultural industry. Stay tuned for all the valuable insights Jeff has to share.

On Today’s Episode of Snack Sized Sales:

• From semiconductor designer to management leader with 14 years’ experience in a wide range business areas (02:36)
• Career Versus Family: How he was able to successfully balance between the two (05:15)
• Transitioning from engineering to organization, leadership and relationship building (07:18)
• Going into a stagnant business in a flat industry and finding ways to scale it (10:10)
• Why every business should learn about the Hedgehog principle (13:32)
• Getting the right people in order to build a strong sales force (14:32)
• The challenges they’ve been facing from their exponential growth (16:19)

Connect with Jeff Sangalli:

• Email
• Twitter
• Linkedin

Rate, Review, Learn and Share

Thanks for tuning into the Snack Sized Sales podcast! If you enjoyed this episode and want to learn even more about what it takes to simplify and transform your company’s back-office and online customer journey. Don’t forget to tune into our other shows and share your favorite episodes on social media!

Join the community of Snack Sized Sales fans on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources about leveraging the media.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

Thank you for tuning into my podcast, “Snack Sized Sales,” where I focus on sharing three actionable tips on one topic that you can use to transform your sales. Today, my guest is Dr. Rebecca Rosas, the Vice President of Strategic Planning for Texmark Chemicals in Galena Park, Texas, a privately held chemical processing and manufacturing company. Rebecca will talk to us about how strategic planning can help you improve your sales processes and increase revenues. 

She has previously been Vice President of R&D/Technology Center Manager prior to her promotion in late 2018. A graduate of McKendree College, she obtained an M.S. in Physical Chemistry at Eastern Illinois University. Rosas obtained a Ph.D. in Physical Chemistry from Texas A&M. During her studies, she was a Fulbright scholar, doing research at the University of Antwerp. Rebecca has been with Texmark Chemicals for almost two decades and has been a judge for the R&D 100 since 2014. She also is a member of the board for the Association of Laboratory Managers and is chairman of the Houston area chapter. 

On Today’s Episode of Snack Sized Sales: 

• Transitioning from teaching into a manufacturing position and what it taught her (02:10) 
• How being a strategic planner factors into the needs of their sales team (05:09) 
• Pricing: The sense of time that factors into margins (07:27) 
• The challenges that the pandemic presented for the pricing and projection models that they had developed (08:19) 
• Successfully implementing enterprise resource planning (11:39) 
• Being able to anticipate their future needs so they better serve their customers (13:00) 

Connect with Dr. Rebecca : 

• Email Rebecca at [email protected] 

Rate, Review, Learn and Share 

Thanks for tuning into the Snack Sized Sales podcast! If you enjoyed this episode and want to learn even more about what it takes to simplify and transform your company’s back-office and online customer journey. Don’t forget to tune into our other shows and share your favorite episodes on social media! 

Join the community of Snack Size Sales fans on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources about leveraging the media. 

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

Thank you for tuning into my podcast, “Snack Sized Sales,” where I focus on sharing three actionable tips on one topic that you can use to transform your sales. Today, my guest is Seth Brewer, the Co-Owner and Head of Business Development at Engineered Vision, an automation engineering firm headquartered in Dublin, Ohio that specializes in automation, custom machine design, collaborative robots, and machine vision. Seth comes on to talk to us about the power of automation and how it helped them pivot and scale their business even in the midst of the business challenges brought about by the Covid-19 pandemic, and how automating your processes can greatly increase your sales.

Seth began extensive marketing training after graduating university and jumped into the world of online business and marketing. He was then hired by Dry Rain Media to be the Director of Project Development. There Mr. Brewer maintained existing clients while providing quality insight and campaigns for new clients to help effectively streamline the business. Seth is the Marketing Project Manager for House of Calls, an intricate phone software dedicated to providing a complete, detailed report on how each advertising campaign is helping or hurting your business.

He is also the owner of Client Generation Tactics, a full spectrum, internet marketing service company that services the legal industry. His role at Engineered Vision includes a variety of different areas of problem-solving and business advancement. He works on identifying new customers, pitching automation products and services, develops and maintains relationships with existing clients and is involved in many other sectors of the company as well.

On Today’s Episode of Snack Sized Sales:

• From traditional marketing to the world of Engineered Vision and how he learned the value of niching down (02:07)
• Navigating the challenges of the Covid-19 pandemic by employing automation more and pivoting by creating more off-the-shelf products (05:03)
• Providing the necessary education on what automation really does for businesses (07:46)
• Busting the idea that automation will use take jobs away (09:42)
• A brief history of automation and how it impacts the manufacturing industry (13:34)
• Success Story: Creating an in-line inspection system for a carbide company that reduced their production loss (14:40)

Connect with Seth Brewer: 

Reach Seth at [email protected]

Rate, Review, Learn and Share

Thanks for tuning into the Snack Sized Sales podcast! If you enjoyed this episode and want to learn even more about what it takes to simplify and transform your company’s back-office and online customer journey. Don’t forget to tune into our other shows and share your favorite episodes on social media!

Join the community of Snack Size Sales fans on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources about leveraging the media.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

Thank you for tuning into my podcast, “Snack Sized Sales,” where I focus on sharing three actionable tips on one topic that you can use to transform your sales. Today, my guest is Dr. Eva Heintz, the Global Marketing & Sales Excellence Manager at Solvay, who will share her incredible journey, how to build an effective sales and marketing strategy, and why passion and empathy are critical to success in business while also positively impacting lives. 

Eva holds a Ph.D. in Chemistry from Georgia Institute of Technology and has extensive experience with management roles in multiple publicly-traded corporations. During her years at The Procter & Gamble Company, her contributions in science and leadership were recognized through The Power of You award. She has spent the last 14 years at Solvay and also serves as the Chair of the Board of Directors for Solvay North America Good Government Fund. 

Eva has also had the honor of being nominated for Georgia Tech’s Women on Distinction and being named one of the finalists for Top 10 Women in Healthcare by PR News. In addition to her day job, Dr. Heintz started Solvay X-factor, an ERG dedicated to mentoring, developing, and networking women within Solvay. Outside of Solvay, Eva sits on the Board of BioProcess System Alliance and on the Advisory Board of The Swinney Foundation (non-profit dedicated to Single Parents). In addition, Dr. Heintz, along with others, is launching the first U.S. Cohort for Thrive With Mentoring, another non-profit to mentor women across disciplines.

On Today’s Episode of Snack Sized Sales:

• [01:28] Chasing what you want and being passionate about things you want to see happen: Eva’s incredible journey of success
• [03:08] From scientist to manager then from marketing manager to the global marketing and sales excellence manager
• [06:22] Her experience in leading diverse sales and marketing teams
• [07:30] The importance of delineating between personal feelings and what’s right for one’s business
• [08:42] Is the consumer/customer really the boss?
• [10:56] Understanding your market at every step of the value chain
• [13:55]A major highlight of her successful career and how she achieved it

Connect with Eva Heintz:

• Linkedin

Rate, Review, Learn and Share

Thanks for tuning into the Snack Sized Sales podcast! If you enjoyed this episode and want to learn even more about what it takes to simplify and transform your company’s back-office and online customer journey. Don’t forget to tune into our other shows and share your favorite episodes on social media!

Join the community of Snack Size Sales fans on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources about leveraging the media.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

Thank you for tuning into my podcast, “Snack Sized Sales.” Today my guest is Lauren Holtvoigt of PetDx, Inc. . 

Lauren Holtvoigt, DVM brings a unique combination of clinical practice experience in parallel with industry insider knowledge through a commercial lens that is geared toward successful growth opportunities within the market. 

Dr. Holtvoigt has deep experience in fundraising, financial, clinical operations and organizational management and is skilled in relationship and coalition building, industry trend assessment, and information dissemination. With a DVM from The Ohio State University, as well as an MBA, Dr. Holtvoigt possesses advanced talent at translation of macro commercial data to actionable and effective plans for a veterinarian, team or more broadly for a large organization.  

Dr. Holtvoigt has worked with numerous animal industry corporations and is currently working within an oncology diagnostic startup. In her free time, Dr. Holtvoigt also likes to run competitively. 

On Today’s Episode of Snack Sized Sales: 

• [0:02:30] Who Lauren is and how she went from getting a Doctorate in Veterinary Medicine to an MBA to where she is today. 
• [0:07:19] Lauren discusses how you help your team understand how value proposition is important to be able to sell products. 
• [0:09:34] Lauren discusses what she instituted within her team to help set her up for success in her upcoming launch. 
• [0:12:11] Lauren discusses how she balanced learning how to give the right information but not too much. 
• [0:14:06] Lauren discusses what she was looking for in her team when she built it. 
• [0:15:50] Lauren provides advice on taking a product to market. 
• [0:17:00] Lauren shares her greatest success story. 

Connect with Lauren Holtvoigt: 

• Company Website 
• LinkedIn 
• Email 

Rate, Review, Learn and Share 

Thanks for tuning into the Snack Sized Sales podcast! If you enjoyed this episode and want to learn even more about Lauren’s oncology diagnostic startup, please listen and subscribe. Don’t forget to tune into our other shows and share your favorite episodes on social media. 

Join the community of Snack Size Sales fans on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources. 

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

Thank you for tuning into my podcast, “Snack Sized Sales,” where I focus on sharing three actionable tips on one topic that you use to transform sales. Today my guest is Bryn Bonino of Backstory First who will share actionable strategies on how leaders should authentically brand their businesses using their backstory as a tool.  

Bryn Bonino works as a branding consultant for compassionate microbusinesses. She developed Backstory First, a 10-step methodology to brand businesses more effectively. This works because, no matter where you go, there you are. Bryn also helps her clients with a 7-part content marketing strategy that is rooted in human psychology. She’s developed these processes by combining her work as a professional ethnographer and her 10 years of experience in marketing. 

Bryn has been a guest on other podcasts, such as Business Networking as an INFJ, as well as Becoming Italian. 

On Today’s Episode of Snack Sized Sales: 

• [0:01:19] Who Bryn is and how she helps leaders authentically brand their businesses using their backstory as a tool. 
• [0:03:58] Use your own backstory as a branding tool: (1) Write down your strongest life memories - as many as you can, (2) Turn any negative memories into positive life lessons and analyze all stories for philosophical world values, (3) Leverage these life lessons and values into how you position your offers to your audience. 
• [0:08:39] Write your content marketing to your customer journey: (1) Think of what will be going through your customer’s head when they are (a) problem unaware, (b) problem aware, (c) solution unaware, and (d) solution aware, (2) Think of the end goal that your business has (what want to sell and what image it will have), (3) Craft content (blog post, YouTube video, podcast episodes) that both speaks to the thoughts of the customer throughout the customer journey and that meets the goals of your business. This way your content will work to sell for you, and you’ll have to do the less heavy lifting. This way you will connect more authentically with your audience and you won’t have to convince them. They’ll want to work with you. 
• [0:14:37] When you’re creating the content, whether it be your blog, your podcast, or your YouTube channel, make sure that you always have an angle in mind and make sure you’re tying content to what your client avatar is. 

• Bryn’s Storytelling Jumpstart is a master class on the steps to get started using your backstory as a tool to authentically brand your business. You’ll also get a primer for how to use your story vignettes in all of your content marketing.  
• Guests can also download her free guide on 21 Ways to Use Your Story in Marketing. 

Connect with Bryn Bonino: 

• Company Website 
• LinkedIn 
• Email 

Rate, Review, Learn, and Share 

Thanks for tuning into the Snack Sized Sales podcast! If you enjoyed this episode and want to learn even more about what it takes to authentically brand their businesses using their backstory as a tool, please subscribe to the show. Don’t forget to tune into our other shows and share your favorite episodes on social media to help other leaders authentically brand their businesses using their backstory as a tool. 

Join the community of Snack Size Sales fans on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources about leveraging the media. 

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

Thank you for tuning into my podcast, “Snack Sized Sales,” where I focus on sharing three actionable tips on one topic that you use to transform sales. Today my guest is Andrea Wolkofsky with shyft digital and she will be speaking on authenticity in marketing. 

Andrea Wolkofsky is the co-owner of shyft digital – a social and digital strategy and consulting company in New Jersey. Shyft creates brand loyalty by helping marketers find their most authentic voice when talking to the customers they are trying to reach. With more than 20 years in the industry, Andrea has a keen sense of what business owners and marketers need for their businesses to thrive.  

On Today’s Episode of Snack Sized Sales:  

• [0:01:31] Who Andrea is and how she helps businesses be authentic with their marketing. 
• [0:06:02] Your message needs to resonate with the people who are hearing it. (Is it what you want to say to them; or is it what they want to hear?) 
• [0:10:54] Your marketing assets need to be consistent – relevant – and focused. (Is your message clear; Is it consistent across all channels; Does it represent who you are as a business; Are you spending time on channels that align with your target audience?) 
• [0:13:49] You don’t have to be everywhere (Just because there are 8 different social channels doesn’t mean they are all “right” for you; Find your niche and be the best there; Stand out from the crowd – differentiate yourself and fill the white space in your industry.) 

Andrea is happy to have a consult with any listener who feels they are struggling to find their authentic voice in their marketing efforts. She will do a deep dive of their current efforts and make strategic recommendations on ways to improve to strategies to implement. Please contact her through her email here. 

Connect with Andrea Wolkofsky: 

• Company Website 
• Facebook 
• LinkedIn 
• Email 

Rate, Review, Learn and Share  

Thanks for tuning into the Snack Sized Sales podcast! If you enjoyed this episode and want to learn even more about what it takes to be authentic with your marketing, please subscribe to the show. Don’t forget to tune into our other shows and share your favorite episodes on social media to help others be authentic with their marketing. 

Join the community of Snack Size Sales fans on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources about sales objections. 

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

Thank you for tuning into my podcast, “Snack Sized Sales.” Today my guest is Shaun Moshasha of Luminostics.  

Shaun identifies opportunities and connects dots. Although he plays in the biotechnology space, his activities have spanned fields as diverse as agriculture, consumer products, education, medical devices and diagnostics, in both the for-profit and non-profit arenas. He has achieved various successes from his endeavors; three of the companies he has co-founded are currently worth over $25M combined. However, these successes have come at the cost of many failures, hardships and hard-won lessons. Shaun's successes give him validation and his failures give him determination. Those are the elements that drive any salesperson, or any entrepreneur, to accomplish great feats, and Shaun restlessly strives for greatness by simply connecting the dots. 

On Today’s Episode of Snack Sized Sales: 

[0:01:16] Who Shaun is and how he got into what he is doing today. 

[0:03:12] Shaun discusses his position as “Head of Customer Experience.”  

[0:04:30] Shaun discusses how he interacts with the sales team and talks about at which point he gets involved in the sales process.  

[0:6:00] Shaun touches on overcoming “territorial” challenges. 

[0:08:31] Shaun discusses what it was like to build out the customer experience program. 

[0:12:26] Shaun advises sales managers on what they could do with their department to ensure salespeople are providing that true customer experience. 

Connect with Shaun Moshasha: 

• Company Website 
• Twitter 
• LinkedIn 
• Email 

Rate, Review, Learn and Share 

Thanks for tuning into the Snack Sized Sales podcast! If you enjoyed this episode and want to learn more about what it takes to ensure that your salespeople are providing that true customer experience, please listen and subscribe. Don’t forget to tune into our other shows and share your favorite episodes on social media! 

Join the community of Snack Size Sales fans on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources. 

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

Thank you for tuning into my podcast, “Snack Sized Sales. Today my guest is Mahrad Saeedi of WeHealth. 

Mahrad combines his entrepreneurial drive with a strong technical foundation in the life sciences and management consulting to connect underserved patient communities with resources and support. Mahrad’s breadth of experience enables him to provide a unique perspective in partnering with patients, physicians and policymakers to streamline the health care continuum using digital solutions.  

Through WeHealth, Mahrad strives to combine the power of crowdsourcing and social advocacy for supporting health equity initiatives by building patient-driven communities for healing together. Mahrad earned his BS in Biology from Loyola Marymount University in Los Angeles, CA and his MBS in biotech management from Keck Graduate Institute in Claremont, CA. 

On Today’s Episode of Snack Sized Sales: 

[0:02:35] Who Mahrad is and how he got to where he is today. 

[0:09:32] What drove Mahrad to be fully “all in” with WeHealth? 

[0:14:45] Mahrad gives advice on how to increase your sales in a start-up environment. 

[0:18:36] Mahrad shares a success story. 

Connect with Mahrad Saeedi: 

• Company Website 
• Twitter 
• LinkedIn 
• Email 

Rate, Review, Learn and Share 

Thanks for tuning into the Snack Sized Sales podcast! If you enjoyed this episode and want to learn more about how to increase your sales in a start-up environment, please listen and subscribe. Don’t forget to tune into our other shows and share your favorite episodes on social media! 

Join the community of Snack Size Sales fans on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.