1. Neil Glatt's Background: Glatt discusses his entry into the green industry during a difficult job market in 2009. His experience spans from working with a small landscape and snow removal company to growing a business significantly in snow revenue.
2. Online Education and Consulting: He highlights his current roles, including running an online education platform (Growthebench.com) offering short, digestible videos on various green industry topics, hosting two-day events under Snowfighters Institute, and consulting for companies in sales and operations.
3. Primary Growth Constraint in Green Industry: Glatt identifies the ability to sell services at the right price as a primary growth constraint. He emphasizes that selling at the correct margin is crucial for maintaining healthy business operations.
4. Challenges in Pricing and Sales: Glatt talks about common problems businesses face, like being compared to competitors' prices and the inability to estimate correctly, leading to underpricing services.
5. Target Marketing and Identifying Customers: He stresses the importance of target marketing and engaging with the right type of customers who value what the company offers.
6. Sales Behaviors and Processes: Glatt compares sales to running marathons, emphasizing consistency and discipline in making sales calls and following up with potential customers.
7. Understanding Customer Needs: He advises on understanding what customers value by asking existing clients and seeking referrals, as well as tailoring sales pitches to specific customer needs.
8. Importance of a Sales Process: Glatt outlines the necessity of a structured sales process, including identifying prospects, engaging, qualifying, estimating, and closing deals.
9. Handling Common Sales Responses: He discusses techniques for handling common objections and responses from potential customers, advocating for proactive and respectful sales approaches.
10. Self-Limiting Beliefs in Sales: The episode delves into the topic of self-limiting beliefs that can hinder sales performance, and the importance of overcoming these through coaching and self-awareness.
11. Contact Information and Recommendations: Glatt provides his contact details for further engagement and recommends resources for sales improvement, including John Maxwell's work and the book "Giftology" by John Ruhlin.

www.intrigueme.ca/podcast