TSE 534: Sales From The Street: “Sell Different”

cleanmark, The Sales Evangelist Podcast, Donald Kelly My guest today is fellow local Floridian, Corey Goltz, as he shares with us his biggest sales struggles, how he overcame those, and some of the results he has seen, and hopefully apply some or all of these principles to your own sales success.

Corey Goltz is in charge of developing CleanMark’s current customer base in the southeast region as well as building new business relationships. In addition, he plays a key role in extending CleanMark’s full scope of services to both existing and new clients.

Following a distinguished military career with the U.S. Army 3rd Ranger Battalion, Corey honed his business development expertise over the following 15 years within the fitness and financial services sectors. It was at the latter that he developed a defined value proposition and supporting communications strategy that ensured a compelling, consistent brand that drove outstanding client acquisition.
In addition to receiving the coveted Ranger Tab from the United States Army’s premier leadership course, Corey also attained an MBA in marketing from Palm Beach Atlantic University, Florida in 2013. This unique combination of military precision and business flair has helped him to excel in both business-to-business and direct-to-consumer sales, underpinned by the consistent delivery of innovative solutions implemented across myriad business requirements.

HE IS MOST PROUD OF:

* His service with the United States Army and 3rd Ranger Battalion.
* Annual Sporting Clays Fun Shoot committee member for Place of Hope in Palm Beach for the last 3 years.
* Vice-chairman on the Board of Directors for Unity For Kids School.
* Finishing IronMan Arizona with his wife by my side (in less than a day)
* He and his wife Brenda have two wonderful and productive children who you will often find volunteering with them on the weekends or hiking and kayaking in one of our the beautiful parks. They have made a wonderful addition to “Team High Goltage”.

Here are the highlights of my conversation with Corey:

Corey’s means of prospecting:

  • Inbound marketing through social media
  • Being in the right place at the right time when the customer is ready to talk to you

Corey’s major challenges:

  • Getting in front of a new group of people and getting into the space they’re already in
  • Presenting himself as a thought leader or field expert in a new industry

Strategies Corey applied to overcome his challenges:

  1. Develop a mission statement.

Why are you out there? Why do you wake up in the morning? You can’t just wing things and do things without a compass.

  1. Research your potential prospects.

Go into LinkedIn profiles, Twitter conversations or talk to friends to find out about your prospects. Talk to your prospects without selling and just get to know more about them.

  1. Research and implement an effective CRM

Find something that fits your company’s needs.

  1. Have a sales process.

Having a sales process is often overlooked by many salespeople. A great personality is not the only way to sell. You have to have a basic process in place. Get a proper education or training. Base knowledge is important but having a process will help get you to the next level. By having a process, you have something to fall back to.

Some results Corey has seen:

  • Their expected learning curve has been shortened by half.
  • Peace of mind

Episode Resources:

Connect with Corey on Twitter @HighGoltage or shoot him an email at corey.goltz@cleanmark.com.

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Want to say hi?

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