Why Doesn’t Anyone Want To Be In Sales Anymore? Intentional Success With Tom Stimson podcast

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Keys and Knives - S3 Ep 1 26:28

6 weeks ago26:28

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Why Doesn’t Anyone Want to Be in Sales Anymore?

about a year ago 17:49

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Content provided by Tom Stimson and The Stimson Group. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Tom Stimson and The Stimson Group or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.

Do you run away when someone mentions the “S” word?

In this episode, I tackle the uncomfortable truth about sales in the AV industry. If you claim you don’t have salespeople, you’re missing the point. Sales is a process, not a title.

I break down the three dysfunctional models most companies use, why project managers are just band-aids for a broken system, and how my selling-planning-administration Venn diagram creates a better way forward.

You don’t need to call anyone “sales” — but someone in your company is selling, whether you admit it or not. Stop avoiding reality and start embracing your role in the process that turns your talent into profitable revenue.

Visit trstimson.com for more resources.

Follow Tom on LinkedIn

… continue reading

191 episodes

#Business #Tom Stimson #The Stimson Group

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Why Doesn’t Anyone Want to Be in Sales Anymore?

Intentional Success with Tom Stimson

published about a year ago

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MP3•Episode home

Content provided by Tom Stimson and The Stimson Group. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Tom Stimson and The Stimson Group or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.

Do you run away when someone mentions the “S” word?

In this episode, I tackle the uncomfortable truth about sales in the AV industry. If you claim you don’t have salespeople, you’re missing the point. Sales is a process, not a title.

I break down the three dysfunctional models most companies use, why project managers are just band-aids for a broken system, and how my selling-planning-administration Venn diagram creates a better way forward.

You don’t need to call anyone “sales” — but someone in your company is selling, whether you admit it or not. Stop avoiding reality and start embracing your role in the process that turns your talent into profitable revenue.

Visit trstimson.com for more resources.

Follow Tom on LinkedIn

… continue reading

191 episodes

#Business #Tom Stimson #The Stimson Group

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Intentional Success with Tom Stimson

Intentional Success with Tom Stimson podcast artwork

1
Monday Morning Drive: Why Your Ideal Customer Makes or Breaks Profitability 7:23

7 hours ago7:23

7:23

What’s the one thing I think most of my audience struggles with? It’s not revenue, profitability, or costs, but it’s something that affects all of that. Before all else, define your ideal customer. https://www.trstimson.com/choose-your-ideal-customer/

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Intentional Success with Tom Stimson

Intentional Success with Tom Stimson podcast artwork

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Numbers Don't Lie, But Did You Ask Them Any Questions? 21:18

5 days ago21:18

21:18

How did a company book $11 million in a month... and lose $3.5 million doing it? In this episode, I explain why your accountants are asking the wrong questions and the three critical money questions every AV business must answer. Learn why data without direction fails and how looking forward (not backward) drives profitability. Plus: details on my upcoming Management Accounting Master Class! Visit trstimson.com for more resources. Follow Tom on LinkedIn…

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Intentional Success with Tom Stimson

Intentional Success with Tom Stimson podcast artwork

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Monday Morning Drive: A Recession Is Likely. Prepare Your Business Now. 5:29

7 days ago5:29

5:29

A recession, or worse, is likely. Our current economic policies mirror those that led to past financial crises, and historical records indicate that these approaches rarely succeed. You can’t control government policy, but you can prepare your business. Here’s how to protect yourself when economic challenges arise. https://www.trstimson.com/recession-preparation-for-business/…

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Intentional Success with Tom Stimson

Intentional Success with Tom Stimson podcast artwork

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Your Irrational Relationship With Revenue 17:47

12 days ago17:47

17:47

Is revenue keeping you up at night? In this episode, learn why windfall clients (those representing over 30% of your business) can be dangerous, why external excuses for lack of revenue are invalid, and how to stop chasing dopamine hits from sales in favor of building sustainable success. Develop a healthier relationship with revenue that leads to real business control and lasting profit. Visit trstimson.com for more resources. Follow Tom on LinkedIn…

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Intentional Success with Tom Stimson

Intentional Success with Tom Stimson podcast artwork

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Monday Morning Drive: Are You Ready for the Next Economic Challenge? 5:18

14 days ago5:18

5:18

The White House’s on again, off again tariffs could impact our industry as severely as the coronavirus did. Whether you agree with the long-term strategy is irrelevant. In the short term, it’ll hurt. All I can say with certainty is this: pay attention. https://www.trstimson.com/next-economic-challenge/…

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Intentional Success with Tom Stimson

Intentional Success with Tom Stimson podcast artwork

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How to Control the Narrative 9:31

19 days ago9:31

9:31

Ever hear that business is “all about relationships”? That statement drives me nuts because it’s only partially true. Relationships aren’t the end goal. They’re the means to controlling the narrative. In this episode, I break down how controlling the narrative works in sales, management, and exit planning. Learn how to set clear expectations, create the right moments for decisions, and establish the path forward one bite at a time. Visit trstimson.com for more resources. Follow Tom on LinkedIn…

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Intentional Success with Tom Stimson

Intentional Success with Tom Stimson podcast artwork

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Monday Morning Drive: Why Project Managers Hurt Your Profit 6:44

21 days ago6:44

6:44

The term "project manager" became common in live events in the '90s. Companies offered project management for free as a "value add", which customers then expected at no extra cost. Providing services you don't charge for sets a problematic precedent - once something is given away free, it's hard to put a price on it later. Free "value adds" can create challenges for event companies down the line. https://www.trstimson.com/problem-with-project-managers/…

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Intentional Success with Tom Stimson

Intentional Success with Tom Stimson podcast artwork

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Don’t Attempt to Scale Chaos 15:14

26 days ago15:14

15:14

In my 100th episode, I call out the “accidental entrepreneurs” who build businesses by doing what they know well and neglecting what they don’t. Before launching your next strategic adventure, master these fundamentals: fix your accounting (align revenue to actual services), fix your pricing (stop guessing!), and set clear standards for execution. Most businesses fail not because of today’s problems, but because of what wasn’t addressed years ago. Master these basics first, and you’ll reduce the risk of failed growth plans. Visit trstimson.com for more resources. Follow Tom on LinkedIn…

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Intentional Success with Tom Stimson

Intentional Success with Tom Stimson podcast artwork

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Monday Morning Drive: What Do Owners Really Want? 5 Keys to Satisfaction 6:21

28 days ago6:21

6:21

When you start a business, your wants are simple: control, independence, proving yourself. But quickly, other wants take precedence. Let’s break down what owners really want, both practically and emotionally, so you can start getting more of what you deserve from your business. https://www.trstimson.com/5-things-owners-want/…

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Intentional Success with Tom Stimson

Intentional Success with Tom Stimson podcast artwork

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You Can’t Negotiate What You Can’t Calculate 15:50

5 weeks ago15:50

15:50

Ever wonder why clients demand detailed breakdowns of your quotes? We created this pricing nightmare through excessive transparency. In this week’s episode, learn why every pricing decision is about profit, how to stop reinventing the wheel with each quote, and why ditching line items protects your margins. The math is simple: know your costs, add a reasonable margin, and be confident in your worth. Stop negotiating away your net profit to corporations making billions. Visit trstimson.com for more resources. Follow Tom on LinkedIn…

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Intentional Success with Tom Stimson

Intentional Success with Tom Stimson podcast artwork

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Monday Morning Drive: The 10 Levels of AV Excellence: Find Your Place and Climb Higher 10:27

5 weeks ago10:27

10:27

It’s time for your mid-year mindfulness check-up! Are you reaching your business goals? Has your forecasting been accurate? How far down the road have you been kicking challenges? Many of us begin the year with resolutions, goals, and high aspirations. Then, reality happens. If your vision for the future and actual results have moved farther apart as the year waxes on, then now is a good time to regroup. https://www.trstimson.com/10-levels-of-av-excellence/…

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Intentional Success with Tom Stimson

Intentional Success with Tom Stimson podcast artwork

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The Single Source of Truth in Your Project-Based Business 21:34

6 weeks ago21:34

21:34

What’s your single source of truth? Whether you’re running a rental company, project-based business, or creative services firm, you need to decide which system rules them all. QuickBooks? Rental management? Project software? In this episode, I break down the right approach for each business type and why fighting your software’s design is a losing battle. The perfect software for your situation doesn’t exist, so adapt your processes to work with your tools, not against them. Listen now to end the conflict between sales and operations once and for all. Visit trstimson.com for more resources. Follow Tom on LinkedIn…

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Intentional Success with Tom Stimson

Intentional Success with Tom Stimson podcast artwork

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Monday Morning Drive: Does Your Business Have a Soul, or Just a Look? 7:04

6 weeks ago7:04

7:04

Perfection - if it even exists - is probably boring. Humanity brings character to perfection, but does that make something imperfect? As you approach perfection, does the remaining imperfection seem more glaring? When do you stop? Why all this philosophy on a Monday Morning? Because, if you make something good enough , there is still room for improvement, later. https://www.trstimson.com/business-soul-vs-look/…

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Intentional Success with Tom Stimson

Intentional Success with Tom Stimson podcast artwork

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How to Prepare For Your First Discovery Call 14:54

7 weeks ago14:54

14:54

Think discovery calls are about clients discovering YOU? In this episode, I set the record straight about discovery calls and explain why so many of you get them wrong. You’ll learn how to listen more than you talk, master the small talk trick (just repeat the last word someone says!), and show only the slides that matter. When it’s finally your turn to speak (you get about eight minutes in a 30-minute call), focus on process, not capabilities. Listen now and fix your discovery calls once and for all! Visit trstimson.com for more resources. Follow Tom on LinkedIn…

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Intentional Success with Tom Stimson

Intentional Success with Tom Stimson podcast artwork

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Monday Morning Drive: Embrace Your Role in Sales (It’s Not a Dirty Word) 8:42

7 weeks ago8:42

8:42

Can you think of any other industry that’s proud of not having ANY salespeople? Here’s a disturbing stat: 90% of owners that call for help on their business have a sales problem. 75% of those owners tell me they have no one in their company whose jobs are in sales. No salespeople. https://www.trstimson.com/embrace-sales-role/…

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