Tell us the basics: Who are you, what’s your company’s name and how long have you been at this company?

I have been the owner of Focus Business Development Inc., a Sandler Training affiliate, for more than 10 years now. We help companies and individuals improve sales performance through consulting and implementing professional-development programs for leadership, management and sales teams. With more than three decades of business and sales experience in the Richmond  region, and 10 years in the military, my focus has been on sharing my experiences of wins and losses to assist teams and individuals grow successful careers and happy lives.

Has technology changed sales, or has it just changed the mechanics of closing a sale?

We behave differently as buyers and sellers due to various technological advances, especially in the business-to-business arena. The amount of quality information readily available allows buyers to be more knowledgeable, assisting them in making the best buying decisions. The prospective customer should close themselves if the sales person has done a good job.

Your sales coaching often focuses on attitude or behavioral change. What’s a common attitude or behavior that inhibits sales?

Our attitudes and emotions can get in the way of being a successful professional and person. It is critical to be aware if you have an attitude of opportunity, or an attitude of limitation. A common behavior that can inhibit sales growth is talking too much. Sales people can have the tendency to ramble on about their company, products or services in a way that can bore the prospect.

What’s a lesson you’ve learned during the recession?

We all must be proactive, and stay proactive, no matter what the economy is doing. Companies must be constantly evaluating their strategies for going to market and have the structure to know what is working and what is not working. Understand your people and have defined processes and systems in place.

What’s a business you admire, and why?

My favorite type is B2B. I like the challenges of transactional organizations because they require exceptional teamwork. I started a distribution company in 1978, and we grew it to more than 75 people until being acquired in 1998. I was proud of the team we built, and I admire any business that has a superior team culture.

Is there a secret to your personal success? Perhaps a piece of advice you’ve always remembered?

I don’t think it’s a secret: know your goals, have action plans, work hard and be determined.

What’s coming up in the next year for you and your company? What about in the next five years?

We are determined as a small organization to communicate and implement the powerful tools that Sandler Training has developed over the past 45 years to provide a world class training and development experience. We will continue to provide personal and customizable training programs with increased online and virtual reinforcement.

What, at your business, is the best way to connect with customers?

Strive for referrals. Follow up your marketing, networking and sales activities to build stronger relationships.

What’s the part of your job you dread the most?

I don’t dread anything, but one of my major challenges is being able to connect with all the different individuals and situations we encounter. Change can be a touchy subject to communicate, especially when it involves attitude, behavior and then technique change.

What’s the part of your job that excites you the most, the thing that makes you want to hurry to work?

Assisting others grow professionally and personally. Helping teams work together more effectively to achieve common goals.