PK Podcast 19 Distributor DNA – Roger Burnett & WorkflowOne

Mark Graham, Bobby Lehew and I expand a new thread within the Podcast, whereby Mark & Bobby profile people at businesses of varying sizes in the Industry. My profile reflects my stint as National Director of Promotional Marketing for WorkflowOne, at that time the #13 Distributor in the Promotional Marketing Industry with $91MM in Promotional Marketing Sales.

  • Introduction of fellow PromoKitchen co-founder Jonathan Irvin to WorkflowOne
  • Developing salespeople v. developing sales
    • The Learning’s In the Doing – Reproducing wins, losing quickly, failing forward
  • The value of strong industry-specific sales knowledge when on-boarding a new win
  • Managing client relationships
  • Transactional v. Program Business – what order is correct to pursue when seeking new wins
  • Knowing When to Say No

 

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