July 19, 2022
On this week’s episode, Tom meets with Jim Beran, Director of Sales at Gilmore based in Pensacola, FL. Jim is a long time sales leader in the shredding industry. He discusses the history of selling in the industry and some of the differences he sees between the early selling and today.
Jim also shares some of his phone needs assessment process which can be really helpful to company positioning. The big takeaway in this episode the way they sell hard drive destruction to existing clients with small numbers of hard drives to shred in a targeted city or area.
Director of Sales
You can read the transcript for this episode here.