Bill Berger, Executive Director of Fairbanks Morse Defense, joins us to reveal the transformation of his historic company into a powerhouse supplier for the Navy and Coast Guard. With a foundation laid during his time as a Marine Corps officer, Bill shares his mission-driven approach and the pivotal role adaptability has played in his journey. His story is a testament to the power of people skills in both sales and leadership, emphasizing the need to genuinely understand the needs of your team and customers. Bill's transition from the Marine Corps to sales was sparked by personal circumstances, and he details how an early passion for technology, inspired by his father, has shaped his career in meaningful ways.

For those aiming to build a successful sales team, Bill's experiences are an invaluable resource. He recounts lessons learned from the telecom industry's boom and stresses the long-term strategies that are crucial for sustained growth. The conversation navigates the complexities of selling to the Department of Defense, underscoring the importance of patience and a long-term vision. Bill shares insights into effective hiring practices, highlighting how qualities like patience and a methodical approach can sometimes outweigh direct experience, demonstrated by a recent successful hire from a shipyard.

Listeners looking to enhance their leadership capabilities will find Bill's insights particularly beneficial. He delves into the importance of empathy, resilience, and the ability to learn from setbacks, using his own experiences as a guide. Bill’s transition back to a frontline sales role showcases the power of openness and honest communication with leadership. Additionally, he provides practical advice on optimizing CRM systems, ensuring they become powerful tools for integration and efficiency. This episode is packed with wisdom for aspiring sales leaders eager to refine their skills and drive their teams toward success.

Bill serves as the Executive Director, Strategic Accounts for Fairbanks Morse Defense (FMD). In this role, Bill acts as the enterprise primary contact for the Huntington Industries Inc companies. Bill is responsible for all opportunities and activity within Newport News Shipbuilding (NNS), Ingalls Shipbuilding and Mission Technologies for all ten business units of FMD and is the FMD executive team’s representative to senior management team at these customers. Bill also manages FMD’s Data Analytics/Programs team.

Prior to this position, Bill has been a Vice President of Sales & Marketing at Ward Leonard CT LLC and Ultra Electronics’ TCS and DNE business units. He has over 29 years of experience in selling technology solutions to the Department of Defense, Telcos and commercial businesses. Bill is a past president of the Marine Machinery Association, as well as being active in the Aircraft Carrier Industrial Base Coalition and Submarine Industrial Base Council. Bill has a MS in Organizational Leadership from Quinnipiac University and a BA in Mathematics from the College of the Holy Cross. Bill is a veteran of the US Marine Corps and served in Operations Desert Shield and Desert Storm as a Communications Officer with 1st BN, 3rd Marines. Bill and his wife Meredith reside in Newport News, VA and have two adult children, Gabrielle and Cameron.

Quotes:

"In sales and leadership, it's not just about closing deals—it's about understanding and meeting the needs of both your team and your customers."

"The transition from the Marine Corps to sales was driven by personal circumstances, but it taught me the power of adaptability and resilience."

"When selling to the Department of Defense, patience and a long-term vision are not just virtues; they are necessities."

"Effective leadership is rooted in empathy, resilience, and the ability to learn from setbacks."

Links:

Bill’s LinkedIn - https://www.linkedin.com/in/bill-berger-5458826/

Fairbanks Morse Defense - https://www.fairbanksmorsedefense.com/home

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/

Tired of your CRM sucking the life out of your team? Visit https://crmshouldntsuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.

Doug C. Brown, CEO of CEO Sales Strategies, joins us for a captivating exploration into the world of sales optimization and scalable revenue. With his roots in sales beginning at his father's business, Doug has transformed into a visionary leader in sales strategies. In our discussion, Doug unveils the core principles of CEO Sales Strategies, stressing the necessity of a structured and systematic approach to secure predictable revenue streams. As we navigate the common hurdles businesses face, like setting clear goals and identifying right-fit buyers, Doug shares his invaluable perspective on the evolving role of AI in sales processes. He emphasizes the human aspect of selling, the importance of customer care, and how a structured sales process can be a game-changer.

Our conversation also highlights the vital importance of business clarity and metrics in sustaining growth and avoiding chaos. Doug delves into how unmanaged growth can lead to business implosion and shares personal anecdotes, including a profound story about congenital hip dysplasia, underscoring the urgency of addressing root issues early. By examining micro measurements and uncovering hidden issues, Doug illustrates that real improvement calls for dedication and deep understanding, not just superficial fixes. Whether you're a seasoned sales veteran or new to the field, this episode is packed with actionable insights and strategies to enhance your sales success and business outcomes.

Doug C. Brown, CEO of CEO Sales Strategies, is a renowned Sales Revenue and Profit Growth Expert. He is the creator of a predictable, reliable, measurable, math-based model for sales revenue growth. Using this system, Doug helps businesses and independent business professionals dramatically increase their sales.

Doug has served as the independent President of Sales and Training for Tony Robbins and Chet Holmes, achieving a 143% increase in close rates and a 4150% sales boost in six months. He has built over 35 businesses, generating over $900 million in sales for himself and his clients.

His expertise has benefited companies like Intuit, CBS Television, Procter & Gamble, and thousands of other businesses. He has earned Top Sales Professional Awards and led high-performance teams.

Doug's latest venture, Vibitno, is a revolutionary sales automation software designed to increase sales revenue by enhancing follow-up efficiency, boosting client retention, and increasing sales productivity.

For four decades, Doug has shared his knowledge to help others achieve extraordinary sales growth through simple, effective steps.

Quotes:

"Predictable sales revenue growth starts with clarity. Without it, chaos will eventually consume your business."

"Selling is human. It's about solving a problem, gaining an opportunity, or achieving a goal, not just pushing a product."

"If you want to make more sales, you need a process. It's like a dance—without a rhythm, you'll step on your partner's toes."

"The key to scalable revenue is understanding your numbers. Wishful thinking won't hit your targets; clear metrics will."

Links:

Website (CEO Sales Strategies): https://ceosalesstrategies.com/

Vibitno: https://vibitno.com/

Facebook: https://www.facebook.com/Dougcbrown123/

LinkedIn: https://www.linkedin.com/in/dougbrown123/

Instagram: https://www.instagram.com/dougcbrown_/

CEO Sales Strategies LinkedIn: https://www.linkedin.com/company/ceosalesstrategies

Follow-Up Masterclass: http://ceosalesstrategies.com/stoptheleak

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/

Tired of your CRM sucking the life out of your team? Visit https://crmshouldntsuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.