In this episode of Sales Momentum, Howard Wolpoff sits down with Professor Pete Alexander, a seasoned entrepreneur and sales leader, to discuss his journey in turning around a failing business, navigating through the challenges of COVID-19, and growing a company that specializes in designing and maintaining lush office environments. They explore the sales strategies that have helped his business not only survive but thrive in a competitive market.

Key Takeaways:

1. The Journey to Entrepreneurship

• Professor Pete transitioned from corporate roles to business ownership in 2004.
• He acquired Office Plants by Everything Grows, despite some overlooked initial challenges.
• The company was struggling at the time of purchase, but he successfully turned it around.

2. Overcoming the Impact of COVID-19

• March 2020 saw a 60% loss of business in just 30 days due to office closures.
• Customized solutions helped retain essential clients, such as hospitals and businesses requiring in-person operations.
• Employee retention strategies included safety protocols and COVID bonuses for field workers.
• The company fully recovered by the end of 2023 and even acquired competitors who couldn’t sustain operations.

3. Sales Strategies for Sustainable Growth

• Referral-Based Growth: The primary lead source is client referrals, a testament to high service satisfaction.
• Strategic Partnerships: Networking with complementary businesses, particularly those involved in office relocations, generates valuable leads.
• Visual Sales Proposals: Unique design previews allow clients to visualize plant installations before purchasing.
• Digital Marketing: Google Ads and online inquiries contribute to acquiring new customers.

4. The Long-Term Value of Client Relationships

• Maintaining strong client relationships is key to ongoing business success.
• Providing excellent service leads to repeat business and referrals.
• Growth opportunities arise from evolving office designs and customer needs.

Final Thoughts:

Professor Pete’s journey highlights the power of resilience, adaptability, and strategic sales initiatives in business success. His ability to navigate challenges, particularly during the pandemic, serves as a blueprint for entrepreneurs looking to create sustainable and growing businesses.

Connect with Us:
🔹 Host: Howard Wolpoff - https://www.linkedin.com/in/howardwolpoff/

https://southwesternconsulting.com/coaches/howard-wolpoff/
🔹 Guest: Professor Pete Alexander - https://officeplants.com/

🎙️ Subscribe to Sales Momentum for more insights on sales strategies, business growth, and leadership.

Episode Notes: Sales Momentum Podcast

Episode Title: Setting Roots and Driving Sales Success

Host: Howard Wolpoff

Guest: Sandra Antoon, Director of Sales & Marketing, Vintage IT Services

Overview:
Welcome back to Sales Momentum! In this episode, we explore what it means to truly set roots at a company, developing not just personal sales success but also playing a pivotal role in shaping the sales and marketing strategy of the entire organization. Our guest, Sandra Antoon, has been with Vintage IT Services since 2009 and has played a key role in its growth. She has been recognized as the 2023 CRN Sales Executive of the Year, a 2024 CRN Exclusive Leader, and a Power 100 Honoree.

Sandra shares insights into building long-term sales success, integrating sales and marketing, and leveraging technology to enhance client engagement and retention.

Key Topics Discussed:

1. The Power of Longevity in Sales

Sandra’s journey from sales executive to Director of Sales & Marketing at Vintage IT Services.

Why staying at one company can provide stability, deeper industry knowledge, and opportunities for leadership growth.

The value of strong company culture and leadership in retaining top sales talent.

2. The Evolution of Sales & Marketing at Vintage IT Services

How Sandra helped shape the company’s sales processes and marketing strategies.

The importance of sales and marketing alignment to ensure consistent messaging and customer engagement.

Leveraging data to understand client needs and adjust outreach accordingly.

3. Leveraging Newsletters as a Sales Tool

How Vintage IT’s weekly newsletter has been running for over 20 years and reaches 29,000+ recipients.

The importance of mixing industry content with engaging, value-driven topics (e.g., music, local recommendations, nonprofit spotlights).

How tracking newsletter interactions helps identify sales opportunities.

4. Utilizing LinkedIn Newsletters & SEO for Growth

The advantages of LinkedIn newsletters in expanding reach and engagement.

How Sandra optimizes SEO and digital presence to drive inbound leads.

The impact of third-party recognition and industry accolades in boosting credibility.

5. Client Engagement & Retention Strategies

The ‘Warm 250’ strategy: maintaining relationships with former prospects and past clients.

Understanding pain points and tailoring follow-ups based on client interactions with marketing content.

Why world-class service is key to long-term client retention and growth.

Key Takeaways:

Longevity in sales roles can lead to deep industry expertise and leadership opportunities.

Sales and marketing must work together to create a seamless customer journey.

Consistent, value-driven content fosters engagement and uncovers sales opportunities.

Tracking digital engagement can provide valuable insights for targeted outreach.

Leveraging industry recognition enhances credibility and attracts high-value clients.

Resources & Links:

Connect with Sandra Antoon on LinkedIn: https://www.linkedin.com/in/sandra-antoun-082b1b14/

Learn more about Vintage IT Services: https://www.vintageits.com

Follow Sales Momentum for more episodes: https://www.youtube.com/@SalesMomentumPodcast

Final Thoughts:

Sandra’s experience proves that setting roots at a company, staying adaptable, and using data-driven sales strategies can lead to long-term success. Whether you’re looking to refine your sales approach or build stronger marketing integration, her insights offer valuable lessons for sales professionals at all levels.

Tune in next time for more sales insights and strategies on Sales Momentum! Don’t forget to subscribe, leave a review, and share this epi

Sales Momentum Podcast - Episode One
The Power of Radio Sales: Creativity, Connection, and Lasting Impact
Host: Howard Wolpoff
Guest: Tim Dodd, General Sales Manager at Vox AM/FM Digital
Topic: The Power of Radio Sales and the Longevity of Radio as a Medium

Tim Dodd’s Background in Radio
• Guest introduction: Tim Dodd, General Sales Manager of a radio cluster in Upstate New York, covering stations that reach Vermont and Montreal, Canada.
• Syracuse University graduate with a degree in Broadcast Journalism.
• Experience in news directing and reporting in Upstate New York.
• Transitioned into community relations and marketing before returning to radio sales.
• Managed and launched award-winning newsroom operations in Burlington, VT.
• Left and returned to the radio industry—expresses deep passion for the medium.
The Unique Power of Radio Advertising
• Many underestimate the impact of radio advertising.
• Unlike tangible products, radio sells air—messages that reach audiences through sound.
• Radio’s immediacy and locality create a deep emotional connection with listeners.
• A compelling test: Tim’s challenge to skeptics—offering a scenario where a DJ mentions a business on-air and rewards the next 15 visitors to prove radio’s effectiveness.
Radio’s Longevity in the Media Landscape
• Despite the rise of streaming services (Spotify, Pandora, etc.), 75% of people still listen to radio for hours daily.
• Traditional broadcast TV and newspapers have seen sharper declines in engagement.
• Radio maintains a strong local presence and community engagement.
• Listeners retain audio messages more effectively than visual ones—radio jingles and commercials stay embedded in memory.
The Evolution of Advertising and Radio’s Role
• Early advertising strategies originated from radio and evolved into modern digital formats.
• QR codes in digital ads, streaming service ads, and even television ads stem from radio’s original advertising concepts.
• Humans are highly auditory; sound-based advertising remains effective due to long-term memory retention.
The Power of Audio Branding: Jingles & Creativity
• Jingles create brand recall and are still widely used.
• Local radio stations offer creative services to develop effective campaigns.
• Even small businesses can leverage radio’s creativity for impactful advertising.
• Examples of unique radio ad campaigns, including humorous and engaging storytelling ads.
Closing Thoughts
• Radio continues to be a powerful advertising tool despite changes in media consumption.
• Businesses should consider radio for its reach, engagement, and emotional connection with audiences.
• Encouragement for advertisers to work closely with local radio stations to maximize creativity and impact.

www.HowardWolpoffSWC.com