Mike And Alison After Hours: Matt McDarby — President, United Sales Resources LLC
This episode of the Mike And Alison After Hours podcast features Matt McDarby, President, United Sales Resources LLC, author, and more.
Do you consider sales to be an “adversarial” process?
The work of selling a product or service doesn’t come naturally to everyone. It can seem like a burden you place on a potential customer, but it doesn’t have to be that way. With the right perspective and strategy, sales can be an engaging and rewarding endeavor, which is something this week’s guest has learned over the course of his career.
In this episode of After Hours, Mike and Alison talked to Matt McDarby, President, United Sales Resources LLC and author of The Divine Comedy of Sales. In light of this guest appearance, we are giving away a copy of the book, so make sure to subscribe to the podcast on YouTube or your favorite podcast app.
This episode is the next in an ongoing series of episodes featuring a far more diverse range of guests. Instead of just focusing on specifically business-based topics, going forward, Mike and Alison plan to incorporate equally applicable subject matter.
In this episode, Mike and Alison talk with Matt about his book, his experience as a salesman, and more. Check out the full video for the complete discussion:
Get To Know Matt McDarby
Matt didn’t always think of himself as a salesman, and instead, grew up fostering a passion for writing. However, before he penned his first book, he knew he needed to make some money and pay off student loans. In looking for work, he found the most opportunities in the sales space.
“It turned out the only people willing to pay me were people who wanted to sell things,” says Matt.
At first, Matt found the sales role to be rather uncomfortable. For an introvert, the prospect of convincing people to part with their money wasn’t a natural one. He did his best and kept his head above water, but it wasn’t until he worked with true salesmen that he began to improve.
“The first eight or nine years of my selling career I was pretty average,” says Matt. “It wasn’t until I was exposed to some really great professional salespeople that I really understood what good looks like.”
In shadowing and learning from his more seasoned colleagues, Matt began to understand what was really at play in a given sales opportunity. Seeing the way these professionals talked to prospects and how they planned meetings allowed him to better grasp what he had been missing for the better part of a decade.
“I grew up selling in an environment where selling was something you did to someone else,” says Matt.
After learning more about sales from these experienced role models, Matt went on to work for other companies, started his own business, and continued gaining experience and insight. Eventually, Matt’s ever-growing interest in the strategy of sales led him to a new venture.
“I saw an opportunity to start a business that was focused on the development of sales managers,” says Matt.
Over the course of this episode of Mike And Alison After Hours, Matt explained both his insight into the sales management role and what his new book is all about.
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