On this episode of the Sales Talk for CEOs Podcast, Alice speaks with Jamie Crosbie, the CEO of Proactivate which specializes in providing top leadership, sales, and marketing talent to growing organizations. Jamie talks about how she started her business and grew it by building a strong team and investing in it. Learn about the better alternative to cold-calling, building strategic partnerships, and the value in hiring based on mindset rather than skillset.
HIGHLIGHTS
2:18 How and why Jamie started Proactivate
8:45 Recognizing when to hire people
12:39 Strategically building and maintaining partnerships
16:00 Partnerships versus cold-calling
19:23 Mindsets that are helpful for serving clients and growing your business - mindset versus skillset
QUOTES
5:26 “It was me selling, for sure, in the beginning and doing a lot of it. In the first week I got 25 appointments”
9:26 “Adding a salesperson would be worth a million dollars in revenue to my company… I hired some sales team member and then took them through a very specific sales bootcamp because I knew that they would be the lifeblood of my company”
11:10 These client relationships and referral partner relationships, they’ve been really key. A lot of them have been great friends and partners in business. I work really hard in just maintaining that and growing some of those strategic relationships.
15:34 “If you’re thinking, ‘how can I find some partners?’ Jamie has just laid it out for you: think about who else sells to the same audience that you sell to, what would be important to them in having a partner and how you would build that. Start with one and see how it goes. Be strategic about it and pick up a few more.”
20:55 “80% of our success is based on mindset and yet we spend all this time interviewing people based on skillset and training people based on skill set.”
Connect with Jamie Crosbie in the links below:
LinkedIn: https://www.linkedin.com/in/jamiecrosbie/
Website: https://www.proactivate.net/ | http://www.jamiecrosbie.com/
Facebook: https://www.facebook.com/www.proactivate.net/
Instagram: https://www.instagram.com/proactivate/
Twitter: https://twitter.com/jmcrosbie
YouTube: https://www.youtube.com/channel/UC39bcl4OzWzBBJE-Wbw5Lfg/videos
You can learn more about and connect with Alice Heiman in the links below.
Website: https://AliceHeiman.com
LinkedIn: https://www.linkedin.com/in/aliceheiman/