Episode 16 - Dustin Levy on Channel Sales, Risk Aversion and Marketing & Sales Alignment
Dustin Levy on Channel Sales, Risk Aversion and Marketing & Sales Alignment - Industrial Growth Institute Podcast Episode # 16 with Ed Marsh
Summary
Dustin Levy, Vice President of the Industrial Safety Business Group at Gentex Corporation, chats with host Ed Marsh about a wide range of industrial marketing and sales topics including:
They discuss three types of salespeople: technical, account managers, and sales managers and explore the channel sales question of exclusive or non-exclusive representation agreements and the imperative of sales and marketing alignment.
Other topics include:
Takeaways
Takeaway Quotes from Dustin Levy
"A fixed mindset is not a safe place. A growth mindset is where you're proactively controlling your own outcomes and future."
"I think it probably is something that if you haven't figured it out and learned that lesson on the first half of your career, highly unlikely that your second half is gonna show major behavioral differences." "We really feel the pain of a loss substantially more than the boost from a win."
Check out Dustin's website and watch his TEDx talk on YouTube
LinkedIn: Dustin Levy and Ed Marsh
Twitter: Ed Marsh
Instagram: Ed Marsh
YouTube: @EdMarsh
Show Transcript
Chapters
00:00 Introduction to Dustin Levy and his expertise
03:15 The Comfort, Learning, and Panic Zones
14:35 Dustin Levy's Career Trajectory
29:42 The Importance of Followers and Servant Leadership
35:06 The Value of Diverse Experiences in Career Development
37:43 Transitioning from Product Management to Sales Management
43:26 Managing Channel Partners and Exclusive vs. Non-Exclusive Representation Agreements
51:53 The Three Types of Salespeople: Technical, Account Managers, and Sales Managers
59:41 Navigating the Intersection of Marketing and Sales
01:05:57 Re-Centering Through Exercise and Personal Well-Being
01:08:14 Addressing Buyer Risk Aversion
01:12:32 The Jolt Effect and Offering Recommendations
01:14:25 Taking Risk Off the Table
01:19:25 Dealing with Indecision in Sales
01:22:54 Professional Growth Resources
01:31:00 The Future of AI in Sales
01:34:19 Challenges and Opportunities in Industrial Manufacturing
01:36:38 Final Thoughts and Advice
#GrowthMindset #FixedMindset #ChannelSales #IndirectSalesChannel #SalesManager #MarketingAndSalesAlignment #RiskAversion #ComplexSales #ManufacturingMarketing #IndustrialMarketing #ScientistsAsSalespeople #IndustrialSales #ProductMarketing #AccountManagement #NewLogoSales #ProductDesign #ProductRoadmap #SalesManagement #CustomerFocus #Leadership #ServantLeadership #Manufacturing
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