Episode Summary
Is your team spending too much time on prospects who don’t convert? Or are they chasing the wrong prospects? Or are you losing sales you shouldn’t be losing? ScaleUP Advisors helps clients address these and many other sales and leadership challenges.
In this inaugural episode of the Connect Vegas podcast, we talk to Rob Jeremaisson of ScaleUp Advisors, who brings Sandler sales and leadership training to businesses. We also learn about Rob’s background and some of the biggest wins in his career.
Check out this episode for more on Rob’s background and his favorite groups for networking and enjoying Las Vegas.
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Contact Rob Jeremaisson of ScaleUP Advisors
Episode Overview:
In this episode of ConnectVegas, host Ben Laifsky introduces Rob Jeremaissen from Sandler Scale Up Advisors. The discussion centers around Rob’s journey, his business, and his love for Las Vegas.
Key Takeaways:
- Introduction to Rob Jeremiason:
- Rob grew up in Minneapolis, Minnesota, and has a diverse background in sports and outdoor activities.
- His career path took him from aspirations of being an airline pilot to roles in sales and business development, including significant stints in Austin, Texas, and 17 years overseas in Australia and Singapore.
- Journey to Sales and Business Development:
- Initially interested in aviation, Rob transitioned to sales due to the industry’s instability and found his niche at Dell during the late 1990s.
- His career includes roles in international business development, sales management, and leadership, with experiences across Asia-Pacific regions.
- Sandler Scale Up Advisors:
- Sandler provides sales training, management, leadership training, organizational development, and customer care programs.
- The Sandler approach emphasizes no-pressure selling, mutual qualification of buyers and sellers, and a structured sales process.
- Rob’s Experience with Large Deals:
- Rob shares a memorable yet arduous three-year deal with Qantas Airlines, highlighting the importance of patience and strategic approaches in sales.
- Sandler’s Unique Approach:
- Sandler’s methodology focuses on disarming, no-pressure sales techniques, and equal business stature between the seller and buyer.
- The training emphasizes clarity in the sales process, mutual qualification, and fostering trust quickly.
- Leadership and Business Programs:
- Sandler offers leadership programs focusing on personal development, team management, and business efficiency.
- These programs are designed to help business owners and leaders scale their businesses effectively.
- Typical Clients and Their Needs:
- Sandler primarily works with B2B companies ranging from $10 million to $500 million in revenue.
- Clients often seek Sandler’s help to improve sales processes, management practices, and overall organizational effectiveness.
- Training Delivery Methods:
- Post-COVID, most training is conducted live virtually, allowing flexibility and broader reach.
- Occasionally, in-person training is provided, but the majority remains virtual for convenience and effectiveness.
- Common Sales Mistakes:
- Lack of qualifying opportunities properly.
- Over-reliance on telling and selling rather than asking the right questions to understand client needs.
- Absence of a consistent process and control over the sales cycle.
- Vegas Business Community:
- Rob and his partner are active in various Las Vegas chambers and associations, including the Vegas Chamber, Henderson Chamber, and industry-specific groups like the Nevada Contractors Association.
- Favorite Vegas Spots:
- Rob enjoys outdoor activities at Red Rock Canyon, the innovative experiences at the Sphere, and dining at various local restaurants, including Wing Lei at the Wynn.