I’d like to introduce you to Adam Boyd. Adam cold called me one day and introduced me to Market Sense and Sandler Training, which has since benefited me and my company greatly. (Hey, cold calling does work!) I have seen the significant impact the Sandler Training techniques, Market Sense and Adam have had on Far West Capital, how we interact with potential and existing customers, how we market our customers and Far West Capital’s bottom line. This magnificent trifecta has also helped me grow personally, too.
So you could get to know Adam and how he helps companies and individuals grow, we spoke with Adam about his work, Market Sense and everything else you might want to know.
You can also learn more about him at www.ms.sandler.com.
Q: What’s your favorite thing about what you do for a living?
A: I would say it’s solving problems, but that’s second to seeing people and companies grow. At a basic level, we’re impacting revenue and profitability very tangibly, and I do mean that when I say “growth.” Yet we’re seeing people overcome self-limiting beliefs, previously accepted ceilings on performance, and reach new levels of production. I love hearing stories of clients’ success, especially when they’ve overcome something that before seemed so daunting. What’s more, we see cultures become healthier and people begin enjoying their work more because they’ve gained a toolkit to handle difficult situations, people and discomfort.
Q: Why did you want to work at Market Sense?
A: I was at Acton when I met Karl, the founder of Market Sense. I knew I had to be able to sell to run a company. Whatever I was going to do in life, this skill set was going to be invaluable, and I wanted to know what he knew, so I applied for the opportunity to work at Market Sense and learn from him.
Q: You seem to speak frequently to businesses, organizations, schools, etc. What do you usually speak about?
A: I do speak frequently, and while the delivery changes somewhat, the content is largely focused in a few areas: sales, both tactical and strategic; sales management, the area where sales efforts are often compromised; hiring the best people for customer-facing roles; the impact of customer service on revenue and profitability; and effective communication.
Q: Where can we find you speaking next?
A: The Southwest Pool and Spa Show in San Antonio on Friday, March 2. We’ll be looking at how a different approach to selling can serve builders, retailers and service providers in the pool industry.
Q: What’s something every business owner or sales person should always follow?
A: I don’t know of too many absolutes, but business owners and salespeople both should have a process for finding and developing opportunities. They have process for marketing (or should), for processing orders, for delivering services and/or goods, for accounting. Why don’t we follow process when it comes to selling? Too often, people and companies fly by the seat of their pants, and couldn’t teach or replicate what they do successfully with someone else. That’s a problem as we try to communicate where opportunities are in the pipeline, and as we try to speak a common language within the company. What “qualified” means varies from rep to rep inside a company, as does the definition of a prospect. That leads to inefficiencies and busted forecasts.
Q: How has becoming a father changed you?
A: I sleep a lot less! Actually, that’s the least of my concerns. I’ve been changed in a couple of ways: 1) my desires are a little simpler, as most fathers can probably attest. I’m much happier just being with lovely wife, and my little boy. 2) I’m a little more aware of my actions and myself. I keep asking myself, “Is what I’m doing something my son could one day respect? Am I living with integrity in the little things? Am I letting fear get in my way?” Knowing there’s a little one looking at me, even from his young vantage point, has helped me think more clearly about what I do and why I do it.
Q: What’s your favorite part about being a dad?
A: I love seeing his smile. I love making him laugh. How do you beat that? That’s such a deep joy, and it’s wonderful.
Q: What do you do outside of work?
A: I’m pretty simple. I read a little of a lot of books; I follow college football closely (Hence, the reading. I have nothing else to do between Jan-early August); we travel around Texas some; love watching old episodes of Friday Night Lights, the greatest television show in my lifetime; and I coach high school football at a private school in Austin. It’s an expensive habit (30-40 hours/week from August-early December), but I love it. I moved to Texas initially to coach high school football, and I’ve never been able to fully get that itch scratched, so I do it through this.