Episode 2 - Sean Hurd on Military Vets in B2B Sales and Business Development

Industrial Growth Institute

In this conversation, Ed Marsh interviews Sean Hurd, a career Special Operations Soldier, former Sergeant Major in the U.S. Army, and current veteran advocate at Shift Group.

Sean shares his military background, including his time in the Ranger Regiment and Special Forces, and explains why he transitioned to a career in sales. He highlights the importance of mental toughness and a training mindset in sales.

Sean also discusses the mission and services of Shift Group, which focuses on helping veterans and athletes succeed in sales roles. The conversation emphasizes the attributes and skills that veterans bring to the sales profession.

Sean shares the following specific insights and experiences from his military background and sales career:

• the importance of identifying the ideal client and the value of force management training
• his daily and weekly workflow, emphasizing the significance of discipline and physical fitness
• outworking his colleagues and the importance of tracking metrics in sales
• effectiveness of outreach methods like social selling and the need for sales enablement tools
• importance of accountability and the role of CRM in sales
• challenges of managing a large sales team and the need for effective leadership
• concerns about the focus on short-term gains in business and the importance of building long-term relationships
• high-level guidance for companies to succeed in sales, including hiring the right people, training and coaching them, and not messing with their money

Takeaways

• Military experience, such as the Ranger Regiment and Special Forces, can provide valuable attributes for success in sales, including mental toughness and a training mindset.
• Transitioning from the military to sales can be challenging, but it offers opportunities for personal and professional growth.
• Sales training and learning from experience are crucial for success in the sales profession.
• Shift Group is a company that helps veterans and athletes succeed in sales roles by providing training, coaching, and job placement services. Identify your ideal client and invest in force management training to improve sales effectiveness.
• Maintain discipline and a structured daily and weekly workflow to maximize productivity.
• Outwork your colleagues and track key metrics to drive sales success.
• Utilize social selling and sales enablement tools to enhance outreach and engagement.
• romote accountability and use CRM effectively to drive sales performance.
• Focus on building long-term relationships and prioritize the success of your sales team.

Shift Group website - www.ShiftGroup.io

LinkedIn: Sean Hurd & Ed Marsh

Twitter: Ed Marsh

Instagram: Ed Marsh

YouTube: Ed Marsh

Show Transcript

Learn about my Overall Revenue Effectiveness™ Framework for Industrial Manufacturing Revenue Growth

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