Month: March 2024
Maximizing Sales Strategies With Melanie French (Ep. 34)

Maximizing Sales Strategies With Melanie French (Ep. 34)

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Do you need help with developing sales functions in your business? 

Well, don’t go anywhere because you’ve come to the right place!

This week, guest Melanie French, a fractional VP of Sales, joins Mark Dorman to discuss the importance of developing and improving sales functions in mid-size companies. Melanie shares her journey from a Sales Contributor to a VP of Sales, highlighting the challenges and growth strategies she implemented. The conversation delves into key topics such as the significance of sales strategy, process, CRM utilization, sales team management, and the impact of structured sales management on business value. 

Melanie French discusses: 

  • Her journey to becoming a fractional VP of Sales
  • The importance of studying metrics for both results and activities
  • Utilizing CRMs and structured sales processes
  • Emphasizing the need for a structured hiring process and a hiring manager who knows what to look for in prospective salespeople
  • Tracking KPIs and cultivating a culture of accountability
  • And more!

Resources:

Connect with Mark Dorman: 

 

Connect with Melanie French:

About our Guest: 

Melanie French founded French Sales Solutions in 2020, following a decade-long journey within a company that underwent remarkable growth, from $50M to $230M. She ascended within the company, securing multiple promotions until reaching the position of Vice President of Sales. In this role, she managed over 75 sales and service professionals across 5 teams, showcasing her expertise in business development, scaling sales processes, people management (including hiring, firing, and accountability), and refining operational sales and business practices.

Drawing from her extensive experience in Sandler sales training, both as an individual contributor and in leadership positions, Melanie now leverages her skills to enhance sales performance through consulting and fractional VP of Sales engagements.

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Crafting Success Through Navigating Governance Challenges With Mike Catan (Ep. 33)

Crafting Success Through Navigating Governance Challenges With Mike Catan (Ep. 33)

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If you’re a business owner wrestling with the idea of passing the torch or expanding your family’s business footprint, take heart—you’re in good company.

In the latest edition of the Finish Big Podcast Mark Dorman talks with Mike Catan, the former CEO who propelled Pat Catan’s and Darice Incorporated from a humble family craft store to an impressive empire with 35 retail outlets and a comprehensive wholesale distribution network. Through Mike’s narrative, this episode explores the tactical execution of professional governance and the indispensable contributions of external advisors, equipping listeners with practical advice on future-proofing their business, promoting enduring success, and providing strategies for a successful exit. 

Mike Catan discusses: 

  • The early days and expansion of Pat Catan’s
  • Strategic decisions that led to the establishment of Darice Incorporated
  • Balancing family relationships while driving business expansion
  • The importance of professional management and strategic decision-making and having a strong governance structure in place
  • Having a well-defined exit strategy and preparedness for long-term planning
  • And more

 

Resources:

Connect with Mark Dorman: 

Connect with Mike Catan:

 

About our Guest: 

Mike Catan is the former CEO of Pat Catan’s and Darice Incorporated. Mike has been passionate about supporting not only his community but achievement centers for children for many years with a particular affinity for camp cheerful. Mike’s interests outside of business include his restaurant Square 22 in Strongsville, as well as multiple commercial and residential development projects under the umbrella of the Cameron Alley Group.

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