#140 – Transforming sales in a declining market (Part 1) w/ Carl Day

It’s the first part of a two-episode discussion this week on The Sales Transformation Podcast as Phil speaks to Carl Day, Chief Sales Officer at Apogee. 

When Carl joined Apogee in early 2020 the office print industry was in decline, and Covid only made matters worse. Carl saw that transformation was needed, and began the shift towards a more client-centric sales force. He tells Phil about the challenges he faced communicating the benefits of this new way of thinking to the sales team and to customers alike. 

Highlights include:  

• [07:40] – The initial challenges to sales transformation at Apogee 
• [12:36] – It’s difficult to shift customer thinking from short-term to long-term 
• [19:40] – The biggest mistake you can make is not training managers how to manage 

Make sure to tune in next week for Part 2! 

Connect with Philip Squire on LinkedIn 

Connect with Carl Day on LinkedIn 

Join the discussion in our Sales Transformation Forum group. 

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