PK #19 - The Distributor's DNA: Roger Burnett and Workflow One
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Bobby Lehew and Mark Graham chat once again with notable chef, Roger Burnett (National Director of Branded Merchandise for Workflow One) on the topic of sales and sales leadership. The conversation in this podcast includes a discussion around sales and the uniqueness of Workflow One:
- Working with large clients
- Business development pipeline, the struggle to say 'no'
- How to assess good opportunities
- Developing a checklist to determine excellent opportunities
- Distinctions in the selling process of program business vs drop ship business
- Assessing the needs of a client and matching them with your abilities
The PK Podcast is a weekly conversation hosted by Mark Graham and Bobby Lehew featuring guest suppliers, distributors and service providers discussing opportunities, challenges and insights into the promotional products business. The purpose of the podcast is to to bring the conversation we are already having at shows and restaurants to a public forum where we can all listen and learn. As a continued commitment to mentor those new in the industry, the podcast will feature a broad spectrum of topics. If you wish to participate in the podcast, please read our editorial guidelines then fill out our form and we’ll be in touch!