John Donnelly, Executive Director of Sales for Service First Mortgage, graces our latest episode with his wealth of experience in the ever-evolving mortgage lending industry. Known for his innovative approach and competitive edge, John discusses the pressing challenges of a market fraught with decreased demand and intense competition. He shares his unique strategies for success, from collaborating with realtors and builders to offering educational classes and special rate promotions. John's journey, which began with a passion for sales in his high school years, is a testament to the power of constant learning and effective listening.

Leadership is not without its hurdles, and John opens up about the tough decisions that come with the territory. From the initial hesitation to let go of employees who aren't a perfect fit, to the rewarding aspects of recruitment and securing deals, our conversation brings to light the complexities of building a successful team. John’s personal narrative of leadership and resilience is further illustrated by his commitment to climbing Mount Kilimanjaro, driven by inspiration from the book "The 12-Hour Walk". This endeavor reflects his dedication to pushing boundaries and embracing personal growth through formidable challenges.

We also dive into the crucial role of Customer Relationship Management (CRM) systems in business success. John shares insights on overcoming the common hurdles of CRM adoption by leveraging the expertise of power users and fostering an environment of open communication. By starting small and encouraging collaboration, businesses can unlock the full potential of their CRM systems. Tune in to absorb these invaluable insights and connect with John and Service First Mortgage on LinkedIn for ongoing conversations on maximizing sales success and CRM engagement.

John Donnelly serves as the Executive Director of Sales at Service First Mortgage, a company dedicated to community enrichment and financial empowerment. Passionate about leadership development, John focuses on fostering growth and achievement through speed, service, and synergy. He believes success stems from strong leadership, a growth mindset, and partnering with organizations that deliver excellence. Committed to making a lasting impact, John strives to be an influential leader in both the professional and personal lives of his team.

Quotes:

"In today's competitive mortgage market, innovation and hustle are not just strategies; they're necessities."

"Leadership isn't just about making decisions; it's about making the right decisions, even when they're tough."

"The journey from passion to success in sales is paved with constant learning and the courage to listen."

"Climbing Mount Kilimanjaro taught me that leadership and resilience often require taking one step at a time, no matter how daunting the path."

Links:

John’s LinkedIn - https://www.linkedin.com/in/thejohndonnelly/

Service First Mortgage - https://playbig.mortgage/

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/

Bill Berger, Executive Director of Fairbanks Morse Defense, joins us to reveal the transformation of his historic company into a powerhouse supplier for the Navy and Coast Guard. With a foundation laid during his time as a Marine Corps officer, Bill shares his mission-driven approach and the pivotal role adaptability has played in his journey. His story is a testament to the power of people skills in both sales and leadership, emphasizing the need to genuinely understand the needs of your team and customers. Bill's transition from the Marine Corps to sales was sparked by personal circumstances, and he details how an early passion for technology, inspired by his father, has shaped his career in meaningful ways.

For those aiming to build a successful sales team, Bill's experiences are an invaluable resource. He recounts lessons learned from the telecom industry's boom and stresses the long-term strategies that are crucial for sustained growth. The conversation navigates the complexities of selling to the Department of Defense, underscoring the importance of patience and a long-term vision. Bill shares insights into effective hiring practices, highlighting how qualities like patience and a methodical approach can sometimes outweigh direct experience, demonstrated by a recent successful hire from a shipyard.

Listeners looking to enhance their leadership capabilities will find Bill's insights particularly beneficial. He delves into the importance of empathy, resilience, and the ability to learn from setbacks, using his own experiences as a guide. Bill’s transition back to a frontline sales role showcases the power of openness and honest communication with leadership. Additionally, he provides practical advice on optimizing CRM systems, ensuring they become powerful tools for integration and efficiency. This episode is packed with wisdom for aspiring sales leaders eager to refine their skills and drive their teams toward success.

Bill serves as the Executive Director, Strategic Accounts for Fairbanks Morse Defense (FMD). In this role, Bill acts as the enterprise primary contact for the Huntington Industries Inc companies. Bill is responsible for all opportunities and activity within Newport News Shipbuilding (NNS), Ingalls Shipbuilding and Mission Technologies for all ten business units of FMD and is the FMD executive team’s representative to senior management team at these customers. Bill also manages FMD’s Data Analytics/Programs team.

Prior to this position, Bill has been a Vice President of Sales & Marketing at Ward Leonard CT LLC and Ultra Electronics’ TCS and DNE business units. He has over 29 years of experience in selling technology solutions to the Department of Defense, Telcos and commercial businesses. Bill is a past president of the Marine Machinery Association, as well as being active in the Aircraft Carrier Industrial Base Coalition and Submarine Industrial Base Council. Bill has a MS in Organizational Leadership from Quinnipiac University and a BA in Mathematics from the College of the Holy Cross. Bill is a veteran of the US Marine Corps and served in Operations Desert Shield and Desert Storm as a Communications Officer with 1st BN, 3rd Marines. Bill and his wife Meredith reside in Newport News, VA and have two adult children, Gabrielle and Cameron.

Quotes:

"In sales and leadership, it's not just about closing deals—it's about understanding and meeting the needs of both your team and your customers."

"The transition from the Marine Corps to sales was driven by personal circumstances, but it taught me the power of adaptability and resilience."

"When selling to the Department of Defense, patience and a long-term vision are not just virtues; they are necessities."

"Effective leadership is rooted in empathy, resilience, and the ability to learn from setbacks."

Links:

Bill’s LinkedIn - https://www.linkedin.com/in/bill-berger-5458826/

Fairbanks Morse Defense - https://www.fairbanksmorsedefense.com/home

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/

Tired of your CRM sucking the life out of your team? Visit https://crmshouldntsuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.