“In many ways, landscapers are industry professionals first and salespeople second, but teaching them how to sell effectively can change their businesses.” — Jeffrey Domenick Resources Mentioned in This Episode:Cracking the Sales Management Code by Jason Jordan: A guide to managing sales objectives and activities.National Association of Landscape Professionals (Elevate Conference)KeyServ Landscape ServicesSiteOne Landscape Supply: Strategies for scaling and acquisitions.Topics Discussed:[00:07] Introduction to Jeffrey DomenickRobert Murray introduces Jeffrey Domenick, who shares his diverse career journey from construction to landscaping.[01:17] Jeffrey’s Early Career and Landscape ArchitectureJeffrey recounts his start in landscaping, earning a degree in landscape architecture, and gaining experience at Del Webb and the Brickman Group.[04:53] Professional Growth at NDS and SiteOneJeffrey discusses his time at NDS, learning professional sales processes, and scaling SiteOne through acquisitions and strategic growth.[09:35] What Is the Five-Cylinder Engine?Jeffrey introduces the "Five-Cylinder Engine" framework for business growth and explains its foundational principles.[11:41] Cylinder 1: RetentionJeffrey emphasizes the importance of retaining existing customers and how attrition impacts overall growth.[13:04] Cylinder 2: InnovationHe discusses adding new services and products to grow revenue organically and stay competitive.[15:45] Cylinder 3: Market ShareJeffrey explains strategies for acquiring new customers and increasing market presence through proactive sales efforts.[19:56] Cylinder 4: Wallet ShareJeffrey highlights ways to maximize the value of existing customers by offering additional services and building stronger relationships.[23:49] Cylinder 5: ProjectsHe underscores the role of large projects in driving significant revenue and the need to replace project-based income annually.[28:50] The Importance of Sales ManagementJeffrey shares insights into effective sales management, focusing on measuring activities and avoiding inconsistent growth patterns.[33:30] Reducing Friction in the Buying ProcessJeffrey talks about streamlining sales processes to improve close rates and make it easier for customers to say yes.[33:45] How to Connect with Jeffrey DomenickJeffrey provides his contact details and invites listeners to reach out for industry insights and mentorship.Actionable Key Takeaways:Retention is Key: Maintaining existing customers and reducing attrition is the foundation for stable revenue growth.Diversify Services: Add 2–3 new services annually to drive incremental revenue and meet evolving customer needs.Be Proactive in Sales: Avoid passive customer acquisition—target specific audiences with tailored outreach.Maximize Existing Clients: Focus on introducing additional services to current customers to increase wallet share.Leverage Large Projects: High-value projects can significantly impact annual growth but require planning for future revenue replacement.Focus on Sales Efficiency: Measure and improve metrics like proposal turnaround time and close rates to optimize performance.Simplify Client Decisions: Reduce friction in the buying process to improve client satisfaction and retention.

Ver todos los episodios