Lessons From 4 Decades in Sales!

With over 40 years in sales, Ken Bianchi has built a reputation for leading with relationships, not transactions. Now Executive Vice President at Safetec, an infection control manufacturer, he joins Mike to talk real sales leadership—what makes a rep great, how to build a high-performing team, and why managing personalities matters just as much as managing pipelines. They dig into compensation, accountability, avoiding commission breath, and how technology is reshaping the game. If you're scaling a sales team or trying to sharpen your edge, this episode is packed with wisdom from a guy who's been in the trenches for decades.

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00:00:00 - Intro
00:05:26 - Transactional vs Relationship
00:09:56 - Common Sales Mistake
00:12:56 - Ideal Sales Qualities
00:20:16 - Keeping Sales Team Motivated
00:28:59 - Finding Sales Leadership
00:36:07 - Sales Wisdom
00:43:49 - Predicting Future of Sales
00:49:00 - Collections into Sales