Sales Insights from a 40 Year Veteran | An Interview with Mike Middleton
07/21/21 • 46 min
Hello and welcome to the Sales Insights with Sarah podcast. In this episode, Sarah Downs interviews Mike Middleton who she met on LinkedIn. In the podcast, they discuss his sales insights.
Mike Middleton is the Chairman of SecureGlobal Logistics, a company he and he and his family founded in 1997, which provides international 3PL and 4 PL services primarily to clients in the energy sector. He successfully exited the company quite recently and is now in partnership with several entities to connect and grow opportunities ranging from energy projects, to project financing, to regional and global product distribution.
Sarah openly documents the good, the bad and the ugly of her entrepreneurial journey and is visible across a number of platforms.
♦️CONNECT WITH MIKEON LINKEDIN (https://www.linkedin.com/in/mike-middleton-b1772ba)
♦️CONNECT WITH MIKE ON HIS WEBSITE(https://www.securegloballogistics.com/)
♦️CONNECT WITH SARAH https://linktr.ee/SarahDowns
♦️KEY TAKEAWAYS:
Finding customers that fit the correct profile -Niche down.
Learn to say no to customers so you can spend time helping the right kind of customer.
Wanted something that was coachable and wanted to learn.
♦️ EPISODE QUOTES
"The larger the companies were, the less they were able to deliver a real personalised customer experience"
"We focused on those customers that we could add value to."
"When we brought in industry veterans they came in with bad habits and a mind that was not coachable or trainable."
♦️ABOUT THE HOST:
I am the Co-founding Director of Doqaru Ltd, a data-driven sales and marketing consultancy for engineering, technology and professional services companies.
I've directly served over 85 companies in a sales consultancy capacity in the past 5 years, and have indirectly supported hundreds of businesses through online workshops and various content. My company, Doqaru, were nominated as finalists for Start-up Business of the Year by the Federation of Small Businesses and Great British Entrepreneur Awards in 2019 and 2020.
I'm a Fellow of the Association of Professional Sales (APS) and care about helping organisations to grow revenue and drive the performance of their sales teams. I have a passion for people and have recently co-authored Amazon No1 Bestselling Purposeful People, an anthology about finding purpose and purpose-driven leadership.
As an ex-trauma nurse I’ve learned a lot about how to truly connect and engage with people, even during the most emotional and vulnerable points in life. I now use this knowledge and experience to help my clients to ‘Sell Like a Nurse’ and build human connection that makes a difference in business.
So, I know a thing or two about strategy, making meaningful connections and building relationships with purpose....just what you need in Social Selling!
♦️CONNECT WITH SARAH HERE https://linktr.ee/SarahDowns
♦️ENJOY THIS EPISODE?
Sarah is on a mission to get Business Professionals around the world to share their Sales Insights. So how can you help us make a difference to the number of business and sales professionals we reach each month.....
1. Subscribe & Review the Podcast
2. Tell a friend
3. Share this podcast on your social channels
A massive thank you in advance!
Hello and welcome to the Sales Insights with Sarah podcast. In this episode, Sarah Downs interviews Mike Middleton who she met on LinkedIn. In the podcast, they discuss his sales insights.
Mike Middleton is the Chairman of SecureGlobal Logistics, a company he and he and his family founded in 1997, which provides international 3PL and 4 PL services primarily to clients in the energy sector. He successfully exited the company quite recently and is now in partnership with several entities to connect and grow opportunities ranging from energy projects, to project financing, to regional and global product distribution.
Sarah openly documents the good, the bad and the ugly of her entrepreneurial journey and is visible across a number of platforms.
♦️CONNECT WITH MIKEON LINKEDIN (https://www.linkedin.com/in/mike-middleton-b1772ba)
♦️CONNECT WITH MIKE ON HIS WEBSITE(https://www.securegloballogistics.com/)
♦️CONNECT WITH SARAH https://linktr.ee/SarahDowns
♦️KEY TAKEAWAYS:
Finding customers that fit the correct profile -Niche down.
Learn to say no to customers so you can spend time helping the right kind of customer.
Wanted something that was coachable and wanted to learn.
♦️ EPISODE QUOTES
"The larger the companies were, the less they were able to deliver a real personalised customer experience"
"We focused on those customers that we could add value to."
"When we brought in industry veterans they came in with bad habits and a mind that was not coachable or trainable."
♦️ABOUT THE HOST:
I am the Co-founding Director of Doqaru Ltd, a data-driven sales and marketing consultancy for engineering, technology and professional services companies.
I've directly served over 85 companies in a sales consultancy capacity in the past 5 years, and have indirectly supported hundreds of businesses through online workshops and various content. My company, Doqaru, were nominated as finalists for Start-up Business of the Year by the Federation of Small Businesses and Great British Entrepreneur Awards in 2019 and 2020.
I'm a Fellow of the Association of Professional Sales (APS) and care about helping organisations to grow revenue and drive the performance of their sales teams. I have a passion for people and have recently co-authored Amazon No1 Bestselling Purposeful People, an anthology about finding purpose and purpose-driven leadership.
As an ex-trauma nurse I’ve learned a lot about how to truly connect and engage with people, even during the most emotional and vulnerable points in life. I now use this knowledge and experience to help my clients to ‘Sell Like a Nurse’ and build human connection that makes a difference in business.
So, I know a thing or two about strategy, making meaningful connections and building relationships with purpose....just what you need in Social Selling!
♦️CONNECT WITH SARAH HERE https://linktr.ee/SarahDowns
♦️ENJOY THIS EPISODE?
Sarah is on a mission to get Business Professionals around the world to share their Sales Insights. So how can you help us make a difference to the number of business and sales professionals we reach each month.....
1. Subscribe & Review the Podcast
2. Tell a friend
3. Share this podcast on your social channels
A massive thank you in advance!
Previous Episode
The Gatekeepers - how do you get through on the phone?
Hello and welcome to the Sales Insights with Sarah podcast. In this episode, Sarah Downs talks about the gatekeepers, how do we get through the gatekeeper to the buyers. A lot of Sarah's clients and people in her network are using different platforms to get through the gatekeepers. Sarah wanted to share her own experience on this.
In this podcast, Sarah will openly share the good, the bad, and the ugly of her entrepreneurial journey to date and also interview others to share their own sales insights.
♦️CONNECT WITH SARAH https://linktr.ee/SarahDowns
♦️KEY TAKEAWAYS:
Who is the gatekeeper?
Speak to the gatekeepers.
Stay casual, but keep integrity.
Know the name of who you need to talk to.
♦️ EPISODE QUOTES
"The gatekeeper is trained and will ask some very direct questions."
"This is their qualification criteria on you."
"After getting it wrong time and time again, but also speaking to the gamekeepers asking what they are looking for, I changed tactic."
"What I would typically do is stay casual as if I was phoning a friend."
♦️ABOUT THE HOST:
I am the Co-founding Director of Doqaru Ltd, a data-driven sales and marketing consultancy for engineering, technology and professional services companies.
I've directly served over 85 companies in a sales consultancy capacity in the past 5 years, and have indirectly supported hundreds of businesses through online workshops and various content. My company, Doqaru, were nominated as finalists for Start-up Business of the Year by the Federation of Small Businesses and Great British Entrepreneur Awards in 2019 and 2020.
I'm a Fellow of the Association of Professional Sales (APS) and care about helping organisations to grow revenue and drive the performance of their sales teams. I have a passion for people and have recently co-authored Amazon No1 Bestselling Purposeful People, an anthology about finding purpose and purpose-driven leadership.
As an ex-trauma nurse I’ve learned a lot about how to truly connect and engage with people, even during the most emotional and vulnerable points in life. I now use this knowledge and experience to help my clients to ‘Sell Like a Nurse’ and build human connection that makes a difference in business.
So, I know a thing or two about strategy, making meaningful connections and building relationships with purpose....just what you need in Social Selling!
♦️ENJOY THIS EPISODE?
Sarah is on a mission to get Business Professionals around the world to share their Sales Insights. So how can you help us make a huge difference to the number of business and sales professionals we reach each month.....
- Subscribe & Review the Podcast
- Tell a friend (it’s free)
- Share this podcast on your social channels
Thank you in advance!
Next Episode
The Power of Personalised Video in Sales
Hello and welcome to the Sales Insights with Sarah podcast. In this episode, Sarah Downs talks about the power of using personalised video in your sales cycle. This is something Sarah is really passionate about and a great believer in because she has personally had some great conversion and results through personalised videos and voice messages, but also her clients.
In this podcast, Sarah will openly share the good, the bad, and the ugly of her entrepreneurial journey to date and also interview others to share their own sales insights.
♦️CONNECT WITH SARAH https://linktr.ee/SarahDowns
♦️KEY TAKEAWAYS:
We should be taking video seriously.
Video is on the rise.
Words on their own are not enough.
♦️ EPISODE QUOTES
"59% of senior executives would rather watch a video than read a text."
"26% increase in email reply rates that contain vides."
"96% in email clickthrough rates when there is an email with an initial video"
"7% of communication is the words we say, 38% is tone of voice and 55% is body language."
♦️ABOUT THE HOST:
I am the Co-founding Director of Doqaru Ltd, a data-driven sales and marketing consultancy for engineering, technology and professional services companies.
I've directly served over 85 companies in a sales consultancy capacity in the past 5 years, and have indirectly supported hundreds of businesses through online workshops and various content. My company, Doqaru, were nominated as finalists for Start-up Business of the Year by the Federation of Small Businesses and Great British Entrepreneur Awards in 2019 and 2020.
I'm a Fellow of the Association of Professional Sales (APS) and care about helping organisations to grow revenue and drive the performance of their sales teams. I have a passion for people and have recently co-authored Amazon No1 Bestselling Purposeful People, an anthology about finding purpose and purpose-driven leadership.
As an ex-trauma nurse I’ve learned a lot about how to truly connect and engage with people, even during the most emotional and vulnerable points in life. I now use this knowledge and experience to help my clients to ‘Sell Like a Nurse’ and build human connection that makes a difference in business.
So, I know a thing or two about strategy, making meaningful connections and building relationships with purpose....just what you need in Social Selling!
♦️ENJOY THIS EPISODE?
Sarah is on a mission to get Business Professionals around the world to share their Sales Insights. So how can you help us make a huge difference to the number of business and sales professionals we reach each month.....
- Subscribe & Review the Podcast
- Tell a friend (it’s free)
- Share this podcast on your social channels
Thank you in advance!
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