Turning Cost into Cash: A Podcast with Frank Hurtte Hire Slow, Fire Fast might sound harsh, but Frank Hurtte isn’t pulling punches when it comes to sales success. In this latest IEDA podcast episode, Frank dives into why your dealership’s sales team should be more than just “expense-report addicts in logo shirts” and how strong leadership, coaching, and accountability can turn new hires into revenue drivers. Whether you’re behind the wheel, on a jog, or grabbing a coffee, this is the kind of straight-talk sales wisdom you don’t want to miss. Listen on the Independent Equipment Dealers Association Group page OR...  Want to listen during your drive time? Click for Spotify and Apple Podcasts . About the Author Frank Hurtte has nearly 50 years of industrial sales experience and is the founder of River Heights Consulting. He’s the author of The New Sales Guy Project and several other books, a sought-after speaker, and a regular magazine columnist. Frank is known for telling ...

Over the last few years, I have been asked to put some of my articles out in podcast format.  I think mid-year planning is super important so I created this short podcast for you to check out. Game Changing Half-Time Strategies Podcast

For years, friends and regular readers of The Distributor Channel have commented they would engage more if Frank made his work available in an audible, on-demand format.  This would make for easy listening during windshield time or even mowing the lawn!   A few weeks ago, Jim Lucy, editor of Electrical Wholesaling, interviewed Frank at length for a new podcast episode.  The podcast covers Frank’s thoughts on new salespeople and since Jim likes to know more about leaders in our industry, there is also some random discussion.  Catch this episode HERE or anywhere you listen to your favorite podcasts!     BTW – For years folks have told Frank he has a face for Radio--might be true. ...

Let’s start out with the premise you are actively engaged in selling.   Your card may carry a slightly different title.   It seems like nobody has a card with the title “Sales Professional.”   Instead, you could be listed as any one of the following: Sales Engineer Field Engineer Account Manager Account Executive Product Specialist Customer Service Resource Branch Manager Inside Sales Channel Manager Customer Omnibus Person Business Development But somewhere in the details of your job description, you are measured on your ability to grow the number of purchases made by customers under your direction.  This makes you a Sales Professional. As a professional, you have the intrinsic responsibility to perform better than someone who is a selling amateur. With this fact in mind, we must ask the question: “What are you doing to improve your professional skills?" We ask this question often and the answers are s...

We don’t normally post things like this, but recently River Heights Consulting’s Founding Partner Frank Hurtte was interviewed by Distribution Center Magazine. His informal interview was captured online and put out on podcast. Listen in as Frank discusses Building a Sales Process here: