FEATURED GUEST
Mike Green
ABOUT
In this episode of the Commercial Painting Podcast, host David Chism welcomes back Mike Green, VP of Sales at Ironhead Roofing and a commercial sales coach. If you missed Mike’s first appearance, catch up on Episode 43. Mike shares how he went from recruiter with no sales experience to out-generating three veteran reps in a single winter competition, and how that launched a career built on self-generated, non-referral commercial deals. He breaks down what a strong business development plan looks like for commercial painting contractors: a finite target list of 50 to 100 accounts, practiced messaging, and a defined outreach cadence.
Throughout the conversation, Mike and David explore why execution is where most sales plans fall apart. Mike explains that reps can have phenomenal scripts and detailed plans, but the real challenge is doing the activity every day. They discuss the role of sales managers and coaches in creating accountability, even for self-motivated high performers. They also cover what to look for when hiring salespeople, including a competitive spirit, comfort with hearing “no,” and a self-starter drive, whether the candidate comes from athletics, the military, or outside the trades.
CONNECT WITH OUR GUEST
Ironhead Roofing
mike@ironheadroofing.com
CONNECT WITH US
Request a FREE 1-Hour Marketing Consultation with David Chism
EPISODE SPONSORS
The Wooster Brush Company
Commercial Painting Industry Association
DC Marketing Group
If you enjoyed this episode, remember to like, share, and subscribe to our mailing list!
