What makes a good salesperson? Communication is key in both directions – you want to make sure that the message you convey is easily understood, concise, and not left open to interpretation. You also want to be eager to listen to what’s important to a potential partner, whether you’re meeting with them for the first time or you have an established relationship with them. Their testimonials or concerns could spawn a completely different valid business reason and frame a new idea that could be more effective. Lastly, you want to confirm with that partner that you understand their position and then audibly lay out a roadmap – from where they currently are to where they feasibly want to be – with us as a vehicle to help them get there.
What one skill helps you the most in your sales role? The ability to build relationships with essentially anyone is crucial – inside and outside of a sales role. I have a passion for it because I enjoy meeting new people, and I enjoy getting perspectives outside of my own that may enhance my quality of life. Your partners should be thrilled that you’re reaching out to them on any given day to see how they’re doing – personally and professionally. They hold their business near and dear to their heart, and you want to regularly remind them that you are always there as a resource – looking to represent their brand the best way possible and ready to pivot whenever necessary.
Describe your typical day as a salesperson at WRJN. Admittedly, there is a lot of juggling when it comes to cultivating relationships with my partners, developing new relationships, internal meetings, and managing the Big Deals program throughout the state. However, in my various sales and business development roles over the years, I have implemented systems and processes to keep myself focused, to stay accountable to myself and my peers, and to also be flexible to a point when something needs immediate attention. I love working in the Radio Park Studios – collaborating with our sales and marketing teams and feeding off their energy and enthusiasm because I truly believe that success is contagious.
What can local businesses expect from you when looking to reach their business marketing objectives? They deserve a marketing partner that is focused on crafting creative solutions that speak directly to their brand and their marketing objectives. Most salespeople would say that they dread this time of the year because business tends to be slow and somewhat predictable. I don’t – simply because there is an aura of optimism and excitement when a new year begins. I want to align with what is most important to our partners and draw up the roadmap that makes the most sense for their brand and for stabilizing their potential growth.
What do you believe your colleagues would say about you? My belief is that they would say that I am a joy to be around on a daily basis with great conversation, useful advice, and an optimistic perspective on life, in general. As an aside, I hope they would also say that it looks like I’ve lost weight (because I have).
Are you originally from Wisconsin? Technically, I’m a native New Yorker (most people don’t know that), but that’s only because the closest hospital when I was born was just over the NY/NJ border. I pride myself in being a “Jersey Boy” – I have an East Coast attitude; I enjoy the daily grind; I like a good bagel. However, in the nearly 19 years that I have lived in Southeastern Wisconsin, I have adapted that East Coast attitude to the Midwestern hospitality that makes this area truly special.
What’s your go-to karaoke song? I’ll give you two! The first is one of the Timeless Hits we play here on WRJN: “Traces” by Classics IV. That was the first song my girlfriend ever heard me sing, and she said that it was so good that it gave her chills. The second is from my favorite artist of all-time: Billy Joel’s “A Minor Variation” is a hidden gem from his final pop album “River of Dreams”, and I tend to have an affinity for songs that are vocally challenging.
Outside of the office, how do you choose to serve the local community? For the last three years, I have enjoyed serving my local church here in Racine as a vocalist on the worship team. I have a surprisingly strong music background – studying music theory for two years and having been a clarinetist for eight years in concert bands and marching bands throughout my middle school and high school years. I help out specifically when it comes to offering suggestions in vocal layering and improvisation that I believe enhances the overall performance.
What is your favorite sports team? With my East Coast upbringing, my favorite sports team is still based out there. My first love growing up was the game of baseball, and going to the old Yankee Stadium for the first time in August 1991 was an experience that I will always cherish. My dedication to the New York Yankees will always be strong and rank above any other team. However, the Milwaukee Brewers are my solid second favorite because of what the Brewers mean to this community and for some of the cool moments I’ve witnessed live at American Family Field. Great example: Ryan Braun becoming the Brewers’ all-time franchise leader in home runs.
What’s a surprising thing on your bucket list? The ultimate goal on my bucket list is to go to all thirty Major League ballparks in a span of thirty days. Yes, it can be done! I’ve connected with the guy that holds the Guinness World Record for doing it in 26 days, but I want to keep it realistic. Whenever possible, I like going on road trips, and as you can tell from my sales process, I try to keep everything in my life structured by planning everything out. This ultimate achievement would be the perfect combination of proper planning, my passions for traveling and for baseball, and my sense of adventure.
