The Pavilion Podcast
The Pavilion Podcast

Episode · 1 year ago

Ep 70: Sales in Industries that Help People w/ Allison Walsh

ABOUT THIS EPISODE

Ep 70: Sales in Industries that Help People w/ Allison Walsh

Part of the "Is This a Good Time?" series hosted by Brandon Barton.

Hello, everyone, and welcome to the revenue collected podcasts. I am your host, Brandon Martin, and you're listening to Is this a good time? Show our ask Revenue Collective members some really basic questions, and they have incredible answers. In a short, 15 minute conversation, we really shows on Tuesdays and Thursdays each week. So if you hit subscribe, I will send a carrier pigeon to your house to drop off the shows each week. Pretty amazing. Our guest today is Alison Walsh. She's the VP of business development at Advanced Recovery Systems, and we talk about how to navigate sales and industries that are out there just to help people improve their lives. This episode was brought to you by Quota Path, a commission tracking software built for sales, operations, finance and accounting teams. If running commissions and payroll has you running for the hills, quota path is for you. Quote. A path helps organizations track and manage commissions and pay their teams accurately and on time every time. Keep your team motivated a non target. Simplify your commissions at quarter past dot com slash revenue dash collective. Give your reps the gift of transparency. All right, let's see this episode 23. Is this a good time? All right. We are here today with Alison while she is the VP of business development at Advanced Recovery Systems. Alison, I'm so excited to have you on the podcast. Thank you so much for having me. I'm glad to be here. I have a good streak now of picking people who have their own podcast. You have your own. Let's get the plug in right up front. I appreciate that. Yeah. So I started that she believed she could podcast back in March of 2020. So as an outlet, something for me to pour my heart and soul into and increased positivity everywhere during the pandemic. And I love it keeping up with it. Great. Well, I hope everyone goes and subscribe. Smash the subscribe button, Browse. And we would love that. But now that will be the only diversion. All meat, no filler. Let's get right...

...into the questions. You've had a pretty incredible career and and some really interesting parts of in my opinion along the way. Tell us about it. How did you get to where you are today? Absolutely. So I actually started on the nonprofit side. I started a foundation for eating disorder prevention when I was 18, so that was really like my entry point into behavioral health during that time. Met a lot of great people, had a lot of wonderful experiences, helped to save a lot of lives. It was really fulfilling thought that I wanted to be an attorney, right? And so during that time went to law school and was pursuing it figured out quickly that we really only needed one lawyer in the household. That could be my husband. I didn't need to do that. I didn't want to practice and somebody that I had met during, you know, my years running the foundation reached out and said, Hey, we've got this business development job in healthcare Behavioral health Is anybody on your board looking for a position? And I said, You know what I am? And so I took a job. It was at the University of Florida and their recovery center. That was in partnership with Orlando Health, which is a huge hospital system in central Florida, and uh, really, that's how it started. I was there for a year. All of a sudden there was an opportunity on my plate to join a startup, which is advanced recovery systems, backed by incredible people that have had wonderful careers in the healthcare industry. And they took a bet on me and I took a leap of faith, and here we are. So eight years later, it was the second person hired for 1000 people strong. You have nine locations or in six states were about to really get into the text space. So it has been one heck of a journey but incredibly fulfilling. And I love the fact that I get to help people every single day on their journeys become a better version of themselves, whether they're taking that step in recovery, whether they're on my team and we're pouring resources into them, helping them be better and stronger or we're helping the community. So it's incredibly fulfilling work. That's awesome. It seems like that is a theme in your career is that you've...

...always taken positions that are also helping people right, like helping others in society, which I think is just incredible and certainly very honorable. I also was kidding. When I was checking out your LinkedIn, you just became a member, a official member of the Forbes B D Council. All of these give me Give me a 30 seconds on this. I'm part of the Forbes thing that they seem kind of round up really smart people and then just steal their opinions for news stories. What is this? Well, I love any time I get to share my opinion or my voice and like so you know, I really think it's important for anybody that is really in an industry that maybe doesn't have a lot of awareness or recognition around even the business development or sales process, to lend their voice to share with others how you can contribute your talents in different ways. And so for me, being a part of the Forbes Business Development Council, it does give me an opportunity to shine a light that there's this whole other industry that you can be involved in from a sales perspective. I mean, I think about my early years and sales and visit up. It was almost like a bad word like sales. You're saving lives or health care like that's not kosher here, like no there is. And we've defined how you know the right way of doing it and a really wonderful and ethical way of doing it. And I want to invite more people in right. I'm always looking for new talent. I'm always looking for people that want to get involved with our organization. So it gave me another great platform to be able to do that. Cool. Very cool. Love it. I look forward to reading your bylines in Forbes. I'm sure coming soon. So look, it takes hard work as well as luck. To have success in life would love a story from either or both on moments of hard work and moments of luck that got me to where you are, right? Absolutely. I mean, there's a ton, right? So I think even anybody that's been involved with the startup knows that you're going to work so much harder than what you ever...

...anticipated in order to make big things happen because you're literally putting the infrastructure inflicts, right? Like I don't think everyone who works in startups knows this. I think Repeat this right, like you are going to work harder with less resources than you ever had, and hopefully there's going to be some big outcome at the end. But exactly what? We're going to cut you off. I just That is not a given. Yeah, so I initially was like, Oh, this is great. I've got this cool new job I get to build a team. This is wonderful. But when your employee number two, you have to figure it all out, right? So, you know, I wear all the hats. In the beginning, I was Biz Dev sales Marketing. I did all the things right, website, Like I've been somebody that's always, like, accumulated a lot of skills, which is a good thing, but it can also, like, leave me down lots of rabbit holes. And so, uh, you know, fun facts like html was my foreign language in college. So, like, I was like, Sure, I can help with website stuff like, let's do this, you know? So it was a lot in the beginning, but then watching it grow to like figuring out what we needed to do to either reinvent ourselves, revamp our process, level up like always taking that opportunity to go back to the drawing board and never, ever, ever operating with this mentality of like, it's good enough right. We are trying to be the best, right, so we don't have to be the biggest in our space. But we do have to be the best. That is the expectation. We create our lanes and a lot of ways. We've created joint ventures and partnerships that are way outside of what other behavioral health companies have done, and there's so many other cool things to come. But when you do things differently, you have to learn how to set up your organization differently to you have to learn how to build out different divisions, how to adapt, maybe some models that work in other industries or service lines, but make it what it needs to be for yours, especially if it's a non traditional sale, right? So there's so many times over the last eight years, especially...

...where I've had to look at what others are doing but then figure out how to make it work in our version, right, and that takes a lot of trial and error. It takes a lot of guts, a lot of courage. Every single time you put yourself out there in any way, right, it brings up a lot of you know emotions and and concerned. But then when it works, it's so freaking awesome. And that's I think what I love is that a few years ago we completely redid the way that we handle our business development team everything down to the nuts and bolts again. And you know that That made me nervous in a lot of ways, right? I was like my team gonna leave, right? I've got a lot of seasoned sales pros. They're great. They could be sitting on the beach, eat bonbons right now, But this is actually gonna make them work harder in the beginning to adapt to this, you know? Are they going to trust all this training? Are they going to give it a shot? Right, Is this going to actually produce results? And thankfully, I can say they all stayed. It attracted better talent. And we're actually crushing it in a way bigger way than we were before. So, you know, that's been really cool. But hard work, right? Like not being afraid to be vulnerable and put yourself out there and say, You know what? I think we need to do it differently this time. And thankfully, the visiting team has continued to be a really huge force in our organization and put up great numbers. And we're able to do a lot more things because we're able to consistently deliver. I love that. Well, look, why don't you give us a secret on how you guys are putting out such great numbers? Um, give us a tactic that people can use. I mean, obviously, this is a interesting kind of segment of sales, right? Like, but the tactics they apply, right? So what's what's the trick you can give our listeners that they can use tomorrow? Well, I mean, we pivot quickly, right? So, I mean, I think last year everybody had to learn how to virtually sell nobody in the field ever signed up to be an inside sales person. All of a sudden, we've got a team full of SDRs that never wanted to be SDRs. And so, thankfully, we have a lot of people that like to be...

...front people, they're not afraid to be on camera. So leveraging that we use video emails and all of our cadence is now follow up like I'm a huge fan of Bom Bom like we use that all of the time, so baking things into cadences, we also have invested a lot in Data Analytics. So, you know, we're seeing the trend seeing what people are responding to, seeing how we can increase the activation of accounts for our, you know, our reps and everything that you know. That whole realm has made such a big difference just investing in the data and the visibility to see what's actually working. Whatever platform that works for you do it right like scheduled. The demos figure it out. But if you're hiding from data right now, you're doing it blind. And there's just so many resources out there. And, you know, I just think about what we're doing and how we're actually able to model our accounts and really forecast and track better than anybody else. I know in our industry, right? There's a lot of really smart people out there that are doing this in other spaces, but not in our space. And so it's been really, really cool to be able to do that and to also see the impact of things like implementing video right, implementing different things in cadences, tightening them up, changing them, based on virtual selling versus in person and then creating a productivity model and a hybrid model. Because not all my reps are going to go back out in the field. A lot of our accounts won't even let us in anymore, right? Like maybe they moved to places where they don't even sell to give me the video case, right? Like, are you saying that? You know, even 1st 1st email out to somebody dropping a video in absolutely, with a paddle in their name on it And yeah, I've got I have I haven't implemented it in my own organization. If I I've gotten them, I've gotten some from, like, a customer success standpoint, like getting on boarded onto something like That's kind of fun, But I used to want to throw up by getting one when I got one. And now I don't until maybe Sarah zoom all day and like, it's totally fine. You know, it's a lot, so I know it helps us get the meetings. You know, we've We've tried to get into a lot of accounts in...

...the past via phone call via regular email. We don't get it. All of a sudden, we throw in the video with their name on the placard and a time to meet, and all of a sudden it gets scheduled. And then you add in you layer in other tools that work for you, whether it's challenge Lee or whatever you can do to make it as efficient for people to book the meeting with you and they feel special already, it's a win win. Yeah, I'm not in the calendar camp, but that's a totally different podcasts. All right, now we're in the speed round. Um, what's a key position you're hiring for who? Inside BT. So SDRs were also scaling our field team as well. But the inside team is going to be critical because we are moving into the text space so thrilled to be able to build out the inside selling to employers, unions, larger organizations. But I'm going to need a rock solid rock solid team on the end. Okay, And is that is that local in Orlando where you are or is that anywhere remote, beautiful. Love it, love it, love it great, and give some shout outs. Who do you appreciate their content that they put out? You put out your own content. So shout out you you know who Who do you like to listen to that gives you inspiration? So I mean, of course, the usual suspects between Max and say I'm Of course they're fantastic. But Michael Hansen is just an awesome human and somebody that I connected with when we were first starting to put our str strategy in place. He's just been amazing just as a go to resource. But he also puts out great content on LinkedIn. He's always really active. I also really admire Heather Monahan. She wrote The Confidence Creator. And so she's all about really putting yourself out there being bold. But she's got a really good history and solid history of selling, and she's all about sales leadership. So follow her a lot. And then I'm a huge fan of Shannon Monsen and Sami Ramadani. They started the CEO school, but Shannon talks a lot about selling, and she puts out really good content on her own Instagram as well as on the CEO school Instagram Yeah, and CEO school. Is it female focused? I...

Yeah, great. Thank you. Tramp here. She believes she could Yeah, you know, like all these. You know, I'm a huge fan of female empowerment and equipping the next generation of women as I am. I I've said this on the podcast. Often, I believe very self serving Lee women work harder than men and do a better job than men in so many ways. So I I have I have a history of this, and, uh, I really want to start to see the industry shift more to a 50 50 in sales like it's not there yet, but we're getting there. And then we'll start tackling engineering and some of these other places that it's not the case, but longer lead time for that. But thank you to leaders like you who are paving the way I appreciate that. And look, this is the most important question to me. Last but not least, I am a restaurant person I crave going out to eat. I hope by the time people listen to this, the world's open up again. Maybe it won't be. Who knows, tell us where we should eat. So we have really cool, quaint restaurants in central Florida. But one of our favorites, like a date night escape, is this little tiny place in Winter Garden, Florida called the chef's table, and you've got reservations. But it is such an incredible experience. You know, all the courses you could want wine parents, et cetera, if you like. But it's just a really beautiful spot. It doesn't matter if you going at five o'clock or eight o'clock. I find myself going at five o'clock just because I'm like, I need a date night with my husband and I gotta be home before the babysitter has to go. So you know, But you even feel like you're just so removed from the world. And the customer service is awesome. Food spectacular. I love that. And babysitter. Is that for kids? Yes, three of them. So I'm not whole 94 and two, Okay, so I should just ask this to everyone up front. I want to shout out parents that are hustling in the way that they are to get where you are and to be a parent on the way, and I definitely give more credit to the mothers and the fathers. It's just incredible. I I just I see what my wife does with us having two kids, and I are...

...having a career. The sacrifices that you make on both ends of that are impossible to quantify. And and yet it happens every day and people don't talk about enough. And I just like shots of that, like, so cool and you are You are deserving of this amazing meal at Chef's Table, and I can't wait to go there myself down to Florida. It's beautiful right now. We'd love to have you taken the chef's table. I love it. I love it. Alison, thank you for sharing your past with us and where you're going. So cool to hear about it and looking forward to kind of cheering you on from afar. Thank you so much. All right, that's our show. Thank you so much for listening. If you love the show, please rate and review in the Apple Podcast and Spotify app. Send it to some friends or smash that subscribe Button yourself shows us love anyway, a reminder that this episode was brought to you by quarter past quarter Path is the first radically transparent end to end compensation solution from sales reps to finance get started for free at quarter past dot com slash revenue Dash collective, that is quote a path dot com slash revenue Dash Collective. I had a lot of fun today. I hope you did, too. That go across your numbers. Say something? Mm hmm. Yeah.

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