Today we’d like to introduce you to Vince Burruano.
Hi Vince, thanks for sharing your story with us. To start, maybe you can tell our readers some of your backstory.
I’m originally from the Hudson Valley area of New York. I graduated from college without a real plan for life. I had graduate from The Catholic University of America with a degree in Philosophy with plans to go to law school, but I didn’t have the money to continue my education. I can still remember sitting at the kitchen table, going through the “want ads” each morning with my father coming by, and asking, “Anyone hiring any philosophers today?” Argh. In near desperation, I found a few sales positions and gave it a try. I found I really enjoyed B2B sales. It afforded me a lot of flexibility and was as lucrative as I wanted to make it. In the beginning I treated it like a “job” – really doing the minimum required to stay employed. But, amazingly, one day I came to the realization that I could make this a career and do well. So, I started to really apply myself. I began reading books and developing my skills. In short order my efforts paid off, and I started selling more and more. By the time I was about 26 I had made six figures (and that was 30 years ago!). I can remember my father, never short on being a little sarcastic, saying, “How the hell did you make so much money!” From there I progressed with different firms working my way up into Sales Leadership positions. What I enjoyed most was helping others become the best versions of themselves. Now, as a solopreneur, I get to focus my time working with companies and individuals helping them become better at both sales and leadership.
Alright, so let’s dig a little deeper into the story – has it been an easy path overall and if not, what were the challenges you’ve had to overcome?
There are always bumps along the way. My first outside sales position was selling Electrolux vacuum cleaners door-to-door. It was awful. I only last about 2 months. What was amazing to me though, was the gentlemen who was assigned to train me. He was fairly successful and managed to support himself and his wife and three kids! I was barely making enough money to pay for my lunch. It did show me, though, that in sales you really determine your own level of success. And as I have told some students, in sales, anytime you think you are deserving of a raise, you can always pay yourself more! By going out and making a sale!
Thanks for sharing that. So, maybe next you can tell us a bit more about your business?
A few years ago, when I relocated from Northern Virginia to South Carolina, I decided I no longer wanted to work for someone else. I had spent the last 30 years working at various companies and sometimes working much harder than I should have. I have no regrets mind you, but it is a matter of perspective. I decided I wanted to have even more control over my life to determine what I did, when I did it, and who I was helping. So, I opened my own business as a solopreneur. I asked my wife to give me 6 months to make it work, otherwise I would get a job at the Piggly Wiggly until I could find something else to do. Fortunately for me, my business got off the ground quickly and I have been working for myself for about four years now. I have no regrets. I specialize in helping companies attract, onboard, train, and develop sales professionals and sales leaders, including providing executive coaching. I work primarily with companies in the moving industry given my most recent background, but I have also work with commercial real estate brokers and other firms all over the country. While there are many firms that are based on a single sales methodology or are part of a franchise system, my business focuses on developing an approach entirely tailored to the specific individual or company I am working with at that time. I spend a great deal of time exploring all the factors that are impacting their business so we can develop a plan that addresses the core issue and not simply the symptoms. I’ll admit. I’m not a fit for everyone. However, I have some clients that have hired again and again for projects which is the best indicator that my engagements created value us both with is the greatest compliment I could receive. You can explore my website at www.practicalsaleswisdom.com to learn more.
In terms of your work and the industry, what are some of the changes you are expecting to see over the next five to ten years?
I think like many things AI is going to change the sales process. Currently there is a focus on using AI to be more efficient in sales. At the same time, many companies and leaning into the “human” element to differentiate themselves from competitors. They want to leverage AI without eliminating the personal aspects of professional selling. However, what I think some people are missing is that we assume we, as sales professionals, are going to continue to sell to humans. What happens when we sell to “bots”? For years companies have used their procurement departments and the “bid” process to eliminate undue influence on the “buying process”. Sales professionals have spent a great deal of time learning how to navigate these treacherous waters designed to make everyone “the same” so a decision can be focused on price instead of who you like best. It’s been a challenge and most sales and business professionals on both sides of the table know what I’m referring. Now, here comes AI, which can totally shield the “humans” in a company from almost any outside influence and conduct the entire buying process independently. Wow! Game changer.
Pricing:
- The pricing for my services is developed in advance of the engagement and is entirely based upon your specific needs and desired outcomes. There is no charge for an initial consultation, so please contact me to discuss your particular requirements.
Contact Info:
- Website: https://www.practicalsaleswisdom.com
- LinkedIn: https://www.linkedin.com/in/vincent-burruano/
