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Jim Robertiello, Director of B2B Sales at Poppin, shares his journey in sales and the evolution of Poppin from a startup to a nationally recognized brand. The conversation covers the early days of Poppin, the sales process, the pivot to office furniture, and the impact of COVID on the workplace and sales approach. The conversation covers topics related to sales, market expansion, and the impact of AI on the furniture industry. It also delves into the evolving trends in office space utilization and the shift towards hybrid work models.

Takeaways

Persona-Driven Selling
Channel Complexity Sales Process
Market Expansion
AI in Furniture Industry
Trends in Office Space Utilization

Chapters

00:00 The Journey to Poppin
06:30 Pivot to Office Furniture
13:09 Challenges with Big Clients
20:18 Sales Process and Client Engagement
28:09 AI and Trends in Office Space
35:43 Future Trends and Work Models

"We Had No Structure to Fully Structured" — Building Sales Process in Real Time