Sales Game Changers | Tips from Successful Sales Leaders Everything You Need to Know about Mattress Sales with Resident's Bob McCarthy
Apr 2, 2024
Bob McCarthy, Managing Director at Resident, boasts over 20 years in the mattress industry. He dives into the crucial relationship between storytelling and sales, emphasizing how positively impacting a customer's P&L is key. Bob shares insights on expanding retail partnerships and the importance of brick-and-mortar stores despite the online boom. He also discusses how AI is transforming engagement with retail sales associates and draws parallels between his competitive pickleball experiences and strategic sales approaches.
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From Simmons To Scaling Nectar In Retail
- Bob started in mattresses in the mid-90s and built a long career at Simmons and Tempur-Pedic.
- He joined Nectar in 2018 and scaled retail distribution to thousands of stores.
Maximize Field Impact Remotely
- With a small field team you must prioritize remote engagement and large coordinated events.
- Being calculated about in-person visits multiplies impact across thousands of retail sellers.
Two Layers Of Retail Relationships
- 350–400 buyer relationships translate to 15,000–20,000 daily retail sellers.
- Winning requires engaging both buying-level contacts and the many store-level salespeople.
