The Predictable Revenue Podcast 361: How to Turn Around a Company with Sales Problems
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Aug 22, 2024 Hugh Hornsby, an entrepreneur who overcame epilepsy to empower others, shares his journey of resilience and leadership. He dives into transforming personal challenges into professional strength, emphasizing mentorship and community building. Hugh reflects on the shift from transactional to relationship-based sales, and how fostering a supportive culture can rejuvenate struggling companies. His insights on addressing root causes in organizational change highlight the importance of aligning individual passions with team goals, creating a people-centric business model.
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Hornsby's Promise
- Hugh Hornsby, diagnosed with epilepsy at 10, promised his mother he wouldn't be held back.
- This fueled his drive to mentor others with disabilities and overcome challenges.
Unconventional Fraternity
- In college, Hornsby started a fraternity based on inclusivity and opportunity, rejecting traditional labels.
- It became the largest on campus, demonstrating his leadership and focus on individual potential.
Sales Transformation
- Early in his sales career, Hornsby struggled financially until he found mentors like Sanders Sills and Earl Nightingale.
- He adopted consultative selling, prioritizing client revenue growth over transactions, becoming the company's top salesman.