Pinned Golf: Making the Shift from Sales to Entrepreneurship

Apr 10, 2025

John Rowell, co-founder of Pinned Golf, shares his inspiring journey from a successful sales career at EMC and Dell Technologies to launching an innovative golf startup. He discusses critical skills like preparation and leadership that paved the way for his entrepreneurial success. Rowell explores the importance of defining customer profiles and the emotional connections in sales. He also highlights the unique challenges of working with friends and the thrill of creating market-defining golf products, showcasing a blend of passion and strategy in business.

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ANECDOTE

John Rowell's Tech Sales Journey

John Rowell's tech sales career at EMC gave him foundational sales skills and team-building experience.
He progressed from inside sales to enterprise sales and management, mastering qualifying deals and motivating teams.

ADVICE

Build Confidence Authentically

New BDRs and SDRs should accept being new and keep putting effort to build confidence.
Authenticity on the phone is crucial; don't try to be someone else, be yourself.

ADVICE

Process Equals Speed in Sales

Following a detailed sales process leads to faster, more effective selling by removing uncertainty.
Pre-call preparation deeply researching prospects is essential at all career stages.

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In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by John Rowell, co-founder of Pinned Golf, about his transition from a successful career in enterprise sales to entrepreneurship. Rowell shares his invaluable experiences from working at EMC Dell Technologies and Lacework, highlighting the importance of process and preparation. He discusses how these skills translated into building a thriving startup, explains the significance of defining an ideal customer profile, and offers insights into the challenges and rewards of making the leap to start his own company. The episode also delves into Pinned Golf’s innovative products, the dynamics of working with friends, and strategies for effective sales and management in both B2B and B2C environments.

ADDITIONAL RESOURCES

Visit Pinned Golf! Check out their products here: https://pinnedgolf.com/

Connect with John Rowell:
https://www.linkedin.com/in/johnerowell/

Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0

Read Force Management’s Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:39] John Rowell's Career Journey at EMC and Lacework
[00:05:21] Advice for BDRs and SDRs: Building Confidence and Authenticity
[00:07:37] The Importance of Pre-Call Preparation
[00:15:01] Process Equals Speed: Lessons from Lacework
[00:19:23] Transitioning to Entrepreneurship: Founding Pinned Golf
[00:25:19] Developing and Marketing Pinned Golf Products
[00:31:36] The Caddy: Revolutionizing Golf Technology
[00:34:17] Pre-Order and Market Gap
[00:35:46] Finding the Ideal Customer Profile (ICP)
[00:38:26] Distribution Strategies
[00:41:14] Entrepreneurial Journey and Challenges
[00:46:56] Manufacturing and Role Segregation
[00:48:30] Partnership Dynamics and Decision Making
[00:57:50] Sales and Growth Mindset
[01:04:53] Product Customization and Corporate Gifts

HIGHLIGHT QUOTES

"Process equals speed."
"If you're not prepared, you'll figure it out after the call, but then it's too late."
"The best way, the best connection you can make is to give that person space to be able to articulate what their challenges or problems are."
"If you can get the channel really working for you and selling on your behalf, you can touch so many more people."
"You can have three guys in a boat, but if only one's rowing, it's definitely not gonna work."