In this episode of Sales Reps On Fire, I sit down with Tim Rochman, a seasoned sales leader with a knack for blending the art and science of selling. We dive into everything from the power of asking insightful, psychologist-level questions to how to gain meaningful commitments during discovery calls. Tim shares his hard-earned lessons as a sales leader, including the critical importance of avoiding "zombie outcomes" and how to truly move deals forward. We also chat about his dream sales tool, the underrated skill every sales pro should master, and his personal sales philosophy: delivering significant, business-transforming outcomes consultatively. Plus, Tim is the first to take on our new rapid-fire Q&A segment—don’t miss his take on CRM features and his famous “rental car bus” rule! Tune in for actionable tips and insights you can apply immediately, and walk away with strategies that will transform how you approach your next sales conversation. You’ll want to share this one with your entire team! Find Tim on LinkedIn or connect with him through his company’s website for more collaboration opportunities. Watch the video version on YouTube (Click Here)

CONTACT TIM: Tim’s LinkedIn: https://www.linkedin.com/in/tim-rochman-44774b5/ Company website: https://roofmarketplace.com/ Toll-free number: 1-888-209-4899 NEXT STEPS: Whenever you’re ready, there are 2 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com 3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#contact 4 - Get a copy of my new book: https://ian-agard.com/#book CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/ Website: https://ian-agard.com/ BOOKS RECOMMENDED: Extreme Ownership - https://amzn.to/3CVfJMQ OUTLINE:

00:00 Intro

00:26 Meet Tim Brotman, CRO at Roof Marketplace

01:29 Tim's Professional Journey and Inspirations

03:15 Understanding PNC and Roof Marketplace

04:43 Tim's Path to Sales Leadership

12:52 Building a High-Performance Sales Culture

16:11 Key Metrics for Predictable Revenue

21:33 Hiring and Nurturing Top Performers

23:57 Sales Team Structure and Responsibilities

25:25 Sales Team Strategies and Challenges

26:33 Dealing with Slow Periods

29:26 Top Performing Sales Reps

31:53 Creating a Custom Sales Process

33:17 Disagreeing with Common Beliefs

34:59 Rapid Fire Questions

46:53 Contact Information and Closing Remarks