Shelly Sondgerath

Milwaukee has an unusually deep bench of operators, advisors, and builders. Most of their best thinking never leaves the room. I’m launching a short-form interview series highlighting trusted Milwaukee-area business leaders — founders, executives, and professional advisors who actively build and support growth-stage and established companies. Each clip isolates one practical question and one clear operating insight. In this first clip, Rob Buettner of Beyond Vision 501(c)3 answers: What is an early sign that a team is starting to get stretched? The signal appears before metrics decline. Watch how he frames it. Diana Voigt #Leadership #CEO #Milwaukee

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Sales Pros—prospects can actually look forward to your contact when you create FusionPoints™ before reaching out. You’ve identified perfect prospects. They meet your ideal client parameters. Everything looks right. You’re ready to make contact. There’s significant earnings potential. You’re prepared. The excitement of beginning a new client relationship is just around the bend. (I think I’m channeling my inner Johnny Cash… 🎶 I hear that sale a comin’, it’s rollin’ round the bend, and I ain’t met my quota, since I don’t know when…🎸) But you can’t get the first meeting booked. Prospects aren’t taking your call or replying to emails. Drop by in person, and you’re met with the dreaded, “They only see salespeople with an appointment.” You’re thinking, “How can I set an appointment when I can’t even get anyone to talk with me?” 💡 Here’s what’s happening: unexpected contacts from salespeople create one of three brain responses. 1️⃣ Some have heard of your company and know they need you. Your potential solution creates a positive emotional response. They’ll say yes. (Don’t you wish they all went that way?) With this group, you’ll succeed if you make enough calls, but your process isn’t as efficient as it could be. 2️⃣ Some consider a cold call an interruption. You’re creating a collision point—the mix of negative emotion and logic. They’ll push away from the interaction, say no, or not take your call. 3️⃣ Some know nothing of you and couldn’t care less. They’re focused on their own day and ignore your efforts. There’s no emotional context. The third group hasn’t been given a reason to say yes… yet. So give them one. To alter the course, work with the brain’s neurology—which produces every decision. Intentionally generate a positive emotional response—and combine it with the logic of how your product or service betters their world. Create FusionPoints™ in your model by priming the prospecting pump. Start with three touches that stimulate a positive emotional response before your first contact. Then, when you combine the logic of your value with that positive emotion, the brain’s neurology helps move the process forward. In chapters 8 and 9 of Bob Burg’s and my book "Streetwise to Saleswise," Thaddeus learns how to apply this strategy—you’ll find helpful ideas there. We’re all creatures of habit. So you might be thinking, “I’ve always done this a different way. That seems like more work. I don’t know if I want to do that.” I understand. Your concern is valid. If that’s you, may I suggest something? Test it—and prove me wrong. :-) Without stopping your normal prospecting flow, pick 25 target prospects and try what I’m suggesting. Track the results. Then go out there and sell something! :-) Will you put priming the prospecting pump to the test? Share in the comments.

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Too many sales reps lead with features. High-performing reps lead with listening. When you uncover the language of finance, operations, or the CEO you’re not selling, you’re connecting. Want to close bigger, strategic deals? Start by speaking their language. #SalesTraining #B2BSales #ClientRelationships #StrategicSelling #SalesLeadership #BusinessGrowth #StrategicGrowthGroup

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I’ve seen plenty of salespeople work hard, but still fall short. The problem usually isn’t effort but the lack of process. That’s why I teach the 6-Phase Sales Framework I shared in this podcast episode with Staffing Hub. It’s simple, repeatable, and it works. Here’s the breakdown: 1️⃣ Know your ideal client profile 2️⃣ Build messaging that actually differentiates you 3️⃣ Stick to a structured, multi-touch prospecting plan 4️⃣ Qualify and manage your pipeline with discipline 5️⃣ Close by reinforcing your value—not by cutting price 6️⃣ Learn from every win and loss, and keep filling the funnel This framework takes the guesswork out of sales. It creates consistency, momentum, and results. Which of these six phases is the toughest for your team right now? Listen to the full episode here: https://lnkd.in/gef-X_Nz

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According to a recent Crain's Detroit Business article Michigan is entering a “labor recession” as jobs become harder to find, especially for younger and less‑experienced workers. Unemployment remains elevated, hiring has cooled across sectors, and workers face stiffer competition for fewer openings. 📊Key data highlighted in the article include: 🔹 8,403 new unemployment claims in Michigan during the week of Sept. 6, a 55% increase from the week before. 🔹 1.44 unemployed people per job opening in Michigan, the highest ratio in 5 years. 🔹 Michigan ranks 9th lowest in job openings rate, just 4% in June. 🔹 900,000+ layoffs nationwide in 2025 so far. 🔹 Unemployment duration averages 24.3 weeks nationally, the longest since 2021. 🔹 Michigan unemployment rate up to 4.5% in August, rising for the third straight month. 🔹 AI influencing both sides, job seekers use tools like ChatGPT and Swooped; employers use AI to screen applicants, slowing hiring.

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Finding top talent isn’t easy—but our recruiters at Risch Results thrive on the challenge. When a technology company came to us needing a sales professional to grow their presence in the Midwest, they’d already been burned by two misfires. The role was critical to their growth—but the right candidate just wasn’t showing up through traditional channels. Here’s how we helped them find a new sales professional. ✔️ We take a deep dive into research. Instead of waiting for applications, we mapped out the market. Who’s already selling similar solutions? Who’s working at a competitor? We identified a standout candidate—employed, successful, and not actively looking—but exactly what our client needed. ✔️ We sell the opportunity. We don’t just send job descriptions. We personalize the message based on what we’ve learned about your company—culture, mission, growth path, leadership, and impact. In this case, we highlighted the autonomy of the role, the quality of the tech platform, and the chance to lead growth in a wide-open territory. ✔️ We’re persistent. Sometimes it takes 7 or 8 messages to get a response. That’s what it took here. But when the candidate finally replied, they told us they hadn’t responded to other recruiters because none of them had really taken the time to understand who they were or what would motivate them to move. The result? The candidate accepted. Within 120 days, they closed a major deal the company had been chasing for over a year—and they’re now mentoring new sales reps as the company scales. Hard-to-fill doesn’t mean impossible. It just means you need a partner who knows where to look, how to connect, and how to sell the opportunity. Let’s talk about who you’re trying to hire. #RecruitmentStrategies #TalentAcquisition #SalesRecruiting #ExecutiveSearch #HiringSolutions

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Delegation isn't about doing less—it's about doing more of what matters. In this episode, productivity expert Sarah Tetlow reveals her powerful TORQUE™ method to help attorneys and rainmakers maximize their time and empower their teams. 🎧 Listen now and learn how better delegation leads to bigger business wins. iTunes: https://bit.ly/43Rr0b2 Other platforms: https://bit.ly/42u5dmU YouTube: https://lnkd.in/epFt9Bf9 The Rainmaking Podcast #podcast #delegationforlawyers #legalproductivity #lawfirmsuccess #attorneytimemanagement #delegatetogrow

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Our industry doesn’t need more salespeople. We need talent advisors. And that’s exactly what we are building at Constellation Search Group. As we grow our internal team, I want every new hire to feel the difference from the very first touchpoint. That’s why the first outreach doesn’t come from HR or a recruiter, it comes from me. Because I want them to know who we are, what we believe, and why this work matters. I want them to understand the kind of company we’re building before we ever talk about titles or responsibilities. We’re not just scaling headcount. We’re building a team of people who lead with trust, think long-term, and care deeply about doing the right thing, for clients, candidates, and each other. Real culture is built one hire at a time and for us, it starts with how we show up from day one.  

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🎉 Cheers to National PEO Week! 🌟🎊 As a PEO consultant, I’ve seen firsthand how powerful the right support can be for small and mid-sized businesses. From payroll and compliance to employee benefits and workers’ comp, partnering with a PEO takes the stress out of HR, so business owners can focus on what truly matters: growth. ✨ This week is a celebration of the behind-the-scenes support that helps businesses thrive. If you’re curious about how a PEO can help your company scale smarter and save money, I’m always happy to share insights. https://lnkd.in/ePphkRGA Let’s simplify HR, together! 💼🤝🏻 employEZ NAPEO - The National Association of Professional Employer Organizations #PEOWeek #NationalPEOWeek #SmallBusinessSupport #HRThatWorks #PEOPartner #BusinessGrowth #TheLatinPEOGirl #AnnyThePEOPro

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𝗪𝗮𝗻𝘁𝗧𝗵𝗲 𝗕𝗲𝘀𝘁 𝗖𝗮𝗿𝗲𝗲𝗿 𝗔𝗱𝘃𝗶𝗰𝗲? 𝗕𝗲𝗳𝗿𝗶𝗲𝗻𝗱 𝗬𝗼𝘂𝗿 𝗖𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗶���𝗻... 𝗛𝗲𝗿𝗲'𝘀 𝘄𝗵𝘆: Most salespeople avoid their competitors like the plague. According to one sales leader I know, he does the exact opposite...and it's been the secret to key career moves he's made. His approach: ➡️ Actively network with competing dealers ➡️ Share general market insights (not proprietary intel) ➡️ Build mutual respect through open dialogue His reasoning? "It's actually better for an area to have multiple strong dealers than one strong dealer and a bunch of weak ones. When that happens, customers are the ones who suffer." This mindset led to: ✅ Job offers from competitors who respected his approach ✅ Industry connections that opened unexpected doors ✅ A reputation that preceded him everywhere he went The counterintuitive truth: Your competitor today might be your employer, partner, or best referral source tomorrow. 𝗣𝗢𝗩: 𝘔𝘰𝘴𝘵 𝘱𝘦𝘰𝘱𝘭𝘦 𝘱𝘭𝘢𝘺 𝘥𝘦𝘧𝘦𝘯𝘴𝘦. 𝘞𝘪𝘯𝘯𝘦𝘳𝘴 𝘱𝘭𝘢𝘺 𝘵𝘩𝘦 𝘭𝘰𝘯𝘨 𝘨𝘢𝘮𝘦, 𝘣𝘦𝘤𝘢𝘶𝘴𝘦 𝘵𝘩𝘦𝘺 𝘬𝘯𝘰𝘸 𝘳𝘦𝘭𝘢𝘵𝘪𝘰𝘯𝘴𝘩𝘪𝘱𝘴 𝘢𝘳𝘦 𝘵𝘩𝘦 𝘧𝘰𝘶𝘯𝘥𝘢𝘵𝘪𝘰𝘯 𝘵𝘰 𝘭𝘢𝘴𝘵𝘪𝘯𝘨 𝘴𝘶𝘤𝘤𝘦𝘴𝘴. Jordan Sitter Associates #HeavyEquipment #Recruiting #ExecutiveSearch #SalesTips #CareerTips #CareerAdvice #Careers #ProTip #POV #JobTransition

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🚨 When “Training” Is Really Just a Sales Pitch 🚨 Ever sign up for a free mindset training only to realize the whole webinar is one long commercial for the paid program? With the only value delivered was to change your mindset and pay for the "real training" 👉 You show up ready to grow. 👉 Instead, you spend the session hearing how your mindset will never truly shift… unless you buy their “exclusive” course. 👉 By the end, you leave with less clarity than when you joined. Here’s the problem: when “training” is just a thinly veiled upsell, it erodes trust. 💡 The best teachers give real insights you can use today. If their paid training is truly valuable, people will naturally want more...And will pay! Respect people’s time. Deliver value first. That’s how trust and business actually grows. Have you ever sat through a “free training webinar” that felt more like an infomercial?

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Struggling to get referrals from your networking group? You might be skipping the most important step. In this episode, I share a simple yet powerful foundation that turns connections into real business growth. Listen to the full podcast here: https://lnkd.in/gKQwTE4N #BusinessNetworking #Referrals #EntreeResults #RelationshipMarketing

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Independent contractors bring flexibility and expertise to staffing agencies, but they also introduce risks. Are you confident your agency, clients, and IC relationships are fully protected? In this guide, we break down: > The three essential types of insurance every IC should carry. > How these policies protect your agency from financial and legal exposure. > Why requiring insurance strengthens IC classification and safeguards your staffing business. Swipe through to uncover the steps to reduce risk and maintain client trust. For a deeper dive into managing IC compliance, read our full blog post: https://lnkd.in/e83txEcd

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