Learning a set of skills is worthless when no moves can be seen in the routine. Similarly, a plan is just a word of inspiration, until a precise action is not taken to show it as a booster. However, a brand new venture has got to undergo a different challenge, undulating moments, and enlightening failures. One who learns from those dilemmas and moves ahead ultimately climbs the ladder of success.
One such personality named Chad Burmeister, CEO of ScaleX has a successful career in building high-velocity sales teams at leading companies in the global market including Cisco-WebEx, ON24, Riverbed Technology, ConnectAndSell, and RingCentral. Chad was the Founding Chapter President of the AA-ISP Silicon Valley Chapter which was voted for two years in a row as “Chapter of the Year”, Director of AA-ISP Frontline Friday, and Colorado Chapter President to help advance the profession of inside sales to the next level of professionalism and performance. Chad is currently working on the team that launched the Denver Enterprise Sales Forum. He has been honorably voted for Top 25 Most Influential Inside Sales Professional by the AA-ISP 10 years in a row (2010 – 2019) and continues to be at the forefront of inside sales and high-velocity selling strategy & execution.
Carrer-Oriented Steps of Chad Burmeister
In early childhood, Chad Burmeister was been passionate about being a leader. When he graduated from Colorado State University he was a quota-carrying sales professional, earned several promotions over a decade. He also found that as a sales professional he was continually being asked to train the new hires which resulted, in finding himself moving up in sales management from Team Lead to Sales Manager to Regional VP to VP of Sales & Marketing and now CEO of ScaleX.ai which was founded in 2017. Chad is also the author of two books called SalesHack. And more recently ScaleX.ai, Multi-Channel Sales Acceleration, Powered by Artificial Intelligence.
ScaleX.ai Impacting Customers
ScaleX.ai7 provides a pipeline (and revenue) as a service. By maintaining sales & marketing operations “in the cloud”, clients get to experience what it would be like to hire a head of sales operations, head of marketing operations, digital messaging expert, and more, without a heavy price tag of hiring such resources. They use artificial intelligence to help sales teams increase the number of sales activities that they do on a daily, weekly, monthly basis, typically resulting in a two times revenue impact. Evolution in technology is the main reason for introducing artificial intelligence in sales and its main purpose is to enhance the utilization of other sales resources.
Anchors of Management Philosophy
He also learned a lot of management philosophy from Skip Miller, Author & Sales Trainer and have learned on the job through great sales leaders such as Mitch Tarica, MJ Shutte, and Steve D’Angelo. Skip teaches the concept of M2O/t (Measurable, Mutual, Objectives over time). This has enabled him to connect with employees and sales associates to understand their goals & desires, and put a mutual action plan in place to help them achieve their goals.
Chad said that “I’ve always believed in hiring a team of “mighty ducks”. In other words, it’s not a good idea to hire from the same mold of people who are like me – it’s been shown that having a diverse group of individuals is what promotes the best outcomes.”
Finding the remedy and not fault
One of the events he recently attended was the Rich Litvin Intensive in San Diego. In that event, a group of more than 150 transformation coaches & life coaches came together for four days to model the behavior of a transformational coach.
After this event, he said that “What I witnessed changed my life forever. In 8-12 minutes, Rich was able to connect with people on a deep level to begin to truly understand their motivations and desires – the “implanted mindset” from early childhood. By learning that weekend, I have been able to model the behaviors demonstrated there to connect with sales associates on my team much more powerfully than ever before.”
Staying ahead of the competition
Chad always prefers to focus on the customer need and then solve for those needs compared to focusing on how a “competitor” might be trying to handle the customer’s needs. He also put forward that there is only one ScaleX.ai in the world, and it’s us. The others are usually trying to copy us, vs. the other way around.
Challenges faced during the journey
For Chad, some of the crucial traits which every leader must possess are Empathy, grit, and true care for their people. The opening line of The Purpose Driven Life, It’s Not About Me. People who forget that usually fail to become exceptional leaders.
By 2020 Chad Burmeister Vision for ScaleX.ai is to become a $5M company and help several sales associates build a $1M book of business so that they can do the things they want to do in life.
Leader is someone who demonstrates what is possible
For one of the interview when Chad Burmeister was asked to best describes his approach to business and vision, he said that “In 1996, I was fired from my first sales job out of college, and since then never missed a President’s Club—this is me “paying it forward” or as my friend, Gideon would say “Blazing it forward!”