Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Doug Wendt, business growth strategist and co-founder of Wendt Partners, about how professionals can pivot their sales efforts into a structured, scalable sales strategy. Doug shares insights from over 25 years of experience in enterprise sales, emphasizing that sales growth isn’t just about acquiring new clients—it’s about maximizing existing relationships, leveraging referrals, and optimizing untapped revenue opportunities. He explains how many businesses overlook 70% of their potential revenue by failing to engage their current customer base effectively. Key topics include the concept of the considered sale—a relationship-driven sales process that builds trust over time, the importance of segmenting contacts into categories (strategic clients, past clients, referral partners), and using CRM tools like HubSpot to streamline business development efforts. Doug also shares tactical steps for professionals looking to transition from in-perso