Episode Overview
From the very start of his sales career in the sneaker industry, Juan Lopez has been quick on his feet and able to improvise according to whatever market conditions he was confronting.
He parlayed those skills into the position of business analyst at Franklin Electric, and also holds the title of ServiceTitan certified administrator.
Lopez is excited about the processes involved with leveraging technology to help a company run better and faster, and provide value at scale.
He’s a proponent of automation, enhanced workflows and anything that makes time-consuming tasks more manageable–internally and externally.
Yet, while he wants sales teams to embrace the benefits of all the new and evolving technology, he says companies shouldn’t lose sight of the personal touch.
“Everybody has a different sales approach,” Lopez says. “You have to find what works for you.”
Success comes from a combination of approaches, he says. Whatever you pick as your style, don’t lose sight of the basics.
“If you do what you say you're going to do, people will choose you over another company,” Lopez says.
Yes, technology can organize your data, lists and product information, he says. But you can’t rely on technology alone.
“If you lose [that] connection with the customer, you don't do that follow-up, or you get to it too late, you've lost that sale,” Lopez warns.
Bottom line: Embrace change. View it as an opportunity for growth and improvement. But stay grounded via the human elements of the job.
Juan Lopez recently joined ServiceTitan’s Jackie Aubel on the “Toolbox for the Trades” podcast, which included Lopez’s thoughts on:
[05:56]: Lopez’s best pieces of sales advice
[15:13]: How he optimized technology to support his team
[20:11]: Training teams on automation
[24:25] The most critical workflows for business success
[28:24]: How financing options help customers
To hear more stories from the trades, subscribe to “Toolbox for the Trades” on Apple Podcasts, Spotify, Google, or anywhere you get podcasts.
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