Commercial Maintenance: Business Development
Are you struggling to grow your commercial maintenance business? We created our Commercial Maintenance: Business Development program to teach you the industry's best practices to overcome the obstacles in your way. Our program will help you increase top lines sales and effectiveness by giving you a game plan and providing a forum for feedback and instruction to take your business to the next level.
This course, hosted by Envisor Consulting Principal Ken Thomas and Jessica Artt, Director of Business Development Training, is designed for Commercial Maintenance Sales professionals, business owners, and landscape leaders interested in increasing their sales effectiveness.
- The Role of the Business Developer
- The Sales Process: An Intentional Path to Success
- Sales Strategic Planning: All Success Starts with a Comprehensive Plan
- Time Management for Sales: It’s a Numbers Game!
- Market Segment Analysis: Uncovering Opportunities
- Prospecting and Qualifying: Getting Started!
- Presenting and Closing
Ken started his first business, Landscape Techniques, fresh out of college with $1,000 and a pickup truck. He grew the company to $5million before selling to TruGreen/LandCare in 1998.
Ken purchased Scapes Group Landscape which grew to $17million and was ranked as one of the top 100 landscape companies in America. Scapes was acquired by ValleyCrest Landscape in 2007. Ken spent 3 years in leadership at ValleyCrest Landscape Maintenance as the Commercial Sales Leader for the SE United States.
Ken and his good friend and industry leader, Ben Gandy, started Envisor Consulting in 2011.
Ken was a long-standing member of the National Association of Landscape Professionals (NALP) and past president of the Metro Atlanta Landscape and Turf Association (MALTA). Ken is a national speaker and contributing writer for Landscape Management and other industry magazines.
During his 30+-year career, Ken has learned the best practices and systems of thriving landscape operations.
“Success doesn’t come from hard work and intelligence alone. It comes from doing the right things at the right time.”
With a Master's degree in Education, Jessica taught 7"' grade for one year in Charlotte. Realizing she didn't have the genetic make-up to teach, she called her mom, who happened to be the #1 Business Developer in the nation year-over-year for the nation’s largest landscape company, ValleyCrest, who helped her get an interview. Jess landed the job in Atlanta where she worked as a business developer for several years. She ranked in the top 5 nationally in sales among 90 Business Developers, not just once, but three times. She achieved the million-dollar club every year of her employment. Feeling as though she was ready for the next step in her career, she accepted a position as Associate Area Sales Manager with Cutera, an aesthetic laser company in the medical device market. Jess worked for her Area Sales Manager for 5 months, found numerous opportunities, and brought her manager in to present, when she was promoted to the position herself and subsequently continued to uncover opportunities in the southeast region.
Jess departed Cutera and made the not-so-difficult decision to stay home to raise her son, Canaan and has since had a second child, Evie.
Jessica is passionate about ending homelessness and teaches classes at the Atlanta Day Shelter through Atlanta Mission.
StartThe Role of Business Developer (10:13)
StartThe Sales Process (9:53)
StartStrategic Sales Planning (7:34)
StartMarket Segment Analysis (15:15)
StartProspecting and Qualifying (27:07)
StartPresenting and Closing (22:18)
StartTime Management for Business Developers (15:13)