This episode I have Kacie Long from Heartland Payment Systems on the show. I brought Kacie on for a number of reasons. She has been with Heartland for 9 years and has a great deal of sales, marketing and management experience in a very challenging field.

Kacie offers a product that many business owners need, but they get hammered with salespeople on a regular basis. She talks about how important relationships are when it comes to sales and how she has excelled in forming them. She also has experience managing a team in the same field. If you think it’s tough to sell in this field, how hard do you think it is to build a team to do well inside the field? We talk about hiring good salespeople and also letting them go. Hiring and firing is an integral part of any business with employees and is more of an art form than a science.

We also touch on what happens when an entire industry is turned on its head by a new technology. Kacie and her company had to adjust when Square blew up the industry as a new way for business owners to collect payments. She discusses how they responded and what she had to do to her sales process to continue to excel.

Thank you Kacie for joining me and sharing your story!