A new sales hire brings in a burst of business, then it flattens out around month eight. Keith Bradt has watched that happen for 20 years, and he built his firm to fix the sales process behind it.

Keith is the Owner and Sales Development Director of Kallan Sales Development in East Rochester, New York. He started out in applications and design engineering, moved up through technical sales and sales leadership, and now helps engineering-based manufacturers and founder-led businesses build sales systems that keep working after he walks away.

What you’ll hear:

• Why a new sales hire’s book of business usually plateaus within six to eight months
• Why your sales reps are the last people who should be cold calling
• How to pick AI and sales tools when a new one shows up every week, starting with knowing your own sales process
• Why an engineer had to rethink how he sells his own fractional sales business, and why strategic partners now matter more than knocking on doors
• How flipping your messaging from services to problems helps buyers see the result
• What it means to leave a client’s team better than you found it

Connect with Keith:
LinkedIn: https://www.linkedin.com/in/keithbradt
Website: https://kallansalesdev.com

About Chris:
Chris Bruner is the CEO and Founder of Simple AI Solutions, based in El Cajon, CA. He helps small and mid-sized businesses bring in more clients and spend less time on busywork using AI plus human systems. His background is in healthcare operations and process improvement, with an MBA, an MS in Management, and a Six Sigma Green Belt.

About the show:
The Business Leader’s Legacy Podcast goes behind the scenes with business leaders to uncover their vision, strategies, and the challenges they’ve faced along the way.

Connect with Chris:
Website: https://www.simpleaisolutions.org
LinkedIn: https://www.linkedin.com/in/chrisbrunersimpleaisolutions/
Podcast on LinkedIn: https://www.linkedin.com/company/the-business-leaders-legacy-podcast/
YouTube: https://www.youtube.com/@The-Business-Leaders-Legacy

Timestamps:
0:57 From engineer to sales leader, and why Keith started Kallan
4:51 Why he’d rather help a team execute than hand out advice
9:47 Your highest-dollar asset doing the lowest-value work
11:39 Process first, then the AI tool
13:08 What’s working: fractional sales operations
14:57 “Do as I say, not as I do”: selling his own business
18:57 Staying small on purpose and flipping his message
23:57 The legacy Keith wants to leave

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#SalesProcess #FractionalSales #ManufacturingSales #SalesOperations #FounderLed