Ethan is one of our newest independent sales reps out of Austin, TX. He does not have an acoustics background, but Ethan is quickly learning how to have acoustic conversations with the people he interacts with on a daily basis. “A large majority of the people we interact with on a day to day basis do not know anything about acoustics,” Says Ethan. The key is in being curious about what the customer is looking for in a solution. He has already learned that most people are open to learning about new and exciting solutions, but you have to be willing to ask good questions and be focused on them.
One of the keys to success for Ethan has been his ability to leverage experts at MPS. Ethan talks up how he uses Jeff Adams as a resource, “Jeff is really the expert, which makes it a lot easier because Jeff can talk about the theory behind acoustic solutions.” Ethan has learned to get Jeff on a webinar presentation so they can together uncover the right solution for the client. Ethan and the dealer are in-person with a demo and product samples, while Jeff is sharing his screen and presenting. The process has worked well for everyone. One of the best results Ethan has seen was when they uncovered other problems to address during the presentation. “we actually found out that there were more issues to this one customer than just what we were talking about at the time. So, with the webinar, we turned one project into three.”
Learning how to solve acoustic issues and all the potential solutions involved can be a tall hill to climb for a new rep. Ethan has learned that being unafraid to have conversations as well as utilizing an expert alongside him can quickly open up opportunities to help customers. The more conversations he has about acoustics, the more comfortable he gets, “Those interactions really enforce it home for me, it gives me more confidence.”
Ethan is an accomplished sales professional with a proven record of sales quota achievement. He has extensive experience using solution-based selling, relationship building, and new business development to successfully win B2B, retail, and institutional customer accounts. He is an expert user of several business software applications including SalesForce Lightning, Microsoft Office, BPCS, Stratum, Viewer, and Qualtrics.