In this episode of the RepHunter's RepIntel Podcast, host Jeffrey Simon talks with Jerry Campanella, Chief Executive Officer at GMC Consulting International, a 31-year independent sales veteran, president of his own rep agency, and a long-time member of RepHunter. Jerry shares his journey from corporate sales with major consumer products companies to becoming a successful independent representative, revealing the keys to building lasting success and a thriving multi-rep agency. He discusses the pivotal role of relationships, persistence, and how RepHunter has contributed significantly to his company's growth.

Key Topics:

1.The path from corporate sales to independent rep: Jerry's early career at Bristol-Myers and other large consumer products companies.

2.The crucial role of relationships and connections: How building a network as an employee made the transition to an independent agency easier.

3.The best thing about RepHunter is putting companies in front of his agency every week, and how 50-60% of their clients come through the platform.

4.The importance of persistence in sales.

5.Utilizing technology in an independent agency: Using virtual assistants and AI for productivity and support.

6.The value of consulting: Adding a consulting piece to the service offered to clients, especially startups, and how it impacts compensation.

Episode Highlights and Timestamps:

[00:00:00] - Introduction to Jerry Campanella, his 31 years in independent sales, and 21 years with RepHunter.

[00:02:00] - Jerry's start in sales, working for his dad, and his first corporate job at Bristol-Myers.

[00:04:33] - Jerry's experience running a small business division of Stratton of London, which provided connections to future sales reps.

[00:06:07] - Starting his own totally independent company, and a focus on consumer products.

[00:08:41] - How RepHunter became a critical tool for his company's growth, contributing to 50-60% of their clients.

[00:09:51] - Jerry's multi-rep agency structure and how they use virtual assistants for tasks like reaching out to retail chains.

[00:11:38] - Utilizing AI (his "assistant Ringo") strictly for correspondence and productivity support, not customer-facing sales.

[00:13:30] - The controversial but successful approach of acting as a consultant to new clients who are not yet "rep ready".

[00:14:42] - Final thoughts on adding a consulting piece to the business and how it aids cash flow with a multi-rep team.

📱 Follow our guest, Jerry Campanella:

👉 LinkedIn: https://www.linkedin.com/in/jerry-campanella-a44baa31b/

📱 Follow the Host Jeffrey Simon:

👉 LinkedIn: https://www.linkedin.com/in/jeffreyasimon/

📱 Follow RepHunter:

👉 Website: https://www.rephunter.net/

🔗 Listening Links:

👉 Spotify: https://open.spotify.com/show/0qsBiIxQno7umiZELZtR45

👉 Apple Podcasts: https://podcasts.apple.com/us/podcast/repintel-insights-from-top-sales-reps/id1850733289

🔗 Don't forget to subscribe for more insights on unleashing your success as an independent sales rep. Share your thoughts or questions in the comments - we’d love to hear from you!