In this episode of Retained Trust, host Karl Hughes chats with David Sliman, founder of Sales Proformance Consulting and a veteran entrepreneur. David shares his journey from launching a direct mail franchise in 1999 to building and selling a multi-million-dollar marketing business. He and Karl explore lessons learned in sales leadership, product positioning, business acquisition, and finding the right growth model. The conversation also touches on mentorship, consistency, and the balancing act between personal and professional life. Tune in for a candid look at what it really takes to scale and sustain a business.

Key Points From This Episode:

[00:00:43] David Sliman’s entrepreneurial background and motivation for consulting

[00:02:04] The common gaps founders face when leading sales teams

[00:03:36] How to craft a compelling “power statement” for your business

[00:05:55] Tailoring messaging to different stakeholders in the sales process

[00:07:16] David’s first business: a franchise in direct mail marketing

[00:09:52] Lessons learned from launching a business with limited capital

[00:10:56] The importance of believing in your product and starting with customer experience

[00:16:37] David’s experience launching a local marketing startup from scratch

[00:19:45] Validating product-market fit through early testing and feedback

[00:23:26] The five-step framework for giving a great sales presentation

[00:26:27] When and how to expand services without sacrificing margins

[00:29:30] David’s company being acquired and what he learned from the process

[00:33:29] Navigating team and franchisee dynamics during a transition

[00:38:28] The importance of mentorship in scaling and evolving as an entrepreneur

[00:44:38] What consistency looks like in leadership and operations

[00:49:48] David’s recommended reads: The Law of Success, The Psychology of Money

[00:54:23] About David’s podcast, Unfinished Business

Links:

• David Sliman on LinkedIn: https://www.linkedin.com/in/davidslimansalespro/
• Sales Proformance: https://www.salesproformance.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com