PTE #23 - Enterprise Sales to Entrepreneurial Success with Mike Scher

In this episode of Pushing the Envelope, host James Gilman interviews Mike Scher, founder of Frontline Selling and CEO of Reach7.

The conversation delves into Mike's career journey, the foundation and growth of his businesses, and his insights on leadership, sales, and entrepreneurship.

Mike shares valuable lessons from his experiences, including the impact of 9/11 on his career path, the development of effective sales methodologies, and the recent launch of Reach7 Diabetes Studios.

Key Points Discussed

• From Sales to Entrepreneurship Mike Scher describes his transition from a successful career in enterprise software sales to founding Frontline Selling after the 9/11 attacks. He emphasizes the importance of creating demand for new products and the challenges of being an entrepreneur.

• Importance of the First Conversation Mike highlights the critical role of the initial business conversation in the sales process. He explains how he mastered prospecting and created a methodology to secure meaningful business interactions, which became the foundation of Frontline Selling's success.

• Navigating Economic Crises Mike reflects on how Frontline Selling weathered three major economic downturns: the post-9/11 recession, the 2008 financial crisis, and the COVID-19 pandemic. He stresses the significance of maintaining disciplined business practices during both good and challenging times.

• Transition to Remote Work Discussing a major decision post-COVID, Mike shares his experience of shifting Frontline Selling from a co-located to a fully virtual environment. He highlights the benefits of this change and how it aligned with employee preferences and operational efficiency.

• Innovating with Reach7 Diabetes Studios Mike introduces his latest venture, Reach7 Diabetes Studios, which aims to improve access to diabetes care through retail-based clinics. Partnering with Publix, these studios provide state-of-the-art diabetes management tools and personalized care, addressing a significant gap in the healthcare market.

Mike Scher's journey from a seasoned sales professional to a successful entrepreneur showcases the importance of adaptability, discipline, and making decisive actions. 

His ventures, Frontline Selling and Reach7, demonstrate innovative approaches to solving complex problems in sales and healthcare. 

The episode offers valuable insights into leadership, business growth, and the impact of strategic decision-making.

Remember, keep learning, thriving and pushing the envelope!

This Show is sponsored by Perimeter Office Products