Become the Only Choice

With 194 percent year over year growth and a 90 Net Promoter Score, Butler Street has established itself as one of the leading consulting, training and research firms to the middle market. Before founding Butler Street, Mike Jacoutot spent the previous nine years as CEO of a national health care staffing company and most recently, a revenue cycle company. Jacoutot brings a strong combination of Lean Six Sigma process skills together with 34 years of sales and marketing experience. 

Jacoutot is also the author of "Become the Only Choice." Now in its third printing, the book emphasizes a combination of consultative selling and process management techniques to enable salespeople to sell the way clients buy.

A four-time All-American collegiate wrestler, Jacoutot led The College of New Jersey wrestling team to two national championships. He culminated his senior year by winning the NCAA Division III Championship after three consecutive second place finishes. In March 2015, Jacoutot was inducted into the National Wrestling Coaches Hall of Fame. In October 2013, he was also inducted into The College of New Jersey Athletic Hall of Fame along with his 1981 NCAA Division III Championship Team. He holds a B.A. in Management.

Mary Ann McLaughlin serves as a Managing Partner at Butler Street, a leading management consulting, training and research firm that focuses on client and talent development. Prior to Butler Street, she served in executive roles for 13 years including chief operating officer, president and managing director. A Six Sigma Champion certified executive, McLaughlin leverages her robust process background with 32 years of sales and operational experience.

A recreational triathlete, McLaughlin has completed three marathons (Chicago 2x, Marine Corps) and numerous triathlons. She holds a B.S. in Marketing from Bradley University.

All too often, I see salespeople waiting for someone else to check, analyze, review or inspect their work. What’s this all about? Do you really need someone else to watch over you to inform you that your pipeline is more like a pipe dream?

Earlier this year, my partners and I were asked to lead a panel discussion on this topic for an audience of 120 C-level executives. Our research, which includes direct client interactions, Voice of the Customer and Net Promoter Score surveys all indicate that INNOVATION is the #1 desire of end-user customers.

When I get asked by sales professionals all around the county how they can overcome the “Your Price is Too High” objection, my response is you must first understand that in their operating reality, your prospect is right. Your price is too high. For now.

Social Selling is to the sales profession what Content Marketing is to the marketing profession. It’s the one subject that sales experts are discussing in professional circles, both online and in sales meetings. Social Selling is a concept that develops the sales representatives' social networks.

As I look back, I really had no idea how a great sales manager/coach can impact their sales team in a positive way. It is not one thing; it is 100 little things. I know now. I saw it first-hand as a new sales rep back in 1983 working for Wallace Computer Services, pretty much straight out of college.

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