The Sales Engine That Scales – With Alan Versteeg Guest: Alan Versteeg, Co-Founder of Growth MattersHost: Marcia Riner | Profit Booster®Podcast: PROFIT With A PlanTopic: Building a Sales Engine for Entrepreneurial ScaleReleased: July 22, 2025 🔍 Episode Summary What happens when an engineer applies the law of cause and effect to sales? Alan Versteeg—former engineer, global sales leadership strategist, and co-founder of Growth Matters—joins Marcia Riner to reveal why most entrepreneurs fear sales, how to overcome “sales ick,” and what truly drives growth: not more sales reps, but better sales management. This episode is packed with value for business owners, founders, and service-based entrepreneurs looking to scale smart, lead with conviction, and grow teams that sell—without the sleaze. ⏱️ Timestamps & Key Takeaways [00:00] The Sales Engine Every Entrepreneur NeedsMarcia opens the episode with the concept of building a team that sells without you in the room—what Alan calls the real sales engine for scale. [02:53] Alan Versteeg’s Unlikely Path From Engineer to Sales ExpertAlan shares how leaving engineering, getting fired from his first four sales jobs, and finally treating sales as a profession changed everything. [05:47] Why Motivation Alone Doesn’t WorkAlan explains how being “the world’s most motivated talking brochure” failed—and how cause and effect became his north star for success. [09:00] Selling vs. Helping: The Real Mindset Shift✨ “Selling won’t help—but helping will sell.”Alan breaks down the psychology behind ethical sales and how intent, not personality, is what persuades. [11:00] Conviction, Not Charisma, Drives SalesMarcia and Alan explore why you don’t need to be extroverted to be successful in sales. What you need is conviction and a service-oriented mindset. [13:00] Avoiding the “Ick” Factor in Sales ConversationsSales becomes authentic when entrepreneurs stop talking about their product features and start speaking about the problems they solve. [16:00] The Clear Line Between Confidence and ArroganceAlan explains why the difference is tact, not tone—and how to persuade without damaging relationships. [20:40] Objection Prevention vs. Objection HandlingInstead of responding defensively, Alan teaches entrepreneurs to preemptively name their buyer’s hesitation and build trust faster. [24:00] Scaling the Sales Function Through Standards"You can’t scale yourself—you can only scale your standards.”Alan shares how setting cultural and performance standards enables companies to scale through people, not pressure. [27:05] What Actually Makes a Great SalespersonIt’s not knowledge or charisma—it’s the ability to connect, listen, and sell with values that match the brand. Hire managers who grow people, not just sales. [29:13] Final Advice: Give Yourself Agency to Sell with PurposeAlan closes by urging entrepreneurs to “look in the mirror” and realize they’ve created a solution worth sharing. Let go of the imposter voice—and sell with purpose. 🔑 SEO Keywords sales engine for entrepreneurs, scaling your business, sales management tips, ethical sales strategies, sales leadership, how to overcome sales fear, building a sales team, persuasion vs manipulation, conviction in selling, hiring sales managers, sales psychology, objection prevention, sales training for entrepreneurs 📢 Call to Action Want to develop a sales team that scales without you?👉 Learn more about Alan Versteeg and his sales manager development programs at www.salesgrowthmatters.com     💰This episode is sponsored by Profit Booster® Podcast Monetization Hub.  We turn your interviews into a lead-generating machine—so you can capture, nurture, and convert listeners into paying clients. Stop leaving money on the table. Get started today at https://ProfitBoosterPod.com 🚀 Free Growth & Marketing Audit Struggling to convert leads into loyal customers? It’s time to turn your customer reviews into profit! Get your FREE Growth & M