Tuesday, March 13, 2012

Q&A with Regional Sales Manager Bill LeBeau

Get to know Regional Sales Manager Bill LeBeau
Bill is one of the newer sales guys on the Bishop-Wisecarver team, coming to us just about a year ago now. He manages the Eastern part of the U.S. for us, overseeing sales reps in New England and surrounding Northeastern regions. During his quarterly visit at the BWC headquarters, he carved out some time from his busy schedule to answer a few questions. Got a few of your own for him? Email him at blebeau@bwc.com.

Question: Tell us a about your background, your education, how long you've been with Bishop-Wisecarver and what you like most about being on the team?
Answer: I graduated from The University of Rhode Island, with a Masters Degree in Business, and I received an undergraduate degree in Industrial Engineering from Rhode Island College. I have been with Bishop-Wisecarver for one year. I like being part of a growing company with an opportunity to help build the future. Being part of a smaller organization also allows us to be nimble and respond to customer needs with speed, cost and quality in mind.

Question: What do you like about sales?
Answer: It's a really good feeling to help a customer from the start of a project and work with all levels of the organization to turn the opportunity into a sale. We have some great people who turn ideas into great solutions for our customers. I like to see end results, being in sales you either win or lose the opportunity.

Question: What do you enjoy most about working with engineers?
Answer: The thing I like most about working with our engineers is that they know our products extremely well. I am always impressed with how our engineers always seem to come up with a solution that impresses the customer, no matter how difficult a project can be. We also work with many engineers in the field, and I am always amazed at the wide range of applications we get involved in and how each engineer has a unique way of looking at possible solutions.

Question: What challenges arise from selling a product based on features and benefits?
Answer: By far, it is selling into what we would call a niche market. We sell into many different industries, but it is to solve specific problems. We really need to understand how our products can solve a customer’s problem better than the competition so we can highlight the features and benefits of our technology.  

Question: What makes for a good selling relationship with a customer?
Answer: A customer needs to trust you based on past performance. If we tell the customer we are going to provide something and we deliver it on a consistent basis, this builds a strong relationship. Our goal is to be the customer’s first choice when making product selections on linear motion. In order to reach that goal, great selling relationships are critical.

Question: If sales were a team sport, what would it be and why?
Answer: Football — it is the ultimate team sport. It takes everyone in the organization to be successful.

Question: Speaking of sports, what’s your favorite team or teams?
Answer: Patriots, Red Sox, Bruins, and Celtics.

Question: What do you like to do outside work?
Answer: I love the beach, boating, spending time with family and friends, and networking.

Question: What’s your favorite coffee beverage? Cream, no cream, sugar, no sugar?
Answer: I don’t do coffee.

Question: Favorite quote?
Answer: "It is no use saying 'we are doing our best.' You have got to succeed in doing what is necessary."  — Winston Churchill