By: Kelly Bond, Bridgepoint AdvisorsFeaturing: Gretchen Gordon, Braveheart Sales Performance
Running a business is deeply rewarding, but it also comes with its fair share of unique challenges—especially for those in the security industry, where operations never stop. Juggling responsibilities like new technology and customer satisfaction can create intense pressure and sleepless nights. Over the last several months, we’ve highlighted stories from various business owners as they open up about what’s keeping them up at night—and the steps they’re taking to overcome those challenges.
This month I spoke with Gretchen Gordon, one of the founding partners of Braveheart Sales Performance.
First, Gretchen please tell us about your business.
Braveheart provides sales consulting services which include helping sales organizations define and follow repeatable and predictive processes; improving sales effectiveness through training and coaching; and helping leaders implement a more efficient and precise sales hiring system. We focus on the security and fire protection industries and have a deep understanding of how world-class sales organizations operate. We fully customize solutions to the needs of our clients as well as to the individuals on their teams.
Your business focus is different from many other business owners that I interview. I am guessing you may carry the weight of your client’s businesses as well as your own… so what is the one thing that keeps you up at night?
I have been struggling with the thought that I might be missing something related to integrating more technology into my business that would increase organizational efficiency for us and our clients. I have felt like I am somehow missing the boat which has consequently left me stressed for quite some time – feeling like the mountain is too big to learn and incorporate. I admit that I have ignored it for the longest time and continued to do what I have always done – head down, work hard and create value in a customized way. But it has been gnawing at me for more than a little while.
Incorporating new technology is a big lift. How have you worked to overcome it?
I have recently made the decision that I don’t need to be an expert in building technological tools for our clients. Rather, I have decided to take the plunge and clone myself with AI, thus creating access to sales and sales leadership coaching for our clients, 24/7. It didn’t come without some hesitation, but I figured that I might as well dive in and see how it goes. Regardless of the outcome, at least I will have conquered the stress in which ignoring it has caused.
Please tell us more about “cloning” yourself with Ai. What led you to believe this was the best option for you?
Braveheart started getting questions from our clients about what we were doing to incorporate AI. I was familiar with some technology platforms that utilized it for coaching purposes and I thought, “why can’t I incorporate our view of sales excellence and sales leadership effectiveness into one of those platforms?” However, upon researching what was out there it seemed that most offerings were populated with other peoples’ views on what good sales practices actually are.
Ultimately, I felt that I could draw from my sixteen years of material I had authored and produced: writing a sales leadership blog, writing for a variety of publications, numerous videos and podcast appearances along with my best-selling book “The Happy Sales Manager.” I determined that I had enough material in which I could train an AI clone to provide coaching advice that is as close to what I would provide as possible. This way my thoughts, beliefs and advice will not be altered.
I am not a natural born salesperson, and I started Braveheart to assist those individuals who may find themselves in the world of sales accidentally, rather than intentionally. So, the clone is all about providing an extension of the coaching and training services Braveheart provides, while being available 24/7 for individual sellers and sales leaders. Most importantly to me, it will have my deep-seated values of helping sellers, sell and leaders, lead which ultimately help companies, succeed…regardless of where the individuals are on their sales excellence path.
Every day brings me a surprise in the different ways Ai is being used to create resources and efficiencies for businesses. Braveheart utilizing it to create resources for your customers, so they always have access to your services, is a perfect example of how AI is transforming the entire customer experience.
As we wrap up, what advice do you offer other business owners?
If something is gnawing at you, face it head on. Don’t ruminate over decisions for too long. Instead, focus on what makes sense and go all in and take comfort that you can always pivot if it doesn’t work out–just pivot quickly.
Thanks Gretchen. we appreciate you sharing your insight with us and we wish you the best in your endeavors!
Stay tuned for next month’s interview with Stan Matysiak of AIN Group.
About Kelly:
Kelly Bond brings over twenty-five years of industry experience to her clients. A 2024 inductee into the Security Sales and Integration Hall of Fame, she serves as Partner of Bridgepoint Advisors LLC, representing buyers and sellers of alarm and integration companies.
About: Gretchen:
Gretchen Gordon is an award-winning sales and sales leadership expert and President of Braveheart Sales Performance. Gretchen has a special focus in the security alarm monitoring and systems integrator sectors, having been both a lender to the industry and a former PERS business owner. She is a frequent speaker at conferences and events including the Barnes Buchanan Conference, ESX, SedonaOfffice Users Conference, and the Sonitrol National Dealers Association.. She is a published author of several eBooks and a Top 50 rated Sales Management Blog, and she was recently recognized as a Top 50 Sales Influencer by Small Biz Tools.