Patrick Caroll

Patrick Carroll is the Director of Marketing and Business Development for Focus Business Development, Inc., an authorized Sandler Training® center located in Richmond, Virginia. Patrick has been involved with the Sandler Training Network for over six years.

Before and during college he spent time on the front lines in various customer facing positions within the commercial landscaping, retail & entertainment industries. After receiving his degree in Rhetoric & Communication at the University of Richmond, Patrick began working at Focus Business Development, Inc. at an entry level capacity. His role has grown into an integral part of the day to day marketing, selling & training activities within the business.

Patrick possesses strong interests & skills in the elements of communication, rhetoric, & psychology relative to the human dynamics in business and selling scenarios. He is fascinated with sales & marketing alignment and how technology is transforming the business world and sales landscape. Patrick is a firm believer that (sales) success all boils down to the right attitude, the right behaviors & the right techniques.

Selling or telling. Are you really listening?

By Patrick Caroll / April 7, 2014

Have you ever talked yourself out of a sale? Selling is not about telling. It’s about helping the prospect relate to your product or service to the satisfaction of their wants and needs. It’s also about helping them discover needs of which they were previously unaware. How do you accomplish this? By asking thought-provoking questions…

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Point the thumb, before you point the finger: Taking responsibility for your sales performance

By Patrick Caroll / March 31, 2014

I had a position coach during my freshman year in college that made the comment, “Point the thumb, before you point the finger,” and it has stuck with me ever since. Our football team was in a transition period, new coaches, new players, new strategies and we stunk pretty badly. One week, we sat down…

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Systems & Processes: Drive Revenue (Part 2)

By Patrick Caroll / September 16, 2013

Companies have a systematic approach to complete almost every task; from the production line to accounting and payroll. Companies rely on clearly defined ways to get the job done effectively and efficiently. There are some areas of organizations that are commonly left to play by their own rules; like the sales and business development departments.…

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Systems & Processes: Drive Professionals (Part 1)

By Patrick Caroll / September 3, 2013

Imagine if there was no order. No procedures, no systems, no processes and no checks and balances. Chaos!? More than likely. People would be playing by their own rules and would be unpredictable at best. Without systems and processes we would be flying by the seat of our pants, with no clue as to what’s…

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