Episode #135: A CEO’s View of Sales with Doug Bauer

In This Episode of The Buyer’s Mind with Jeff Shore:

Doug Bauer, CEO of The TriPointe Group, shares with Jeff the importance of sales, the lifeblood of every company.  Some executives might see sales as a necessary evil but without revenue a company can’t continue to function. Doug shares his perspective and some of the unusual things he does, like calling customers.  In that way, he stays rooted in the day to day operations of his business all while working out the more complex issues which have made the TriPointe Group so successful.

Topics we’re going to cover on today’s podcast:

[1:01] The importance of sales to any business

[4:01] Why is Doug Bauer sales-friendly?

[8:22] CEOs have a reputation, is it warranted?

[12:01] What are the attributes you look for in a salesperson?

[15:10] What drives you nuts in poor sales performance?

[20:43] What will make you proud at your retirement?

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More about our guest Doug Bauer:

Doug serves as the Chief Executive Officer and member of the Board of Directors of TRI Pointe Group. In 2009, Doug and his two business partners shared a vision for a new kind of homebuilding company and they formed TRI Pointe Homes to take advantage of the unprecedented downturn in housing. TRI Pointe Homes quickly became a publicly held company, trading under “TPH” on the NYSE. Within 5 years, the company merged with Weyerhaeuser Real Estate Company (WRECO) to become TRI Pointe Group. This merger created one of the top 10 largest public homebuilding companies in the United States by equity market capitalization. Today, TRI Pointe Group represents a family of six premium local homebuilders in nine states and eighteen markets, and was recognized as 2014 Developer of the Year, 2015 Builder of the Year and among FORTUNE’s 100 Fastest-Growing Companies in 2017. The company has more than 1,300 team members and was honored as 2018 Best Places to Work in Orange County, California, for the third consecutive year.

Doug is a member of the Policy Advisory Board of the Harvard Joint Center for Housing Studies and is actively involved in the Leading Builders of America organization. He is involved in both legislative efforts and community enhancement programs through the California Building Industry Association and HomeAid, a charitable organization that builds shelters for the temporarily homeless.

After receiving his B.A. from the University of Oregon, Doug went on to finish his M.B.A. at the University of Southern California.

Links from today’s podcast:

TriPointe Group

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About the Author: Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.