In this episode, Jason and Jordan sit down with Neal Glatt of Neal Glatt Sales and Strategy for a deep dive into what it really takes to build a high-performing sales engine in the green industry. Neal shares his journey from selling Boy Scout popcorn door-to-door to helping grow a snow and landscape company from a single truck to $42M in annual revenue, and how that experience shaped his approach to B2B sales, process design, and scalable growth. The conversation covers the difference between B2B and residential sales, why most personality tests fail at predicting sales success, and how Neal uses sales-specific assessments to identify true "all-star" salespeople—including traits like money tolerance, handling rejection, and sales DNA. Jason and Jordan open up about their own businesses' growth spurts and slowdowns—from hurricane-fueled demand and drought-driven slumps to the challenges of hiring sales reps without overloading operations—and Neal unpacks concepts like fractional sales management, designing a compensation structure that doesn't cap top performers, and building a sustainable pipeline through relationships and referrals. Whether you're trying to go from $3M to $6M, hire your first salesperson, or finally get serious about commercial work and sales leadership, this episode gives you a clear, real-world look at how to build a sales system that actually scales.

Connect with Jason and Jordan:
🌐 Green Side Up Podcast Website
📧 Email: [email protected]
📘 Facebook: Green Side Up
📸 @greensideuppodcast on Instagram
📸 @skyfroglandscape on Instagram

Visit Our Businesses:
🌿 SkyFrog Landscape
🌳 Independent Tree Service

Save with SingleOps:
💸 Mention Green Side Up or use this link to get $500 off your SingleOps subscription:
👉 Get $500 Off SingleOps

Sponsors & Partners:

👉 MitoGrow 🌱
🎥 Intrigue Media on Instagram (@imintriguemedia)
📍 GS TrackMe

Podcast Produced by:
🎧 Mr. Producer (@mrproducerusa)