Great sales starts with belief. For Ryan, Darren and Kyle Miller, that belief has shaped the way PWI has built its sales culture for more than two decades. In this episode, the brothers trace that philosophy back to a $25,000 lesson in 2003 and explain why PWI has grown a 25-person sales team without relying on commission.
They talk about the difference between price and cost, why too much product knowledge can actually hurt a salesperson and what happened the one time they tried to change their compensation model. They also explain why trust still matters more than any sales tactic and why face-to-face relationships continue to win. Whether you're leading a sales team or trying to become better at selling, this episode offers a practical look at building trust, transferring belief and creating a sales culture that lasts.
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**The Forge With Ryan Miller** is a podcast created to help develop company cultures that result in strong teams and create lasting business growth. Real conversations with business owners, manufacturers, and leaders about what it actually takes to build something. Hosted by Ryan Miller, CEO of PWI a leading manufacturer of lifting, storage, and safety systems based in Indiana.
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