Dave, who leads a lean team at Sloan Mechanical, shared the challenge of managing both sides of the business. 

“Every time I’m not picking up the phone or trying to find new business, I know I’m leaving money on the table,” he admitted. At the same time, he emphasized the importance of trust within his team: “Having someone I can rely on to handle day-to-day operations is critical—it’s the only way I can focus on growth without sacrificing service.”

On the sales side, Kevin offered advice for teams looking to formalize their approach. 

“If you can document the most valuable pieces of messaging—like your objections and differentiators—you give your team a consistent foundation to build on,” he explained.

For businesses just starting out, Kevin also recommended blocking out dedicated time for prospecting and sticking to it, saying, “Even small, consistent efforts can create momentum without overwhelming your schedule.”

Dave echoed this, sharing how his business relies on referrals but is already planning for the future. “Referrals are great, but they can dry up. That’s why we’re using tools like CRM+ and Pipeline+ to turn passing thoughts—like seeing a building while driving—into real opportunities.”

Watch the full 30-minute conversation above for deeper insights into growing sales, leveraging tools, and balancing operations effectively.