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The Six-Part Sales Engine Every Landscape Owner Needs | Chris Psencik & Kevin Keim

📅 October 26, 2026 ⏱️ 34:24 🎤 Marty Grunder, Chris Psencik, Kevin Keim

Chapters

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  • 0:00
    Future-Proofing Your Sales
    Marty introduces the topic of future-proofing sales, focusing on building a sales engine independent of individual salespeople.
  • 4:33
    Hope Is Not a Strategy
    Chris and Kevin emphasize that relying on hope for sales is not a viable strategy and discuss common mistakes made by landscaping business owners.
  • 8:16
    Referrals and Proactive Sales
    The discussion shifts to the over-reliance on referrals and the importance of proactive business development strategies rather than waiting for leads.
  • 11:02
    Pipeline and Client Profile
    Kevin and Chris stress the significance of understanding your sales pipeline and adhering to an ideal client profile to avoid panic-selling.
  • 17:08
    Impact of Inconsistent Sales
    Chris explains how inconsistent sales activities negatively impact production, staffing, cash flow, and overall profitability.
  • 24:52
    Six-Part Sales Engine
    Chris and Kevin introduce the six parts of their sales engine: Target, Attract, Qualify, Convert, Deliver, and Expand.
  • 31:42
    Deliver and Expand
    The hosts discuss aligning sales and operations for successful delivery and the importance of expanding relationships with existing clients.
  • 37:24
    Systems and Accountability
    Kevin highlights the role of CRM as an accountability tool and identifies key metrics for landscape business owners to track sales goals.
  • 41:59
    Actionable Strategies for Growth
    Chris shares how attendees of the Grow conference will learn proven tactics and strategies to implement immediately in their businesses.
  • 44:51
    Sales Operation Homework
    Kevin provides homework for listeners to improve their sales operations, starting with defining a clear sales process and establishing a rhythm for team meetings.

Speakers

M
Marty Grunder
Host — Grunder Landscaping Company and the Grow Group
C
Chris Psencik
McFarland Stanford
K
Kevin Keim
McFarland Stanford

Key Takeaways

✦

Do not rely on hope as a sales strategy; instead, develop a defined, measurable sales process.

✦

Transition from an owner-led sales mentality by establishing systems and processes that ensure consistent sales, even without direct owner involvement.

✦

Move beyond passive referrals by proactively targeting ideal clients and implementing intentional business development strategies.

✦

Prioritize sales by identifying ideal client profiles and focusing on work that aligns with your company's strengths, profitability goals, and team capabilities.

✦

Ensure sales and operations are aligned to deliver on customer expectations, using successful project delivery as a tool for future sales and building long-term client relationships.

✦

Utilize CRM not just as technology, but as an accountability tool to track opportunities, monitor pipeline volume, and advance deals efficiently.

✦

Regularly review key sales metrics and hold sales team members accountable in rhythm-based meetings, focusing on concrete updates rather than fluff, to continuously improve performance.

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