Becker Private Equity & Business Podcast
Growing Revenues Fast in a Changing Economy – Optimizing Sales Teams & Working with Great Outside Resources Featuring Sean Carson 4-10-25
Thu, 10 Apr 2025
In this webinar turned podcast, Sean Carson of Sales Empowerment Group joins Scott Becker to share strategies for accelerating organic growth in private equity-sponsored companies.
Chapter 1: Who Are Scott Becker and Sean Carson and What Is Sales Empowerment Group?
This is Scott Becker with the Becker Private Equity and Business Podcast. Today, we've got for you a webinar that we recorded with Sean Carson of Sales Empowerment Group. Sean helps to head up the private equity practice there. They do a tremendous job on revenue growth strategies with private equity-sponsored companies and mid-market companies.
We'll work through a whole range of issues with Sean Carson today. Thank you for listening to this Becker Private Equity and Business Podcast webinar. Thank you. Sean, can you take a moment and introduce yourself and tell us about Sales Environment Group?
Yeah, thanks so much, Scott, and thank you all for joining us today. We're excited to chat a little bit more. As Scott mentioned, I'm an executive within the organization. We are a growth services firm, and we use that terminology intentionally. Everything we do is designed to help accelerate organic revenue and top-line growth for businesses.
where we found ourselves highly concentrated was working over the past several years with a lot of mid-market organizations who had financing through private equity partnerships. And so we've established ourselves as a trusted advisor and partner to over 35 firms today and growing really to help drive efficiency in commercial organizations. And so excited to chat with you today and
answer any questions, share a little bit of perspective and what we're seeing based on the number of businesses that we're working with and some of the challenges and successes that we're having along that journey.
And Sean, take a second time for private equity sponsored companies, the imports of organic growth versus bolt-on growth, particularly in a changing world. How important is organic growth in an organic growth strategy? Can you give us a moment there?
Yeah, it's critically important. And this culminated around the same time that we started to see significant run-ups in interest rates. And so as you imagine, those of you who are involved with or oriented to the private capital spaces, that has a direct impact on how businesses can operate and the freedom to fund strategic and growth initiatives.
So there's an old saying like revenue solves a lot of problems. When you think about maximizing enterprise value, you can do that two ways. You can increase organic top line, or you can go buy and bolt on and build bigger businesses.
And many organizations look to execute both, but there's definitely a priority on the organic top line because it's generally speaking when done correctly, the most capital efficient approach to increasing enterprise value for an organization. Less risk. Integrations always carry risk. There's certainly other components that are challenging with respect to M&A.
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Chapter 2: Why Is Organic Growth Crucial for Private Equity Sponsored Companies?
You would hardly know that you're building this crazily successful firm sales empowerment group with this sort of humble way that you work so closely with clients and client intimacy and really trying to be client centric. And I think your point is so well taken. There could be all the different information out there, all the different technology out there.
But if it doesn't really feel like you're working for the customer and trying to improve what they're doing and help them, then nobody really wants to work with you. And you guys, I think, very much exemplify that effort. Talk for a second as a follow-up to that question. How is artificial intelligence, how is technology impacting some of the go-to-market strategies?
Yeah, it's a great question, and it's timely. You know, it's... the the way that ai is operating today is so magnificent um the use cases are abundant and the applications are never ending and so you know today i run a team of six ai agents You know, our resources across our business, you know, leverage AI and several different categories and capacities.
And we help teach our clients on different ways to leverage and use that. We don't think about LLMs and applications like chat GPT and agents that exist in verticals or specialized functions of, you know, areas of business as displacement technologies. We see them more as accelerants. efficiencies for commercial organizations.
The work that used to take a structured team a couple of weeks to do can be done in 30 minutes. Companies that are embracing this and leaning in and testing and learning, it doesn't have to be a large investment. It really is an investment of time and the commitment to trial and error and finding what works for you.
There's a ton of use cases around AI applications today that work for business A that are not going to be effective for business B. And there's a lot of inputs that are going to really center around that. If you have a high transaction, high volume organization with low ACVs, there's a framework and a structure of how you should think about AI to support your commercial organization.
If you're on the other end of that spectrum and you have more of an enterprise or low volume type of commercial organization with very high ACVs, that framework looks completely different. And so I think it's really important to understand, again, going back to fundamentals, what is the business strategy? Do you have that foundation in place?
Once you're equipped with data and information, you can start to then layer in efficiency capabilities to really drive forward the organization.
Thank you. And in this world of AI and outreach, automated outreach, all kinds of other things, how important is the sort of real one-on-one contact from business to business versus all technology driven? And how's that mix of sort of people to technology as you interact with customers and people on the other side of the equation?
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