Former Darden executive named president of Union Square Hospitality Group

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“Former Darden Restaurants Inc. executive Chip Wade has been named president of Union Square Hospitality Group, the company said Thursday.

Wade, who moves into the role officially in mid-May, fills a position that has been empty since 2015, when it was held by Jeff Flug, who stepped down after the public offering by Shake Shack, which was once a part of the New York-based multiconcept group.

In his new role, Wade (left) will work directly with CEO and founder Danny Meyer, the board and the restaurant group’s leadership team to enhance and evolve the company’s culture, drive guest experience and bolster profitability, the company said.

“USHG is growing in some pretty exciting ways right now,” said Meyer, whose group operates about 18 restaurants under various brands, from the acclaimed Union Square Café and Gramercy Tavern to the more casual neighborhood café Daily Provisions, the barbecue concept Blue Smoke and taco joint Tacocina.”

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Conduct Research Before Giving a Sales Demo

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“During sales discovery calls, one of the best ways to move a lead further down the funnel is to ask plenty of open-ended questions, and to listen carefully to the answers. It helps build a relationship with the buyer and allows you to tailor your sales presentation to match their needs.

But when it comes to running a demo with a c-level executive, asking questions is a big no-no. The time for questions is before your demo. C-level executives expect you to be fully informed about their pain points and current solutions. They want you to arrive armed with deep knowledge about their business, and to use your demo to show them how they can solve their challenges.

They don’t want to spend their sales meeting telling you about their needs. They want you to present a personalized, relevant sales demo that shows exactly how your product meets their needs and adds extra value. That’s why you have to do your homework in advance.”

Read more here.