*SUMMARY*
In this episode, I chat with Jeff Arnold from the Armstrong Company about his unique path through retail sales, tech, cannabis consulting, and eventually landing in the world of professional moving. Jeff opens up about lessons learned from early jobs, why he keeps gravitating toward sales, and how becoming a dad reshaped his priorities. We dive into the wild economics of cannabis, what it’s like selling complex moving services, and why building trust and relationships matters more than any sales tactic.
*TOPICS*
*Jeff’s Background* 00:00:38
- Starting in retail at RadioShack and learning commission sales early
- Studying economics at UC Santa Cruz and developing a big-picture thinking approach
- Stints in tech, marketing agencies, and various consulting gigs
*Entrepreneurial Lessons in Cannabis* 00:06:00
- Entering the cannabis space during a period of rapid industry change
- The economic realities of legalization, oversupply, and commoditization
- Consulting on everything from manufacturing SOPs to agricultural efficiency
*Returning to Sales and Finding Stability* 00:19:26
- The impact of health, marriage, and fatherhood on career choices
- Building transferable skills across industries, including supply chain, product development, and brand strategy
Life at the Armstrong Company 00:29:16
- Selling residential, commercial, and specialized moving services
- The importance of taking responsibility end-to-end in complex moves
- Comparing DIY moves vs. full-service moves—and what’s worth the premium
*The Heart of Sales* 00:39:40
- What keeps Jeff coming back to sales: relationships, puzzle-solving, long-term growth
- Sales as a lens for understanding people and building professional momentum
- Advice for those struggling to find joy or sustainability in their sales careers
*Books & Inspiration* 00:47:36
- The New Jim Crow by Michelle Alexander: a must-read for perspective on systemic inequality
- Using quantitative analysis to bridge ideological divides
*Final Reflections* 00:51:50
- Billboard message: “Be nice to someone today”
- The power of empathy, small gestures, and assuming the best in others
- How being kind costs nothing—and can change everything
Links
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