Disa Pratt, the Chief Sales Officer for Vetnique, joins us to share her remarkable journey in sales leadership. From her early days at Procter & Gamble to leading a thriving pet wellness brand, Disa unveils the strategies that have driven her success. With Vetnique's unique veterinarian-formulated solutions, founded by Dr. James Bascharon, standing out in the competitive pet wellness market, Disa explains how delivering results and being part of supportive company cultures have been pivotal in her career. Her passion for sales and her dedication to building teams resonate throughout the conversation, offering inspiration and practical insights for aspiring leaders.
The art of building successful sales teams comes alive as Disa reflects on her foundational training and mentorship at Procter & Gamble. Her experiences underscore the importance of product knowledge, understanding merchandising dynamics, and cultivating strong buyer relationships. She passionately describes how mentorship has not only shaped her leadership style but also helped her nurture future leaders. Disa reveals the key attributes she seeks when assembling her sales teams—proven track records, cultural fit, and the adaptability necessary for high-growth environments—all while fostering a positive and supportive culture that encourages growth and innovation.
Leadership and accountability in sales take center stage, with Disa discussing the power of vulnerability and feedback in developing as a leader. The Entrepreneurial Operating System (EOS) comes into play as a tool for maintaining accountability and enhancing organizational clarity. Additionally, we explore the critical role of CRM systems, not just as a tool for efficiency but as a catalyst for strategic decision-making through data analytics. Disa emphasizes the need for skilled analysts who can convert raw data into actionable insights, ensuring that sales teams are empowered to achieve excellence. Join us for this engaging episode that offers a wealth of experience and strategies from one of the leading voices in sales leadership.
Disa Pratt is a seasoned sales and business development executive with over 30 years of experience driving revenue growth for both start-ups and global CPG brands. She currently serves as Chief Sales Officer at Vetnique, where she leads sales strategy and retail expansion across major outlets like Chewy, Petco, Walmart, and Target.
Her background spans sales, strategy, eCommerce, marketing, and omnichannel execution, with leadership roles at Zesty Paws, Solid Gold, HALO, and New Chapter (P&G). Disa is known for her data-driven, collaborative approach and proven success in building strong retail partnerships.
She lives on a 40-acre farm in western Massachusetts with her two rescue dogs, Olive and Odie, and is passionate about pet wellness and fostering animals.
Quotes:
"In sales, it's all about results. Promise made, promise kept. Deliver on your numbers and the rest will follow."
"Mentorship has been a cornerstone of my career. Strong mentors believed in me, thrust me into roles I wasn't ready for, and stood by me as I grew."
"Vulnerability isn't a weakness in leadership; it's a strength. Embracing imperfections and learning from them fosters a culture of growth and innovation."
"CRM systems are more than just efficiency tools; they're catalysts for strategic decision-making when aligned with organizational goals."
Links:
Disa’s LinkedIn - https://www.linkedin.com/in/disa-pratt-2baa2653/
Vetnique - https://vetnique.com
Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/
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